Where Exactly is the Middle?

Tips for Successful Negotiation Outcomes

Moderator: Donna BrokowskiGeneral Manager, Travel and Transport

Finding the Center

• Contract compliance/premium traveler• Ancillary fees• Capacity changes• Focus market discounts

What Are They Thinking?

• Contract compliance• Taxes/fees – margins• Driver choice programs• Competitive environment

• Revenue maximization• Inventory/distribution management• REVPAR• Hotel data/total hotel spend• Dynamic Pricing

• How to balance priorities (experience-safety-cost)

• Alternate channel pricing pressure• Savings/cost avoidance• Global safety issues• Employee retention

Our Panelists

BUYERS• Dan Baillie• DynCorp. International

• Dianne Bradley• Tokyo Electron

• Barbara Campbell• Capgemini

Suppliers• Cyndi Hunter • United Airlines

• Chad Fletcher • Avis Budget Group

• Loretta Allen• Omni Hotels