Customer

Profile-type articles focused on one or more buyer-side initiatives.

corporate travel branding
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What’s In A Name? Considerations For Corporate Travel Branding

Raise your hand if you heard about the business traveler who thought their travel management company was Concur. As Concur co-founder Steve Singh helms a variation on the theme at Spotnana, everyone nowadays is bigger on branding. “Our TMC customers really make the decision on how they think about branding,” said Singh, Spotnana’s CEO and…

Banner ads support engagement programs allowing corporate travel managers to influence traveler behavior

Notebook: ExxonMobil Saves Half A Mil With Engagement Campaign

Atlanta – ExxonMobil’s internal “Do The Math” campaign aims to optimize four aspects of traveler booking behavior: online booking adoption, lowest logical fare use, advance ticket purchasing and preferred hotel utilization. The company’s communications strategy, featuring extensive use of banner ads, was one of three engagement case studies presented here during a panel discussion at…

Amy Hunke, senior manager of travel and meetings at Ametek Image: GBTA
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Notebook: ‘Am I Fired?’ Buyers Share Executive Engagement Takeaways From AA Episode

Atlanta — With almost no exceptions, corporate travel managers do not have fond memories of their experiences with the New Distribution Capability.  Amy Hunke, senior manager of travel and meetings at Ametek and president of GBTA Michigan, described her experience as “quite horrific.” Addressing buyers during a GBTA convention panel about NDC here last month,…

Megin Dressel, travel manager at Keller North America, speaking about virtual payment at the GBTA convention

Geotechnology Firm Keller Goes Old School To Scale Virtual Payment

Atlanta — Keller North America is an engineering company employing many workers who may not carry phones to job sites. They don’t have corporate-issued phones or corporate email addresses to receive communications. And no corporate cards. They often join the firm at the last minute in far-flung locales. Keller uses virtual cards for about $14…

Eric Rhode, Meta
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In Meta’s Spotnana-CWT Pilot, Bug Squashing And Promise

Atlanta — Facebook parent Meta began a pilot with Spotnana this spring in partnership with its incumbent travel management company, CWT. With “many thousands” of travelers in the pilot “around the globe,” the $135 billion social media firm expects a majority of bookings to use the New Distribution Capability by the end of next year….

Travel buyers are considering how to make long-term hotel rate contracts work.

Notebook: Novel Hotel Rate Negotiating Strategy Catches Buyer Attention

Nobody likes the annual corporate hotel RFP process. Buyers want longer-term deals, but the industry’s sourcing infrastructure doesn’t effectively support them. What about negotiating evergreen deals that tie rates to market indexes? Elevance Health travel services consultant Dan Stagnitta is exploring it. During a June 6 BTN webinar sponsored by Cvent, Stagnitta described as “silliness”…

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