2016年全球酒店价格将会有所增长
从全球来看，各地区会议与活动的采购价格将呈现不同的变化趋势。在北美地区短住与团队客户需求的增长速度将继续超过新的供给量，从而导致卖方市场（酒店供给），给会议负责人带来较大的挑战；与此同时，欧洲地区增长缓慢但步伐平稳，该地区的买方将掌握更大的谈判筹码。在亚太和拉丁美洲，经济形势变幻莫测，挑战重重。
对那些试图在一个需求旺盛并由供应商掌控着的市场举办会议的负责人来说，若干趋势显而易见。酒店正逐步取消或减少在一些关键条款上的灵活性，这些条款通常与房间、餐饮的取消及未入住政策相关，同时也限制了改期或者转售多余房间的可能。在被压缩的一级市场，不入住行为的惩罚条款面临着极大的压力。在拥有大型航空枢纽的巨型城市，酒店给出的折扣力度也从传统的20% -25%下降至10% -15%之间。
除此之外，会议策划人员还应意识到在需求较高的市场，一些酒店在处理房间查询和预订请求过程中，将不再接受预留。会议负责人需要提醒内部决策者注意市场的这种变化，了解丢失房间的风险将在日后有所增加，因此活动采购时日期的灵活性将至关重要。欧洲的酒店通常在保留房间这点上较为保守，目前典型的做法是2周之内。
亚太地区
“ 中国和印度主导着该地区的会议与活动开支 ”
变化莫测的经济形势以及与健康相关的安全隐患将会限制亚太地区的整体增长。然而来自中国与印度的强劲需求将会拉动价格和团队规模的上升，从而缓解亚太其他地区面临的挑战。医药行业正推动着对合规的管理与关注，促使企业寻求各种方法对整体会议与活动项目进行最佳管控。
截至今年6月份，从合同上来看亚太地区共有2,363家酒店提供554,532间房。这一数据同2014年6月同期相比增长了6.7%，同时在建房间数也比去年增加了0.6%。印度尼西亚和中国正在筹建的新酒店数量巨大，一些全球大型连锁酒店也进一步扩张进入中国。总体来看，该地区的酒店供给正在不断增长，这一趋势有利于缓解需求增加带来的成本上升压力。
特别需要指出的是，在亚太地区的国际会议与活动客户正逐渐对战略会议管理
（Strategic Meeting Management）越来越感兴趣。但同时他们也在设法找到战略会议管理带来的控制的改进、潜在的成本节约与当地的业务需求之间的平衡。
在中国，许多医药企业正忙于建立流程来管理并确保同医疗服务人员之间的互动及会议是符合道德与合规的商业行为。嘉信力旅运是中国惟一一家同时提供商务旅行管理和会议与活动服务的商务旅行管理公司，这也确保了我们的客户可以同时从我们全球化的专业知识以及对地方法规的深刻理解中受益。
建议
在与供应商的合作中取得成功地五大建议
加强整合，实现管控与成本节约
企业整体的战略会议管理可以在实现成本节约的同时通过整体策略促进项目其他方面效率的提升。帮助简化会议与活动流程，并为公司带来较低的财务和法律风险。
此外，基于公司的差旅模式、关键市场和新兴市场的区分实施整合的酒店策略可以最大程度利用会议与差旅开支，同时改善会议与活动项目以及差旅项目的费用节约和运营效率。
提前规划，做到未雨绸缪
登记注册以及签署会议场地合同的时间周期将进一步压缩。然而，通过将大型活动的准备时间提前，可以增加谈判筹码。对于像拉丁美洲这种原有买方市场正逐渐发生变化的地区来说，这一点尤为重要。
精细审核，控制餐饮成本
餐饮花费仍然是每位与会嘉宾日常费用的重要组成部分。美国的餐饮成本同比增加了2.9%。是否考虑降低对与会者体验无足轻重的一些餐饮项目的档次（例如将瓶装水替换成自来水）。或者在整体费用增加的情况下，通过减少茶歇的次数控制甚至节省餐饮费用。
战略管理，简化合同流程
通过梳理简化所有与会议相关的合同管理流程，更加深入全面的了解企业的责任与使用的供应商情况。保障与法务之间的同步沟通，避免在紧急的合同谈判时遭遇漫长的审查过程。此外通过调整公司的风险规避战略并与关键供应商确立实施综合的服务协议，可以提升效率并节省成本。最后，可以考虑在采购量大的市场制定特殊的谈判策略，以期增加采购能力并获得具有竞争力的价格。
降低风险，优化酒店合作
取消条款方面的规定日益严格，相对而言未入住比例仍保持相对稳定。为了应对此种现象，建议同优选供应商共同确立理想的补充取消条款并将其作为谈判的底线。通过启用优选供应商项目及建立战略合作伙伴关系，设定合规方面的关键指标，保证在获得最优惠的条件的同时降低风险。此外通过加大费用支出的整合与统计，可以获得更多的谈判筹码并增加未来的采购能力。
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Hotel prices up globally in 2016
Globally, the M&E price outlook will be varied. Demand in North America, both transient and group, continues to grow at a rate that exceeds new supply, and the result is a seller’s market causing challenges for meeting owners. Europe is seeing slow but steady growth with buyers gaining greater leverage. In Asia and Latin America, economic challenges are causing uncertainty.
