Forcing travellers onto negotiated hotel rates will increase leakage from the travel policy, the BBT Forum was told.
While many buyers want their travellers to use the preferred suppliers, making it mandatory will have the opposite effect. This is the view of a large percentage of travel buyers who attended the BBT Forum in London yesterday.
In the opening keynote address hotel booking specialist HRS’s board member, Jason Long, said if your travellers use a self-booking tool for hotels then ensure other hotels as well as your preferred properties can still be seen.
“At the end of the day travellers might have priorities that don’t fall in line with company policy, so my recommendation would be to keep your negotiated rates in there but also make other hotels accessible.
“That way at least you can track the traveller, increase visibility, display duty of care and then also guide the traveller to the negotiated rates."
Long’s speech focussed on content and making sure there is as much available to your traveller as possible. “Accessibility and quality of content can really increase compliance,” he said.
Long asked the room whether forcing travellers onto negotiated rates would increase compliance – around 90 per cent of the forum disagreed.
Long also claimed around 85 per cent of hotels in Europe are independent and these are not typically in a programme.
“The majority of independent hotels are not in the travel procurement eco-system that you’re using. So if these hotels are not in the window of opportunity then you will lose out,” he added.
The forum focussed on 'facing global challenges' and was debated by a room of buyers who operated under Chatham House rules.
Head to our online forum to discuss any of the issues from the day.
The next BBT Forum will be held on October 3. To book your place contact crobson@panaceapublishing.com or call call +44 (0)207 821 2700.