Contract season reveals differing expectations on negotiated rates

10/10/2013 |

Hoteliers are at odds with corporate travel managers regarding expected increases in room rates, according to a survey by Bjorn Hanson, divisional dean of the New York University's Preston Robert Tisch Center for Hospitality, Tourism and Sports Management. Buyers are expecting rates to rise 4% to 5%, while hoteliers are seeking increases of 6.5% to 7.5%. Travel managers are also focusing more closely on value-added services such as Internet service and breakfast as part of negotiations, says Robert Frazier, global sales and analytics manager at Hyatt Hotels.

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