Take our quick quiz (only 6 questions) built with exclusive new data from BTN. At the end you will be able to compare your corporate travel priorities with those of other travel decision makers.
What matters most to you?
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| Critical | A Factor | Non-Factor | |
| Enforcing compliance is easy because rooms at our negotiated rate are always available where my travelers need to be. |
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| I have a visibility into the program's performance through regular reporting on contracted room and night rates. |
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| I feel loyal to the relationships I have with key corporate sales contacts. |
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| I feel like we have a partnership because my supplier is willing to help me meet my objectives. |
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| Preferred suppliers provide me and my travelers with layers of support to help address questions and concerns. |
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| Preferred suppliers enable my success by helping me demonstrate the way their program delivers value to my corporation. |
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| I feel confident adding the supplier brand to my hotel program because it has a good perception among my travelers. |
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| The supplier is a company that is easy to do business with. |
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Now, let’s see what other travel decision makers had to say about choosing a hotel partner.
1. How does your company negotiate preferred hotel rates?
just over half of respondents negotiated with at least one hotel chain, with:
28% negotiating with as many as three or more.
Nearly 76% of decision makers negotiated rates with local properties located near where they had offices or where they traveled to frequently.
Just 9% did not negotiate preferred hotel rates at all.
2. Thinking about your most recent preferred hotel negotiations, please:
…most decision makers said that the number of hotels near my common traveler destinations were consistently an important factor when looking for a preferred hotel partner. Here’s how the list breaks out:
1. Number of hotels near my common traveler destinations
2. Price
3. Range of brands to suit different travelers
4. Service for travelers
5. Availability of negotiated rates to travelers
6. Included amenities (Wi-Fi, breakfast, etc.)
7. Service for my company
8. Good brand recognition
9. Rewards program for travelers
10. Rewards or benefits for my company
3. Please indicate for each of the following options if they were "a critical factor," "a factor," or "not a factor" in your relationship with your preferred hotel suppliers.
Respondents considered 7 out of 8 items to be at least “a factor” in their relationships with hotel partners. Loyalty toward key corporate sales contacts was consistently the least important factor.
Being able to enforce compliance by having rooms in key locations at negotiated rates was a “critical factor” for 50% of those surveyed.
Just under half felt that having a supplier that was easy to do business with was the next most critical factor.
Although not critical, 55.4% still considered a partner’s ability to help them achieve their own goals as a factor.
4. Thinking about your most recent hotel negotiations, please rank how important these hotel amenities were in your decision to select a preferred hotel partner.
…more than any other amenity, companies won’t budge on having free:
High-speed Wi-Fi available for their travelers.
Other top demands included free:
Breakfast
Increased security
Safety features
Onsite meeting facilities
5. Which statement(s) reflects your company's traveler compliance and expense policies?
31.4% of respondents stated that their travelers could book any rate or property they chose, but most organizations had at least some restrictions.
CTMs at 45% of organizations would suggest travelers who book at non-preferred properties to rebook with a preferred partner.
However, at 29.2% of organizations, travelers who expensed travel over a set rate would be officially reprimanded.
21.9% stated that travelers staying at non-preferred properties might not be reimbursed.
6. Please indicate which of the following statements align with the policies and practices currently in place at your company.
86.9% of CTMs said getting the best total value while also meeting business needs for a specific traveler/trip was the most important factor in selecting hotel providers.
76.6% said their company would shift business needs in exchange for preferred pricing.
61.8% said bottom-line cost savings was the most important factor in selecting hotel providers.
45.2% said traveler satisfaction was the most important factor in selecting hotel providers.
19.7% of organizations let their travelers purchase and expense upgrades for more comfortable travel.
Did you find it helpful to see what other successful companies consider when they look for new hotel partners?
If you did, keep an eye on your inbox. The full report from BTN is coming soon.
