“It’s about leverage and leveragability,” Brad Penrith, senior director, global sales for Carlson Rezidor Hotel Group, told the audience of approximately 400 attendees at last week’s Global Business Travel Association conference - about half of which were travel planners. “Do you have control of your travelers? Can you ship share? If you can, that is fantastic. When you don’t have control, you don’t have leverage.” The situation has swayed in such favor of the hotels that at times it’s difficult for corporations to get rooms at all, let alone the last-room availability option they seek. Different - and sometimes conflicting - messages from the property level and the corporate level is also an issue that bears watching during the request-for-proposal process, the panelists said. Get the full story at Hotel News Now