Speaking at InteleTravel’s invite-only Luxury Travel Summit in London last week, where the agency hosted its top-value sellers, Handley-Hughes warned delegates: “Price-matching is a dangerous game to play – and it doesn’t buy you loyalty.”
Handley-Hughes later told TTG price-matching is not permitted at InteleTravel, stressing agents are encouraged instead to emphasise the value they bring by adding things on such as lounges or parking – "something clients would never think to do”.
“You’ve got to be proactive and think, ‘are you offering that hotel the night before?’, for example – adding value is key.”
Handley-Hughes revealed InteleTravel will enrol agents onto its “Path to Pinnacle” programme, which exists in the US but will be formalised for agents based in the UK and Ireland from 1 August.
Agents are also encouraged to join InteleTravel’s Dreamaker event, a live full-day “induction into travel” that is hosted either virtually or in-person throughout the year.
She also confirmed InteleTravel is promoting sales by value, with agents recognised for sales achievements under the agency’s Agent Recognition programme being rolled out from 1 September, once they hit certain commission levels, starting at their first £1,000.
And while Handley-Hughes was quick to stress agents not seeking to chase higher-value luxury bookings would always have the agency’s support, she said there would be ongoing support for those looking to concentrate on higher-end sales through Path to Pinnacle.
"We’ve been on a journey,” she told TTG, insisting “we are delivering for our suppliers and we are really earning respect in the industry”.
She added InteleTravel agents should “expect training, required attendance at events and support".
