Sourcing

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.

Some examples
Extending or renegotiating contracts
• Assessing marketshare and volumes
• Hotel RFPs, rates, LRA and security
Political and social considerations
Working with intermediaries

The Future Of Airline Contracting: Engagement And Marketing Edge Out Discounts
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The Future Of Airline Contracting: Engagement And Marketing Edge Out Discounts

What airlines want from their corporate customers and what they’re willing to give in return is changing. For many U.S. accounts, the request for proposals process and resulting contracts look very different than they did five years ago, especially for American and United clients. Airline corporate discounts are getting downsized or eliminated, and carriers want…

British Airways Adjusts To AA’s Stance On Corporate Deals
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British Airways Adjusts To AA’s Stance On Corporate Deals

American Airlines cares less for conventional corporate travel dealmaking, but that’s not working for partner British Airways. As AA cancels corporate deals or allows them to lapse — including agreements struck jointly with its key Oneworld partner — BA wants to hang onto some. It has broken from a practice the carriers followed for over…

Dispatch 10
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Dispatch 10

As American Airlines all but dismantles corporate sales, airline industry pundits scrutinized AA’s latest arguments about going small and emphasizing competitiveness via network and loyalty. The strategy illustrates diversification among big airlines that adds to these challenging times for corporate travel buyers. Chief commercial officer Vasu Raja on March 4 told Wall Street analysts that…

Advito Offers $6K Hotel Sourcing, Consulting
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Advito Offers $6K Hotel Sourcing, Consulting

BCD Travel’s Advito created a hotel consulting service for small and medium-sized enterprises. Priced at $6,000 for a package of products and tools, it’s designed to address a middle ground between existing solutions in the industry. “Most of the time, people are paying maybe a little less than that just for a sourcing platform or…

Southwest Claims Domestic Corporate Share Gain Based On ARC Data
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Southwest Claims Domestic Corporate Share Gain Based On ARC Data

Southwest Airlines finished last year with roughly 12 percent of U.S. domestic managed corporate travel bookings, based on its analysis of ARC data, up from zero four years earlier. The jump resulted from a combination of market and Southwest-specific developments. Measured by passengers, the dataset encompassed global distribution system bookings through a few dozen of…

What Matters When Choosing A Corporate Travel Consultant
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What Matters When Choosing A Corporate Travel Consultant

Consulting services for corporate travel program management are popping up everywhere. Even suppliers like Delta Air Lines and Mastercard are ready to help. Incumbents include special divisions of travel management companies, individuals, boutique firms and some of the world’s largest consultancies. How does an organization choose? Primarily, it’s about how well the consultant’s subject matter…

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