TMCs


implants has dropped hugely over this period. However, the practice remains more common in some regions, such as India and the Middle East, which may have to be factored into the arrangements for the roll-out of a global TMC.


One of the obvious questions after deciding to move


TMC is, how long is this going to take? This depends on the size of company and its travel programme, whether it’s in one country or a multinational project, as well as other potential competing priorities within the client’s organisation. Most TMCs quote a transition time of between six and 12 weeks, but are also quick to stress that other factors, such as the client’s corporate card arrangements, can draw it out. Egencia’s Ronan Bergez, who is head of sales EMEA, claims the Expedia-owned TMC can transition a client within one week. “We have created a specific offer for companies who want to manage the implementation themselves,” says Bergez. “It takes one week to switch from their current TMC to Egencia but to do this they have to have a basic travel programme, one travel policy and bookings are made with individual credit cards. “If a company is using lodge cards you will have some


delays – sometimes there are certain timelines you cannot compress or reduce.” While breaking up is never easy, there should be no reason for things to get fractious during the transition; after all, the jilted TMC may be bidding for the same client again in a few years’ time.


TECHNOLOGY WAS ONE


OF THE MAIN REASONS WHY WE SWITCHED TMC


A SMOOTH HANDOVER


Successfully managing a TMC transition is a major opportunity for buyers to show their mettle. But how can they ensure that this process goes well? Here are some tips from buyers and TMCs:


PREPARE Those who have managed a TMC transition say it’s vital not to underestimate the time and resources needed to make a successful switch. Having clear objectives and a compelling business plan detailing the key benefits of making the switch will be crucial in securing support from senior management for making the change.


COMMUNICATION It is vital for the client to provide one point of contact – normally the travel buyer – who can liaise directly with both the incumbent and new TMCs to manage the transition. Communicating effectively to travellers about the upcoming switch of TMCs is also crucial and it can be good practice to create a small pilot group of em- ployees (ideally, around eight to 12 people) to test the new TMC’s online booking tool and other processes so any glitches or problems can be ironed out before they are rolled out across the organisation.


IMPLEMENTATION


The implementation period varies depending on the size of the client and the complexity of their travel programmes and policies, plus other


factors such as corporate payment arrangements. An incoming TMC will normally provide a roadmap for implementation of its services, including KPIs


(key performance indicators) agreed with the client. One consideration for buyers is to make sure they get


their management information transferred from their old TMC to the new supplier so they can fully benchmark the travel programme’s performance under the new TMC and can illustrate why the move was worth making to senior management.


96 MARCH/APRIL 2019 buyingbusinesstravel.com


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  |  Page 125  |  Page 126  |  Page 127  |  Page 128  |  Page 129  |  Page 130  |  Page 131  |  Page 132  |  Page 133  |  Page 134  |  Page 135  |  Page 136