Have PC, Will Travel

At Your Convenience

A low, low price for an overnight stay at a hotel simply isn't enough to win over most discriminating business travelers: A mere 18 percent of travel managers choose hotels based solely on the lowest price. According to a recent study by the School of Hotel Administration at Cornell University in Ithaca, New York, what most business travelers want are hotels nearest their appointments.

What other features do travelers look for? Negotiable room rates, guaranteed last room availability (meaning a hotel won't charge you a higher rate during peak periods), flexible cancellation policies and free local phone calls. Oh, and forget hotel freebies such as breakfast and airport shuttle service-they have little or no impact on decisions.

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This article was originally published in the January 1996 print edition of Entrepreneur with the headline: Have PC, Will Travel.

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