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HOTEL DISTRIBUTION


that content is immaterial because travel- lers going out of channel are demanding it by their behaviour; and at least anyone using Roomit is within the secure envi- ronment of CWT. Direct connect is another problem for


buyers, with some budget hotels and the likes of Airbnb accepting bookings only via their websites. Some chains also try to seduce travellers with better deals if they book direct and online. Global accommodation manager for AIG Jan Jacobsen has in its programme homeshare operators such as Onefinestay, which is part of Accor; Oasis, part of Hyatt; and Veeve, part of Wyndham. Being part of hotel groups means “they offer quality control at a different level,” he says. The average corporate hotel programme


gets around 60 per cent compliance, often against 80 per cent plus for air and rail. “If anything is going to mess up your managed travel programme, it will be hotels,” says Robert Daykin, director of consultancy


BUYINGBUSINESSTRAVEL.COM


and outsourced travel management specialist Corporate Travel Partners. “For some reason, people who travel seem to have a different approach to hotels than to air or rail.” This is partly because of the number


of influential factors, from location and standards, to which systems properties are on and whether there is a corporate deal – which also depends on a number


click away,” says Douglas Green, UK&I managing director at HRS. “Most travel programmes are not providing anything travellers want – the depth and breadth of content can be an issue; 76 per cent of business hotels are independent in Europe and other markets, so there is more variety and people are going outside their programme. As a result, it is very difficult for travel buyers to reach their objective.” Buyer Jef Robinson also


“Fragmentation and travellers going out of channel are the reality of the time we live in”


of considerations, explains Daykin: “Is it worth having a deal or is it worth just buying spot in the market from a range of hotels with the right location, convenience, standards of service and accommodation?” Factor in an ever-increasing number of ‘millennials’ in corporate life, in whose DNA is the ease of doing anything, any- where with technology, and booking hotel accommodation looks like a free-for-all. “They think of booking a hotel as one


notes the high volume of independent hotels in EMEA and APAC. “That has compromised


global travel programmes and impacted the opportunity to leverage volume with the large chains favoured in the US,” he says. “Many offices throughout the regions aren’t adequately covered by anything other than independents. Noticeably though, more independents are operating via GDS, providing more choice but perhaps at an increase in price. “Ultimately, the choice of accommoda- tion is down to the individual traveller, as


BBT January/February 2018 119


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