Author Archives: Scott Gillespie

Hotel RFP Hell: Is the End at Hand?

Let’s agree that all our friends and colleagues who are in the midst of yet another grueling hotel RFP season should have our sympathies. You’re dealing with big chunks of invisible hotel spend, crappy data on the visible spend, clunky RFP … Continue reading

Posted in Hotels, Travel Technology | Tagged , , , | 7 Comments

Delta Makes On-time Bet; Leads on Total Cost of Travel

Remember when Delta capped commissions twenty years ago?  It shocked the industry. Transformed corporate travel programs into cost centers.   Re-wrote the buyer-TMC business model. Ushered in professional procurement practices. Overnight.  Wow. Well, Delta has done it again.  Much less drama … Continue reading

Posted in Airlines, Innovation, Metrics and KPIs, Travel Procurement | Tagged , , | 3 Comments

Why Lufthansa Will Change Our Industry for the Better

Lufthansa Group announced a bold move to charge 16 euros for each ticket issued through a GDS.  Like any other unilateral cost increase,  it’s unwelcome. Travel managers are fuming; many of you seem really angry. It reminds me of the … Continue reading

Posted in Airlines, Distribution, Travel Management | Tagged , , | 2 Comments

GDS Surcharges: What’s A Fair Price?

Now that Lufthansa Group has announced its €16 surcharge for bookings made in the GDS channel, let’s tackle the fundamental issue it raises. If the GDS channel offers a better value to corporate buyers, then what is  a fair price for … Continue reading

Posted in Airlines, Distribution, Travel Procurement | Tagged | 8 Comments

Lufthansa Accelerates Managed Travel 2.0

Lufthansa Group announced it will charge 16 Euros for each booking made in the GDS channel. This is a seismic event for the corporate travel industry for these reasons: Channel steering becomes a differentiator for legacy carriers GDS/TMC  and GDS/airline … Continue reading

Posted in Distribution, Managed Travel 2.0, Travel Management, Travel Procurement | Tagged , | 4 Comments

Manage Travelers and Their Taxes with Traveler Data

Sure, payroll taxes are not in scope of a travel manager’s job.  But there is a great way for travel managers and TMCs to add real value here by being proactive with traveler data. Curious? The Problem Many countries and other … Continue reading

Posted in Data, Travel Management | Tagged , | 4 Comments

Travel Managers, Choose Your Career Path

You travel managers have very challenging jobs.  You also have two very stark career paths in front of you. Let’s start with where you’re at today: You’re managing a complicated and ever-changing mix of problems.  One hour it’s all about … Continue reading

Posted in Managed Travel 2.0, Travel Management, Traveler Friction | Tagged , , | Leave a comment

Survey Says: Biggest Analytical Pain Points Are…

* Quantifying savings (36%), and measuring the traveler experience (16%) * Working with travel technology tools, e.g. self-booking, expense reporting and data reporting tools (34%), and the airline category (20%) * Deciding how to structure the analysis (22%), getting good … Continue reading

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Travel Buyers, What’s Your Big Analytical Pain Point?

A lot of folks in the travel industry don’t enjoy the numbers side of the business nearly as much as they do the people side.  Fair enough, as the whole industry is built on the premise of building better interpersonal … Continue reading

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On Concur’s Future

It’s easy to be a Concur critic these days.  But “these days” ain’t the same as “in the future”. I attended Concur’s annual customer event, Fusion, this week.  Let’s start with the negatives: Concur clearly knows their user base has been … Continue reading

Posted in Travel Industry, Travel Technology | Tagged , , | 4 Comments