Every commercial/business account has three key individuals who must be considered by every corporate travel services: the traveler, the travel arranger and the decision maker. These three corporate individuals have different priorities which may be in conflict with one another. It is up to the corporate travel services and travel agents to balance these diverse priorities when selling and servicing the account.

Decision Maker: The decision maker chooses the corporate travel services and decides if it is performing up to par or – hopefully – is exceeding the service expectations from them ! The owner or sales manager of the corporate travel services should know this individual and ought to call on the decision maker regularly to make sure that the company is satisfied with performance of their services.
The priorities of the decision maker for commercial accounts are:
1. Price: Purchasing travel at the lowest cost is the top priority.
2. Information: The decision maker wants regular verification of the fact that the corporate travel services is purchasing travel at the least possible cost.
3. Quality: Reassurance that the corporate travel services understands the commercial account’s desire for quality travel at all times.

Travel Arranger: Most corporate/business travelers do not work with the corporate travel services directly to book their airline tickets and hotel/car reservations. This vital task is the responsibility of the travel arranger at the corporation (typically, it is the traveler’s administrative assistant).
The travel arranger has three priorities, too, but distinctly different from the priorities of the decision maker and the traveler:
1. Responsiveness: The most effective corporate travel services is the one who does not cringe when called by the client but instead provides -service with a smile- promptly.
2. Comfort and knowledge: Travel arrangers want peace of mind from the corporate travel services. And they want to be kept abreast of industry events and trends.
3. Total Support: when the heat comes down from the traveler to the travel arranger, the arranger wants assurance that the corporate travel services would cover for them.

Traveler: The person who takes the trip has three priorities as well:
1. Availability: the corporate travel services is available to meet every need (even if they call a few hours before flight time and must get on an overbooked flight!)
2. Familiarity: They expect the corporate travel services to remember details – only book an aisle seat, to get them into a queen size bed, etc.
3. Recourse: in case of emergency due to an overbooked hotel, they need to reach their corporate travel services quickly to solve their problems, hence the 800#, 24/7.

Also, there are two steps for corporate travel services should take before targeting their corporate travel accounts:

A) Market Definition: It is really very very important for corporate travel services to target the selling effort by first defining their market.
- The corporate travel services have to be realistic about their agency’s capabilities versus the account size.
- The corporate travel services’ size, number of locations, and chain or consortia affiliations all play an important role in determining the sales territory.
- Target corporate accounts that go to destinations that make economic sense to the corporate travel services existing business.
- The corporate travel services targeting should go as follows: full service then online (self-booking).
- Credit cards are always the preferred form of payment.

B) Product Definition: The corporate travel services have to present their products by enumerating various service options and how each benefits the corporate client.
Provide the prospective clients with a list of options such as:
- Bundled (full service)
- Unbundled (fee based)
- Additional service
- Information management
- Meeting management
- Travel products

The secret to success is the client’s perception of the unique services that the corporate travel services provide. Once the corporate travel services have defined their market, and subsequently their product, they have created an opportunity to compete successfully in an extremely competitive arena. The corporate travel services are positioning theirselves for success by enabling the client to make choices and obtain perceived value.

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corporate travel services

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Corporate Travel Services

Corporate Travel Services

Corporate Travel Services

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