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STREAMLINING CORPORATE TRAVEL by umn15763

VIEWS: 11 PAGES: 23

									STREAMLINING CORPORATE
        TRAVEL

   ROUND TABLE SESSIONS
         RESULTS

      22 AUGUST 2006
        RESPONDENTS

Corporate Sector:      44
TMC/Supplier Sector:   62
                       Question One
In today’s Dynamically Priced Market, do you feel there is still a financial
benefit to airline negotiated deals, or is it better to go with “best price on
the day”?

      CORPORATES                                  TMC’S/SUPPLIERS
Corporate Deals: 28 (64%)                   Corporate Deals:   28 (45%)
BPOTD:           16 (36%)                   BPOTD:             32 (51%)
Combination:     15 (34%)                   Undecided:         2 (4%)
                      Question One
     Diagrammatic Representation:

45                                             65
                                               60
40
                                               55
35                                             50
30                                             45
                       Corporate Deals (64%)   40                       Corporate Deals (45%)
25                                             35
20                     BPOTD (36%)             30                       BPOTD (51%)
                                               25
15                     Combination (34%)       20                       Undecided (4%)
10                                             15
                                               10
 5                                              5
 0                                              0
        CORPORATES                                  TMC'S / SUPPLIERS
                       Question Two
In today’s Dynamically Priced Market, do you feel there is still a financial
benefit to negotiating corporate rates, or is it better to go with “best
available rate”?

      CORPORATES                                TMC’S/SUPPLIERS
Corporate Deals: 41 (93%)                 Corporate Rate:    46 (75%)
BAR:             3 (7%)                   BAR:               16 (25%)
                      Question Two
     Diagrammatic Representation:


45                                            65
                                              60
40
                                              55
35                                            50
30                                            45
                                              40
25                     Corporate Rate (93%)                            Corporate Rate (75%)
                                              35
20                                            30
                                              25
15                     BAR (7%)                                        BAR (25%)
                                              20
10                                            15
                                              10
 5                                             5
 0                                             0
       CORPORATES                                  TMC'S / SUPPLIERS
                    Question Three
PART 1:         Do you feel that your relationship with your supplier / client
                would suffer a loss of value-added benefits if no Corporate
                Agreement was in place?
                (Eg. upgrades, no show charges being waived, favours etc)

       CORPORATES                           TMC’S/SUPPLIERS
YES: 33 (75%) NO:11 (25%)                 YES: 62 (100%) NO: 0


PART 2:         And… Would this influence your decision to retain a
                Corporate Agreement? (Corporates Only)

YES: 39 (89%)     NO: 5 (11%)
                    Question Three (Part 1)
     Diagrammatic Representation:


45                                    65
                                      60
40
                                      55
35                                    50
30                                    45
                                      40
25                        YES (75%)                            YES (100%)
                                      35
20                                    30
                                      25
15                        NO (25%)
                                      20
                                                               NO (0%)

10                                    15
                                      10
 5                                     5
 0                                     0
       CORPORATES                          TMC'S / SUPPLIERS
           Question Three (Part 2)
Diagrammatic Representation:


             45
             40
             35
             30
             25                 YES (89%)

             20
             15                 NO (11%)

             10
              5
              0
                   CORPORATES
                      Question Four
If there is an upfront-negotiated fare in place, as opposed to a
retrospective rebate, do you feel availability becomes an issue?

       CORPORATES                               TMC’S/SUPPLIERS
YES: 24 (55%) NO: 20 (45%)               YES: 52 (84%)   NO: 10 (16%)
                     Question Four
     Diagrammatic Representation:


45                                    65
                                      60
40
                                      55
35                                    50
30                                    45
                                      40
25                        YES (55%)                            YES (84%)
                                      35
20                                    30
                                      25
15                        NO (45%)
                                      20
                                                               NO (16%)

10                                    15
                                      10
 5                                     5
 0                                     0
       CORPORATES                          TMC'S / SUPPLIERS
                       Question Five
If there is a negotiated corporate rate in place at a hotel, do you feel
availability becomes an issue?


       CORPORATES                                 TMC’S/SUPPLIERS:
YES: 32 (73%)  NO: 12 (17%)                YES: 56 (90%)  NO: 6 (10%)
                      Question Five
     Diagrammatic Representation:


45                                    65
                                      60
40
                                      55
35                                    50
30                                    45
                                      40
25                        YES (73%)                            YES (90%)
                                      35
20                                    30
                                      25
15                        NO (17%)
                                      20
                                                               NO (10%)

10                                    15
                                      10
 5                                     5
 0                                     0
       CORPORATES                          TMC'S / SUPPLIERS
                       Question Six
If there is a negotiated corporate rate in place at a hotel do you feel that
blackout periods become an issue?

