Category Archives: Negotiating

New Hotel Cancel Policies Not ‘Fine’ By Customers, But Greater Negotiated Value Offers Silver Lining

The reception to some hotel chains’ new 48-hour cancellation rules has been “perfectly fine,” according to Hilton Worldwide CEO Christopher Nassetta. “Nobody likes incremental restrictions on the flexibility of reservations, but I think most customers understand that we’ve got a need to manage our inventory and avoid walking people,” said Marriott International CEO Arne Sorenson. “As a consequence, the response… Read More »

Serviced Apartments Play Host To A New Dynamism

Airbnb’s continued buildout of corporate travel capabilities has awoken the sleepy serviced apartments sector. New investment capital supports startups for bookings, sourcing and property management. Traditional operators are creating their own distribution platforms. Design norms are shifting along with client expectations for something interesting. Useful for relocation, internships, project work, insurance services and emergencies, serviced apartments and variations… Read More »

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

[UPDATE, July 26, 2017: InterContinental Hotels Group’s new cancellation policy will be more lenient than Marriott’s and Starwood’s, allowing guests to cancel reservations without penalty up to 24 hours in advance. A spokesperson confirmed the change will first affect Europe, beginning July 28, followed by the Americas on Aug. 4. Properties in Asia (excluding China where policies aren’t… Read More »

Teleconference 12: Corporate Airline Relationships

Corporate Airline Relationships Sept. 14, 2017 at 12 p.m. EDT Download it here. Gift it here. Grab the slides 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… 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 KDS and Traveldoo… 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 . . . For SubscribersThe full page is available to subscribers of The Company Dime. Please log in or reset… 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. Extrapolating the findings, BCD… 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 for ongoing professional… 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 of ARC Corporate… 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 fares specific to… Read More »