Hotel RFP Hell: Is the End at Hand?

Let’s agree that all our friends and colleagues who are in the midst of yet another grueling hotel RFP season should have our sympathies.

You’re dealing with big chunks of invisible hotel spend, crappy data on the visible spend, clunky RFP tools, tedious back-and-forth negotiations, last room availability promises that won’t be kept, and disgruntled hoteliers only too happy to poach your travelers with squatter rates that they’ll offer as long as it suits them. Ugh.

Oh, yes – you’re also facing one of the toughest negotiating environments in what, a decade? Ouch.

Speaking of decades, we know you’ve been putting up with this predictably stressful process year after year, for what, two or three decades?  Gag.

Hang in their, friends, for the future is much brighter.  I saw a glimpse of it at the Beat Live conference in D.C. last week.  But fair warning…you’ll need to grit your teeth and open your minds, as it’s not an easy pill to swallow.

Two pills, really.  The first is TRIPBAM; the second is dynamic pricing.  Here’s how they get you out of the hotel RFP desert: Continue reading

Best Practice: Hotel Sourcing Strategy Study

We’re moving into the hotel sourcing season, so take a moment and think about your favorite little black dress or your best power suit.  What makes it your favorite? And how the heck does this relate to hotel sourcing?

Great clothes project the image you want.  They send signals.  They help define your image.  And if you’ve chosen carefully, they help achieve your goals. But they’ll only do that if your clothes fit like a glove.  See where this is going? Continue reading