       CORPORATES                                 TMC’S/SUPPLIERS
YES: 38 (86%) NO: 6 (14%)                  YES: 50 (80%) NO: 12 (20%)
                       Question Six
     Diagrammatic Representation:


45                                    65
                                      60
40
                                      55
35                                    50
30                                    45
                                      40
25                        YES (86%)                            YES (80%)
                                      35
20                                    30
                                      25
15                        NO (14%)
                                      20
                                                               NO (20%)

10                                    15
                                      10
 5                                     5
 0                                     0
       CORPORATES                          TMC'S / SUPPLIERS
                    Question Seven
Rate, in order of importance, what you feel should be factored into the
choice of a preferred supplier?

                        CORPORATES               TMC’S/SUPPLIERS
-    Product              18 (41%)                  50 (81%)
-    Schedule             25 (57%)                  10 (16%)
-    Availability         38 (86%)                  28 (45%)
-    Price/Rate           21 (48%)                  42 (68%)
-    BEE Policy           26 (59%)                  13 (21%)
-    Relationship         12 (27%)                  14 (23%)
                     Question Seven
     Diagrammatic Representation:

45                                           65
                                             60
40
                                             55
35                                           50
30                                           45
                        Product (41%)        40                       Product (81%)
25                      Shedule (57%)        35                       Shedule (16%)
                        Availibility (86%)                            Availibility (45%)
20                                           30
                        Price/Rate (48%)                              Price/Rate (68%)
                                             25
15                      BEE Policy (59%)
                                             20
                                                                      BEE Policy (21%)
                        Relationship (27%)                            Relationship (23%)
10                                           15
                                             10
 5
                                              5
 0                                            0
        CORPORATES                                TMC'S / SUPPLIERS
                     Question Eight
Who do you feel should be responsible for identifying the need for a
corporate deal?

                                CORPORATES            TMC’S/SUPPLIERS
•       Travel Manager          25 (57%)                22 (35%)
•       Supplier                0                       0
•       TMC                     19 (43%)                40 (65%)
                     Question Eight
     Diagrammatic Representation:

45                                            65
                                              60
40
                                              55
35                                            50
30                                            45
                       Travel Manager (57%)   40                       Travel Manager (35%)
25                                            35
20                     Supplier (0%)          30                       Supplier (0%)
                                              25
15                     TMC (43%)              20                       TMC (65%)
10                                            15
                                              10
 5
                                               5
 0                                             0
        CORPORATES                                 TMC'S / SUPPLIERS
                     Question Nine
Who do you feel should be responsible for undertaking and completing
the negotiation process?

                               CORPORATES           TMC’S/SUPPLIERS
•    Travel Manager            13 (30%)               2 (3%)
•    TMC                       0                      0
•    Combination of both       31 (70%)               60 (97%)
                     Question Nine
     Diagrammatic Representation:

45                                            65
                                              60
40
                                              55
35                                            50
30                                            45
                       Travel Manager (30%)   40                       Travel Manager (3%)
25                                            35
20                     TMC (0%)               30                       TMC (0%)
                                              25
15                     Combination (70%)      20                       Combination (97%)
10                                            15
                                              10
 5                                             5
 0                                             0
        CORPORATES                                 TMC'S / SUPPLIERS
                      Question Ten
What do you feel will have the most impact on the results of your
negotiations with a supplier/client?

                                CORPORATES             TMC’S/SUPPLIERS
•    Amount of business offered   35 (80%)                40 (65%)
•    Ability to mandate policy    8 (18%)                 18 (29%)
•    Negotiation skills           2 (5%)                  10 (16%)
•    Relationship                 6 (13%)                 11 (18%)
                      Question Ten
     Diagrammatic Representation:

45                                               65
40                                               60
                                                 55
35                                               50
30                     Amnt of Business (80%)    45
                                                                          Amnt of Business (65%)
                                                 40
25                     Policy Mandate (18%)      35                       Policy Mandate (29%)
20                     Negotiation Skills (5%)   30
                                                                          Negotiation Skills (16%)
15                                               25
                       Relationship (13%)        20                       Relationship (18%)
10                                               15
 5                                               10
                                                  5
 0                                                0
        CORPORATES                                    TMC'S / SUPPLIERS

								
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