According to the white paper, no corporate traveler should be allowed to waste their own or the company’s time looking around for the cheapest hotel. The increased transparency of public rates through the OTAs and price comparator websites has also fuelled corporate misunderstanding of rate types. Travelers may have seen a lower non- refundable saver rate on a hotel website and compared it to a fully flexible rate the company has negotiated. Demand based dynamic pricing by its nature is ever-changing, which also impacts corporate perception. If travellers go outside policy, it’s not just because they want a lower price, but a wider choice too. However leakage also undermines the corporate’s ability to leverage volumes to negotiate effectively and maximise savings. So corporates require the best of both worlds – a choice of hotels to meet travellers’ needs at the lowest price bearing in mind booking conditions. Effective rate negotiation is as much about choice as price; the mix of rates available is determined by the corporate’s choices. The lowest rate may not be the most cost- effective rate, as negotiated rates often include airport or local transportation, breakfast, Internet, parking and other amenities. Download the white paper at HRS (free registration)