Travel management company Carlson Wagonlit Travel this week published a new white paper which looked at the growing consolidation in the hotel industry.
It warned travel buyers to expect “significant change” in the industry following Marriott’s acquisition of Starwood. And said it could lead to more difficult negotiations during RFP season.
This is why CWT suggested four steps to start building a stronger negotiating position:
- Assess key markets: look at share by top chain within key cities or areas within a city, assess alternative hotels and potential savings
- Prepare to have a more flexible approach for 2017, incorporating alternative suppliers as required
- Adapt your travel policy to ensure compliance
- Communicate to travellers, engage them in corporate objectives, and create shared ownership in the results
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