For meeting owners who seek to hold a meeting in a high-demand market where suppliers hold the control, we're seeing a number of trends. Hotels are omitting or reducing flexibility in key clauses related to cancellation and attrition in both rooms and F&B, and they've limited rebooking for future dates or the ability to resell unneeded rooms. Attrition clauses are under significant pressure in compressed tier 1 markets. In these mega cities with large airport hubs, we're seeing upfront offers in the 10-15% range, compared to a traditional 20-25%.
In addition, planners should be aware that hotels in high-demand markets are beginning to stop holding space when responding to availability requests. Meeting owners should alert internal decision makers of this market shift, as the risk of lost space will increase and date flexibility will be crucial as events are sourced. European hotels, although more hesitant to hold space, are typically doing so with 2-week limits.
ASIA PACIFIC
"China and India dominate spend for the region"
The unpredictable economy and health-related scares threaten to limit overall growth for the region. However, strong demand from China and India will drive prices and group size up, which should mitigate the challenges we're seeing in the rest of Asia Pacific. Increased governance and focus on compliance is being driven by the pharmaceutical industry, prompting these companies to look for ways to gain the best control of their overall M&E programs.
As of June, there are 2,363 hotels offering 554,532 rooms under contract in the region, representing a 6.7% increase compared to June 2014, and a 0.6% year-over-year increase in rooms under construction. And Indonesia and China are constructing a strong pipeline of hotels, with large global chains expanding even further into China. Overall, supply is growing in the region, which is helping to moderate the cost increases driven by growing demand.
In particular, global M&E clients with a presence in Asia Pacific are becoming more interested in SMM programs, but they seek to balance the improved control and potential cost savings generated by SMM strategies with local business needs.
In China, many pharmaceutical companies are implementing processes to ensure governance and compliance with ethical business practices for health care provider (HCP) interactions and meetings. CWT is the only travel management company with in-house travel management and M&E operations in China, which means our clients benefit from both our global expertise and our strong understanding of local regulations.
RECOMMENDATIONS
Top 5 tips for success with suppliers
Consolidate for control and savings
An enterprise-wide SMM program will help you realize cost savings while creating a big-picture strategy that drives efficiencies in other areas of your program. This holistic approach allows you to streamline M&E processes while creating fewer financial and legal risks for your organization.
Additionally, you can deploy a consolidated hotel strategy that leverages meetings and business travel spend by identifying opportunities based on travel patterns, key markets and emerging markets. Doing so will also drive savings and operational efficiencies across both your M&E and business travel programs.
Plan ahead
Lead time for registration and venue contracts continues to shrink. However, by increasing the lead time for larger events, you can boost your negotiation power, particularly if there is a shift to a buyer‘s market in regions like Latin America.
Look at your F&B costs
Pressure on F&B continues to have a significant impact on cost per attendee per day. In the U.S., we've seen an increase of 2.9% year over year for F&B. Consider trading down on menu items that don't heavily impact attendees (e.g., moving to tap water vs. bottled) or reducing the number of breaks to contain or even save on F&B despite general cost increases.
Limit your risk with hotels
We're seeing continued pressure on cancellation clauses while attrition remains relatively stable. To counter this, establish an addendum for desired cancellation terms with preferred suppliers, using it as a baseline when negotiating. By rolling out preferred supplier programs and strategic partnerships-and establishing compliance KPIs-you won't only get the best terms, you'll limit
your risk. And you'll gain visibility to as much spend as possible for better negotiations and increased future buying power.
Engage in strategic contract management
By streamlining the process for managing all meeting-related agreements, you'll get a broader, more connected view of commitments and supplier use across your organization. And you'll ensure alignment with legal, bypassing lengthy reviews for time-sensitive agreements. Additionally, you'll benefit from efficiency and cost savings by aligning your company's risk mitigation strategies, creating the foundation to roll out or negotiate master service agreements with key suppliers. Finally, consider developing customized negotiation strategies for high-volume markets to increase your buying power and ensure your rates are competitive.
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