Seeking an Edge

Pandemic-induced changes in business travel may push the traditional hotel RFP season off the calendar
​​After years of predicting the end of the annual hotel RFP, the industry may finally be able to chant: “RFPs no more!” Because of the impact of COVID-19, dynamic rates, identifying target cities and shifting expectations more toward cleaning protocols, health and safety audits, and more flexible booking may be the new normal for hotel partnerships.

A year ago, with the RFP season in full swing, buyers knew exactly where their company would need to travel, giving them the ability to plan ahead and anticipate their travel needs. Today, we are still seeing RFPs; however, today’s buyers are really prioritizing flexibility and duty of care.

This has led to an increased interest in dynamic pricing as companies’ travel programs and new market needs shift. Additionally, as companies are consolidating programs and processes, they are looking for larger, global portfolios that will provide solutions for all their requirements.

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