GDS Markup Rules: Pricing Fares by Route Without Manual Work

A flat 5% markup makes sense on no route in particular — it's just the number an agency settled on because calculating something more precise, fare by fare, wasn't practical by hand. The cost shows up as underpriced premium routes and overpriced competitive ones.

Set markup by route, cabin or fare basis — not one number for everything

A route with little competition can carry a higher margin; a route your clients can also book directly on a comparison site needs a tighter one to stay competitive. Rules applied automatically at search time mean every agent quotes with the same logic, without memorising a spreadsheet of exceptions.

Show the agent the margin, not just the final price

An agent who can see the margin on a fare in real time can make an informed call about a discount for a loyal client, without needing to ask a manager or do the maths themselves under time pressure during a call.

Review the rules quarterly, not never

Fuel surcharges shift, competition on a route changes, and a rule that made sense in January can be quietly costing margin by June. Because the rules live in one place instead of an agent's head, reviewing and adjusting them takes minutes rather than retraining an entire team.