BTNgroup Technology Day Amsterdam 2013, Session 1 End to End Solutions

1. Does The Means Justify The End-to-End Solution?
“Or, assessing the value of integrating everything versus not doing so, looking at the
benefits and costs of such integration. “
Our Expert Witness :
Mark Avery Global Business Services & Travel Leader PwC
Peter Sijbers Senior Sourcing Specialist Philips
Your moderator :
Jean-Michel Kadaner CEO Key Corporate Solutions

2. BUSINESS TRAVEL
TECHNOLOGY DAY
Quotes :
“Travel Management has grown with leaps and bounds. It has grown from a struggling infant to a fully automated
system capable of providing all your travel and travel payment needs.” TM Director Largest Government Agency
“Constant changes in the travel industry and customer needs have shown the “one size fits all” approach no longer
applies to travel management. With the ever-growing technological services and the complexity of choosing the
right one, travel knowledge and expertise have become invaluable.” CPO Multinational Company
“Is the holy grail of end-to-end, the long-sought-after "ultimate" approach in the evolution of travel management,
passé?” Executive Large TMC
Corporate booking tools will prosper in a few key segments: Companies with procurement-trumps-travelersatisfaction cultures, and those with high volumes of premium or complex travel. Adapting means tight integration
with expense reporting and budget management tools. Travel Management Guru
"The next two or three years are really going to be focused on integration methodologies," "Everything, from the
booking process through the inflight process, is going to be much more synchronized. It's going to be a ballet, rather
than a combination of different dances, different venues, different eras—as it is today. Today, we're the clumsy high
schooler asking the girl to the dance.“ CEO Large Travel Tech Firm

3. BUSINESS TRAVEL
TECHNOLOGY DAY
Quotes (Bis) :
“I do not think corporate Booking tool will survive ... They will have to morph
to corporate duty of care and safety and security tool or will be acquired by
TMC or OTA (or die). Their current market is too small to enable them to
survive. More, they will be completely disrupted by multimodal search engines” Another Travel Tech Guru
“While the travel and expense industry has made strides in easing the management and reporting of expenses while
collecting valuable data, many corporations still are not taking full advantage of technological advances.
About 29 percent of 216 "decision-makers around the world with responsibility for expense management" surveyed
between January and March by Forrester Research use Excel spreadsheets to manage expenses, according to a
report commissioned by American Express and released in June. Only the use of an expense module of enterprise
resource planning software (32 percent) was a more popular expense management option among the survey's
respondents.”
Report originally appeared in the August 2013 edition of Travel Procurement
Am I playing the devil’s Advocate ?

4. BUSINESS TRAVEL
TECHNOLOGY DAY
Paradox of the Modern Media..
Rate how important each of the following attributes of your travel programme will be to your company in 2017: Versus Today
More Important
• End-to-end solutions (booking to expense)
• Data consolidation and reporting
• SoLoMo (Social Local Mobile) accessibility
• Safety and security/risk management
• Cost savings/optimisation of travel spend
• Programme consolidation/globalisation
• Strategic meetings management
• Policy compliance
• Traveller choice of travel options
Source Acte-Radius Study October 24th 2013
= Equally Important
Less Important
65.0%
35.0%
0.0%
59.7%
39.6%
0.7%
59.6%
36.5%
3.9%
53.4%
45.9%
0.7%
53.0%
45.9%
1.1%
49.6%
46.5%
3.9%
49.1%
48.4%
2.5%
46.8%
52.1%
1.1%
34.3%
53.7%
12.0%

5. BUSINESS TRAVEL
TECHNOLOGY DAY
T&E Market Key influencer’s
Respondents assessed the influence of multiple third parties on their travel programmes today and
then predicted whether each supplier’s influence would grow, diminish or remain stable by 2017. The
third parties included:
The responses indicate:
• The majority of buyers expect all existing thirdparty solution providers but one to have the
same influence in 2017 as today.
• The exception is travel technology companies,
which the majority (51 per cent) think will be
more influential than today.
Source Acte-Radius Study October 24th 2013

