Companies say it's nice for business travelers to have a desk, fax machine and coffee maker in their hotel rooms. But don't make them pay extra for it. An informal USA TODAT survey of 152 corporate-travel managers finds 68% would not pay a premium for so-called business-class rooms that hotel chains are creating to attract business travelers. The rooms typically are equipped with a large desk, better fighting, fax machine, data ports for laptops and other features that can turn a hotel room into a mini-office. Rates are often $ 20 higher than for regular rooms.
As companies work harder to trim travel budgets, many managers say the amenities aren't worth the money.
"I think I travel as much as anyone in this company, but as far as what I need to do on the road is concerned, it isn't worth another $ 30," says Mike Caravello, travel manager for American Family, an insurance company.
Hotel chain after hotel chain has launched some version of the business-class room since Radisson introduced its Business Class concept several years ago. The business-class trend caught fire soon after the recession ended as hotel marketers focused on companies' desire to make employees more efficient and productive on business trips.
In fact, many hoteliers say the rooms are as popular as ever with travelers. ITT Sheraton, which charges a $15 premium for its business rooms, says research shows travelers expect to pay $ 40 more for them.
"If I'm a traveler and I have to do a lot more on the road for me to be more productive, it may be worthwhile for me to expense it against my expense account. And if I can prove to my employer that I am more productive, then it was a good move," says Bob Dirks, Hilton's senior vice president of marketing.
Still, Dirks concedes that for business-class rooms to be successful, hoteliers will have to strike the right price chord with corporate clients. That's why Hilton is testing its Smart Desk concept, which has a portable desk, better lighting and data ports, at nightly premiums of $ 20 to $ 35 a night. "Research will determine whether companies are entirely right or entirely wrong," he says. Hyatt charges an extra $15 per night for its Business Plan room, which comes with a continental breakfast, fax machine, 24-hour access to printers, photocopying machines, office supplies, a coffee maker, ironing board, free newspapers, complimentary local calls and no access charges for 800 numbers and credit-card calls.
Radisson's Business Class rooms are in 216 hotels in 29 countries. The rooms come with complimentary newspapers, free in-room movies, free phone access, no fax surcharges, data ports and an in-room coffee maker. The chain booked more than 180,000 Business Class rooms in 1995, spokeswoman Karen Waters says.
Hyatt officials say its Business Plan also has been a hit with travelers. "Business Plan has been so successful that we plan to increase our inventory," says Don Henderson, general manager of the Hyatt Regency Houston.
Marriott plans to expand its "Room that works" concept to 20% of its rooms by Dec. 31.
Travelers do manage to get into business rooms even if the premium isn't included in the corporate travel policy. That's because hotels really pitch the rooms when travelers check in, says hotel consultant Bjorn Hanson, of Coopers ＆ Lybrand.
"When someone arrives at the hotel desk, they'll say they have the corporate rate but that they can also get a free breakfast and newspaper and other perks for an additional $15 a night," he says.
Linda Mancini, national sales manager for Ritten-house in San Jose, Calif, uses upgrades she earns as a reward for frequent stays to move up to business-class rooms. Occasionally, she'll pay the extra premium for the room, which she likes for the convenience. "I've found that most of those rooms aren't that expensive," she says. "If you're there one night, it's no big deal. But if you're there three or four nights, it adds up. "
And using the fax machine can be very expensive. "You can end up paying a ton to fax anything. I had a fax bill that totaled $ 70 because of surcharges. I ended up talking to the manager and I got it reversed," Mancini says.
Mancini also makes a point that employers won't want to hear. "There're a lot of people who don't work once they get in the room. They use it so sleep and watch TV," she says.
DuPont travel manager Joyce Bembry says hotels who want business travelers shouldn't charge extra. "If they are going to cater to the business traveler, these are the things they are going to need," she says. "I think it's going to be a way of life and a way of doing business. It will be just a room. "