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

Unused Tickets Still Require (Micro) Management

Back in the day, business travelers used physical airline tickets. This helped, though did not ensure, that when non-refundable tickets went unused, credits would be applied to other trips. Then tickets went electronic, and they were more often forgotten. Managing unused ticket credits remains a pain in the a$$. And that’s company cash. So when…

Teleconference 2: Hotel Buying

Hotel Buying Oct. 13, 2016 On Teleconference 2, The Company Dime and expert guests examined the dynamics of the ongoing 2017 hotel rate negotiating season. ABC Global Services CEO Eric Altschul, Hilton executive director for business travel sales Maria Chevalier, Festive Road associate Lora Ellis, Anthem travel and events director Cindy Heston and HRS VP of the…

Teleconference 4: Cost Vs. Comfort

Cost Vs. Comfort Dec. 8 at 12 pm EST Thanks to all our attendees and speakers! Listen to a recording of the live teleconference. During Teleconference 4, Nvidia senior global travel manager Karoline Mayr, tClara managing partner Scott Gillespie and Carlson Wagonlit Travel Solutions Group vice president Christophe Renard discussed how to balance cost and comfort in…

Not Steeply And Not Everywhere, Average U.S. Hotel Rates To Rise Again In 2017

[UPDATE, June 28, 2017: BCD Travel’s Advito suggested that hotel demand in North America “may have passed its peak.” As such, the consulting unit tweaked its average rate increase projection downward to a 2 percent to 4 percent range from 3 percent to 4 percent.] U.S. corporate hotel rates are projected to rise about 4…

New American Airlines Discount Structure Puts More Business Under Contract

American Airlines today revised domestic discount structures for all corporate contracts. The move addresses a competitive weakness versus Delta and United by giving accounts a price break on more airfares. AA said every client with an existing deal immediately will realize greater savings, with more spending covered by contractual terms. Discounts now apply on all…

After Reservations System Switch, Southwest Can Be More Creative On Corporate Deals

[UPDATE, Feb. 8, 2017: Southwest plans to complete by May 9 the second “foundational release” of the new Amadeus Altéa reservation system. That would cover passenger check-in and boarding, baggage check-in and other operational functions. The initial release in December 2016 allowed for domestic U.S. ticket sales. The airline described that as a “virtually flawless”…

GBTA Airline Request For Proposals Template Aims For Better Total Value Comparisons

The Global Business Travel Association’s aviation committee last month released a new airline RFP toolkit. The committee wants it to become an industry standard like GBTA’s hotel RFP. Getting there will take some work, but the initiative looks like a step forward in comparing various flavors of airline pricing. The committee started by dusting off GBTA’s eight-year-old…

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