商旅酒店业务和散客业务有很大的不同：要兼顾公司差旅政策的执行；在遵循公司差旅政策的前提下，同时需要照顾到旅客的个性化的预订体验。同时便捷性与高效性对商务客人也是非常重要的，尤其是经常需要出差的销售部门。
如何能在最短的时间内，预订到既符合公司政策的住宿同时也符合旅客偏好是非常重要的行业关键，这也是RoomIt品牌追求的。同时它也是我们区别于其他竞争对手的重要特性之一。
▿ 我们的酒店内容 ▿
我们的酒店内容来源主要来源于两大资源：直采资源以及OTA的酒店资源。
CWT和国际主要的酒店集团都有集团层面的合作，比如希尔顿、IHG、丽笙酒店集团等。在未来的三年内，CWT会在主要市场大力布局酒店采购人员，加大直采的力度，满足客户对于不 同住宿种类的需求。
同时CWT也接入Booking.com、Expedia以及全球首屈一指的OTA，提供最多样化的住宿种类及选择。作为差旅管理公司，我们也录入并显示客户的协议酒店。在价格显示上，我们展示客户的协议价格、CWT的价格以及OTA的价格，提供最低价格的展示供旅客选择，为企业带来更多酒店节省的可能。
▿ 我们的预订系统 ▿
我们根据每个公司的差旅政策设置酒店预订系统。可以根据不同城市酒店预算以及员工层级展示不同类别的酒店选择。在公司设置上面可以帮助企业更好的管理和控制酒店花费。
▿ 个性化设置 ▿
鉴于商旅客人和散客的不同，我们植入了商务客户的酒店点评，提供相关度更高的信息帮助商务客人更精准的选择适合的住宿。同时，CWT和全球酒店集团共同合作，有计划性得推送预订指定酒店集团享受酒店积分的奖励计划。积分直接进入员工个人账号，此举也帮助公司提升酒店预订比例，减少酒店流失。
RoomIt是CWT在业务发展最重要的一个战略布局。在接下来的几年中，会大量的投入资本、技术及人力来发展酒店业务。除了服务于CWT本身的客户，CWT也会致力于拓展未使用CWT差旅管理业务但有酒店业务需求的客户。未来我们将会接入更多的OTA资源、更多的直采资源，提供更加智能的酒店预订平台。RoomIt将会是差旅管理酒店业务的先锋，为您提供一体化、全方位的酒店解决方案。
协议酒店项目是给企业客户带来差旅节省的主要手段，也是每年客户都要做的费时费力的一件事情。
一般来说，协议酒店的价格类别在酒店所有价格类别中，是有比较明显价格优势的。当然这和客户贡献给酒店的间夜量也是息息相关的。但是协议酒店的数量是越多越好吗？协议价格一定是优于OTA的价格吗？今天我们用一个真实案例的分析来和大家探讨。
我们使用了一家客户2017年全年酒店数据来做此次分析。
这家客户是一家全球世界500强公司，2017年全年的酒店花费在3,600万人民币左右，全中国有300家协议酒店。40%分布在一线城市(北上广深)，60%在二三线城市，这和他们的业务近年逐渐布局在中国二三线城市相关。
我们用300家的协议酒店的协议价格对比这300家的OTA的价格，总共有170万人民币的总节省。Top 50协议酒店带来得节省占到总结省的80%。剩下的250家协议酒 店就是所谓的拖尾酒店，每年的预定量不足80个间夜。其中30家拖尾酒店的协议价格是高于OTA价格的。
准备公司协议酒店项目是非常费时费力的一件事情，而且每年都需要做，基本从每年8月开始准备持续到次年2月。
保守的估计，洽谈一家协议酒店需要4个小时，这就意味着250家拖尾酒店需要耗时1,000个小时。按照一个人每天工作8小时来算，需要5个半月的时间去完成。
假设一个人工需要1万/月来估算，人工成本要5万人民币。从酒店节省方面来看，250家拖尾酒店只占到总结省的20%，即3万左右的节省。从ROI角度上看，谈这么多的协议酒店好像不是一个划算的事情。
通过这个案例分析，给到大家全方位多角度来看待公司协议酒店项目，除了钱上的节省，我们还要考虑人工和时间成本做综合的考量。
作为差旅管理公司，我们建议只去谈判产量较高的酒店(每年至少100间夜起)，20%的TOP酒店带来80%的总节省。
协议酒店覆盖不到的可以通过TMC整合直采以及接入的OTA资源来满足需求。通过TMC打造的一站式酒店预订平台满足预订协议价格，以及其他补充酒店资源的需求。
希望这篇真实的案例分析能给您管理协议酒店项目带来更多的思考。
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The biggest distinction between business travel and personal trip focuses on the implementation of a corporate travel policy. While ensuring that the company's travel policy is implemented, the individual passenger's personalized booking experience also needs to be looked after. Convenience and high efficiency are very important to business travelers, especially for sales who require to travel often.
