Author Archives: Scott Gillespie

What’s The Real Goal of a Travel Program?

  Quick – name three metrics that travel managers care most about…and no, you can’t say savings, savings and savings. Savings, for sure, maybe followed by discounts and policy compliance, or average ticket price/room/car rate.    These are time-tested, industry-accepted, … Continue reading

Posted in Data, Innovation, Travel Management, Travel Procurement, Traveler Friction | Tagged , | 49 Comments

Two Steps Closer to a 2-Channel Future

Travel managers, you’re gonna need a two-channel booking strategy.  Maybe not this year, but fairly soon in the scheme of corporate travel time. The second shoe dropped last week, when The Company Dime broke the news (paywall, worth it) about airlines … Continue reading

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4 Services for Reducing Traveler Friction

Innovation and traveler friction are popular topics for you folks, so here are a few quick profiles of new ways to make life easier for travelers. DUFL – Allows travelers to travel without luggage.  A mashup of FedEx and your favorite … Continue reading

Posted in Cool Tools, Innovation, Traveler Friction | Tagged , | 2 Comments

Top 5 Posts in 2015; What should I write about in 2016?

Let’s start 2016 off in the right direction.. Please tell me what you’d like me to write about. To make things quick, easy and anonymous, here’s a 1-question survey of possible topics: Tell Gillespie what to write about If you’re … Continue reading

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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 , , , | 8 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 , | 7 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 , | 5 Comments