Managing Travel in Challenging Times Be Smart: Travel More for Less From the Author of Smooth Landings Michael MacNair September 25, 2008

Savings ~ Solutions ~ Systems Travel’s Perfect Storm Challenging Travel Times Increased Costs extend to phone reservations, checked bags, change fees, meal services & fuel surcharges Lost productivity via weather delays & flight cancellations Rising fuel costs 35% ticket cost increase from $ to $ Less capacity: Air (59.7m seats), Car, & Hotel Stalled global hotel development Pressure to deliver from a sour economy

Savings ~ Solutions ~ Systems  According to the National Business Travel Association, business travel is the second largest controllable cost of an organization.  Travel effects every department  Travel Procurements vs. Travel Anarchy = Reinforcement of a cost containment culture  Complex Product – Thousands of fares on thousands of suppliers The Travel Opportunity Simple Actions to Net Sizeable Results

Savings ~ Solutions ~ Systems  Manage Travel Instead of Buying It  Balance Your Organization’s Travel Requirements With the Traveler’s Needs to Define Expected Value on a Trip  Build, Expand, and Monitor an Effective Travel Policy From the Top Down  Educate Travelers on Best Practices and Useful Procedures  Leverage Travel Volume with Data and Control Steps To Best Manage Travel in Challenging Times Suggestions

Savings ~ Solutions ~ Systems Purchasing any corporate travel outside of one consolidated, vetted, and approved procurement system:  Costs more than it should  Reduces employee productivity  Sacrifices support and advocacy  Is outside of SOP of all Fortune 500 companies  Reduces control over business expenditures  TMCs help travelers find better fares than they find on their own Managing vs. Buying Travel Standard Operation Procedures

Savings ~ Solutions ~ Systems Travel Management/Procurement Offers Four Key Benefits That You Should Maximize & Sell Managing vs. Buying Travel Benefits to Capture & Sell Companywide

Savings ~ Solutions ~ Systems Managing vs. Buying Travel Value 1. Value – MacNair Travel’s savings results are $65 less for domestic fares and $1,631 less for international fares.

Savings ~ Solutions ~ Systems Managing vs. Buying Travel Value -Via more comprehensive access to fares & airlines (low-cost carriers, Web fares, legacy fares, & corporate rates) -Via the enforcement of your clear-cut value expectations & report supervision to evolve -Value engineering (multileg, international, etc.) -Preferred management -Cost effective change management

Savings ~ Solutions ~ Systems Managing vs. Buying Travel Value Fare Savings Results DomesticInternational National Average for 2007 Source: Topaz International $470$3,315 MacNair Travel's Average for 2007 $405$1,684 Savings $65$1,631

Savings ~ Solutions ~ Systems Managing vs. Buying Travel Productivity 2. Productivity – an estimated 50 percent reduction in time is spent making travel arrangements and dealing with changes How? -Online & call-in reservations well supported -Change management -Support on the road -Data & reporting to enhance expense report & financial management

Savings ~ Solutions ~ Systems Managing vs. Buying Travel Support & Advocacy 3.Support and Advocacy -Strategic Systems Development – policy templates, best practices, & useful procedures -Supplier negotiations -Issues management (on the road, when wronged)

Savings ~ Solutions ~ Systems Managing vs. Buying Travel Control 4. Control -Reporting & Data -Total Spending -Top destinations & suppliers (negotiations) -Unused non-refundables -Call-in vs. online via TMC -Cost of change: compliance -Policy -FlyAmerica -Authorization

Savings ~ Solutions ~ Systems Managing vs. Buying Travel Select & Sell the System Summary - Sell the Benefits -Maximize the Value -Reinforce Culture of Cost Containment -Secure Executive Buy-In -Expect Resistance

Savings ~ Solutions ~ Systems  Clearly define value expectations (connections, airports, LCCs, hotel, & car)  Clarify use of preferreds (supplier like air, TMC, card…)  Define systems (coding, expense reports…)  Balance objectives of team Balance Travel Requirements Clear Expectations

Savings ~ Solutions ~ Systems Balance Travel Requirements Four tools for setting expectations 1. Secure templates of successful travel policies 2. Understand the various travel price expectations that require clarification. 3. Assemble the “travel squad” 4. Launch the process with Executive Buy-In

