When thinking about hotels, the travel manager is constantly challenged to balance the needs of the company with the needs of the traveler colleague. Corporate travelers, like their leisure counterparts, are increasingly looking beyond the large hotel chains for: a different guest experience combining the business trip with a leisure component a hotel closer to their business destination more bang for their per diem buck. In this webinar, experts from Travelport and ACTE will discuss: key realities of the corporate travel industry today specific challenges facing the travel manager the evolving roles of the travel management company and the GDS how technology is shaping the future of corporate travel. Panelists for the webinar are: James Lemon, head of strategy for hotel, car and advertising, Travelport Kurt Knackstedt, president, Association of Corporate Travel Executives Maria Chevalier, travel consultant Kevin May, editor and moderator, Tnooz Gene Quinn, CEO and producer, Tnooz This webinar will took place on Thursday 15 May 2014

1. Will technology enhance or destroy
the corporate’s hotel travel policy?
Webinar
15 May 2014

2. Your hosts
Kevin May
Editor & moderator
Gene Quinn
CEO & producer

3. Your panelists
Kurt Knackstedt
President
ACTE
James Lemon
Head of Strategy
Hotel, Car & Advertising
Maria Chevalier
Travel Consultant

4. Poll no. 1
Where are you located?

5. Poll no. 2
Which industry segment do you represent?

6. Source:
Travelport
internal
poll
evolve
XXL
Content
conference
Western
Europe,
January
2014
Source:
Travelport
internal
poll
evolve
XXL
Content
conference
Western
Europe,
January
2014
Webinar
15
May
2014

7. Agenda
7
Section 1 – Key trends affecting hotels and corporate travel today
SecBon
2
-­‐
Hotel
corporate
travel
policy
compliance
–
the
challenge
of
the
travel
manager
SecBon
3
-­‐
How
the
future
will
unfold
for
corporate
hotel
distribuBon

8. Air
costs
are
higher,
but
you
spend
more
Bme
in
a
hotel
room
than
on
the
plane
(usually!)

9. Emerging
markets
bring
their
own
challenges
• Lots of non-GDS properties
• Guest houses, serviced
apartments are popular
• Most properties are
NOT in any GDS
• Hotel intermediaries
lead the market
• Huge growth,
capacity
constraints, major
events
• Fragmented
distribution
A
few
examples

10. TradiBonal
distribuBon
channels
are
being
challenged
More these…
Than these…

11. “Bleisure”
–
fad
or
here
to
stay?

12. Poll no. 3
What’s your “bleisure” history?

13. Agenda
13
SecBon
1
–
Key
trends
affecBng
hotels
and
corporate
travel
today
SecBon
2
-­‐
Hotel
corporate
travel
policy
compliance
–
the
challenge
of
the
travel
manager
SecBon
3
-­‐
How
the
future
will
unfold
for
corporate
hotel
distribuBon

14. 14
Life is not going to get easier, its going to get
harder
Key players in the travel industry must remain flexible
global experts delivering better value
Achieving
Travel
Program
Objec5ves
has
always
been
a
balancing
act…
Maria Chevalier
Travel Industry Consultant

15. 15
Corporate
Travel
Challenges
Challenges
faced
Solu5ons
we
typically
consider
today
1. Travel
Policy
2. Length
of
Time/Personal
3. Pace
of
technology
advancements
4. ExpectaBons
of
customers
5. Evolving
Traveler
Demographics
6. Low
Rate/Best
Value
Guarantee
7. Ongoing
Market
Changes
8. Data
FragmentaBon/Management
9. Safety/Security
10. Business
Controls
1. OpBmize
technology
applicaBons
2. Support
tradiBonal
&
non-­‐tradiBonal
soluBons
3. Aggressive
data
management
strategies
The
list
of
challenges
that
corporate
travel
managers
face
is
gegng
longer
Maria Chevalier
Travel Industry Consultant

16. 16
Growth
Strategy
Challenges
Challenges
faced
Solu5ons
we
typically
consider
today
1. Lack
of
Inventory
2. Trusted
Brands
3. Travel
Paiern
Changes
4. Ability
to
Leverage
5. Content
1. Enhanced
GDS
CollaboraBon
2. Content
AggregaBon
3. Data
Management
Balancing
the
growth
in
corporate
travel
trips
and
the
travel
trends
we’ve
already
discussed
adds
another
set
of
challenges
Maria Chevalier
Travel Industry Consultant

17. 17
Corporate
vs
Traveller
Needs
• Produc5vity
• Sa5sfac5on
Opportunity:
to
win
program
buy-­‐in
of
travelling
colleagues
For
the
corporate
For
the
traveller
• Value
• Visibility
Opportunity:
to
reduce
costs
1. Duty
of
care
to
locate
travellers
2. Delivering
high
quality
travel
services
3. Managing
travel
budgets
and
costs
4. Mi5ga5ng
risk
BeOer
compliance
and
visibility
will
remain
difficult
to
achieve
un5l
programs
deliver
traveller
needs
Corporate
hotel
travel
programs
must
now
try
to
balance
stakeholder
needs:
While
not
losing
sight
of
the
program’s
aims
Maria Chevalier
Travel Industry Consultant

