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Article Excerpt
United Airlines' move last month to pull its preferred partnership with Carlson Wagonlit Travel is part of a wider effort to trim $80 million in annual agency incentive programs. Though CWT is the largest travel management company to be hit by pullbacks, United said it is managing such relationships more aggressively, scaling back its portfolio of corporate clients, travel management companies, leisure travel agencies, fare consolidators and agency affiliate programs.
United senior vice president of worldwide sales Jeff Foland said the carrier has "reworked" all contracts with leisure and corporate agencies, noting that one mega, which sources confirmed as CWT, fell to the wayside.
Though Foland said managed corporate travel remains an "important segment," the carrier is refining its portfolio to tilt toward highly compliant and business-generating customers--be they corporate buyers or TMCs. Foland said the agency and the corporate client portfolio is "shrinking by design," as the carrier focuses...
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More articles from Business Travel News
GDS Tools To Widen Agency Access., August 11, 2008
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