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September 23, 2009

New HBAA white paper delves inside the corporate mind

The Hotel Booking Agents Association 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, it examines key industry issues from the buyer’s perspective.

Research for the White Paper was undertaken in August and took the opinions of corporate buyers with purchasing power ranging from €100,000 to €100 million, and all with different purchasing routes. 

The paper looks in depth in six key areas:
– Driving greater value
– Consolidating spend
– Communications and compliance
– The benefits of specialist agents versus generalists
– Sustainability and its importance in a recession
– Traveler security

The paper reports that as the market rapidly matures, hotel booking agents have increased their stonghold in the corporate market. However, the current recession means that global distribution system reservations have decreased and rates reduced by up to 20% as corporates continue to cut costs. 

It also explores what corporates are looking to achieve and potentially how agents can maximise from the corporates new requirements.

“As procurement becomes ever more professional, it is vital that our members keep abreast with key issues as seen from the clients perspective,” said HBAA chairman Steve Ockerby.

“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.”



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