Beyond the RFP: Modern Hotel Sourcing Strategies for 2026

GBTA Arizona members and guests are invited to join us for this engaging and timely discussion, where you’ll gain actionable takeaways, industry benchmarking insights, and the opportunity to connect with fellow travel professionals and suppliers navigating today’s evolving hotel sourcing landscape.

Beyond the RFP: Modern Hotel Sourcing Strategies for 2026

GBTA reports that 84% of buyers expect 2026 spend to increase or stay flat, while hotel ADR is forecast to rise modestly. At the same time, hotel procurement is moving from an annual rate exercise to a continuous optimization model. Buyers are still managing resilient demand, but the mandate from procurement has changed to:

*Control cost
*Preserve traveler experience
*Reduce leakage
*Use better data to decide where static, dynamic, or hybrid rates make sense.

The biggest advantage now comes from data quality and convergence. Programs that combine transient, meetings, long stay, and payment volume can present a stronger value story to hotels. Fixed rates still matter, with Cvent reporting roughly 85% of accepted corporate rates as fixed, but AI, automation, and rate auditing are changing how programs source, monitor, and enforce value.

Don’t miss this opportunity to hear from industry expert Will Pinnell and leave with strategies you can immediately apply to your travel program.

Agenda:

11:30 – 12:00 PM: REGISTRATION AND NETWORKING

12:00 – 12:15 PM: WELCOME, ANNOUNCEMENTS, AND LUNCH SERVED

12:15 – 1:15 PM: PRESENTATION AND Q & A

1:15- 1:30 PM: RAFFLE AND CLOSING REMARKS

Meet our featured speaker:
Will Pinnell is the SVP of Americas for HRS, a global SaaS company leveraging AI to reduce lodging and meeting spend with multinational corporations. As a recognized expert in digital transformation, fintech, and travel products, he drives revenue and product growth through partnerships and alliances. Prior to HRS, Will served as the VP, Global Sales & Solutions Engineering at BCD Travel and the Director of Mobile Strategy & Traveler Solutions for Sabre and Travelocity.

He has served on the GBTA Board, the ALC and served as the global treasurer for GBTA. Will recently served as the Travel & Meeting Society’s Chair for the Ignite event at Harvard University and as a guest lecturer at NYU’s School of Hospitality. He speaks publicly and consults regularly on the business, technical, and sustainability challenges facing the travel industry. He also writes and publishes “Corporate Insights,” a weekly publication and podcast on procurement and travel trends.

Date: July 15, 2026
Time: 11:30 AM – 1:30 PM
Location: Culinary Dropout Phoenix
5632 N. 7th Street
Phoenix, AZ 85014

Entradas:
$65.00 Registro de miembros
$75.00 after 05:00 pm July 8

$85.00 Non- Member Registration
$95.00 after 05:00 pm July 8