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

London, China Among International Fare Soft Spots

Businesses are paying less for some international airline tickets than they have in years, according to corporate travel benchmarks. It’s not because airlines have cut published pricing. Instead, they have kept selling more low-bucket inventory closer to departure. That brings down passenger yield, a proxy for fare paid. Some U.S. routes to London and China are showing sharply reduced…

Podcast 8: Sharon Tolliver, Frederic Khalil, Linda Doty and Simone Buckley

Our eighth podcast episode features a discussion recorded this month with three procurement experts: former Thomson Reuters VP of sourcing operations Linda Doty, former Guardian Life chief procurement officer Frederic Khalil and ROA Consulting Group managing partner Sharon Tolliver. They spoke with Jay Campbell about how travel relates to procurement, procurement transformation and professional certifications….

Delta Corporate Bundles Are In Client Hands Via Travelport

New York — Delta Air Lines is offering corporate fare bundles to Boise, Idaho-based Micron Technology through Travelport in the first publicly disclosed realization of a long-held airline hope. Using Travelport’s Smartpoint interface, Micron’s BCD Travel agents next year will begin testing use of a special fare bundle including not only Micron’s Delta rate, but also certain ancillaries. Delta and…

Little Hope In Travel Management For Change In Marriott’s Ways

The corporate travel world’s opinion of Marriott is bipolar. Travelers love the loyalty program, but that can work against corporate program compliance. Many industry professionals respect the company’s success but get discouraged when it takes a hard line on various issues. Travel buyers like the idea of a consistent, high-quality product from a world-renowned brand…

As Its Delta Deal Downsizes, Alaska Airlines Ups ‘Joint’ Sales With AA

[UPDATE, Dec. 19, 2016: Alaska Airlines and Delta Air Lines as of May 1, 2017, no longer will share codes. The carriers also will cease frequent flyer program reciprocity. An interlining deal for ticketing and baggage connectivity will continue.] Alaska Air Lines’ relationship with Delta seems about over as one with American is ramping up….

Direct Affront: Hotel Rates And The Familiar Channel Conflict

It’s tough to know if you got the cheapest hotel rate. A lot of that has to do with timing. Published hotel rates, like airfares, fluctuate. Availability changes based on occupancy. Corporate rates aren’t always as accessible as many program managers would like. Some big chains also are more actively favoring direct bookers. They offer various enticements,…

Hotel Rates Keep Rising, But New Supply In Some Cities Gives Buyers Leverage

It’s another tough negotiating cycle for corporate hotel buyers. Healthy demand and tight availability mean some hotels are even declining to bid. But it’s not the same story in all markets and there are several ways clients can attempt to mitigate rate hikes. Buyers should have more leverage in markets that are adding lots of new rooms. New York still is…

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