1. Getting The Right Balance
Scott Gillespie
Gillespie’s Guide to Travel+Procurement
Getting The Right Balance

2. Food for Thought

3. Supplier Negotiations Demand Management Climate Impact
Why We Need Travel Data
Projecting
Spend Trends
Policy Compliance
Savings Achieved
Supplier Negotiations
Demand Management
Climate Impact
Traveler Security
Controlling
Reporting
Source: Gillespie’s Guide to Travel+Procurement

4. TMCs Are The Most Valuable Sources
Credit Card and 3rd Party Data Are Necessary
Source: Gillespie’s Guide to Travel+Procurement

5. Few Companies Have Reached the Top Step
Options and Targets
High Value
Root Causes and Context
Low Value
Lists, Statistics and Trends
Normalized Data
Consolidated Data
Source: Gillespie’s Guide to Travel+Procurement

6. Root Causes Provide Useful Answers
Air Spend is down 25% Why?
Ticket volume is -8%
Avg. ticket price is -17%
These are NOT Root Causes

7. Why are Average Ticket Prices Down 17%?
Controllable
Non-Controllable
Source: Gillespie’s Guide to Travel+Procurement

8. Management Wants Options and Targets
$1MM for 11+ hours
$600K for 8+ hours
$300K Non-Compliance
Source: Gillespie’s Guide to Travel+Procurement

9. Baking vs. Data Reporting
What to bake?
Shopping
Preparing
Mixing
Baking
Serving
What to analyze?
Data collection
Data scrubbing
Reporting
Analyzing
Presenting
Source: Gillespie’s Guide to Travel+Procurement