Business travel buyers insist on ‘office with a bed’

Feb 04, 09 | 1:56 am

Hotels keen to retain their business travel market must offer procurement managers not just discounts, but a guaranteed working environment in bedrooms, according to Niels Pedersen, managing director, Supranational Hotels consortium.

‘Certainly, planned tariff reductions of 15% or more are now desirable.  However, equally important is the overall return on investment that comes from accommodation with high-speed internet access, adequate desk space, an extra seat for an informal meeting, and low-cost speedy room service to cut out two-hour restaurant dining', says Pedersen.

‘The new emphasis has switched to booking an office with a bed, with productivity replacing luxury in the room.  Corporate staff  are now expected to work harder and longer, and often up to 16 hours a day', he says.

‘If hoteliers help increase executive efficiency this will do more to encourage customer loyalty and a sense of value for money than any official purchasing instruction or centrally-contracted discounts', Pedersen argues.

Further Supranational Hotels' tips for hotels when discussing business travel contracts include the need to behave fairly and honourably, think of long-term relationships, to add value with free upgrades, parking or a welcome gift, and not to rely on too few agreements, but to spread the risk.


About Supernational Hotels

• Supranational Hotels was launched 35 years ago and represents 1150 hotels in over 70 countries.  The brand is based in London

• Niels Pedersen can be contacted on 0207 357 0770, or via his mobile at any time, evenings included  (0776 890 8782)