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

GBTA Aviation Committee Looks Beyond RFPs

San Diego – In 2016, the Global Business Travel Association’s aviation committee produced a new airline RFP template. It introduced a standardized format for quantifying soft-dollar components, among other enhancements. Recognizing that a request for proposals is just the start, the committee this year is creating a more complete air program management toolkit. “We realized…

AA Builds Reporting Portal As Big Three U.S. Carriers Share More Client Data, Push Soft Benefits

The three major U.S. network airlines are big on providing account-specific information. This can relate to spending, contract performance, ancillary services and operational metrics. Delta Air Lines in 2014 and United Airlines last year activated self-service reporting portals. Now comes American’s. American Airlines in June unveiled a portal for travel agencies. In the fall it will test…

Southwest Airlines’ Revamped Corporate Sales Strategy Is Taking Shape

San Diego – Southwest Airlines is redesigning its approach to corporate relationships. No longer relying on individual salespeople to look after all of an account’s needs, the carrier is assembling teams to handle contract implementation, analytics and customer service. “We know we were not easy to do business with,” said Dave Harvey, recently promoted to…

New Tripbam Benchmarking And Auditing Services Take Aim At Hotel Revenue Management Trickery

Tripbam announced benchmarking and hotel performance assessment tools enabling clients to determine if they’re getting appropriate discounts, why negotiated rates aren’t being used and where they can improve their programs. The initiative aims to address problems that give travel buyers fits and have attracted other solutions, as well. In the works for well over a year,…

United Creates New Midmarket Discounts

United Airlines established a new corporate discount program for midmarket companies that can earn those demonstrating an ability to shift share upwards of 19 percent off premium fares. Called United Propel, the program differs from other airline midmarket discount schemes in that it includes $2,000 to $10,000 in annual amenities and also will apply (as early…

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

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…

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