The Evolution of Managed Hotel Programs

As managed travel programs navigate a rapidly evolving landscape shaped by shifting traveler expectations, flexible rate models, and economic considerations, new opportunities are emerging to drive greater value from hotel sourcing and procurement. With growing access to diverse sourcing options and smarter technologies, travel managers are rethinking traditional approaches to RFPs, rate strategies, and partnerships. Given the rapidly shifting landscape for managed travel programs, key questions arise including:

What gaps do travel programs often see in certain cities regarding hotel availability?
With the continually growing OTB trends, is there an opportunity to further review hotel program compliance?
What role do TMCs play with hotel bookings and how have they changed in the past year? How do travel managers expect bookings will change in upcoming few years?
Based on recent research with travel buyers in North America and Europe, this webinar explores the evolving role of negotiated rates, trends in hotel booking behavior and innovative pricing models for 2026 and beyond.

Topics explored in the webinar include:

What is changing with hotel booking trends? What are the trends with programs seeking negotiated vs. non-negotiated rates? What types of discounts do programs seek and what are the preferred pricing models for 2026 negotiations?
What gaps do travel programs often see in certain cities regarding hotel availability?
What role do TMCs play with hotel bookings and how have they changed in the past year? How do travel managers expect bookings will change in upcoming few years?
Are there any differences in terms of generational cohorts in terns of their preferences when traveling for work?
What do travel managers perceive as being the top challenges in terms of the hotel procurement landscape?
Join us to gain insights and practical takeaways that will help you elevate your hotel sourcing strategy and build more resilient, traveler-centric programs.

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