It is the question lodge owners think and rarely ask out loud: if I appoint this UK rep, are they also selling the lodge down the road? It is a fair question, and how a rep answers it tells you a great deal.
Why overlap matters
A UK representation company earns its value through the attention and advocacy it gives your property with operators. If the same rep carries three directly competing lodges in your region, that attention is divided — and in any given operator meeting, someone is being put forward first.
Exclusive vs non-exclusive
Some arrangements are exclusive (the rep takes no direct competitor in your category and region); others are non-exclusive. Neither is automatically wrong — a large generalist roster can still serve you well — but you should know which you are signing, and a property paying for senior attention is right to expect protection from direct conflict.
“Portfolio overlap is not a trick question. It is a reasonable thing to ask any rep — and the answer should be specific, not reassuring noise.”
What to ask
- Do you currently represent any property that directly competes with mine in the same region and price tier?
- If you take one on later, will you tell me first?
- How do you decide which property to put forward when an operator is choosing between two of your clients?
- How large is your portfolio overall?
How Kusa Connect handles it
We carry a deliberately small portfolio precisely so each property receives genuine attention, and we are transparent about portfolio composition before any agreement. If there is a potential overlap in your region or niche, we will say so up front and discuss how to handle it — rather than discover it later. We think that is the only honest way to charge for senior representation.
Want a rep that protects your position?
Kusa Connect carries a deliberately small portfolio and is transparent about overlap before any agreement. Ask us how we'd handle your region.
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