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

Notebook: NDC As Contract Component? It’s Under Consideration

Dallas – Utilization targets for the New Distribution Capability are part of the “new contracting process with many of the airlines,” according to FCM Travel’s head of consulting for the Americas, Ashley Gutermuth.  That companies could negotiate with airlines on this basis was fascinating and “eye-opening” for Matt Patterson, senior director of client relationship management…

Dispatch 5

Last month, United Airlines chief commercial officer Andrew Nocella said corporate travelers increasingly “pick the airlines they want to fly on versus the purchasing manager at their business.” To some degree, the comments continued dialogue initiated by his equivalent at American Airlines, Vasu Raja, who backed AA’s corporate travel backpedaling with several statements corporate travel…

Corporate Travel Data Trio: Domestic Airfares Keep Falling

U.S. government domestic airfare data published a few weeks ago showed a deepening downward trend. A few Wall Street analysts and Delta CEO Ed Bastian said that information did not reflect market realities. But data from several other airfare benchmarking sources, including a trio of corporate travel data handlers, formed a consensus: despite solid demand…

Op Ed: Tony O’Connor On A Rethink For Buyer Associations

Consultant Tony O’Connor updates his thinking on industry associations with a new twist as he perceives a great realignment in buyer-supplier dynamics. Travel buyer associations are an important part of the business travel landscape. They are the vehicle that can enable disparate buyers to join forces and have a say in the issues and changes…

Tripbam’s Hotel Sourcing Business ‘Tripled’

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, with Reynolds reporting to Friedrichsen. • Reynolds: Integrating with Emburse Go (formerly Roadmap)…

Emburse Buys Tripbam

[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…

Planning New SME Program, Marriott Sees Corporates Competing For Rates And Availability

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,…

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