Dec 3, 2025
Corporate travel isn’t easing back into old habits — it’s reinventing itself, and hoteliers who cling to the past will lose business they didn’t even know they were missing.
I spoke with Lukasz Dabrowski, SVP of Global Supplier Relations at HRS Group, about why 2025 became the turning point for travel procurement and how 2026 will reward hotels that understand converged demand, Level 3 data, and real-time negotiation.
On #NoVacancyNews, Lukasz breaks down why annual RFP cycles are disappearing, how “travel CEOs” use invoice-level data to renegotiate instantly, and what hotels must change to stay competitive as AI and real-time visibility reshape corporate buying behavior.
A big thanks to Actabl — Actabl gives you the power to profit. Visit Actabl.com.
Key Insights:
📊: Annual bid cycles are
collapsing — continuous renegotiation is the new
normal
📈: Corporations now evaluate total account contribution across all
segments
🧠: Level 3 invoice data exposes where travelers actually stay and
spend
🤝: Hoteliers must think like corporate buyers, not just
sellers
🏨: Converged demand requires reorganizing sales teams — not more
reps
⚙️: Virtual payment friction kills compliance and costs hotels real
volume
🚗: Smaller brands win when they stop trying to be Ferraris and
excel as Volkswagens
🎯: The “Golden Middle” strategy helps hotels balance ADR,
occupancy, and guest satisfaction sustainably
Question for you:
What one change would make it easier for your hotel to win
corporate business in 2026?