Suppliers Must Prove Value

Here’s my take on what suppliers need to do differently when competing for your business.  (This first appeared as an Op-Ed piece in Business Travel News on Nov. 16th)

In these tough times, buyers are extracting favorable pricing across the travel industry. Not surprisingly, this frustrates most suppliers—namely those who don’t have the lowest prices. How many times do we hear suppliers wishing for buyers to “see the bigger picture,” “don’t treat us as a commodity” and “put more value on partnership”?

Translation: “Pick me, even if I don’t have the lowest price.” Continue reading

Review: AirPlus Data Reporting Tool

Credit card data is not the best source for airline sourcing projects.  I’ve said this for a long time (for example, here), but was challenged (nicely) by Jacques Lionnet at AirPlus to take a fresh look at AIM, the AirPlus Information Manager (AIM) tool.

Bottom line:  The AIM tool captures excellent airline data and is easy to use, but it has a few shortcomings that prevent it from delivering ready-to-source air spend reports.  These flaws (described below) should be easy to eliminate, and I suspect AirPlus will do so soon. Continue reading

The Israeli Army Knife of Self-Booking Tools

You know those Swiss Army knives?  The ones that have 3 different knife blades, two screwdrivers, pliers, a fork, spoon and tweezers, all in one casing?  Well, I found the Israeli equivalent in the self-booking tool category.  Atriis is the tool’s name.  In addition to online self-booking, it includes: Continue reading