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United Wants To Minimize Corporate Travel Fare Discounts And Hired A Marriott Sales Leader To Help

One goal of the United Airlines distribution strategy is to move corporate clients away from price as a differentiator. It’s still in the early days of that, but recent tests with SAP Concur Travel and other channels promise an environment where product and service benefits play an equal or bigger role than discounts in client…

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McKinsey Highlights Travel As Poster Child For Outsourcing

In a November paper that otherwise favored optimizing indirect procurement over outsourcing it, McKinsey & Co. suggested companies consider outsourcing travel procurement. It’s debatable whether outsourcing purchasing in indirect categories such as travel saves money. Nevertheless, some industry pros figured current cost pressures in certain industries would prompt more companies to look at outsourcing travel…

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As Tripbam Spins Up Hotel Sourcing Service, Chains Oppose Getting Cut Out

Corporate customers constantly reshopping rates is bad for hotels, but so long as properties publish lower rates, revenue managers have little recourse. It didn’t matter so much during the last several years, thanks to the healthy business environment. That’s gone. Making matters worse for chains, clients now are using Tripbam’s data troves to go straight…

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Op Ed: Derek Sharp On The Annual Hotel RFP’s Diminished Role

Complicated in the best of times, hotel sourcing is particularly tricky right now. Derek Sharp, SVP and COO for CWT’s RoomIt, makes the case for ongoing program maintenance and closer relationships with key providers. It’s the end of 2020 and that means more than just a nip in the air and aspirations for a happier…

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Rising Diversity And Inclusion Awareness Highlights How Much More There Is To Do

With growing awareness this year about the work needed for greater diversity and inclusion, and the benefits of taking it on, the travel community has responded. Groups like the Black Men’s Travel Network and the TAMS Breakthrough Diversity committee sprung to life following the social justice movements that swept across America this year in response…

Walmart Seeks Patent On Corporate Travel Contract Optimization

When you’re a big corporation, you can get nice volume discounts. When you’re the biggest, you get to reinvent how they’re used. Walmart seems to be at it again. The $524 billion retailer’s tech group built something specifically to optimize utilization of, negotiations for and supplier compliance to travel contracts. In spring 2019, the company…

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Corporate Travel Buyers On What They Need From TMCs, How They’re Working With Suppliers And Why Policies Changed (Video)

According to a pair of travel managers who recently completed RFPs for travel management company services, the traveler experience was a bigger priority than ever before. That stands to reason during a pandemic that is focusing organizations’ attention on their people. Other components of a TMC’s offering that always were important to buyers, like content…