Feature: Travel Management Companies ➔it a year of marginal growth – only three


per cent ticked the ‘total nightmare’ box. Unsurprisingly, the ash cloud crisis emerged as the biggest single problem faced by TMCs in 2010, followed by the ongoing recession and changing client behaviour. The poll also asked TMCs to voice their concerns for the year ahead, with wide-ranging results. Among the issues receiving multiple name-checks from our TMCs were airline consolidation and mergers, transaction fees and credit card charges, and client retention in an increasingly competitive market. Tony McGetrick, sales director for UK and Ireland at BCD Travel echoed the thoughts of many when counting “the growth of airline unbundling and subsequent ancillary fees” among his concerns. One anonymous TMC noted that “many clients are going out to RFP to try and justify their positions more than they have done in the past,” and another was concerned about high expectations among clients, admitting their chief concern was “increasing demand from clients for more MI and additional services for which they are disinclined to pay.” In a similar vein, TD Travel Management’s


joint managing director, Simon King, is hopeful that clients “recognise the financial and time


TMC LISTINGS 2011


THE following listings features only TMCs that responded to The Business Travel Magazine’s request for information and subsequently supplied the necessary details. We have listed them in A to Z order rather than by size, preferring not to award any sort of prestige on the basis of turnover. We have also respected the request of some TMCs not to publish their turnover figures, and have noted other TMCs’ objections to these figures not being audited across the listings below.


Advantage Business Travel Management Turnover: A combined UK annual turnover of £1billion. Size: A group of over 200 independent TMCs across the UK, with partners in 12 countries around the world. Profile: “Advantage Business Travel Management was established over 30 years ago and currently has over 200 members serving the business travel needs of predominantly SME businesses across the country from all industry sectors. By combining their buying power, the group is able to negotiate among the best airline fares and supplier deals in the market to the benefit of their travelling clients.” Specialist sectors: Its 200 members cover every sector of the economy, says Advantage. Some specialise in certain industries but most members service businesses in their own geographical area. “As members are SMEs themselves they better understand the needs of this size and type of business. Being part of a larger organisation such as Advantage gives members access to the best tools and significant buying power as well as among the best airline and hotel rates in the industry,” says Advantage. New business contact: Norman Gage Tel: 020 7324 3932 Website: www.advantagebusinesstravel.com


Altour International Turnover: £28million in the UK. Size: London office with 40 staff, plus an office in Paris and 83 offices in the US. Total global employees 1,300. Profile: “Altour was founded in 1991 by the current owner and president, Mr Alexandre Chemla. The UK operation


celebrated its tenth anniversary in 2009. During this time significant and sustained expansion has been achieved via acquisition and organic growth. Altour’s business model comprises two key elements, firstly a dedicated team of experienced agents dealing with a range of corporate clients and a dedicated focus on achieving enhanced client savings. Secondly, offering experienced corporate travel professionals the opportunity to become self-employed and increase their earnings with the backing of the Altour global organisation.” Specialist sectors: Entertainment, financial, legal. New business contact: Jane Agar Tel: 0207 332 6925 Website: www.altour.com


American Express Business Travel Turnover: Not supplied. Size: Not supplied. Profile: “American Express Business Travel is committed to helping its clients maximise the greatest return on their travel investment through increased cost savings, world-class customer service and greater spending control. With clients ranging from small businesses to multinational corporations, American Express Business Travel provides a combination of industry-leading technology, travel management consulting, strategic sourcing and supplier negotiation support, alongside global customer service available online and offline. The company also provides a dynamic online community.” New business contact: Mark Douglas Tel: 0870 600 1060 Website: www.americanexpress.co.uk/businesstravel


Amity World Business Travel Turnover: £8.5million. Size: 18 Staff in one location on the 'Hampshire Riviera'. Profile: “A resourceful, innovative and successful TMC, we celebrate our 40th birthday in 2011. Initially servicing the Solent Area business community, but now nationwide. Our clients enjoy the best of both worlds – a partner relationship with an owner-managed company that combines expertise


and ‘can do’ customer service with the global buying power and industry leading technology of the Advantage Focus Partnership. Large or small, online or offline, each client receives the same highly individual service.” Specialist sectors: Clients in most sectors. New business contact: Sarah Vincent Tel: 01489 589958 Website: www.amitytravel.co.uk


ATPI Turnover: £197million in the UK. Size: Headquartered in London, ATPI employs over 1,500 people in 45 offices in 27 countries including Australia, Hong Kong, South Africa, USA, France and The Netherlands. Profile: “With a history dating back to 1919 this leading travel management company has undergone significant


value of service and in turn the justification of service fees”, while Altour’s Nigel Parkinson said “increased client expectation of achievable savings and TMC fee charges” was a concern. “The challenge for mid-sized TMCs,” Parkinson continues, “is to differentiate their offering from their rivals in order to truly offer a competitive edge to clients. Key sales messages from many traditional TMCs are the same – ie, they claim to have the best people, the best supplier deals, the best technology etc. They can’t all be right.” Mirroring the thoughts of BBC buyer and ITM chairman Jamie Hindhaugh (see page 36) is Gary McLeod, director at Traveleads, whose main worry is “difficulty in attracting skilled and qualified staff, with many leaving the industry and others nervous about moving between employers if they feel secure.” He adds, “It makes recruitment to handle


"Many clients are going out to RFP to try and justify their positions more than they have done in the past"


difficult to find the right type and quality of staff to handle the work. The Guild of Travel Management Companies, meanwhile, is worried about the diminishing dominance of the UK’s aviation hubs, says Anne Godfrey. “The GTMC believes that there is a lack of any cohesive government aviation strategy and it is crucial to invest now in order to protect UK plc in the future.” She continues, “There is a danger that European hubs will steal market share from the southeast of the country, and we are already seeing this with travellers in the north choosing to travel out of regional airports and connect in Europe to their final destination, rather than the ordeal of getting to or through the London airports.”


client growth very difficult,” explaining that while sales are growing between 15 and 60 per cent in different areas of the company, it can be


Finally, as we wait to see how the year ahead unfolds, Advantage Business Travel’s director of business travel, Norman Gage, perhaps best summed up the greatest concerns of the entire industry in just two telling words: “the unexpected.”


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