Home | Business News | Browse by Publication | B | Business Travel News

Corp. Sourcing Matches Airlines' Approach.

Publication: Business Travel News
Publication Date: 17-MAR-08 		Format: Online
Delivery: Immediate Online Access

Article Excerpt
Just as domestic legacy carriers have spent years refining their use of analytical tools to drive client negotiations and contract management, corporate travel buyers have responded with their own heightened analytical rigor and data-driven contracting practices. Like the airlines that have further aligned corporate sales forces with revenue management departments, travel buyers have undergone their own transformation as companies integrate procurement practices and sourcing departments into travel programs.

"The analytical appetite that travel managers and procurement managers have today versus what they had 10 years ago has clearly changed," said Scott Gillespie, TRX vice president of strategic initiatives. "Ten years ago, any number of travel managers didn't like to use Excel for anything other than keeping lists. That's very different today."

Deloitte Services LP chief procurement officer and director of national services Michael McMahon said when airlines early this decade began embracing third-party data aggregator Prism Group, their...

View this article FREE - Now for a Limited Time, try Goliath Business News
Free for 3 Days!



More articles from Business Travel News
All-Stars Headline CTW., March 17, 2008
One-On-One with Virgin Atlantic COO Lyell Strambi: Virgin Atlantic See..., March 17, 2008
Cos. Eye U.K. Manslaughter Law., March 17, 2008

Looking for additional articles?
Search our database of over 3 million articles.

Looking for more in-depth information on this industry?
Search our complete database of Industry & Market reports by text, subject, publication name or publication date.

About Goliath
Whether you're looking for sales prospects, competitive information, company analysis or best practices in managing your organization, Goliath can help you meet your business needs.

Our extensive business information databases empower business professionals with both the breadth and depth of credible, authoritative information they need to support their business goals. Whether it be strategic planning, sales prospecting, company research or defining management best practices - Goliath is your leading source for accurate information.