how to negotiate with travel suppliers
DESCRIPTION
How to negotiate with Travel Suppliers. Nick Hurrell Partner, 3SIXTY Global. Nick Hurrell. Background with a major TMC and Hotel Booking Agent Board level experience in sales, account management and operations 2 years with 3SIXTY Global - PowerPoint PPT PresentationTRANSCRIPT
How to negotiate with Travel Suppliers
Nick Hurrell
Partner, 3SIXTY Global
Nick Hurrell
• Background with a major TMC and Hotel Booking Agent– Board level experience in sales, account management and
operations
• 2 years with 3SIXTY Global– Procurement of TMC, Airline and Hotel programmes, Interim
Management
07836 236279
Let’s discuss…
• Why negotiate with suppliers ?• How to prepare• Air, Hotel, Rail, Car rental
– When does it make sense to do a deal?
– What sorts of deal are available?
– How many suppliers should I have per category?
– How do I make sure the deal works?
– Who should take the risk – me or the supplier?
• Contracting• Benchmarking• What do I do if the negotiation doesn’t go well?
Why negotiate?
Better financial arrangements (discounts!)
But consider also…
•Quality – service improvements, traveller benefits (guaranteed upgrades, free wifi, breakfast included)
•Duty of care – known and trusted suppliers
•Compliance to policy – better data, improved negotiation stance
Preparation
Knowledge isn’t Power…….
…..It’s a weapon of mass destruction !
Get ahead of the supplier….
Preparation
Good data is vital
Sources:•Travel Management Company•Existing suppliers (ie hotels, etc)•Corporate cards•Finance / Accounts payable
Preparation
What does the Business want?•Engage with your stakeholders – find some internal “friends”•Travellers can be emotional – don’t introduce new and untested suppliers unless you have stakeholder support
Can you deliver?•Will your company mandate the chosen supplier?•Who will mandate that supplier?•Are preferred suppliers included in the travel policy?
Understand what the supplier wants too … and the questions they will ask you
Airlines
The remaining 22 pages from our presentation on 6 February are tailored specifically to the Business Travel Show audience. Many of these pagescontain situation-specific information. We are happy to share some of these situations and case studies with you.
For more information on how we recommend negotiating withAir, Hotel, Rail, Car Hire and Meetings Management suppliers, please contact us at:
Email: [email protected]
Telephone: +44 (0) 8456 808 360