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 →
23-24 May in Singapore, 26-27 May in Manila, and 30-31 May in Hong Kong to deliver a two-day course on travel procurement principles and travel program globalization. This is an invitation-only course sponsored by Amadeus and Carlson Wagonlit, with support from the Global Business Travel Association.
Then a nice break at home before going to Indianapolis on 23 June for a speech at the Ohio Valley Business Travel Association meeting. I’ll cover the topic of selling into procurement – a challenge that most travel suppliers are facing.
I hope to see some of you at some of these events. If you’d like to meet before or after, drop me a note!
TIILTS stands for Travel Innovations I’d Like To See. You’ll see quite a few more of these in the weeks to come. This first one deals with corporate self-booking tools.
There’s a trend toward empowering corporate travelers when it comes to making their travel arrangements. Why not swim with this tide? Why not create a positive reward, rather than a negative consequence, for travelers who are about to pull the trigger on a travel purchase?
I’d like to see companies reward travelers for doing the right things. Before you say “No way – employees are expected to do that in the first, middle and last place!”, take a breath and hear me out.
What is one of the biggest obstacles to travel policy compliance? You got it – Frequent Flyer Points. These loyalty schemes work really well, so why not take a page from the suppliers and put the concept to work for you buyers?
Here’s a mock-up of what a points-driven self-booking tool might look like (click on the image for a better view):
The keys are that the traveler gets very clear reinforcement of the desired booking behavior, the reward associated with it, his current status, and what it takes to get to the next level. There are lots of variations on this, but you get the idea – a way-easy element to build right into the point of sale when – and where – it matters most. Continue reading →
The first-ever one-day workshop on airline sourcing was a big success! About 70 delegates worked their way through the key success factors for sourcing this important spend category. NBTA‘s post-event survey measured two key factors:
The change in the level of understanding of airline sourcing (definitely improved, above), and the overall satisfaction with the event (quite high, below). Continue reading →
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 →
Let’s cut to the nub of this issue. No one will ever know for sure if ancillary revenues make airlines more profitable. There are just too many moving parts in an airline’s revenue stream. Sure, airlines may report an extra billion dollars in ancillary revenue (AR, from here on) – but what did fares do?
This blog’s most popular posts involved innovation, fighting words, myths and data sources. Not quite sure what this topical variety tells me about the direction I should take with this travel management blog in 2010, but stay tuned! (Sign up here for immediate delivery of new articles via e-mail)