Better Value from Hotels
Better Value from Hotels

Better value from hotels


Business Rescue, Recovery and Restructuring Specialists.

James Draper

Head of Sales, UK


The Background

This client is one of the UK’s leading business rescue, recovery and restructuring specialists. An AIM-listed company, it is headquartered in Manchester and has offices in London and many other locations nationwide. Its clients range from SMEs and family-run businesses to major multinationals.

In early 2012 the company appointed ATPI Corporate Travel’s specialist hotel solutions team to operate a preferred hotel programme.

The Challenge

Until that point the client had been booking their hotel rooms online, mainly using last minute and price comparison websites. Although the rates seemed competitive, they were inconsistent, rarely flexible, and the booking process took up valuable time.

Although web-based hotel chains may at first appear to offer good deals,they often exclude basics such as breakfast and WiFi.

What’s more, since the company had not worked with a travel management company (TMC) before, it didn’t have access to enough management information (MI) to help it to review strategy and consider a travel policy that was more fit for purpose.

The Solution

A review of hotel spend for Q1 2012 showed there was a focus on London and Manchester, two key office locations. Focusing on these key cities initially – and later other regional office locations – ATPI Corporate Travel agreed special rates with suitable supplier hotels and set a ‘corporate rate’ to cover most cities in the programme.

London was set at a higher rate to reflect realistic costs in premium locations around the City and Bloomsbury. ATPI Corporate Travel also committed to sourcing lower priced special offers wherever possible. These have included rooms up to 16% below the corporate rate.

Other solutions focus on added value associated with costs other than the room rate. This is part of the negotiation process with each hotel and includes opportunities that are often overlooked: reducing car parking fees, complimentary laundry service, personalised client menus, complimentary wine, and free storage facilities for regular long-stay guests.

At regional hotels, where dining options outside the hotel are limited, ATPI Corporate Travel also negotiates special discounted rates for bed, breakfast and dinner. These extras can reduce the overall hotel spend by more than 15%.

The Result

ATPI Corporate Travel is conducting regular reviews of the client’s tailored hotel programme. Targeted MI reporting is keeping a tight rein on costs and determining the best approach to further savings and strategic decisions.

By developing the programme tactically in local areas, ATPI Corporate Travel aims to build and strengthen partnerships with hotels so that they genuinely value the business and take feedback into account, therefore creating better value from hotels.

When appointing ATPI Corporate Travel, I carried out a variety of checks and comparisons with other providers, for different hotels across the country. I am very happy that ATPI Corporate Travel offers very competitive rates and, importantly, we are able to obtain the most flexible cancellation policy available, at the same time.

Operations Partner

Learn more about ATPI’s sector-specific travel management solution