Letters
Emails inbox I
Email your views to BBT editor Paul Revel at
editor@buyingbusinesstravel.com
AT CLICK TRAVEL we’re often asked to compete in fare- bechmarking exercises. In short, we don’t believe this type of exercise to be an effective or meaningful way to source a travel provider. The exercise usually entails several different itineraries prolonged over a period of time, and a costing on different classes, routes, airlines and so on is required. The procurement aim is usually to source the agent with the lowest fares. What this exercise proves, however, is that no TMC is capable of getting the cheapest fares every time. We not only believe we can get the cheapest fares in the majority of cases but, more importantly, we can put controls in place to make sure that every booking is policy compliant, which, in the long term, has proved to be a better method of keeping costs down. Price benchmarking is not
as valuable as it may seem. In reality, it is inconclusive and misleading, and while we understand that switching suppliers can always be a credible threat, industry best practice is to opt for a mix of both price- and policy-based savings. There is definitely a job to be done by TMCs to communicate the value of this type of selection.
Dee Mani
Business development specialist, Click Travel
114
CORPORATE TRAVELLER grew turnover by 30 per cent in 2011, and we expect to grow by a further 35 per cent in 2012. That tells me that despite the ongoing turmoil in the financial markets, a eurozone in potential meltdown and a likely shrink in the UK economy, we must be doing something right for
our target market – customers spending £50k to £2 million per annum on business travel. I don’t believe we are winning
market share just because small- and medium-sized enterprises (SMEs) are looking to drive down costs. We are winning it because SMEs have been poorly serviced elsewhere for too long. Our clients tell us that they switched to us because they felt that their previous agents did not value their business. All our clients have one local
dedicated account manager who looks after their travel requirements on a day-to- day basis. Most other travel management companies (TMCs) do not give SME clients a dedicated point of contact as servicing is handled by a call centre. Our average customer spend is £120,000 per annum – most TMCs would find it difficult to prove value on a client of that size. They also try to push SME clients into using online booking tools, but clients with smaller spends are not suited to online options. We also focus on additional benefits which a client would not get from another TMC. For example, we provide all clients with management information reporting no matter what size of travel spend, and 24/7 emergency assistance. I am not denying that there will be challenges in 2012 – we still need to demonstrate to clients that we can add value, and clients will continue to seek longer payment terms in order to ease their cash flow. But on the whole, Corporate Traveller is looking forward to a prosperous new year in which we continue to give the SME market a voice. Graeme Milne
General manager, Corporate Traveller
EMAIL OF THE ISSUE
agree with Bob Papworth, who wrote so wonderfully in his article, ‘Running out of runway’ (BBT 53), that “there is no new thing under the sun”. (Ecclesiastes 1:9) This inspired me to search the scriptures, and it is not surprising to some of us that the Bible does contain quite a lot of business travel
advice. Indeed, this advice may help the UK government come up with an airport strategy for us all here on our small island, so here are some business travel words from the Good Book... How about this for a Thames estuary endorsement: “The woman
was given the two wings of a great eagle, so that she might fly to the place prepared for her in the wilderness.” (Revelation 12:14) To many, the Thames estuary could be considered as the wilderness. Nehemiah knew about long-distance travel: “Then the king, with the queen sitting beside him, asked me: ‘How long will your journey take, and when will you get back?’ It pleased the king to send me; so I set a time.” (Nehemiah 2:6) Perhaps he was discussing how long it would take to get to the Thames estuary from Windsor. I was investigating this while on a flight from Toulouse (with
its two runways and not many flights) to Heathrow (with its two runways, and not many on-time flights). This got me thinking about transferring as an option to ease congestion. Here is the Bible’s advice: “Let us pass through your country. We will not turn aside into any field or vineyard, or drink water from any well. We will travel along the King’s Highway until we have passed through your territory.” (Numbers 21:22) Please note, though, that the king of the land said “no” to this transferring passenger activity – could this be a prophecy for political turmoil in airports of the future? Maybe the government could do well to take advice from that
well-known gloom merchant Job, and ask travellers: “Have you never questioned those who travel? Have you paid no regard to their accounts – that the wicked are spared from the day of calamity, that they are delivered from the day of wrath?” (Job 21:29) Please deliver us from the calamity of delays, and all-round airport misery! Then, as you begin to pack your overnight bag: “This bread of ours was warm when we packed it at home on the day we left to come to you. But now see how dry and mouldy it is. And these wineskins that we filled were new, but see how cracked they are. And our clothes and sandals are worn out by the very long journey.” (Joshua 9:12) And as you travel, beware if it’s a long delay around full moon time and think about what might happen at home while you are gone: “‘My husband is not at home; he has gone on a long journey. He took his purse filled with money and will not be home till full moon.’ With persuasive words she led him astray; she seduced him with her smooth talk.” (Proverbs 7:19) Last one for now – the age-old issue of lost bags and some
advice for reducing hotel expenses: “[They had] no bag for the journey or extra shirt or sandals or a staff... whatever town or village you enter, search there for some worthy person and stay at their house until you leave.” (Matthew 10:10-11)
Geoff Allwright Head of travel UK, EADS UK
THIS CONTRIBUTOR WINS a two-night stay for two with breakfast and dinner at one of Guoman's luxury central London hotels. (Offer subject to availability, terms and conditions apply.)
JANUARY/FEBRUARY 2012
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88 |
Page 89 |
Page 90 |
Page 91 |
Page 92 |
Page 93 |
Page 94 |
Page 95 |
Page 96 |
Page 97 |
Page 98 |
Page 99 |
Page 100 |
Page 101 |
Page 102 |
Page 103 |
Page 104 |
Page 105 |
Page 106 |
Page 107 |
Page 108 |
Page 109 |
Page 110 |
Page 111 |
Page 112 |
Page 113 |
Page 114 |
Page 115 |
Page 116 |
Page 117 |
Page 118 |
Page 119 |
Page 120 |
Page 121 |
Page 122 |
Page 123 |
Page 124