webinar: optimising corporate hotel spend with rate intelligence
DESCRIPTION
How to optimize corporate travel spend? 15 Jun, 1.30 PM GMT Category: Price Intelligence Agenda • 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 Speakers Gary Mayger, SVP, Travel & Corporate Solutions, RateGain Chris Pouney, Founder & Director, Business Travel, Severnside Consulting LtdTRANSCRIPT
A Travel Technology Company
March 2011
Technology for the Global Travel Industry
on the panel todayChris PouneyFounder & Director, Business TravelSevernside Consulting Ltd
Gary MaygerHead of Travel & Corporate SolutionsRateGain 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
The challengesProgram managers & procurement
Using intelligence Optimize the hotel programEffective RFP’sBenchmarking for a successful hotel program today and tomorrow
todays sessionoptimizing the hotel program
Challenges faced by hotel program managers & procurement
Confidential
Are you running a healthy hotel program ?- Hotel spend accounts for an ave of 39% your total travel budget
- Ave 50% of hotels booked are out of policy - Deficiency in rates being loaded into the booking channels
- Hoteliers predicting year on year rate growth- Availability of hotel data is “scattered”
Confidential
addressing the challenges – you and your teammanaging an effective hotel program
Convergence of corporate and leisure buying
– Empowered internal customersCompliance & control = risk
– Leakage of a non managed program– Distribution channels compromised ?– Rate loading and availability
Transparency– Lack of rate visibility– Dynamic pricing
Efficient information– Fast actionable decision making – do you have
it?– Supplier performance – measure and improve
Investment– ROI or simply a spend
Confidential
How rate intelligence can help corporations optimize their hotel spend
Right pieces in the right place
rate intelligencepre and post booking
Proactive search– Pattern of search identifying in
advance if your negotiated rate/room type is available via your booking channels
– Identify in advance violations of rates available on brand or websites with proactive messaging for corrective action
Rate optimization– Dynamic pricing– Proactively identify savings by
comparing booked rates vs. cheaper rates that maybe available via the web channel
How to make the Hotel Program RFP Process more effective
pre RFPempowering the RFP process
Increased competitor set– Market based intelligence
aligned to different criteria with historical AND future rates with business traveller reviews and ratings
Negotiation intelligence– insight to available future
BAR rates (365 days plus) – all hotels from brand sites and OTA/wholesaler sites compared to alternative properties.
Booking intelligence– Insight to past and future
booking data for intelligence for key items such as occupancy and availability trends.
Benchmarking for the successful hotel program
benchmarkingcomponents to think about
Rate parity– Managing parity across the
distribution channels. Ensuring you can catch this early whilst running your program
Rate availability – Monitor proactively using patterns
of search to identify violations that can be managed
Rate effectiveness– Is my rate as competitive as it
could be and am I taking advantage of BAR – saving/loss
The right product– Do I have the right product in my
program that consistently delivers
Open forum
A final thought & thank you for your participation
www.rategain.com
www.severnsideconsulting.com