In corporate travel, sourcing is all about negotiating deals with airlines, hotels, car rental companies and other suppliers. Of course, organizations want to get the best value, but travel procurement is about more than price. It’s also about using data to monitor performance on both sides, working with intermediaries, building deeper relationships and exploring new technologies that improve processes.
Nobody likes the annual corporate hotel RFP process. Buyers want longer-term deals, but the industry’s sourcing infrastructure doesn’t effectively support them. What about negotiating evergreen deals that tie rates to market indexes? Elevance Health travel services consultant Dan Stagnitta is exploring it. During a June 6 BTN webinar sponsored by Cvent, Stagnitta described as “silliness”…
Two pillars of American Airlines’ Fall 2022 to Spring 2024 sales strategy were that it needed corporate travel volume less than before and that when corporates got discounts, they often failed to deliver the commensurate market share. The carrier found the first to be false. On the second, it will be hard-pressed to repair itself…
Global corporate hotel booking volume continues to build, but pressure on consumer spending and hotel rate hikes have companies keeping travelers closer to home and extending trips to get a bigger bang for their buck, according to a new report from booking platform HotelHub. The company’s director of business development, Paul Raymond, saw the data…
In April, 85 percent of more than 600 buyer and supplier respondents told GBTA they “like” or “love” working in the business travel industry. “Once you’re in it, no matter how hard you try, you don’t leave,” said GBTA VP of education and engagement Jill Koronkiewicz. “You keep coming back. It’s inclusive and welcoming; there…
Washington, D.C. — There’s a darker side of sustainability in the airline industry, and attendees to an ARC/ATPCo event here got glimpses from those on the inside. It’s not all about headline-grabbing greenwashing. Profit-minded motivations drive different interpretations of sustainability data and can hamper efforts to make offsets and SAF contributions more accessible to already-confused…
Washington, D.C. — American Airlines agreed to use the ARC Corporate Intelligence tool for contract management. ARC CI launched with United Airlines in 2020 as an alternative to the market-leading Prism platform, owned by Sabre. An AA official did not comment on whether the airline would continue using Prism. AA signed on in December 2023,…
Southwest Airlines has always done things differently, but lately, it’s been embracing industry norms in the corporate market. It’s participating in more distribution channels and fielding a bigger sales team. It offers a basket of options for corporate dealmaking, including at least one throwback idea: back-end rebates. Those may be instead of or in addition…
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