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 . . .

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