GETTING HOTELS TO RESPOND TO RFPs: DON’T THEY WANT YOUR BUSINESS?

by Suzanne Neufang

Carlson Wagonlit’s hotel sourcing group published a study in June projecting the environment for corporate hotel negotiations after the Marriott-Starwood merger becomes a reality. One of the report’s highlights pointed out that Marriott declined to respond to RFPs 18 percent of the time during the 2016 RFP season. That figure is three times as often as Starwood decided not to respond. The prospect of that figure going even higher presents a challenge to travel buyers worldwide, especially those in North America.
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INTEGRATION HOLDS THE KEY TO ENHANCING PAYMENT SCENARIOS IN BUSINESS TRAVEL

A 2015 HRS/GBTA survey found that for a total of 77 percent of travel managers, missing receipts as well as missing or incorrect expense report forms were the largest hurdle on the way towards greater efficiency. Companies are increasingly making headway to decrease these kinds of errors via more innovative receipt capture/transmission, but true progress is most often seen at companies that have the travel program strategy in tune with the rest of the organization’s processes.
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