Global Vision ® Delivers the Data to Back Up Rate Negotiations with Preferred Hotels Case Study: VENDOR MANAGEMENT SITUATION As with many organizations, this large North American company spends a significant portion of its budget on lodging each year. The company knew that within its current hotel program were opportunities to reduce lodging costs by focusing more closely on hotel selection and spending. To gain more control over these expenditures, the company launched an initiative to structure and refine the hotel program. A key to the success of the program would be negotiating fixed rates with preferred hotels. However, the company’s travel manager anticipated a major obstacle early on: trying to gather the information that would demonstrate to the hotels the extent of the company’s s

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