p12 Advantage Sept18 16/9/09 14:51 Page 12
news conference preview
ttglive.com
Advantage Conference 2009
September 19-20 ■ Radisson SAS at Heathrow
About 500 Advantage members and suppliers
CORPORATE QUOTES.
will gather in the Radisson SAS at Heathrow this
Form to ease quote burden
weekend for the agency consortium’s annual
ADVANTAGE Business Travel
conference. Martin Ferguson previews the
will this weekend unveil plans
to help simplify the process of
issues set to dominate the agenda
corporates asking travel man-
agement companies for quotes.
McEwan says consortia
The consortium has created a
standard form that agents can
give to potential and existing
corporate clients to cut down on
the time spent on proposals that come to nothing.
mergers now unlikely
Corporates director Ken McLeod (above) said
the Request for Proposal (RFP) form would sim-
plify the process and cut the number of wasted
applications. He added that time-wasting
THERE WILL be no mergers “A good consortium corporates were one of two major issues facing
or acquisitions in the travel brings value because of the travel management company community.
agency consortia sector in its commercial agreements “Too many travel managers ask for RFPs so
the short to medium term, with suppliers. Once you they can be seen by their finance bosses to be
Advantage chief executive have a critical mass, it will trying to make savings. It is a waste of time for
John McEwan has claimed. benefit all the agents and TMCs to pitch for business they will never win.
Last year, McEwan pulled suppliers involved. “This document will put an end to TMCs having
his consortium out of the “Furthermore, suppliers to respond to detailed RFPs which they have no
fracturing Triton group and are being more selective chance of winning.”
welcomed Elite Travel into about who they deal with, McLeod said airline websites undercutting
the business. and are looking carefully fares was another acute problem. He said TMCs
But he told TTG that at distribution. Working were being forced to compare almost every net
the characteristics of the closely with consortia fare on the GDS with fares on airlines’ websites.
remaining consortia did not brings them great benefits.” He cited cases where airlines sold business-class
lend themselves to further Conference delegates will seats up to £400 cheaper than negotiated fares.
consolidation. have the chance to hear
“Advantage and Elite about the organisation’s
have come together, and recently launched franchise
AIR FARES.
you have a partnership be- scheme, Advantage Man-
tween TTA and Worldchoice, “Consolidation
‘Keep an eye on oil prices’
aged Services.
which leaves only Future,
was necessary,
The project was launched TRAVEL agencies should be wary
Freedom and Global,” he with Essex agency Abbott of rising oil prices and the knock-
said. but I don’t foresee Travel and West Yorkshire on effect on air fares, warned
“Recent movement and
any more due to
agency Destination. Advantage’s director of business
consolidation was neces- Colin O’Neill, director of travel, Norman Gage (left).
sary, but I don’t foresee any the differences sales and marketing, said: Last year, oil prices hit $148 a
other developments, due
in each group”
“We take care of the admin- barrel, sending air fares and fuel
to the differences in each istration and back office, surcharges soaring.
group.” allowing agencies to get on Earlier this year, the price fell to less than $30,
McEwan, who was recently elected chairman with sales, marketing and business development.” but has started to rise again.
of Abta, said agency consortia would continue He said the plan was to extend the offering to “It is something that has to be watched closely,”
to grow, and stressed unity in business was other agencies and individuals, but stressed any said Gage. “We saw a perfect storm last year with
especially important during times of difficult growth would be “controlled”, as it puts pressure the high oil prices and the credit crunch. We don’t
trading. on central-office resources. want to find ourselves in the same situation.”
12 18.09.2009
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