Business Travel News - May 5, 2008 - (Page 20)

CORPORATE TRAVEL WORLD BTN NOTES Sourcerers To Cast Spells Deloitte chief procurement officer Mike McMahon, KPMG director of operations for firmwide procurement Pat Barrett, Pfizer vice president of worldwide procurement Tom Donatelli and United Technologies travel commodity manager Marcia Tellez will discuss applying procurement practices to travel management and the metrics they find most valuable during a Corporate Travel World session May 19 at the Grand Hyatt Washington, D.C., where CTW and the Association of Corporate Travel Executives’ Global Education Conference will be collocated May 18 to 20. BTN editor-in-chief David Meyer also will present highlights of new American Express-sponsored BTN research into the relationship between travel and procurement that BARRETT DONATELLI builds on a baseline established last year. A hotel market overview from Robert Mandelbaum, director of research information services for PKF Hospitality Research, will be followed by a discussion facilitated by BTN hotel editor Michael Baker, with Mike Fegley, InterContinental Hotels Group For more on Corporate Travel World, vice president of global sales for the AmerVisit btnonline.com/ctw icas, Johnson & Johnson hotel program manager Maria Chevalier and Lockheed Martin director of corporate travel services Richard Wooten. Other educational sessions will feature BCD Travel North America president Danny Hood, Merck travel and card sourcing manager Cynthia Teufel, and consultants Laurence Smith and John Caldwell discussing “The Living Travel Vocabulary: Changing Terms and Conditions,” and Omega World Travel CEO Gloria Bohan, HRG North America president Tom Gleason, consultant Tom Wilkinson and BTN executive managing editor Chris Davis discussing business travel McMAHON TELLEZ benchmarking and best practices. ■ ADVERTISEMENT BY WILLIAM A. MALONEY SPONSORED BY THE AMERICAN SOCIETY OF TRAVEL AGENTS company’s mission and knows how to leverage the business are just as cost-conscious in today’s environcompany’s strengths and flexibilities. These firms ment, even more so when one considers the many will be rewarded with the opportunity to travel and economic forces at play that affect their bottom lines conduct their business while at the same time keep- and growth. ing in check what could be exorbitant costs. While it may seem counterintuitive, now is the TMCs that work closely with technology compa- time to travel for business. Get out, network and nies that provide them with tools to purchase, mon- build new business relationships. Renew business friendships and strengthen partitor and report their client’s travel nerships with an eye to working expenses will be in the best posi- For more information, with them not just in tough ecotion to serve their customers in contact nomic times, but growing together tough economic times. when the economy turns around. Hotels, car hire companies and There are a few basic steps to airlines also look to strengthen ties with strategic partners when the market enters a growing a business. First, know your target audislump. Firms with TMCs will weather the storm bet- ence and communicate with them on a regular basis. Knowing with whom you want to do business ter than competitors. At ASTA, our focus is always on the business of won’t get you very far if you haven’t made them selling travel. As such, we provide a framework for our aware of your company’s services and products. Semembers’ continued growth and suc- cond, develop alliances. Next, establish your credencess. We are there to assist those at the tials up front. Finally, follow up. As in any relationheart of the travel industry in making ship, if you want it to progress, let them know it. the most of their supplier network. The travel industry has faced greater hurdles than ASTA has a saying that travel agents what we see today. By working together, sharing provide value, expertise, convenience thought leadership and leveraging our relationships, and personal service to their clients. I am confident we will emerge a stronger industry. Travel counselors are there for their clients before, during and after the trip. William A. Maloney, CTC, is executive vice While the average vacationer is lookpresident and chief operating officer of ASTA. ing for value in their travel plans, corporations who rely on travel to conduct TMCs TO HELP WEATHER STORM Each day, we are confronted with more bad news on the economic front—rising oil prices, the loss of U.S. manufacturing jobs, rising unemployment, a slowdown in the number of business orders and the rash of foreclosures sweeping the country. Faced with uncertain times, it is incumbent upon a business to ensure that management and sales teams are working at top efficiency. More than that, it’s essential to continue building and strengthening business relationships. Those of us who have weathered similar economic downturns before know that if you want to come out ahead, you need to plan ahead. For companies who deal primarily in corporate travel, nothing is more important than building a solid team of experienced travel managers who are able to negotiate better deals based on long-standing supplier relationships. Highlight your staff’s expertise to your current clients and prospective clients as well. By showcasing your team of professional travel counselors, you not only solidify current relationships, but show your staff you value their professionalism. For organizations that rely on travel to carry out their business aims, it’s critical to have a travel management company that operates as part of the corporate culture, understands the CAhearn@astahq.com 20 Monday, May 5, 2008 www.BTNonline.com Business Travel News http://btnonline.com/ctw http://www.asta.org http://www.BTNonline.com

Table of Contents for the Digital Edition of Business Travel News - May 5, 2008

Business Travel News - May 5, 2008
Contents
Inside Track
Profile
BTN Research
Aviation
Lodging
Travel Management
Travel Management Tech
Executive Dashboard
Corporate Travel World
Destinations

Business Travel News - May 5, 2008