18. Poll no. 4
What are the greatest challenges?

19. Agenda
19
SecBon
1
–
Key
trends
affecBng
hotels
and
corporate
travel
today
SecBon
2
-­‐
Hotel
corporate
travel
policy
compliance
–
the
challenge
of
the
travel
manager
SecBon
3
-­‐
How
the
future
will
unfold
for
corporate
hotel
distribuBon

20. 20
Outlook:
The
landscape
will
remain
fragmented
Hotel
corporate
travel
programme
success
Delivering
for
the
traveller
Delivering
for
the
corporate
Outcome:
Hotel
corporate
travel
programmes
must
offer
travellers
‘freedom
within
a
framework’:
gaining
traveller
trust
and
buy-­‐in
while
fulfilling
programme
needs
for
the
corporate
…and…

21. Hotel
bookings:
need
for
speed,
value,
support
and
measurement
Known
hotel(s)
&
nego5ated
rate
in
place
Traveller
needs:
Quick
hotel
selec4on;
Fast
booking;
ideally
self-­‐serve;
receive
any
due
benefits
Corporate
needs:
trip
visibility;
support
in
place
for
any
future
amendments
Best
op5on:
TMC
&
GDS
will
have
your
nego
rate;
real-­‐Bme
booking;
selecBon
across
opBons
Known
hotel(s)
&
no
agreed
rate
Traveller
needs:
Best
open-­‐market
value;
quick
hotel
selec4on;
fastest
booking;
support
in
place
for
future
amends
Corporate
needs:
trip
visibility;
support
in
place
for
any
future
amendments
Best
op5on:
TMC
&
GDS
likely
to
have
pre-­‐agreed
nego
rates
or
best
public
rates;
corporate
will
want
to
build
stay
history
data
Unknown
hotel
&
price
is
the
key
driver
Traveller
needs:
Support
in
shortlis4ng
suitable
proper4es,
mapping
tools,
Suitability
for
trip
including
balancing
business
and
leisure
needs
Corporate
needs:
Best
open-­‐market
value;
Pre-­‐
visibility
of
trip
for
support
and
management
Best
op5on:
TMC
&
GDS
act
as
best
guide
to
a
locaBon,
saving
traveller
comparison
Bme;
including
historic
stays
for
your
colleagues
Unknown
hotel
&
loca5on
is
the
key
driver
Traveller
needs:
Support
in
shortlis4ng,
reducing
search
4me;
knowledge
to
assess
suitability
for
trip
including
balancing
business
and
leisure
needs
Corporate
needs:
Best
trip
value
–
e.g.
balance
hotel
with
transit
costs;
Pre-­‐visibility
of
trip
Best
op5on:
TMC
&
GDS
act
as
best
guide
to
a
locaBon,
saving
traveller
comparison
Bme
Significance of price / rate
Selectionofhotel
1
3
2
4

22. 22
To
meet
the
new
challenges,
Corporate
Travel
Managers
need
to
consider
some
new
principles
Make
it
personal
• Receive
the
recogni5on
(a)
your
corporate
and
(b)
your
travellers
deserve
• Be
responsive
to
the
needs
of
your
travellers
TMC
as
‘concierge’
• A
partner
to
help
you
get
the
most
out
of
your
trip
• Able
to
balance
corporate
needs
(preferred
suppliers;
data
&
repor5ng)
while
providing
best
op5ons
for
travellers
(shortlists
of
op5ons)
From
managing
costs
to
managing
value
-­‐
for
travellers
and
corporates
• Sell
travellers
on
compliance
by
commi]ng
to
a
beOer
value
offer
than
unmanaged
• Nego5ate
for
addi5onal
benefits
to
reflect
size
and
importance
of
your
business
and
drive
traveller
‘s5ckiness’
to
your
preferred
partners
–
loyalty;
breakfast;
internet
etc
• U5lise
TMC
and
GDS
partners
when
it
comes
to
nego5ated
rates
–
the
key
to
corporate
value
Delivering
support
and
response
in
near
real
5me
• Corporate
hotel
stays
are
faster
and
more
effec5ve
when
booked
through
a
TMC
and
GDS
–
saves
5me
on
research,
selec5on,
transit
and
amendments/support
• Real
5me
service
and
support
–
assurance
around
making
changes
• BeOer
visibility
supports
pre
/
post
stay
analy5cs
to
keep
corporates
on
track
and
travellers
safe

23. A
taste
of
how
your
TMC
and
GDS
partners
are
responding
Leisure-­‐site
levels
of
content
How
to
facilitate
while
maintaining
your
programme?
Accessing
Ancillaries
for
Total
Cost
Visibility
How
you
can
get
total
cost
visibility
and
improved
programme
management?
U5lising
merchandising
learnings
for
airlines
to
support
hotel
suppliers
Leisure-­‐site
levels
of
search
&
func5onality
How
to
drive
take-­‐up
of
hotel
programme
booking
tools?
Constant
corporate
booking
tool
innova5on
Traveller &
corporate needs
What are we solving? What’s the outcome

24. Conclusion
24
Life is not going to get easier, it’s going to get harder
Key players in the travel industry must remain flexible;
global experts are here to help and
deliver better value than ever

25. Q & A

26. Thank you!
Send your questions and comments to kevin@tnooz.com
Replay and presentation of webinar will be available on
www.tnooz.com