Category Archives: Negotiating

HRS Tests Blockchain For Corporate Hotel Negotiations, Check-In Procedures

By | April 19, 2018
HRS vice president of product Martin Biermann

One of the first applications of blockchain to corporate travel is in the works at hotel distribution and contracting specialist HRS. Spurred in part by discussions with sourcing client Siemens, HRS is testing blockchain-powered smart contracts, allowing clients and hotels to negotiate rates that change based on environmental conditions. In another scenario, blockchain supports identity verification at check-in. The… Read More »

Mike Premo On What NDC Means For Corporate Travel Managers

By | March 29, 2018
Mike Premo ARC

Sitting at the nexus of travel agencies and airlines, ARC is well-positioned to understand the needs of both sides. Today’s advisor, ARC president and CEO Mike Premo, advocates collaboration on the changes facilitated by IATA’s New Distribution Capability (NDC). That’s because while there’s a lot to sort out when it comes to air travel booking, servicing and contract… Read More »

Hyatt Hotels Negotiates Consortia Rates With Shared Services Firm KBB Partners

By | March 7, 2018
KBB's Chaz Foster

Hyatt has negotiated rates for shared services provider KBB Partners’ financial and professional services members. KBB aggregates spending to secure favorable pricing and contract terms on areas including travel, insurance, information services, office supplies and teleconferencing. Best suited for firms without in-house resources, KBB looks to negotiate individual and group contracts with airlines, hotels and car services. It… Read More »

How The Amex GBT Acquisition Of HRG Could Change Supplier, Buyer Economics

By | February 13, 2018
American Express GBT-HRG

Achieving economies of scale is a big part of the proposed American Express Global Business Travel acquisition of HRG. More influence on airline distribution evolution is a bonus. GBT also might gain pricing power on some client bids. Another big driver? Greater clout to generate more revenue from suppliers. While that’s always a motivator for TMCs to get bigger, is that all… Read More »

Boosting Corporate Sales Force, Southwest Targets Booking Fees And Considers Prism

By | January 31, 2018
Dave Harvey

After making a “modest” investment in corporate sales during the past 10 years, Southwest Airlines expects to significantly increase its numbers. It’s also taking a fresh look at its toolkit and contemplating ways to make bookings more efficient. Southwest started 2017 with 18 field account managers. Senior director of business development Matt Smith, who leads corporate sales, said… Read More »

Consultancies Advocate Rightsized TMC Sourcing

By | November 29, 2017

Festive Road is a travel consultancy for the social media age. It’s got excellent communicators. Heck, it has The Company Dime as a partner (see disclosure, below). When it comes to TMC sourcing, the U.K.-based firm’s announcement this week of a simpler approach met with a ho lot of hum from competitors on both sides of the Atlantic.… Read More »

GBTA May Add Airbnb To Hotel Sourcing Tool

By | November 6, 2017
GBTA RFP

GBTA will consider “all forms of accommodations” for a forthcoming update to its hotel request for proposals template. Aiming to complete the update in time for 2019 rate negotiations, GBTA will establish a volunteer task force to determine which new elements to incorporate, according to an association official. Bringing home-sharing into the annual hotel RFP process would be… Read More »