1. Gillespie’s Guide to Travel Procurement 1 Travel Procurement 411 NBTA CCTE Course Handouts, Part 1 August 23 rd, 2009 San Diego

2. Gillespie’s Guide to Travel Procurement Presented by Scott Gillespie 2 (O) +1 440 248 4111 (Eastern Time Zone) Scott.gillespie2008@gmail.com Gillespie’s Guide to Travel Procurement http://gillespie411.wordpress.com LinkedIn Profile http://www.linkedin.com/in/scottgillespie2008

3. Gillespie’s Guide to Travel Procurement 3 is travel different?

4. Gillespie’s Guide to Travel Procurement Common Travel Management Problems – How Do You: Minimize transaction costs? Control purchases at point of sale? Maximize suppliers’ price competition? Enforce travel policy compliance? Make faster decisions about supplier bids? Agree to realistic supplier goals? Reduce your contract risks? Track your savings? Predominantly procurement problems

5. Gillespie’s Guide to Travel Procurement Travel Is Not a Commodity — Right? We Could Be Talking About… Travel isn’t as different as we might think … or Advertising …Travel … or Health Benefits … or I.T. Consulting … or Enterprise Software Common Points “It’s a significant expense category.” “The spend is very hard to control.” “It touches most employees.” “You can’t just switch suppliers like you can with office supplies.” “It really affects sales and/or productivity— but you can’t quantify it.”

6. Gillespie’s Guide to Travel Procurement Laptops Temp Labor I.T. Outsourcing Advertising Carpeting Coal Sourcing Complexity

7. Gillespie’s Guide to Travel Procurement k Consolidate Spend Specify Quality Set Targets Set Targets RFx or Tender Analyze and Negotiate Analyze and Negotiate Decide and Contract Decide and Contract Implement and Track Implement and Track

8. Gillespie’s Guide to Travel Procurement 8

9. 9 More market share! Lower prices! made simple travel sourcing

10. Gillespie’s Guide to Travel Procurement 10 Safety Productivity Convenience Comfort Compliance the goal is value Cost

11. Gillespie’s Guide to Travel Procurement 11 four challenges

12. Gillespie’s Guide to Travel Procurement 12 travel policies tight traveler support

13. Gillespie’s Guide to Travel Procurement first 13 Overly-tight travel policies: then

14. Gillespie’s Guide to Travel Procurement 14 every traveler is an expert

15. Gillespie’s Guide to Travel Procurement the WIIFM factor 15

16. Gillespie’s Guide to Travel Procurement 16 is easy buying outside of corporate

17. Gillespie’s Guide to Travel Procurement 17 undiscounted spend lost data traveler itineraries lost

18. Gillespie’s Guide to Travel Procurement 18

19. Gillespie’s Guide to Travel Procurement 19 best approach

20. Gillespie’s Guide to Travel Procurement 20 standard sourcing tools

21. Gillespie’s Guide to Travel Procurement 21 specific travel- modeling tools

22. Gillespie’s Guide to Travel Procurement 22 walk the talk

23. Gillespie’s Guide to Travel Procurement 23 credible promises

24. Gillespie’s Guide to Travel Procurement 24 credible threats

25. Gillespie’s Guide to Travel Procurement 25 recognize a good deal

26. Gillespie’s Guide to Travel Procurement 26 End of Part 1