6. BUSINESS TRAVEL
TECHNOLOGY DAY
The pro’s*
PAIN / CONCERN
BUSINESS BENEFITS
TRAVEL MANAGER BENEFITS
USER BENEFITS
Complicated booking processes
Streamlined processes
Simplicity and autonomy
Simplicity and autonomy
Lack of information
24/7 access to booking information
through online tools
24/7 booking through
online tools
Expensive booking fees
High supplier fees
24/7 access to reporting
information through online
tools
Reduced agency fees
Improved supplier negotiations
Reduced agency fees
Improved supplier negotiations
Reduced agency fees
Lack of time
Reduced processing time
Reduced processing time
Reduced processing time
Cash-flow
Improved cash-flow
management
Internal stakeholder satisfaction
Faster repayment
Lack of compliance/compliance
measurement
Increased compliance
with company policies
Increased compliance with
company policies
Not so sure…..
Lack of visibility into spend
Intelligent reporting
Intelligent reporting
Intelligent reporting/tracing
Keeping business costs down
Cost-savings
Cost-savings
Company benefits
* Partly courtesy of Concur

7. BUSINESS TRAVEL
TECHNOLOGY DAY
The con’s
PAIN / CONCERN
BUSINESS EXPECTATION
TRAVEL MANAGER EXPECTATION USER EXPECTATION
One tool good in all area’s
Simplify choices and target
model
Less than 18 Months
Streamline costs and support
requirements
Less than 18 months
Simplicity and autonomy
Maximum standardization
Rapidity of integration
Minimalistic on the
pricing/functionalities ratio
Maximum protection
Time to market of key market changes
Mobility and nomadism in the
largest sense
Simplicity and extended
offering
Maximum protection
Proven ROI
Adaptability to changing market
conditions and legal constraints
Product evolutions and price
changes
Data Security/data protection
Maximum protection
24/7 Availability
System Support & Management KPI, Strong
SLA,Penalties,
resources efficiency
DRP & BC (Disaster Recovery
Robust, backed-up and
Plan & Business continuity)
tested
LPC & HPS (Lowest Possible Cost &
Highest Possible Service)
24/7 Availability
Increased compliance with
company policies
Reliability
Training Efficiency
On line & E-learning & as simple as a
computer game
Simplifying controls, reporting and
improving analytics capabilities
Intuitive
Keeping business costs down
As low as possible for new
entrants and occasional users
Indirect costs (End to End Cost
of managing T&E) below 8 % of
spend
And Scalabillity, Portability, Reversability….
Productivity gains

8. BUSINESS TRAVEL
TECHNOLOGY DAY
Expert N° 1 Peter Sijbers
Facts & Figures :
•
Eur. 264 Mio annual Travel Spend, plus mice expected to be around 350 Mio on an annual basis..
•
Two main SBT/OBT/CBT in place Gethere & Traveldoo
•
One main Expense Tool Concur
•
One card system in place American Express
•
A centrally managed program covering 45 markets globally with one TMC American Express
•
A mature program that is managed at low unit cost; 1 global lead – 2 commodity specialists and 1 shared
service support
•
Holds responsibility for setting global policies & procedures with a high level of standardization
•
Has implemented E-catalogues/ordering for travel related purchases with “best in class” adoption levels
Managed Travel (current)Goals:
• Deliver significant savings
• Achieve high travel policy compliance
• Standardize travel processes
Managed Travel (future) Goals:
• Ensure travel done safely within budget
• Get relevant data
• Maximize traveler freedom and productivity

9. BUSINESS TRAVEL
TECHNOLOGY DAY
Expert N° 2 Mark Avery
Facts & Figures :
• $800M annual travel Spend, plus MICE spend of around $250M per annum
• Largest professional services firm in the world
• Partnership culture, a «Network » of firms
• Currently a mixture of suppliers dependent on market (SBT/OBT include
Reardon, KDS, AETM, SERCO, Concur etc)
• Various finance and expense systems
• One global corporate card system, Amex 83,000 cards
• Mixture of regional and territory managed programmes across the world. UK/Middle East
combined
• Variable maturity of travel programmes, some territories achieving >90% compliance to booking
channels for Air and Hotel booking
Managed Travel (current)Goals:
• Focus on traveller experience and end to end approach using multiple tools and services.
• Making it so easy to do business with us rather than just being policy centric
Managed Travel (future) Goals:
• Creating a culture of why would you want to do anything else?
• Becoming a different type of buyer in order to drive the greatest value for the PwC traveller
• Making the end to end process available on all preferred devices to maximise traveller time and
productivity
• Big data capture across the globe

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TECHNOLOGY DAY
Tag Cloud of our questions to you both..

11. BUSINESS TRAVEL
TECHNOLOGY DAY
Participants Q&A

12. BUSINESS TRAVEL
TECHNOLOGY DAY
Thank You for your participation
www.keycorporatesolutions.co