Figuring out how to book a hotel that meets the company policy and also passenger preferences in the shortest possible time, is the key to the hotel industry. RoomIt is always in pursuit of this, and it helps us stand against core competition.
▿ CWT unique content ▿
The source of our hotel content is mainly from two major sources - CWT contracted rate and OTA hotel rate.
CWT has group-level co-operation with major international hotel groups like Hilton, IHG Radisson and so on. In the next 3 years, CWT will vigorously look at deploying more hotel procurement personnel in order to meet the needs of customers for various types of accommodations.
Besides, CWT also connects with Booking.com and Expedia, world leading OTAs, to provide a wide selection of accommodation options. As a business travel management company, our hotel booking platform also shows multiple rates like the corporate - hotel programming rate, CWT – hotel contracted rate and OTA resourcing rate. Lowest price display gives travelers more choice and helps the organisation to realize more hotel savings.
▿ Our booking system ▿
We can set up the hotel reservation system according to the travel policy of each company. Different types of hotel choices can be displayed according to different city caps and employee levels. These company settings can help organisation to better manage and control hotel costs.
▿ Customization ▿
Because of the difference between business travel and personal travel, we have also incorporated hotel reviews by business customers to provide more relevant information when business guests choose the right accommodation. At the same time, CWT and the global hotel group work together to programmatically push a reward program that allows hotel groups to enjoy hotel points. The points directly enter the employee's personal account, which also helps the company to increase the proportion of hotel reservations and reduce hotel losses.
RoomIt is CWT's most important strategic move for business development. In the next few years, it will invest a lot of capital, technology and manpower to develop the hotel business. In addition to serving CWT's own customers, CWT is also committed to expanding customers who do not use the CWT TMC business but have a hotel business need. In the future, we will access more OTA resources, more direct resources, and provide a smarter hotel reservation platform. In the years to come, RoomIt will be a pioneer in the travel management hotel business.
The Corporate - Hotel Program is the main measure for corporate clients to realize savings. It is also a time-consuming and laborious task for our customers every year.
Generally, the contracted rates really have obvious advantages among all hotel categories. Of course, this is closely related to the amount of nights the customer contributes to the hotel. But does it mean that more the number of agreement hotels, the better? Should the agreement price be better than the price of OTA? Today we use a real case study to discuss with you.
We do the analysis based on the Y2017 hotel data of a client.
This customer is a global Fortune 500 company. Their hotel spend reached around CNY36 million in 2017. The company signed agreements with 300 hotels in China. 40% distributed in first-tier cities (Beijing-Shanghai-Guangzhou-Shenzhen), while 60% in second-and third-tier cities, which related to their business in recent years.
We compared the room rate between contracted hotels and those on OTAs and got total savings of CNY 1.7 million The top 50 hotel-contracted rates brought 80% savings while the remaining 250 hotels, whose transactions are less than 80 nights per year were considered trailing as Long tail hotels.
The preparation for corporate – hotel program is laborious but a must every year. Normally it starts from August and ends next February.
Conservatively estimated, a negotiation on a hotel agreement takes 4 hours, which means the 250 long-tail hotels will take 1,000 hours. So if we calculate against a person working 8 hours a day, it will take 5.5 months to complete.
Suppose that the payment for an employee is CNY 10,000 per month, the total cost equals CNY 50,000. From the aspect of hotel savings, the last 250 hotels only rate 20%, about CNY 30,000 savings. When you measure the Return on Investment, signing such kind of contracts with hotels doesn’t seem to be beneficial.
The case study gives a full range of views on the company agreement hotel project, in addition to the savings on money, we have to consider the cost of manpower and time to do a comprehensive consideration.
As travel management company, we recommend negotiating only high-volume hotels (starting at least 100 nights a year), with 20% of TOP hotels delivering 80% of the total savings.
The OTA resources that cannot be covered by the agreement hotel can be met through TMC integration and direct access. The one-stop hotel reservation platform built by TMC can meet the demand of booking agreement price and other supplementary hotel resources.
We hope this real case study will give you more thoughts on the management of an agreement for hotel project.
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