1. THE FUTURE OF THE BUSINESS TRAVEL MANAGER CWBTA Monthly Meeting February 9, 2016

2. YOUR SPEAKER Joseph Bates President & Founder The Institute for Association and Nonprofit Research jbates@IfAssociationResearch.com In association with Festive Road © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.2

3. HOW TO PREDICT THE FUTURE © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.3

4. HOW TO PREDICT THE FUTURE (FOR REAL) © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.4 +

5. AGENDA Travel Managers Today Travel Managers Tomorrow Travel Managers of the Future Additional Resources Q&A © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.5

6. TRAVEL MANAGERS TODAY © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.6

7. SETTING THE STAGE © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.7 Day-to-day activities Being successful Program measurement

8. MOST IMPORTANT ACTIVITIES TODAY © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.8 Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

9. state building and managing contracts is the most time consuming activity 61% state analyzing travel program data and spend is the most time consuming 57% © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015 MOST TIME CONSUMING ACTIVITIES

10. © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.10 Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

11. The “most time consuming tasks” are the “most mundane program management” activities. The “least time consuming tasks” are the most “strategic, thought- intensive” activities. WHICH WOULD YOU PREFER TO BE DOING? © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.11

12. MOST COMMON PROGRAM METRICS © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.12 Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

13. MEASURING SUCCESS © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.13 Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

14. HOW METRICS ARE USED TODAY © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.14 Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015 ROI?

15. MOST IMPORTANT CHALLENGES TODAY © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.15 Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

16. Travel Data, Measurements and Technology n=207-217 Agree / Strongly agree Neither agree nor disagree Disagree / Strongly disagree I find it difficult to work with the travel data because it resides in multiple sources and formats. 53%21%27% I spend too much time on manual data processing, reconciling and cleaning data because of inaccuracies. 44%30%26% I am satisfied with the travel tools and reporting capabilities that are available to me. 35%28%36% Q18. Please indicate your overall level of agreement with each of the following statements about your company’s travel data: Q19. Please indicate your overall level of agreement with each of the following statements about your company’s measurement and technology efforts: THE PROBLEMS WITH DATA © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

17. TRAVEL MANAGERS TOMORROW © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.17

18. MOST IMPORTANT ACTIVITIES TOMORROW © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.18 Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

19. expect mobile to become “higher” or “much higher” priority in 3-5 years 80% expect this to become the norm for corporate travel programs in the near future mobile integration expect this to be key area significantly impacted by new mobile technologies duty of care TRAVEL MANAGER PRIORITIES © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

20. expect alternative forms of payment technology to become a “higher” or “much higher” priority in 3-5 years 66% travel managers reporting into finance expect payment technology to be a priority 77% © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015 TRAVEL MANAGER PRIORITIES (CON’T)

21. © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

22. expect to spend more time evaluating and applying technology solutions for their travel program 60% TIME CONSUMING ACTIVITIES TOMORROW © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

23. Amount of Time Expected to be Spent on Travel Manager Activities in the Next Three to Five Years (n=215-225) TIME CONSUMING ACTIVITIES TOMORROW © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

24. 85% OF TRAVEL MANAGERS EXPECT THEIR ROLE TO BECOME MORE STRATEGIC © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

25. look at traveler needs, preferences, and behaviors to help predict future behavior. 54% © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

26. TRAVEL MANAGERS OF THE FUTURE © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.26

27. WHAT DOES THE FUTURE HOLD? © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.27

28. “The future is like a corridor into which we can see only by the light coming from behind.” ― Edward Weyer Jr. © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.28

29. of travel managers want to advance to a higher-level role within travel 44% © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED. Source: Traveler Manager 2020: Foundational Shifts in the Role of the Travel Manager, GBTA Foundation, 2015

30. WHAT IS THE SOLUTION? © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.30

31. The category is changing The role is changing The vendors are changing The skills required to successfully perform the role are also changing To excel, be proactive instead of reactive Be strategic © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.

32. 2014 Research Resources2015 Research Resources ADDITIONAL RESOUCES © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.

33. QUESTIONS? © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.33

34. THANK YOU! © 2016 THE INSTITUTE FOR ASSOCIATION AND NONPROFIT RESEARCH. ALL RIGHTS RESERVED.34 Joseph Bates President & Founder The Institute for Association and Nonprofit Research jbates@IfAssociationResearch.com In association with Festive Road