Author Archives: Scott Gillespie

Why TMCs Need a Dramatically Different Sales Approach

Ever notice how Travel Management Companies (TMCs) have a hard time selling their value? It’s not a complicated value proposition.  “We’ll help you book travel at low prices and help your travelers on the road, so you’ll save money and … Continue reading

Posted in Travel Management, Travel Procurement, Trip Friction | Tagged , , , | 6 Comments

Why Data Predicting Trumps Data Reporting

Quick – name a travel metric that your CFO would pay a lot of money to predict reasonably well. Next year’s travel savings? Maybe. Next year’s travel spend? Maybe.  But he won’t pick your firm’s future travel policy compliance rate, … Continue reading

Posted in Data, Metrics and KPIs, Travel Management | Tagged , | 2 Comments

Air Sourcing Moves Out of the Slow Lane

The big bottleneck in airline sourcing projects is the time and cost of entering detailed airline contract terms.  That will soon change for the better. Fayrnet, a product of Volaro, automates the loading of airline contracts into GDSs. In speaking today … Continue reading

Posted in Airlines, Consultants, Travel Procurement | Tagged , , | Leave a comment

Traveler Friction, Part 1: Three Key Benchmarks

Road warriors are a hardy bunch.  tClara’s data on more than 100,000 travelers shows that each month road warriors often spend more than ten nights away from home, and spend more than 30 hours on planes.  Month after month, that … Continue reading

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Open Booking Takes Off With United

The corporate travel industry today took a big step toward making Open Booking a practical choice for travelers and travel managers. United and Concur announced their intention to launch a TripLink-enabled booking path on United.com by the first quarter of … Continue reading

Posted in Managed Travel 2.0, Travel Management | Tagged , , , | 8 Comments

What’s Your Worst-ever Business Trip?

You know how travelers love to whinge and moan about their worst business trips, right? It’s a popular cocktail party topic, and a harmless way to play a bit of one-upsmanship.  Sometimes it’s a way to stake out some sympathy … Continue reading

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Solving the Blah-Blah Travel Data Problem

Travel managers routinely rank travel data as one of their most important issues. Yet AirPlus recently reported that 56% of North American travel managers surveyed said they would not be willing to pay for better travel data. OK, so let’s … Continue reading

Posted in Data, Travel Management | Tagged , , , | 1 Comment

A Brighter Way to Measure Travel’s Impact

For the amount of money firms spend on travel, surely they’d like to know the impact. There is an incredibly practical – and pretty easy –  way to answer this question. Forget about ROI – it’s too theoretical.  Skip Big … Continue reading

Posted in Metrics and KPIs, Sustainable Travel, Travel Management, Travel Policy, Traveler Friction | Tagged , , , | 7 Comments

Identifying Travel-related Retention Risks

Who can say when a traveler has reached that dreary destination of travel burnout? It’s a very individual issue, yes?  For some, it may take years of constant hopping from terminal to taxi, while others may arrive after a few … Continue reading

Posted in Travel Management, Travel Procurement, Traveler Friction | Tagged , , | 4 Comments

Road Warrior Burnout: A Worthy Problem

Too much travel can cause anybody a load of stress.   Exhibit A is Brad Feld, one of Silicon Valley’s best-known angel/venture capitalists.  He lives in Colorado and was traveling 50-75% of the time.   He hit a wall.  Knew … Continue reading

Posted in Managed Travel 2.0, Metrics and KPIs, Travel Management, Travel Policy, Traveler Friction | Tagged , , , , | 1 Comment