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Unified hotel deals help ASC's Guerra slash costs.

Publication: Business Travel News
Publication Date: 17-JUL-06 		Format: Online
Delivery: Immediate Online Access

Article Excerpt
Hotel negotiations this year are becoming decidedly tougher for corporate meeting buyers, but Piscataway, N.J.-based American Standard Cos. has been able to maintain its costs by developing a program in which hotel rates for small corporate meetings are negotiated once each year, along with transient negotiations. The program includes one dozen chains in 15 cities and has been successful in leveraging a combined spend.

Ernest Guerra, Nashville, Tenn.-based director of global travel and meeting services for American Standard Business Services, spearheaded the small meetings program. Last year was the program's first big test as the hotel industry gained strength.

"We didn't know if we were going to be able to achieve our...

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