Category Archives: Negotiating

Marriott’s 48-Hour Cancellation Policy To Affect 2018 Rate Negotiations

In light of related tests by big chains in recent years, Marriott International’s June 15 introduction of 48-hour cancellation policies at nearly all Americas hotels wasn’t a surprise. That doesn’t make negotiations for next year’s rates any easier. Like it or not, and most don’t, Marriott’s decision exemplifies the lodging industry’s efforts to better manage… Read More »

Teleconference 12: Corporate Airline Relationships

Corporate Airline Relationships Sept. 14, 2017 at 12 pm EDT Register here. Gift a ticket here. There’s rarely a dull moment in the world of airlines. It’s a supplier segment that underwent radical changes in the past decade, from mergers and joint ventures to new business models and all sorts of new approaches on pricing, product and distribution.… Read More »

CWT Using Points, New Rate System To Capture More Hotel Bookings

Many travel management companies and tech firms are working to process more of their clients’ hotel bookings. Continuing its push, Carlson Wagonlit Travel is rolling out a simplified rate aggregation system and using loyalty points as incentives. During a Wednesday interview, CWT president of hotels Scott Brennan said some clients in Europe that use the… Read More »

Blockchain Startups Target Travel Distribution

Blockchain digital ledger technology could be used for loyalty programs, corporate contracts, payment, expense management, airport processing, traveler identity and maybe even travel policy and compliance. Innovators also are betting on distribution disruption. With tests beginning in about three weeks, Blockskye aims to shift the power in distribution “back to hotels and airlines” by enabling… Read More »

Providers: Audit To Improve Hotel Sourcing Results

Companies that do not audit hotel rates and availability are leaving piles of cash on front desks, according to BCD Travel analysis of client data. Without standard rate audits, a firm spending about $20 million annually on hotels overpays them by $490,000, the travel management company found. The same client would save about $900,000 per year using both rate and availability audits.… Read More »

Fox World Travel Teams With Professor Brad Seitz For New School

Topaz International CEO Brad Seitz is leaving the travel auditing company he led since 2003 to build resources for corporate travel pros. The idea is to do some consulting, create a buyer community, conduct research and, along with Fox World Travel, formulate an education curriculum. The last part would address both newbies and those looking… Read More »

ARC Data Showing Promise For Buyers

Prism data is the basis for corporate deals with the big U.S. network airlines. It will be for the foreseeable future. But it has limitations. The Airlines Reporting Corp. designed new tools for corporate buyers and agencies that better detail activity and marketplace benchmarks. This can prepare them for contracting. In an early use case… Read More »

Airlines Diverging On Custom Corporate Bundles

Delta Air Lines in 2015 started offering tailored packages of products and services to corporate accounts. It’s not doing that anymore. It has other ways to enrich commercial relationships with add-ons. The change in strategy reflects two different ways airlines view the concept of corporate bundles. Travel managers for a while talked up the idea of… Read More »

Hilton Ends Test Of Seven-Day Cancellation Rates

For those who found Hilton’s restrictive “flexible” rates problematic, there’s some good news. A Hilton official confirmed the hotel company ended a test of those rates. But don’t be surprised if you see them again. Like Basic Economy airfares, these kinds of hotel rates aren’t suited for corporate travel. Some program managers would rather not include… Read More »

2017 U.S. Corporate Hotel Rates: Small Increases, Some Happy Surprises

[CLARIFICATION, Jan. 4, 2017: An HRS spokesperson explained that while the company promotes independent properties, it does not require sourcing clients to commit to using them. Rather, those clients are asked to funnel “a reasonable” share of total hotel volume through HRS systems. This article has been updated with that information.] U.S. corporate negotiated hotel… Read More »

ABC Global Services Creates Midmarket Hotel Rate Sourcing Service

Aiming to help smaller and middling travel management companies compete with the biggies, ABC Global Services launched a hotel sourcing service targeting midmarket corporate accounts. The program goes beyond the consortia rate program ABC already offers, helping businesses contract in markets where they have enough volume to do better than those group rates. Several other… Read More »