Data is now a necessity when it comes to several areas of travel management and especially in negotiations.
This was apparent when buyers heard how Benjamin Park, director procurement and travel at PAREXEL International, leads his airline negotiations at the Business Travel Show.
For instance, instead of individual meetings with airline account managers, Benjamin gets them all in one room and presents his travel programme and policy to them. He also encourages the use of loyalty schemes.
Business Travel iQ caught up with Benjamin after to get further information on his programme. In the video below he answers the following questions.
- What are you doing differently to challenge the airline industry?
- What types of data should travel managers be looking to get?
- Is it still possible to do a global deal?
- Would you use a dominant local carrier in a market where there is a good traveller fit but they are least likely to give a discount?
- How are you using frequent flyer schemes to benefit your programme?
- What are your top tips for travel managers negotiating with airlines?