Better data is the key to improving supplier negotiations and overall corporate travel program management, Advito’s Lexi Honohan explained in a recent Business Travel News article about the business travel consultancy’s launch of an Intelligence & Analytics consulting practice.
“We want to change those supplier conversations and the sourcing cycle for the travel manager,” said Honohan, who’s leading the new practice. “Every organization that goes to the negotiating table has been reliant on supplier data [to show market share or volume commitments]. Wouldn’t it be great to have that conversation but [be able to say to the supplier] ‘Yes, but you canceled your flights in that market 50% of the time. Or, our travelers know that when there are weather issues, you will cancel, so they book away. Or, that 70% of the time, our hotel rates were not available in our prime markets.’“
Honohan said travel managers want to get to the “why” behind spend patterns and not just continue to look at numbers. “You can’t get there with a single-source data platform. There’s no one source of truth for travel insights. Advito wants to provide a tool that is quick to implement and easy to use, and we’ll provide the consulting power behind it to make sure our clients meet their objectives.”