The document provides ADP sales representatives with information and arguments to introduce Travel & Expense Management solutions to clients. It outlines the benefits of automation, including reducing costs, eliminating financial risk, and creating employee efficiencies. Common business issues cited by clients that could be addressed include lack of visibility into spending, preparing for growth, and time-consuming processes. Automation can significantly reduce the cost to process expense reports. The document also provides pitches regarding healthcare reform requirements and ensuring Sunshine Act compliance through tracking physician spending.

1. As one of Concur’s longest running partnerships, it has always
been in our best interest to arm the sales field with assets
that are compelling and relevant. For this reason, we have put
together the following cheat-sheet that provides a simple way
to introduce Travel & Expense Management in verbiage that is
consistent with the focal points of ADP’s business.
Human Capital Management (HCM) Pitch
for T&E Automation
Automating the travel booking & expense reporting
process under one centralized service offering will:
• Significantly reduce operating costs
• Eliminate financial risk
• Create efficiencies for happier and more
productive employees
Critical Business Issues for T&E Automation
After evaluating win/loss survey data from prospective
clients, the top business issues for U.S. Nationals are:
• Lack of visibility into spend
• Preparing for growth
• Lack of travel policy compliance
• Time consuming processes
• Increase traveler satisfaction
Total Cost of Ownership for T&E Automation
According to Aberdeen Group, a leader in business best
practices research, an organization can realize significant
savings by automating their Travel & Expense Management
processes. For organizations with manual processes,
the average cost to process a single expense report is
$25.72, while for those with best-in-class automation the cost
is significantly reduced to $7.91.*
Health Care Reform Pitch for T&E Automation
Beginning on August 1, 2013, medical device and pharmaceu-
tical companies will be required by federal law to account for
the benefits provided to physicians in the course of regular
sales processes. That means travel, gifts, meals, honoraria
and other costs above $10 must be reported along with
their itemized dates, values and the nature of each benefit.
Companies out of compliance can be fined anywhere from
$10,000 to $1,000,000. Companies need software that
uniquely identifies each physician attendee in a sales process,
tracks the spend on each physician attendee, reports costs
per physician, and adds it all up per physician at the end
of the year. That’s a lot of data, but Concur has it covered.
Concur has the tools to help Life Sciences companies
maintain Sunshine Act compliance.
• Easy itemization for each expense to the associated
health care provider
• Real-time meeting and event attendee itemization
to the associated health care provider
• Mobile tools for tracking health care provider spend
from the road
• Spend limitations to control cost-per-attendee for
specific expenses, and to a set cost
• Connection to aggregate spend vendors for seamless
federal reporting
• Industry-specific reporting and dashboards for internal
business intelligence and auditing
©2013 Concur, Bellevue, WA U.S.A. all rights reserved. All other company and product names are the property of their respective manufacturers. Specifications and other details
listed are accurate as of printing, but may change without notice. BR CONCUR ADP NA 2013/08
Concur & ADP
A Unified Vision
*Source: Aberdeen Group, February 2012