Reports & Guides
Stephanie Black
November 3, 2025
Hotel rates have surged post-pandemic, and traditional negotiation tactics aren't delivering the savings they once did. Occupancy rates in key business markets are back to or exceeding 2019 levels, giving hotels less incentive to offer deep discounts. Here are five strategies that leading corporate travel programs are using to secure better rates in this competitive environment.
Hotels respond to comprehensive spend data. Don't just bring room night volume to the negotiation table — include ancillary spend like meeting room rentals, food and beverage, and event bookings. ITS's reporting suite consolidates all hotel spend data to strengthen your negotiating position.
Don't put all your room nights in one basket. Having preferred options at multiple properties in each market gives you negotiating leverage and protects against rate increases at any single property.
Fixed negotiated rates are giving way to dynamic discount programs, where companies receive a percentage off the best available rate. These programs can deliver better savings in markets with volatile pricing.
The best negotiated rates are worthless if travelers aren't booking them. Track hotel program compliance and address leakage. Even a 10-percentage-point improvement in compliance can generate significant savings.
Hotel RFP season typically runs from August through October. Start your preparation early and have clean data ready. Companies that approach the RFP process with clear objectives and solid data consistently secure better terms.
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