New AA Travel Agency Incentive Favors Higher Fares Over More Passengers

By | December 4, 2014

American Airlines this quarter brought to most of its North American travel agencies revised back-end "override" incentive programs. Based on revenue share rather than passenger count, the move may put some travel buyers on guard for higher costs.

It's conceivable that the program presents agencies a reason to either transact higher fares and/or charge higher client fees. But AA isn't looking at it that way. Vice president of global sales Derek DeCross today said the idea is to "win a greater share of high-value customers" across all customer segments.

Sources indicated that Delta Air Lines . . .

For Subscribers
Click here for purchase and renewal options.

New visitor? Request a free trial.

Already subscribing? Please log in, or reset your password. Check your subscription status here.

This content is protected by copyright. Link sharing is encouraged but duplication and redistribution is illegal.
Author: David Jonas

David Jonas in 2006 co-founded business media firm ProMedia.travel after ten years as a journalist with Business Travel News. David rejoined BTN in 2010 as executive editor when its parent company acquired ProMedia, and in 2014 co-created The Company Dime. David has a bachelor’s degree in communications from Cornell University.