miriam chuck moscovici thackston · 2019-10-10 · joe road warrior a road warrior’s costs and...

Miriam Moscovici

Senior Director, Innovation and Intelligence

Chuck Thackston

Managing Director,Data Science and Research

o Successful Tripso Retention of Road Warriorso Productive Travelerso Safe and Healthy Travelerso Travel Cost Savings

In 2017, 78 Travel Buyers Were Askedto choose the single most important outcome:

“What does senior management want most?”

Source: tClara, May 2017

Travel buyers said:

42%

28%

16%

11%

3%

Travel Cost Savings

Productive Travelers

Safe, Healthy Travelers

Successful Trips

Road Warrior Retention

Percent of travel buyers who chose each goal as the most important. N=78 in May 2017

“What does senior management want most?”Cost Savings

42%

28%

16%

11%

3%

Travel Cost Savings



Successful Trips


But what did senior management say?Compared to what Travel Buyers said

Percent of travel buyers who chose each goal as the most important. N=78 in May 2017

“What do you, senior management, want most?”

Senior Management said:

42%

28%

16%

11%

3%

6%

9%

53%

32%

Travel Cost Savings



Successful Trips


Percent of travel buyers who chose each goal as the most important. N=78 in May 2017Percent of senior executives (SVP, EVP or CEO) who own travel budgets. N=186. “Productive Travelers” was not an option.

Compared to what Travel Buyers said

Successful Trips

“What do you, senior management, want most?”

If this is true, then…

Senior Management said:

42%

28%

16%

11%

3%

6%

9%

53%

32%

Travel Cost Savings



Successful Trips


Percent of travel buyers who chose each goal as the most important. N=78 in May 2017Percent of senior executives (SVP, EVP or CEO) who own travel budgets. N=186 “productive travelers” was not an option.

Compared to what Travel Buyers said

Road warriors are those who travel at least 35 nights a year.

Focus on road warriors

~10%

of allBusinessTravelers

~50%

of allTravelSpend

~80%

of allTravel

Value-AddSource: ARC Data, tClara analysis; value-add is Scott Gillespie’s estimate

100% domestic travelIn thousands of dollars per yearJoe Road Warrior

A Road Warrior’s Costs and BenefitsPay: $150K /YearTenure: 3 Years

Estimated values are illustrative for a domestic road warrior. Source: tClara

$6

$34

$- $- $-Savings Travel Spend Attrition Cost Ineffective Trips Traveler's Value Add

100% domestic travel

In thousands of dollars per yearJoe Road Warrior

A Road Warrior’s Costs and BenefitsPay: $150K /Year

Tenure: 3 Years

$40K gross spend on air, hotel

with 15% average discounts


$6

$34

$100

$- $-Savings Travel Spend Attrition Cost Ineffective Trips Traveler's Value Add



2X annual salary, divided by 3 years expected tenure


$6 $34

$100

$300

Savings Travel Spend Attrition Cost Ineffective Trips Traveler's Value Add



2X annual salary


$6 $34 $100

$300

$600




4X annual salary


$6 $34 $100

$300

$600


Traveler friction affects thesetraveler outcomes.


$6 $34 $100

$300

$600


Traveler outcomes…

…dwarf savings.


“Savings has no financial value.”

“Budget owners spend money, so they care about prices.

Their world would not change one bit if savings were

never reported. Let that sink in.”

-Scott GillespieBTN’s Travel Procurement, Feb.26, 2018

miriam chuck moscovici thackston · 2019-10-10 · joe road warrior a road warrior’s costs and...

Documents