p20-21 Biz Travel june12 9/6/09 13:01 Page 21
ttglive.com
business travel news
Clients set long searches
Leading business travel performers in the Advantage
consortium met for the annual Focus Champions Conference
FRONTLINE business travel consult-
last week. Martin Ferguson reports from Belfast
ants are having to work harder to
make bookings because of the
economic downturn, according to
Advantage’s director of business
travel. Advantage ‘well placed
Norman Gage said travellers were
asking for more flight and hotel
options in search of the cheapest prices.
“Travellers are calling their TMC and are more
to serve smaller firms’
conscious than ever about finding the best rate
on the day,” he added.
Gage said the requests could have an effect on TRAVEL management such as Carlson Wagonlit
service levels as “the increasing length of time companies targeting small Travel, American Express
spent on each call created a backlog of other to medium-sized busi- and BCD Travel, towards
customers waiting to get through”. nesses were predicted to the SME market.
Anna Coyle (pictured), senior business travel have a lucrative future by a trade veteran. “The multiples have to decide which business
consultant with Edinburgh-based TFc Travel Speaking exclusively to TTG at the Advantage they are in. At the moment they all want
Management, said: “This time last year, a Champions Conference, industry consultant Mike the big boys, the global accounts, and are
traveller going long-haul would ask for British Platt said the credit crunch had not affected the therefore not paying much attention to what
Airways and just book it. This year they are SME market as much as larger global businesses. is going on beneath them. They are all looking
looking at alternatives to try and save money.” And he estimated that 20% of their spend in at each other.”
the UK goes unmanaged. As Advantage unveiled its eWorldShopper
“It’s a market that has not suffered as much tool, a global fares database, Platt praised the
NBTA to break record throughout the credit crunch and becomes more consortium for its “creative and innovative”
lucrative by the day,” he said. approach to technology.
THE NATIONAL Business Travel Association is “And these types of businesses want to “I was always cynical about the technology
expecting record numbers at its annual convention work with smaller offered by smaller
over August 23-26, despite the global economic independent TMCs. But the
downturn. TMCs with whom products that are
More than 550 corporate buyers have already they can build available through
registered for the San Diego event, the same meaningful rela- Advantage are
number that attended last year. tionships.” excellent.
The total number of registered attendees, The former “Multiples used
which currently stands at 1,970, has also HRG managing to have exclusiv-
surpassed 2008’s total, with two months still to director claimed ity on advanced
go before the conference starts. independent technology but
Kevin Maguire, NBTA president and chief exec- TMCs, such as they’ve underes-
utive, said: “Budgets are being slashed. However, Advantage’s timated how far
despite this, corporate travel professionals Focus Partnership consortia have
remain dedicated to their roles in helping members, can come. By pulling
to recover from this recession and look to the also capitalise on resources, TMCs
convention for the necessary resources.” an “indifference” punch above
Maguire will give a keynote speech at the shown by the their weight and
Advantage conference in London in September. multiple TMCs, Mike Platt: Multiples are too busy trying to win the global accounts compete.”
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