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1
How Open Booking Can BenefitManaged Travel
Presented by Ethan Laub
Founder and CEO, TripScanner
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Agenda
• Defining “Open Booking”
• The Challenge of Program “Leakage”
• How Open Booking Solutions Can Help
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What Is Open Booking?
Our Definition:
Solutions that help manage
bookings made outside of a
traditional travel program / TMC
The Perception: Chaos!!
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The Opportunity for Open Booking
Open Booking solutions are being developed to fillgaps in the managed travel landscape
** Global Business Travel Association*** PhoCusWright Study - 40% of business travelers book outside of their company’s travel program
~80% of U.S. companies lack a tightly“managed” travel program*
“Managed”Mandated travel agency
Firm travel policy
Good controls / visibility
“Unmanaged”No travel agency
No travel policy
No reports / controls
47%32% 21%
“Lightly Managed”Recommended travel agency
Policy guidelines
Partial control / visibility**
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Travel Program “Leakage”
Travel Program “Leakage” is a real problem for manytravel buyers and TMCs
• 40% of business travelers don’t always book through their company’s TMC.1
• 54% of travelers book hotels outside their company’s travel program.2
• Up to 20% of Expedia’s bookings are for business trips.3
1. PhoCusWright: U.S. Business Traveler: Managed, Unmanaged, and Rogue (2012)
2. CWT Travel Management Institute Study (2012)
3. Interview with Expedia CEO Dara Khosrowshahi
Reporting / Visibility
Policy Compliance
Supplier Leverage
Duty of Care
Challenges of “Leakage”
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How Open Booking Solutions Can Help
Open Booking Solutions can help TMCs and theircorporate customers manage program “leakage”
• Track out-of-program bookings, providing a complete view of anorganization’s total travel spending.
• Understand who is booking outside of the travel program, and why?
Reporting / Visibility
Policy Compliance
Supplier Leverage
Service / Duty of Care
• Identify out-of-program trips that are out-of-policy when the bookingis made.
• Locate and service travelers who booked outside of the travelprogram, in case of a travel disruption / emergency.
• Improve supplier negotiation leverage by using 100% of bookedtravel data, including out-of-program bookings.
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Travel Agents: Evolving from a Booking Provider to aTravel Management Company
As booking services become a commodity, TMCs can differentiatethemselves by helping clients control total travel spending.
Booking Provider• Book reservations
• Service travelers en-route
• Provide reports / controls for bookingsmade through the travel agency
Scope of ServicesIn-ProgramBookings
AllBookings
Commodity
DifferentiatedTMC
Travel Management CompanyHelp clients service, control, and
optimize all travel activities,regardless of booking channel
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