Why Everyday Value Matters More Than Points in Travel Loyalty

Psychology has shifted from “saving for something special” to “getting value now.” Charlie Coniglio explains why travel loyalty is shifting from aspirational rewards to everyday value, and how programs must adapt to remain relevant in a world driven by immediacy, flexibility, and real-world utility.

For a long time, loyalty programs worked on a simple idea: collect points now and enjoy something better later. But that idea doesn’t land the same way anymore.

Travellers today aren’t just saving up for one big, aspirational trip. They’re travelling more often, in smaller, more practical ways. At the same time, rewards feel harder to use, with rising thresholds and limited availability making them seem out of reach.

So the value starts to feel distant.

What people want instead is something they can actually use, now, not someday. As expectations shift and everyday costs matter more, loyalty is becoming less about dreaming big and more about getting real, immediate value from every trip.

“Consumer expectations have reset around instant gratification; people now expect value delivered immediately, not years or even months, from now. Economic pressures have sharpened focus on practical savings over aspirational rewards,” said Charlie Coniglio, SVP, North America, CarTrawler.

In this interview, Charlie Coniglio shares how changing traveller behaviour, economic pressures, and the demand for immediacy are reshaping loyalty programs—moving them away from aspirational rewards toward practical, everyday value.

Excerpts from the interview:

For years, loyalty programs sold aspiration—premium cabins, upgrades, exclusive experiences. When did that promise start to feel disconnected from what travellers actually value?

The disconnect emerged gradually, then accelerated. Years of devaluations, blackout dates and opaque redemption processes eroded member confidence long before travellers consciously noticed. The promise of a free flight began to ring hollow when points required kept climbing while availability windows kept shrinking.

What crystallised the gap was a fundamental shift in how people travel. The aspirational model assumed infrequent, significant trips worth saving for. Modern travel looks nothing like that; it fragments across work trips, weekend getaways and spontaneous plans.

According to our research, 85% of travellers rent a car at least once per year, with nearly half renting three or more times. When members realise their accumulated points cannot deliver value matching their actual travel frequency, the emotional contract breaks.

The aspiration no longer feels attainable; it feels like a distant promise unlikely to be honoured.

Many programs still emphasise points accumulation, even as redemptions become harder and quietly devalued. Has the industry optimised too heavily for financial engineering at the expense of emotional loyalty?

The evidence suggests yes. Programs have become adept at issuing points, selling them to partners and managing liability on balance sheets.

But financial optimisation and member engagement are not the same objective; in many cases, they have become competing priorities. When redemption thresholds rise while earning rates stagnate, members notice.

The commercial logic makes sense in isolation: unredeemed points reduce liability, devaluations protect margins. Yet collectively, these decisions signal that programs exist to extract value rather than deliver it.

CarTrawler research reveals that 75% of loyalty program members would redeem points for car rental if available; a clear indication that demand for practical redemption exists but remains unmet.

Emotional loyalty requires consistent reciprocity. Members who feel rules keep changing in the program’s favour eventually disengage, not with complaints, but with silence and by directing their loyalty elsewhere.

We’re seeing what some call a “redemption shift,” where flexibility and immediate utility matter more than delayed, high-value rewards. What is driving this change in traveller psychology?

Several forces converge here. Consumer expectations have reset around instant gratification; people now expect value delivered immediately, not years or even months, from now. Economic pressures have sharpened focus on practical savings over aspirational rewards.

According to arrivia’s 2024 Travel Loyalty Outlook report, 43% of consumers want discounts on everyday purchases from their loyalty programs. The member who redeems points for an everyday car rental before a weekend trip experiences value before the journey begins.

CarTrawler data reinforces this shift: 68% of members say earning points on car rental bookings would make them more likely to book through their loyalty program. That immediate, practical utility reinforces program relevance in ways a distant points balance cannot.

Psychology has shifted from “saving for something special” to “getting value now.”

As travel becomes more fragmented, spanning work trips, short breaks, local mobility and last-minute plans, are loyalty programs failing because they are still designed around the “big trip” rather than the everyday journey?

Many are. Legacy program architecture reflects an era when travellers took fewer significant trips annually. That model assumed loyalty operated on a long cycle: earn over months, redeem occasionally. Ground transportation accompanies nearly every trip, yet most programs treat it as an afterthought.

CarTrawler research found that 63% of travellers consider car rental an important part of their overall travel experience; yet this high-frequency touchpoint remains underleveraged. The member who earns points from a co-brand card but rarely flies sees their balance sit unused for years.

Programs designed around the everyday journey, the car rental at the destination, the rideshare from the airport, create continuous engagement rather than asking members to wait for an annual redemption that may never come.

If the next decade of travel loyalty is less about points and more about practical value, what will distinguish the programs that rebuild trust from those that continue to lose relevance?

The programs that thrive will measure success differently. Rather than tracking points issued, they will focus on value redeemed. According to McKinsey, redeemer members spend 25% more than inactive members; evidence that facilitating redemption drives commercial outcomes.

Technically, rebuilding trust requires modern infrastructure capable of real-time partner integration and flexible redemption. Strategically, it requires acknowledging that practical, everyday rewards create more touchpoints than aspirational redemptions that most members never reach.

Everyday car rental represents exactly this opportunity: a high-frequency reward that accompanies nearly every trip and delivers immediate value. The programs that rebuild trust will demonstrate value, fitting naturally into members’ real travel behaviours.

Those optimising for financial metrics while confidence erodes will manage databases of disengaged accounts rather than communities of loyal travellers.

ALSO READ: How AI Is Reframing Customer Feedback