Webinar: Optimising corporate hotel spend with rate intelligence


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How to optimize corporate travel spend?
15 Jun, 1.30 PM GMT

Category: Price Intelligence

• Challenges faced by Corporate Travelers and Travel Desks
• How rate intelligence can help corporate travel desks optimize their spend?
• How to make the Hotel Program RFP process more effective?
• Benchmarking for the successful hotel program
• Ongoing rate intelligence – getting the most out of your hotel program

Gary Mayger, SVP, Travel & Corporate Solutions, RateGain

Chris Pouney, Founder & Director, Business Travel, Severnside Consulting Ltd

Published in: Technology
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Webinar: Optimising corporate hotel spend with rate intelligence

  1. 1. <ul><li>March 2011 </li></ul>Technology for the Global Travel Industry
  2. 2. on the panel today Chris Pouney Founder & Director, Business Travel Severnside Consulting Ltd Gary Mayger Head of Travel & Corporate Solutions RateGain IT Solutions Chris Pouney is founder of Severnside Consulting that offers bespoke business travel management support to mid and large size corporations. Having started his career at American Express, he joined first the Travel Company, then financial giant Citigroup to lead travel globally, winning numerous internal awards for his innovative approach to service delivery. Working with major global companies in industries as diverse as Construction to Perfumery specialising in major travel transformation projects,  delivering significant savings, and service improvements. Chris is a frequent contributor to industry publications and a speaker at industry events RateGain, one of the most awarded travel and hospitality technology companies, offers innovative web-based solutions to top Online Travel Agents, Airlines, Wholesalers and Hotels across 65 countries. Our solutions are in the areas of Competitive Price Intelligence , Online Channel Management, Guest Satisfaction Audit, Reputation Management and Social Media Marketing. Established in 2004, RateGain is headquartered in Noida, India with offices in the US, Thailand, Spain, Dubai and the UK. For further information visit us at www.rategain.com
  3. 3. <ul><li>The challenges </li></ul><ul><ul><li>Program managers & procurement </li></ul></ul><ul><li>Using intelligence </li></ul><ul><ul><li>Optimize the hotel program </li></ul></ul><ul><ul><li>Effective RFP’s </li></ul></ul><ul><ul><li>Benchmarking for a successful hotel program today and tomorrow </li></ul></ul>todays session optimizing the hotel program
  4. 4. Challenges faced by hotel program managers & procurement
  5. 5. Are you running a healthy hotel program ? <ul><li>Hotel spend accounts for an ave of 39% your total travel budget </li></ul><ul><li>Ave 50% of hotels booked are out of policy </li></ul><ul><li>Deficiency in rates being loaded into the booking channels </li></ul><ul><li>Hoteliers predicting year on year rate growth </li></ul><ul><li>Availability of hotel data is “scattered” </li></ul>
  6. 6. addressing the challenges – you and your team managing an effective hotel program <ul><li>Convergence of corporate and leisure buying </li></ul><ul><ul><li>Empowered internal customers </li></ul></ul><ul><li>Compliance & control = risk </li></ul><ul><ul><li>Leakage of a non managed program </li></ul></ul><ul><ul><li>Distribution channels compromised ? </li></ul></ul><ul><ul><li>Rate loading and availability </li></ul></ul><ul><li>Transparency </li></ul><ul><ul><li>Lack of rate visibility </li></ul></ul><ul><ul><li>Dynamic pricing </li></ul></ul><ul><li>Efficient information </li></ul><ul><ul><li>Fast actionable decision making – do you have it? </li></ul></ul><ul><ul><li>Supplier performance – measure and improve </li></ul></ul><ul><li>Investment </li></ul><ul><ul><li>ROI or simply a spend </li></ul></ul>
  7. 7. How rate intelligence can help corporations optimize their hotel spend
  8. 8. Right pieces in the right place
  9. 9. rate intelligence pre and post booking <ul><li>Proactive search </li></ul><ul><ul><li>Pattern of search identifying in advance if your negotiated rate/room type is available via your booking channels </li></ul></ul><ul><ul><li>Identify in advance violations of rates available on brand or websites with proactive messaging for corrective action </li></ul></ul><ul><li>Rate optimization </li></ul><ul><ul><li>Dynamic pricing </li></ul></ul><ul><ul><li>Proactively identify savings by comparing booked rates vs. cheaper rates that maybe available via the web channel </li></ul></ul>
  10. 10. How to make the Hotel Program RFP Process more effective
  11. 11. pre RFP empowering the RFP process <ul><li>Increased competitor set </li></ul><ul><ul><li>Market based intelligence aligned to different criteria with historical AND future rates with business traveller reviews and ratings </li></ul></ul><ul><li>Negotiation intelligence </li></ul><ul><ul><li>insight to available future BAR rates (365 days plus) – all hotels from brand sites and OTA/wholesaler sites compared to alternative properties. </li></ul></ul><ul><li>Booking intelligence </li></ul><ul><ul><li>Insight to past and future booking data for intelligence for key items such as occupancy and availability trends. </li></ul></ul>
  12. 12. Benchmarking for the successful hotel program
  13. 13. benchmarking components to think about <ul><li>Rate parity </li></ul><ul><ul><li>Managing parity across the distribution channels. Ensuring you can catch this early whilst running your program </li></ul></ul><ul><li>Rate availability </li></ul><ul><ul><li>Monitor proactively using patterns of search to identify violations that can be managed </li></ul></ul><ul><li>Rate effectiveness </li></ul><ul><ul><li>Is my rate as competitive as it could be and am I taking advantage of BAR – saving/loss </li></ul></ul><ul><li>The right product </li></ul><ul><ul><li>Do I have the right product in my program that consistently delivers </li></ul></ul>
  14. 14. Open forum
  15. 15. A final thought & thank you for your participation www.rategain.com www.severnsideconsulting.com