AN ATPI CASE STUDY Hotel Negotiations In A Tough Energy Industry hello@atpi.com www.atpi.comAN ATPI CASE STUDY Page 2 BACKGROUND The lucrative nature of the energy sector over the past years has meant that Aberdeen, UK, maintained its strong position as the city with the highest hotel revenues outside London. Corporate hotel rates continued to soar due to an excess in demand, and negotiations were tough with a real need for corporate

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