It's possible to negotiate substantial discounts with airlines if you do your homework but think about how you can add value too. This was the main advice for travel buyers from the panel at this Business Travel Show session.
Hear perspectives and tips from a travel buyer, travel management company and airline with speakers Karoly Hogye, business travel and fleet procurement at Scania Europe; Johan Sparfel, director of consulting at Egencia and Scott Davies, general manager UK sales at Virgin Atlantic.
Using data and building a specific profile are important according to the panel, which also advised that air deals should not just be negotiated on discounts. Managers were also urged to consider their airline mix, deal coverage, cabins and classes, back-end rebates and targets.
See the full session below