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Deloitte revamps hotel.

Publication: Business Travel News
Publication Date: 24-MAR-03 		Format: Online
Delivery: Immediate Online Access

Article Excerpt
Wilton, Conn. - Deloitte & Touche's global hotel program this year underwent a major overhaul, enabling the firm to deliver greater marketshare to fewer hotel companies and, in return, reap deeply discounted rates and more value-adds for travelers.

To ensure the company attained maximum negotiating leverage from its preferred properties, Deloitte took a two-pronged approach. The strategy included an almost 70 percent expansion of the number of cities where the travel team negotiates rates and a decrease by about 20 percent of the number of preferred properties in its top cities.

"Overall, we increased the number of cities to 334, from 200 in 2002, because we wanted to cover 80 percent of our annual hotel spend, which we hadn't been doing," said Brian Nichols. hotel and ground transportation travel manager in Deloitte & Touche's global travel group. "Expanding this way allowed us to extend the amount of discounting we were getting and gave...

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