Collecting hotel commissions always has been arduous. Helping agencies and corporations with it is the reason companies like Onyx CenterSource and CTS Systems exist. For their clients, hotel compensation strategies that reallocate monies from the traditional commission bucket to so-called marketing fees exacerbate the challenge. The apparent step-up in such activity has led to more bemoaning about opaque economics between suppliers, travel management companies and corporate clients. That each hotel may have a different set of parameters only confuses matters.

"We are finding from TMCs that they know . . .

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