Hotels renegotiating rates to preserve corporate business
June 11, 2008 | Hospitality Industry
As many hotel suppliers see softer demand, travel buyers at some big companies have said hotels are more willing to renegotiate corporate rates mid-year, which treads against typical negotiation patterns.
While most travel buyers likely have not seen the negotiating pendulum swing completely in their favor, some have reported unsolicited mid-year renegotiations and a less firm stance on rates by suppliers compelled to accommodate corporate customers.
“This past year I have seen hoteliers come back to me and offer me a different price after the first one was rejected,” said Cynthia Shumate, Estee Lauder travel services director. “They have been more aggressive during the request for proposals season and they are more willing to come back and offer a new price.”
“Some hotels have contacted us to reduce rates, especially in New York City,” said Discovery Communications travel services director Yukari Sison. “Some are really worried about the economy and what that may mean. They noticed a decrease in our volume, so they did lower our rates.”
Get the full story at The Transnational
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