What are the current needs of travel managers in their relationship with suppliers?

SANDRA ANDRADAS, Travel Manager, ISOLUX CORSÁN

 

Starting with the aéreo, we find a very dynamic sector. Alliances are multiplying and that means greater opportunities to reach global agreements. This is a need for travel managers of multinational companies: to negotiate transparent fares regardless of the point of sale. Airlines are taking steps in this direction, but very slowly. At least, we claim to receive global treatment.

Another workhorse is the integration of Renfe into the self-booking tool, which is essential for comprehensive travel management. Although it is already a reality, there are still certain aspects to be improved, such as seat reservations, among others. In relation to the GDS, it is also important to include the inclusion of the ancillaries in the reservations, since the extra costs of the tickets are increasing and it is necessary to establish a control of them.

As for the travel agencies, we see that the transaction fee model is still the most transparent today, although the most appropriate remuneration system depends a lot on the characteristics of the client company and the particularities of its management. New models are beginning to emerge, such as the one based on shared savings, but their implementation is very residual. With the new technologies, it seems that everyone is an expert in travel, but the real consultant is the one that really adds value.

We are still concerned about the financial solvency of agencies due to recent bankruptcies. Many companies choose to work with two or three agencies to cover their backs or, in any case, to have a backup at some remote location. Other companies are in favor of working with the same agency, despite the risk.

As far as accommodation is concerned, we understand that it is difficult for hotel rates to go down further, since in recent years the adjustment process has been severe. In principle, we are counting on price stability. What is needed is a greater effort on the part of the chains to maintain the same rates in the different sales channels, because the current disparity generates a lot of confusion. In principle, the prevailing model is that of net rates and more with the transaction fee. Commissions are tending to disappear.

In the rent-a-car sector, we value new added services and more facilities for the pick-up and delivery of vehicles, as well as hourly rental formulas. Also the creation of packages so that there are no surprises with the extras in the invoices. So far, no availability problems have been observed, despite the reduction of fleets.