Savings ~ Solutions ~ Systems Balance Travel Requirements Four tools for setting expectations 1. Secure templates of successful travel policies –Consult NBTA and companies like MacNair Travel that manage travel well

Savings ~ Solutions ~ Systems 2. Understand & address the various travel price expectations that require clarification. –Connecting flights versus non-stop flights –Alternative airports versus central airports located nearby. –Preferred suppliers versus non-preferred suppliers –Hotel selection clarity –Car size and type –Advance purchasing –Miscellaneous costs (coach seat, upgrades, call-in vs. online, meals, bags, etc. Balance Travel Requirements Four Tools for Setting Expectations

Savings ~ Solutions ~ Systems 3. Assemble a “travel squad”  Include schedulers, road warriors, an executive level employee, and the finance team  Understand various perspectives & challenges  Travel procurement change advocates Balance Travel Requirements Four Tools to Setting Expectations

Savings ~ Solutions ~ Systems Balance Travel Requirements Four Tools to Setting Expectations 4. Launch the process with Executive Buy-in –C-level Buy-In – Policy Enforcement

Savings ~ Solutions ~ Systems An effective travel policy should define:  Why Travel Management  Value Expectations  Required processes  Useful practices Build an Effective Travel Policy from the Top Down On-going Process in Changing Marketplace

Savings ~ Solutions ~ Systems Build an Effective Travel Policy from the Top Down Areas to Address Why Travel Management Value Expectations  Air Price thresholds (connection, alternate airport, LCC)  Hotel brand or per diem direction  Car type and policies  When and why to use non-refundable fares  When to use online reservation systems  Commitment to preferred supplier rates  Expectations on miscellaneous travel costs, such as entertainment, bags, & seats  Expectations on use of low-cost carriers  Processes for maximizing use of non-refundable tickets

Savings ~ Solutions ~ Systems Required Process  Approval process (more scrutiny over certain price thresholds)  International travel procedures and safety tips while on the road  Emergency procedures & tips  Project and customer code definition requirements Useful Tips  Tips regarding currency, baggage surcharges, and communication tools  Procedures for policy oversight  International travel tips & tips for safety on the road Build an Effective Travel Policy from the Top Down Areas to Address

Savings ~ Solutions ~ Systems  Reduce liabilities, recognize fluidity of marketplace, understand your commitment to employees  Establish one point of contact for all travel data (consider on-going learning)  Leverage travel squad to determine right use of data & how to communicate  Determine what data would be useful to promote, who should receive it, and how its distribution will be managed  Create an emergency communication process: Track all employees in the event of national or natural—weather—emergencies, deliver targeting warnings and data to effected groups  Keep your road warriors informed (especially international – IJET) Educate Travelers on Best Practices Communications Strategy

Savings ~ Solutions ~ Systems Data & Control  Fare selected vs. lowest fare available  Policy compliance (reason codes)  Preferred support & opportunities  Authorizations  Advance purchase  Cost of change  Fare types selected Can only happen with consolidation Leverage Travel Volume with Data & Control Data & Control

Savings ~ Solutions ~ Systems Leverage Travel Volume with Data & Control Leverage  Secure deals (small business, corporate, meeting, advance purchase, etc.)  Demonstrate evidence of control over buying patterns (board suppliers, etc.)  Maximize tools (pay with points-well, card benefits, upgrades, benefits and available discounts)  Create a Hotel RFP and ask for offers  Do the same for other types of travel expenditures & services

Savings ~ Solutions ~ Systems In Summary 1. Challenging times call for well managed travel. Sell the benefits and consolidate. 2.Partner companies, useful technologies, and best practices provide great opportunities to reduce this significant cost. 3.Focus on a few key areas to improve upon and create a plan. 4.Deliver clearer and more conscious expectations in a policy your TMC enforces 5. Expand policy to address new costs 6. Develop an authorization process 7. Collect data, monitor, & leverage volume & tools Flying SMARTER & CHEAPER is possible if you develop, evolve and fully use the right system

Savings ~ Solutions ~ Systems Q & A Time for your questions and answers.