One-third (32%) of corporate hotel programs used AI in the most recent RFP cycle, but over two-thirds (69%) expect to use it in the upcoming cycle, according to a survey of 258 travel managers across the US, Canada and Europe. It was conducted by GBTA in partnership with Radisson Hotel Group between April 20 and May 13. 

The survey showed that travel buyers show strong interest in and comfort with AI for both decision support (70%) and automation (56%), but emphasize that human oversight remains essential for interpreting qualitative factors such as traveler preferences and brand fit. 

Suzanne Neufang, CEO of GBTA, said: “This research offers timely insights into the growing opportunity for managed hotel programs to evolve to meet a rapidly changing and unpredictable market environment. We see a clear picture emerging of travel managers striving to balance increasing costs against managing risk and enhancing the traveler experience, while also actively leveraging AI to simplify and drive smarter, more efficient programs.”

Other findings included:

• More than half (54%) of organizations outsource their RFP activities at least partially to TMCs or consultants. Large companies (20,000-plus employees) are most likely to “partially” outsource (64%) — but not “fully” outsource (14%). 
• Outsourcing is particularly prevalent in Europe — 64% of European travel managers say their company outsources some or all RFP activities, vs. 52% of North American travel managers — reflecting the complexity of managing multi-market programs across the region.
• For the second year, dynamic discounts have grown and fixed rates have consolidated, highlighting a shift in how companies approach hotel pricing strategies. Almost half (49%) of hotel programs saw an increase in the number of dynamic discounts, while only 17% saw an increase in the number of fixed rates. 

While fixed rates remain the foundation of most programs, travel managers are increasingly adopting a blended approach, combining fixed rates in high-volume markets and dynamic discounts in secondary or less predictable locations. 

• The survey revealed that last room availability (LRA) rates are more common than non-last room availability (NLRA) rates.

Gianni Di Fede, Radisson’s chief commercial officer, said, “We’re proud to partner with GBTA on this research, which provides valuable insights into how corporate travel programs are evolving in response to a rapidly changing landscape.” As travel managers navigate increasing complexity, he said, “there is a greater need for improved flexibility, smart-decision making and stronger collaborations across the industry.”