Category Archives: Negotiating

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 »

Unused Tickets Still Require (Micro) Management

Back in the day, business travelers used physical airline tickets. This helped, though did not ensure, that when non-refundable tickets went unused, credits would be applied to other trips. Then tickets went electronic, and they were more often forgotten. Managing unused ticket credits remains a pain in the a$$. And that’s company cash. So when… Read More »

Teleconference 2: Hotel Buying

Hotel Buying Oct. 13, 2016 Thanks to all our attendees and speakers! The recording from this event may be purchased here or gifted here for $10. Here are the accompanying slides. On Teleconference 2, The Company Dime and expert guests examined the dynamics of the ongoing 2017 hotel rate negotiating season. ABC Global Services CEO Eric Altschul,… Read More »

Teleconference 4: Cost Vs. Comfort

Cost Vs. Comfort Dec. 8 at 12 pm EST Thanks to all our attendees and speakers! This event’s recording may be purchased here or gifted here for $10. During Teleconference 4, Nvidia senior global travel manager Karoline Mayr, tClara managing partner Scott Gillespie and Carlson Wagonlit Travel Solutions Group vice president Christophe Renard discussed how to balance… Read More »

Not Steeply And Not Everywhere, Average U.S. Hotel Rates To Rise Again In 2017

U.S. corporate hotel rates are projected to rise about 4 percent next year. That’s in line with Hilton CEO Chris Nassetta’s initial expectations. It would be a slightly more modest increase than the industry expected for 2016. Predictions of course vary by market. The Bay Area still has tight supply powering rate hikes. New York… Read More »

New American Airlines Discount Structure Puts More Business Under Contract

American Airlines today revised domestic discount structures for all corporate contracts. The move addresses a competitive weakness versus Delta and United by giving accounts a price break on more airfares. AA said every client with an existing deal immediately will realize greater savings, with more spending covered by contractual terms. Discounts now apply on all… Read More »

After Reservations System Switch, Southwest Can Be More Creative On Corporate Deals

[UPDATE: Feb. 8, 2017: Southwest plans to complete by May 9 the second “foundational release” of the new Amadeus Altéa reservation system. That would cover passenger check-in and boarding, baggage check-in and other operational functions. The initial release in December 2016 allowed for domestic U.S. ticket sales. The airline described that as a “virtually flawless”… Read More »