Negotiating Partnerships: Increase profits and reduce risks

Case study: Hilton Hotel Group and Scandic Hotels — adding value

When Scandic Hotels makes partner agreements with suppliers of, for instance linen and articles for personal hygiene the actual assets are the people involved. The wish and the will of the employees to participate in the development of solutions generates a team spirit and strengthens the position of Scandic Hotels as a strong brand within the Nordic hotel industry.

Scandic is a dedicated hotel operator and leases the majority of its properties at variable rents based on sales. It had 133 hotels in the Nordic markets of Sweden, Denmark, Finland and Norway as of year-end 2000. Outside these countries, Scandic operates 21 hotels.

Scandic’s profitability is based on a strong brand, ...