The Business Travel Magazine Aug/Sept 2019

SMEs / The TMC conundrum
Darryl McGarvey, Director of Channel
Development at SAP Concur, says they
work with SMEs both through TMCs and
directly with the client - the same booking
platforms and technology are offered to all
sizes of organisations.
“Some SMEs are not of a size to engage
with a TMC to gain access to their services
and expertise – our TripLink product is a
much better fit for them,” says McGarvey.
“This allows businesses to manage their
own travel programmes, but still have
access to the consolidation of data they
would usually get through working with a
travel management company.”
There is also the option of using a high
street travel agency chain. It may seem like
an 'old school' approach but brands such as
Flight Centre and STA Travel – who both
have numerous retail stores – have each
been targeting the SME business travel
sector, recognising its potential.
“We stand out from typical TMCs because
we are a truly global company,” says Ellen
Rayner, Director of STA Travel’s travel
management division.
“Our global network of stores means
hands-on support is never too far away.
Getting the best price is our priority. SME
business clients are treated to bespoke
corporate hotel rates and we also negotiate
exclusive corporate airfares and rail
bookings,” Rayner explains.
The choice of travel management options
for SMEs has never been greater and
continues to grow – whether they want to
go down the full TMC route or simply dip
their toes by using an online booking tool
for little or no initial cost.
We are continuing
to explore new techbased
travel management
solutions to help businesses
with even smaller spend”
[ BUILDING FROM SCRATCH ]
A UK-based technology start-up saw their
workforce grow from two to 50 people in five
years, with business travel also increasing
quickly to Europe and the US.
The SME originally had no TMC, travel policy
or anybody in charge of travel internally.
The company wanted to work with a TMC to
make savings on airfares, improve booking
efficiency and implement a travel policy to
enhance the safety and security of travellers.
The financial director was appointed as the
internal “travel owner” and then implemented
a travel policy with the help and advice of
CTM Europe.
CTM assisted the company in signing up to
airline loyalty agreements, including both
corporate and individual traveller schemes,
and securing specific SME airfares and hotel
rates. It also began weekly pre- and post-trip
reporting to monitor spending and
compliance with policy.
After the first 12 months, the client had
achieved 97% policy compliance and 74%
online booking adoption, as well as savings of
23% on airfares and hotel savings of 5%. The
company also saved an estimated four hours
per person per week by using a booking tool.
72 THEBUSINESSTRAVELMAG.COM