By Nina Marcello, Sr. Director, Hotel Content and Adoption, ALTOUR
The global hotel landscape has rarely been more unpredictable. Some cities are seeing double-digit rate increases while others remain flat or even negative. Traveler expectations are evolving, hoteliers are rethinking flexibility, and companies are under more pressure than ever to balance cost control with traveler well-being.
At ALTOUR, we believe this isn’t a time for “one-size-fits-all” hotel sourcing. It’s a time for smarter, data-driven, client-specific strategies that adapt to market realities.
A Data-Driven, Client-Centric Approach
Every travel program is unique. That’s why we use client data, benchmarking, and predictive insights to build sourcing strategies that balance cost efficiency with traveler satisfaction.
For example, a global technology client recently faced double-digit hotel rate hikes in New York while enjoying flat rates in Austin. Using predictive analytics, we recommended negotiated rates for New York while shifting to dynamic discounts in Austin. The result: more than 12% savings in New York without overpaying in lower-cost markets.
It’s important to note that hotel rate outcomes will vary depending on a client’s room nights and specific needs, as results can differ significantly by city. That’s why partnering with ALTOUR is essential. We work with you to develop and drive a hotel sourcing strategy tailored to your company, ensuring you get the right balance of cost savings, availability, and traveler satisfaction.
“ALTOUR helped us see our program city by city, not just as one big contract. That insight gave us confidence to negotiate where it mattered most.” – Global Travel Manager, Fortune 500 Tech Company.
Partnerships Over Transactions
Negotiating with hoteliers is no longer about closed-door deals once a year. Success today comes from building resilient, long-term partnerships.
We worked with a pharmaceutical client launching a multi-city research study. Rather than negotiate each city in isolation, we collaborated with their preferred global hotel partner to align on traveler well-being, flexible cancellation, and sustainability reporting. The open dialogue delivered not only competitive rates but also enhanced traveler satisfaction scores.
Beyond Rate: Defining Value Differently
The right sourcing strategy is no longer defined by price alone. Inventory, sustainability, location, and traveler well-being all matter.
One client in the energy sector prioritized proximity to worksites over rate. We curated a program for them that offers multiple content options for their corporate negotiated rates. This includes but is not limited to a blend of corporate negotiated rates near key project sites and ALTOUR rates in cities where there might be less volume or the needs of the business are different. Every client is different; for this client proximity help to reduce ground transportation costs, boosted productivity, and improved employee safety. At ALTOUR we offer solutions customized to each client.
“Working with ALTOUR shifted our definition of value. It wasn’t just about room rates, it was about keeping our people safe and productive.” – Director of Travel, Global Energy Company.
Looking Ahead
The volatility we’re seeing today isn’t just a short-term blip. That’s why ALTOUR encourages clients to think long term. Hotel sourcing can’t be a “fix it and forget it” exercise. Instead, it should be a living strategy with regular check-ins to ensure alignment with changing business needs and market conditions.
The future of hotel sourcing will be shaped by data, flexibility, and strong partnerships. At ALTOUR, our goal is to help clients build hotel programs that are not only cost-effective but also resilient, traveler-friendly, and ready for whatever comes next.
Let’s Rethink Your Hotel Sourcing Strategy
If you’d like to explore how ALTOUR can help your organization balance cost control, traveler satisfaction, and program resilience, our hotel sourcing experts are here to support you. Connect with us today to start a conversation.
