2026年招标季前夕全球及区域酒店策略洞察报告

Global & regional hotelstrategies ahead of the Welcome to our hotel As a result, hotel sourcing is becoming morenuanced. In high-demand markets, well-managed programmes and fixed negotiated ratesprovide important protection against volatility.FCM Consulting data shows contracted, andconsortia rates continue to deliver significant This is the first time FCM Consulting has produceda report focused solely on hotel programmemanagement. We have done so deliberately, The global hotel sector is evolving at differentspeeds. In 2025, the global average room rate(ARR) reached US$208, up $18 on the previousyear, while occupancy in major business hubs Hotel groups are also investing heavily in loyaltyecosystems. For managed travel programmes,this presents an opportunity. Many travellersare influenced by status benefits when selectingaccommodation. While buyers must remain However, market conditions vary significantlyby region. North America recorded the largestincrease, with ARR up $40 to $291, whileEurope rose $25 to $217. The Middle Eastand Africa climbed $27 to $234. Asia remained The RFP season offers more than a chanceto renegotiate rates. It provides an opportunityto ensure a hotel programme reflects how At the same time, buyers operate in a lesspredictable environment. Geopolitical tensions,regulatory changes, and extreme weatherevents are affecting travel patterns and hotelavailability in ways that are difficult to forecast. This report draws on global insight and regionalexperience to help buyers approach that process Jo Lloyd Global Head of Customer Management and FCM Consulting Behind the insights:The experts driving change Ashley Gutermuth Jo Lloyd Felicity Burke Global Head of CustomerManagement and Consulting Head of Consulting Asia Pacific Head of Consulting Americas With 30 years in business travel, Felicityis a results-driven consultant whochallenges the status quo to deliver savingsand growth. She’s highly experienced With 15+ years’ experience acrosstravellers, suppliers, TMCs, and airlines,Ashley leads Americas operations,overseeing strategic supplier sourcing,consulting strategies, and global Jo is an innovator in supplier strategy with15+ years in corporate travel, includingroles at TMCs, airlines and corporateprocurement. She founded Nina & PintaConsulting, now part of FCM, and leads Juan Antonio Iglesias Rachel Newns Global Hotel Practice Lead Juan focuses on turning clientpartnerships into consultativerelationships, leveraging his expertisein supplier negotiations and project With 15+ years at Flight Centre TravelGroup, Rachel leads innovation andstandardisation in FCM’s accommodationprogrammes. She led the revitalisation Preparing your hotel programmeahead of the 2026 RFP season programme management and agile global hotel programme Trends & strategies for 2026 hotel RFP season Global hotelprogramme insights Preparing your hotel programmefor the 2026 RFP season Rachel NewnsGlobal Hotel Practice Lead Heading into a hotel RFP this year requires morethan refreshing rate tables and supplier lists.Many organisations are travelling differently now Hybrid working has changed how and whypeople move. Some businesses have broughtemployees back into offices more regularly,while others continue to operate acrossdispersed teams. Travel is now more focused These changes are visible in hotel demand.Some teams concentrate travel into fewer corecities, increasing pressure in specific markets.Others travel less often, but stay longer onproject-based assignments. Internal meetingsthat once happened in one office now require In 2025, around 22% of accepted programme rates were dynamic, typically delivering an averagediscount of 15.8% against market pricing. By the 2026 cycle, this had risen slightly to 23.5%, with the FCM Meetings & Events’ latest trends reportshows that 77% of organisations consider face-to-facemeetings essential to achieving business objectives.Respondents said travel remains central to revenue In North America, political uncertainty and policydirection are influencing movement and attendancedecisions. In parts of APAC and the Middle East,demand is strengthening as investment and market Public rates are expected to continue to fluctuatethroughout the year. FCM Consulting data shows BAR(Best Available Rate) volatility reaching up to US$62globally. In several major corporate hubs, occupancy common for high-volume corporate clients.Hotels are often willing to maintain these Hotels are often pushing dynamic pricingmore aggressively in early negotiation rounds. For organisations seeking budget certainty, fixednegotiated rates in key markets still offer protection,particularly where demand remains elevated and 27% of proposed rates were dynamic. Manyof these were later converted back to fixedpricing through negotiation, demonstrating For buyers, the rate type now means as muchas rate level.Negotiation strategy shouldconsider not only the discount achieved,