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.
[UPDATE, July 20, 2023: We added context around Cvent’s hotel sourcing tech.] The Company Dime‘s Jay Campbell spoke with Eric Friedrichsen, CEO of Emburse, and Steve Reynolds, CEO and founder of Tripbam, about the Wednesday morning news of Tripbam’s acquisition by Emburse. Here are some highlights. • Tripbam will initially run as a division of Emburse,…
[UPDATE, July 19, 2023: The CEOs of both companies offered some additional details here.”] Spend management provider Emburse on Tuesday agreed to acquire Tripbam, the Dallas-based firm best known for hotel rate assurance. Terms were not disclosed. Founded by corporate travel veteran Steve Reynolds a decade ago, Tripbam also offers airfare reshopping, sourcing services for…
Marriott isn’t happy with its offering for small and medium-sized enterprises, so it’s building a new one. The plan comes at a time when customer cohorts are jockeying for rooms and rates, and virtually all intermediaries and suppliers are prioritizing small and midsized enterprises for growth. “This is probably the best time ever” for SMEs,…
The Wall Street Journal on Monday caught up to the significant changes at American Airlines. The article hit several themes covered in the trade press over the last six months. Its headline and sub-headline reflect the debate over whether AA is responding to the changed business market or trying to remake it. Raymond James analyst…
Corporate contracts are changing at American Airlines and United Airlines. What’s going on with the value proposition on each side of the table? Industry veteran David Jaqua, an expert on corporate air travel data and former leader at Prism Group, acquired by Sabre in 2012, advocates for tried-and-true practices filtered through the lens of today’s…
[UPDATE, May 31, 2023: American Airlines and JetBlue Airways will appeal the judicial decision requiring them to disassemble their Northeast alliance.] In mid-2020, JetBlue CEO Robin Hayes told Wall Street analysts that lacking a global network made it hard to compete for corporate accounts, and that a new partnership with American Airlines would remedy that….
United Airlines recently upended its corporate rate negotiations, in some cases scaling back offers to corporate accounts late in the dealmaking process. “What we saw with top clients in the past few weeks was that United has decided to reduce discounts,” said Advito global air practice director David Frangeul during a phone interview last week….
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