Market Overview

Introducing the Business Travel Performance Index: The Solution for Hotel Attachment


BTPIndex is a First-of-Its-Kind, Dynamic Index Quantifying the
Success of a Corporate Travel Hotel Program

Enables Travel Managers and Their Travel Management Companies to
Increase Hotel Attachment and Reduce the Hotel RFP Process from Months
to Hours

Sabre Hospitality Solutions and Fare Audit Serve as Strategic
Partners in Launch

The Business Travel Performance Index (BTPIndex), a sophisticated,
unique solution allowing travel managers and their travel management
companies (TMCs) to transform hotel program management through increased
attachment, officially went live today. Sabre
Hospitality Solutions
and Fare
are strategic launch partners in the BTPIndex.
Existing Sabre customers who currently use the Sabre Hotel RFP product
have first and immediate access to the BTPIndex, with additional
customer channels to follow in the coming months.

This press release features multimedia. View the full release here:

Sample of BTPIndex benchmarking data (Average Leakage per Room Night) as of August 13, 2018 (Graphic ...

Sample of BTPIndex benchmarking data (Average Leakage per Room Night) as of August 13, 2018 (Graphic: Photo)

The evolution of booking options for corporate travelers has created a
fundamental challenge for travel buyers: off-channel hotel bookings and
a resulting reduction in hotel attachment rates. Though travelers may be
using the appropriate channels to book their flights, many are "going it
alone" when they select their accommodations, reducing travel managers'
and TMCs' visibility into their overall program spend. This makes it
difficult for TMCs and their clients to monitor traveler compliance,
take corrective actions, assess changes in the program and market
conditions, and adjust the hotel program accordingly.

The BTPIndex aggregates and normalizes booking and spend data from all
available sources, such as GDS data, credit card information, expense
reports, negotiated rates and other performance indicators (customized
to each company), to deliver an unprecedented level of insight into
hotel attachment rates, and to allow TMCs and their clients to implement
strategic hotel management. As a result, travel managers may see up to a
20 to 30 percent increase in hotel attachment, a 20 percent increase in
savings, and a reduction in hotel negotiation time investment to just
one to two hours per month.

"Travel managers have long felt they are flying blind when it comes to
reconciling disparate hotel booking data," said Fernando Avila,
president & CEO of BTPIndex. "Now, for the first time, travel management
companies and travel managers can properly assess the true cost of
business travelers not booking through the designated channels in real
financial terms. We've created a powerful, dynamic, real-time solution
to provide, in one single number, the information TMCs and travel
managers need to increase hotel attachment. And it is only through the
strategic combination of Sabre, Fare Audit and BTPIndex that this is now

Rande Gross, general manager of Business Travel Services at Sabre
Hospitality Solutions, added, "Hotel attachment is a critical component
of any corporate travel program, and not only because it generates
savings – it is also one of the most effective ways to know travelers'
itineraries and ensure their safety during all stages of their trip.
Historically, it has been difficult for hotel programs to meaningfully
measure attachment, but the BTPIndex simply delivers the information
that travel managers need to do so effectively. We are excited to be the
first technology partner to offer this to our customers as a component
of Sabre Hotel RFP so that they can continuously improve their hotel
programs and achieve an even stronger return on their investments."

What the BTPIndex Delivers

The BTPIndex gives travel management companies and their corporate
clients the ability to:

  • Greatly simplify and reduce the hotel RFP process from 4 – 6 full
    months to a few hours a month
  • Identify the value of booking through the designated channels and
    corrective actions to maximize the value
  • Identify the cost of not booking through the designated channels
  • Improve revenues as more bookings flow through designated channels

All of this is shown in real terms on a daily, per company basis and as
an aggregated average of all corporate clients to deliver benchmark
capabilities. Benchmarking data is updated on a continual basis and
available on the BTPIndex website:

Sample of benchmarking data (Average Leakage per Room Night) as of
August 13, 2018

"Accurate pre-travel data is at the core of better travel programs, and
BTPIndex is now the gold standard when it comes to hotel program
performance," said Marty Morrison, President, Fare Audit. "We are
passionate believers in the power of the BTPIndex to transform how TMCs
and their clients do business and achieve results through their hotel
programs. This truly is the Next Big Thing in travel, and we are
thrilled to be a strategic partner in making this powerful solution a

About the Business Travel Performance Index

The Business Travel Performance Index is a unique hotel program
management platform aiming to set the standard for how effective hotel
programs are managed. BTPIndex aggregates and normalizes a wide range of
hotel program data sources into one, easy to digest number that allows
travel managers and their travel management company partners to drive a
better return on investment from their hotel spending. BTPIndex operates
in a strategic partnership with Sabre Hospitality Solutions and Fare
Audit. More information can be found at

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