will technology enhance or destroy the corporate’s hotel-travel policy?

Will technology enhance or destroy the corporate’s hotel travel policy?

Webinar

15 May 2014

Your hosts

Kevin May Editor & moderator

Gene Quinn CEO & producer

Your panelists

Kurt Knackstedt President ACTE

James Lemon Head of Strategy Hotel, Car & Advertising

Maria Chevalier Travel Consultant

Poll no. 1 Where are you located?

Poll no. 2 Which industry segment do you represent?

Source: Travelport internal poll evolve XXL Content conference Western Europe, January 2014

Source: Travelport internal poll evolve XXL Content conference Western Europe, January 2014

Webinar 15 May 2014

Agenda

7

Section 1 – Key trends affecting hotels and corporate travel today

SecBon 2 -‐ Hotel corporate travel policy compliance – the challenge of the travel manager

SecBon 3 -‐ How the future will unfold for corporate hotel distribuBon

Air costs are higher, but you spend more Bme in a hotel room than on the plane (usually!)

Emerging markets bring their own challenges

•   Lots of non-GDS properties •   Guest houses, serviced

apartments are popular

•   Most properties are NOT in any GDS

•   Hotel intermediaries lead the market

•   Huge growth, capacity constraints, major events

•   Fragmented distribution

A few examples

TradiBonal distribuBon channels are being challenged

More these…

Than these…

“Bleisure” – fad or here to stay?

Poll no. 3 What’s your “bleisure” history?

Agenda

13

SecBon 1 – Key trends affecBng hotels and corporate travel today



14

Life is not going to get easier, its going to get harder

Key players in the travel industry must remain flexible global experts delivering better value

Achieving Travel Program Objec5ves has always been a balancing act…

Maria Chevalier Travel Industry Consultant

15

Corporate Travel Challenges

Challenges faced Solu5ons we typically consider today

1.   Travel Policy 2.   Length of Time/Personal 3.   Pace of technology advancements 4.   ExpectaBons of customers 5.   Evolving Traveler Demographics 6.   Low Rate/Best Value Guarantee 7.   Ongoing Market Changes 8.   Data FragmentaBon/Management 9.   Safety/Security 10.   Business Controls

1.   OpBmize technology applicaBons 2.   Support tradiBonal & non-‐tradiBonal

soluBons 3.   Aggressive data management

strategies

The list of challenges that corporate travel managers face is gegng longer


16

Growth Strategy Challenges

Challenges faced Solu5ons we typically consider today

1.   Lack of Inventory

2.   Trusted Brands

3.   Travel Paiern Changes

4.   Ability to Leverage

5.   Content

1.   Enhanced GDS CollaboraBon

2.   Content AggregaBon

3.   Data Management

Balancing the growth in corporate travel trips and the travel trends we’ve already discussed adds another set of challenges


17

Corporate vs Traveller Needs

•   Produc5vity •   Sa5sfac5on Opportunity: to win program buy-‐in of travelling colleagues

For the corporate

For the traveller

•   Value •   Visibility Opportunity: to reduce costs

1.  Duty of care to locate travellers 2.  Delivering high quality travel services 3.  Managing travel budgets and costs

4.  Mi5ga5ng risk

BeOer compliance and visibility will remain difficult to achieve un5l programs

deliver traveller needs

Corporate hotel travel programs must now try to balance stakeholder needs:

While not losing sight of the program’s aims


Poll no. 4 What are the greatest challenges?

Agenda

19

SecBon 1 – Key trends affecBng hotels and corporate travel today



20

Outlook: The landscape will remain fragmented

Hotel corporate travel

programme success

Delivering for the traveller

Delivering for the corporate

Outcome: Hotel corporate travel programmes must offer travellers ‘freedom within a framework’: gaining traveller trust and buy-‐in while fulfilling programme needs for the corporate

…and…

Hotel bookings: need for speed, value, support and measurement

Known hotel(s) & nego5ated rate in place Traveller needs: Quick hotel selec4on; Fast booking; ideally self-‐serve; receive any due benefits Corporate needs: trip visibility; support in place for any future amendments Best op5on: TMC & GDS will have your nego rate; real-‐Bme booking; selecBon across opBons

Known hotel(s) & no agreed rate Traveller needs: Best open-‐market value; quick hotel selec4on; fastest booking; support in place for future amends Corporate needs: trip visibility; support in place for any future amendments Best op5on: TMC & GDS likely to have pre-‐agreed nego rates or best public rates; corporate will want to build stay history data

Unknown hotel & price is the key driver

Traveller needs: Support in shortlis4ng suitable proper4es, mapping tools, Suitability for trip including balancing business and leisure needs Corporate needs: Best open-‐market value; Pre-‐visibility of trip for support and management Best op5on: TMC & GDS act as best guide to a locaBon, saving traveller comparison Bme; including historic stays for your colleagues

Unknown hotel & loca5on is the key driver Traveller needs: Support in shortlis4ng, reducing search 4me; knowledge to assess suitability for trip including balancing business and leisure needs Corporate needs: Best trip value – e.g. balance hotel with transit costs; Pre-‐visibility of trip Best op5on: TMC & GDS act as best guide to a locaBon, saving traveller comparison Bme

Significance of price / rate

Sele

ctio

n of

hot

el

1

3

2

4

22

To meet the new challenges, Corporate Travel Managers need to consider some new principles

Make it personal •   Receive the recogni5on (a) your corporate and (b) your travellers deserve •   Be responsive to the needs of your travellers

TMC as ‘concierge’ •   A partner to help you get the most out of your trip •   Able to balance corporate needs (preferred suppliers; data & repor5ng) while providing best op5ons for travellers (shortlists of op5ons)

From managing costs to managing value -‐ for travellers and corporates •   Sell travellers on compliance by commi]ng to a beOer value offer than unmanaged •   Nego5ate for addi5onal benefits to reflect size and importance of your business and drive traveller

‘s5ckiness’ to your preferred partners – loyalty; breakfast; internet etc •   U5lise TMC and GDS partners when it comes to nego5ated rates – the key to corporate value

Delivering support and response in near real 5me •   Corporate hotel stays are faster and more effec5ve when booked through a TMC and GDS –

saves 5me on research, selec5on, transit and amendments/support •   Real 5me service and support – assurance around making changes •   BeOer visibility supports pre / post stay analy5cs to keep corporates on track and travellers safe

A taste of how your TMC and GDS partners are responding

Leisure-‐site levels of content

How to facilitate while maintaining your programme?

Accessing Ancillaries for Total Cost Visibility

How you can get total cost visibility and improved

programme management?

U5lising merchandising learnings for airlines to support hotel suppliers

Leisure-‐site levels of search & func5onality

How to drive take-‐up of hotel programme booking

tools?

Constant corporate booking tool innova5on

Traveller & corporate needs What are we solving? What’s the outcome

Conclusion

24

Life is not going to get easier, it’s going to get harder

Key players in the travel industry must remain flexible; global experts are here to help and

deliver better value than ever

Thank you!

Send your questions and comments to [email protected]

Replay and presentation of webinar will be available on www.tnooz.com

will technology enhance or destroy the corporate’s hotel-travel policy?

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