Telepresence Solution
C ASE STU DY
Hotel Solutions
Establishing a strategic preferred hotel program provides
a 10:1 ROI for energy services company
Ground Solutions
PolicySOLUTIONS
& Compliance
HOTEL
S
UNITED STATES
THE CHALLENGE
One of North America’s leading providers of natural gas infrastructure spun off from its parent company and no longer
Governance Solutions
Solutions Technology
had access to a preferred hotel program. Without a preferred hotel program in place, travelers were booking per
individual choice—robbing the client of opportunities to track travelers for safety and security and also to measure and
manage data for negotiation leverage. The client’s travel manager had multiple responsibilities beyond travel and was
unfamiliar with arduous hotel RFP processes.
THE SOLUTION
THE RESULT
The CWT Hotel Solutions engagement yielded an ROI of 10:1
Payment & Expense Solutions
on accepted hotels and cost avoidance. By narrowing the list of
The client agreed with CWT Program Manager’s recommendation
to engage CWT Hotel Solutions. After assessing travel patterns and
needs, Hotel Solutions consultants identified and narrowed the list
negotiated hotels and driving room nights to the smaller pool, the
of hotels to be included in a new preferred hotel program.
client achieved lower average room rates. Despite an uptick in
CWT led the RFP process and, once negotiations and agreements
were in place, performed GDS audits to ensure the client was
getting agreed-upon rates. FAST FACTS
Industry: Gas/energy
Scope:
200 frequent U.S. travelers
Volume: $4.5M U.S
Results at a glance:
•Achieved smaller increases than forecasted rates
•Saved $114K through negotiation and amenities
•Expanded amenities
the economy with rates forecasted to increase from 6.4%-7.4%,
through strong negotiations the client experienced an increase of
only 2.3%.
CWT negotiated nearly $80,000 savings in amenities (breakfast
and Internet) and more than $20,000 in incremental savings on
amenities which were not included in the previous program and
are not standard to a hotel brand. CWT created a customized-to-the-client web hotel directory so
travelers can easily see and select from preferred hotels. Also, for
travelers booking online, preferred hotels and lowest costs appear
on top—creating “visual guilt” that increased program compliance.
The scope of work for rate audits specified five audits be
conducted or until 90% of rates are loaded correctly, whichever
CONTACT
Joel Wartgow, Senior Director
CWT Solutions Group - Americas
Phone: 763-212-4557
Email: jwartgow@carlsonwagonlit.com
Web: www.carlsonwagonlit.com/us
comes first. Accuracy of 95% was captured at the fourth audit.
The client gave high marks to CWT in its annual survey, specifically
acknowledging trust, and has reengaged CWT Hotel Solutions for
its 2012 program. Copyright © 2012 CWT | 3.04 1111