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Cos. shift hotel RFP season: buyers seek summer head start in negotiating, rate loading.

Publication: Business Travel News
Publication Date: 10-MAY-04 		Format: Online - approximately 1097 words
Delivery: Immediate Online Access

Article Excerpt
Many travel buyers plan to kick off their 2005 hotel negotiation process two to three months earlier than usual this year in order to lock in more favorable terms or prevent last-minute rate loading problems.

In recognition of this trend, the hotel committee of the National Business Travel Association released the latest version of its electronic request for proposal format in February, rather than waiting until its annual meeting in August as originally planned.

Several buyers, consultants and hotel industry sources who spoke about the move to start the hotel RFP season earlier this year, noted the new approach comes as demand for hotel rooms is rising significantly for the first time in three years. However, by beginning room rate negotiations as early as August or September, buyers hope to obtain still-attractive rates before their hotel partners' potentially raise the stakes by November and December, when these negotiations traditionally occur. Additionally, for buyers who continue to be frustrated by inaccurate and untimely rate...

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