Hotels 2021: Changing the Game

Pandemic-induced disruptions are rewriting the playbook for hotel negotiations
The wheels of change were already rolling through the lodging sector, and the pandemic has only accelerated the shift. Sophisticated rate monitoring technology, a demand for greater flexibility and a need for tighter scrutiny of health and safety protocols has created an environment for a top-to-bottom rethink of hotel programs.

As these changes blow through, what does this mean for the traditional and much-maligned annual RFP process? “While RFP processes won’t be disappearing anytime soon, they will become increasingly sophisticated as organizations attempt to capture more value from their travel spend,” says Valerie Layman, VP of product management for Coupa Software, a spend management solutions provider in Seattle. “This is because travel managers today are increasingly trying to satisfy two competing priorities: cost savings for the company and enhanced traveler experience.”

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Categories: Special ReportLodging

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