The Hotel Booking Agents Association (HBAA) has published the third in a series of White Papers designed to promote best practice and protocols for the hotel and venue booking agency community.
Entitled 'Inside the Mind of a Corporate', the White Paper examines key industry issues from the buyer's perspective.
Research for the White Paper was undertaken in August 2009 and took the opinions of corporate buyers with purchasing power ranging from Eu100,000 to Eu100m and all with different purchasing routes.
The Paper looks in depth in 6 key areas:
- Driving greater value
- Consolidating spend
- Communications and compliance
- The benefits of specialist agents vs generalists
- Sustainability and its importance in a recession
- Traveler security
As the market rapidly matures, hotel booking agents have increased their stonghold in the corporate market. However, the current recession means that GDS reservations have decreased and rates reduced by up to 20% as corporates continue to cut costs.
The paper explores what corporates are looking to achieve and potentially how agents can maximize from the corporates new requirements.
Steve Ockerby, Chairman of the HBAA said: "As procurement becomes ever more professional it is vital that our members keep abreast with key issues as seen from the clients perspective. This white paper gives us a clear view of the business travel landscape and equips us to understand the changes that are taking place, thereby meeting the challenges of these interesting times".
The paper is available for download: http://www.hbaa.org.uk/whitePapers.aspx
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