Independent hotels present an opportunity for agents

THE rise in independent
hotels – true
independents and
those affiliated with soft
brands such as Hilton’s Curio
and Marriott’s Autograph
Collection – makes agents
more valuable. The choice
of independent hotels is
now so broad that the
agent’s knowledge can really
come into play. Agents who
understand what their clients
want and can perfectly pair
this with a hotel’s unique
offering, can set themselves
apart, offering real value to
their clients.
The perfect match
Lucinda Tyler, product
manager of Club Travel,
says it can go a long way
towards helping clients when
an agent takes the time to
research and ensure that
they have chosen the best
possible option to meet
their requirements. “It is
very important for an agent
to know their clients’ needs
and wants and to match
them to an appropriate hotel
that fulfils most or all of
their requirements.”
Salma Mansuri, travel
consultant of A2Z Travel
Services, agrees: “Finding an
independent hotel that offers
yoga, hiking or unusual
dining for a client who enjoys
such things can make their
trip a perfect one.”
According to Lucinda,
independent hotels tend to
offer a more personalised
service and small extras,
such as early check-in and
check-out at no extra cost.
She says special touches
like these are especially
appealing to corporate
travellers who prioritise
flexibility.
Angela McLoskey, md of
Sure Dynamic Travel, says
agents should mention these
benefits to leisure travellers
too as they may appeal to
them. As she explains, some
leisure travellers prioritise
comfort and privacy.
Agents agree that doing
their homework is vital
when it comes to sourcing
an independent for a client.
Lucinda says the Internet
can be of great assistance
in this regard.
“However, it comes down
to training and making sure
that the right questions
are asked at the time of
booking. Guidance and
information from your
suppliers – especially one of
their reservation consultants,
because they have likely
seen or stayed at the
properties – can also be of
excellent value,” she adds.
Vicky Steinhardt, product
manager of Pentravel, argues
that it is important for
agents to visit independent
hotels themselves before
recommending them to
clients, to ensure they are
up to standard because
they are not regulated by big
brands.
She says agents should
develop relationships
with independent hotels
thereafter to ensure
they uphold these high
standards