Here we will outline a precise method for identifying who should be in a flexible travel program, how to provision this group (so as not to let the other horses out of the barn), how to track ROI and areas for the industry to continue to work on. Presented by Phil Hammer, a Flex travel evangelist since 2011 who developed operational capabilities to assist travel managers to realize savings, capture new data, ensure duty of care and assist the next generation of travelers.

1. Quick History

2. Problem
82% of negotiated savings go unrealized.
- Aberdeen Group
Managed business travelers break with policy because of
PRICE & CONVENIENCE.
- PhocusWright

3. Is This Managed Travel?

4. Maverick Spend ROI
Travelers surveyed on OBT why no hotel with air booking
1) Booking with hotel directly
243
2) Hotel included in my conference, convention, event, or meeting
3) Booking hotel later
239
4) Staying with family or friends
34
Only 33% Did
54
5) Hotel arrangements made by business partner, client, or supplier
46
537 Eligible bookings for Discount or Commission
*616 Bookings

5. Summary
• Maverick Spend is Real and Pervasive.
• Managed Travel Principles Are Intact: Discounts, Data,
Duty of Care, IATA Commissions.
• Provision For Only Those Identified – “Don’t throw
baby out with the bath water.”
• Industry Needs New Tools – Proprietary & Partners.
• Be wary of OBT’s That Have Stopped investing in
UI/UX.
• Leverage Existing Business Models That Work For All.