Room for Savings: Optimizing Hotel Spend - Carlson

Seven steps to optimize hotel spend > Negotiate effectively
Figure 77: One company spends up to 35% of room nights at preferred chains, based on an
analysis of spend in six cities
Breakdown of nights spent at preferred properties/chains and other hotels
by a company’s travelers in 6 cities
(Company B)
100
20
16
80
41
40
43
Room
nights
(%)
60
40
20
49
24
31
35 31 29
64
22
76
57
Other
Preferred properties
Preferred chains
(excluding preferred
properties within the chain)
0
Chicago Paris New York London Princeton Madrid
Source: CWT Travel Management Institute
Based on credit card data for one company’s hotel spend in 6 cities in April 2008
14
Figure 78: The ARR paid by the same company at its preferred chain in three cities was
on average 6 percent higher than at preferred properties
8
Source: CWT Travel Management Institute
Based on credit card data for one company’s hotel spend in 3 cities in April 2008
85