Corporate Travel & Expense Management Forum

Theme & Keynote: Are corporate negotiated deals becoming redundant?
The Autumn forum will focus on whether smart buying and smart technology are negating the need for corporate negotiated deals. Panelists will identify critical mass thresholds to establish when a deal is worth negotiating; share insight into hidden costs that can help you negotiate better deals; and discuss whether emerging technology channels undermine or support the principals of corporate negotiated deals.
Michèle Lawley, BCD Travel

Session 1: Deal or No Deal?
At what point does a supplier, whether airline, hotel, car or rail company, offer volume discounts? The trend towards 'Best Available Rate, driven by an endless stream of natural disasters and economic volatility, is making the practice of negotiating deals 12 months ahead increasingly both unrealistic and unworkable. Add unprecedented price competition and the proliferation of spot deals in the market, coupled with changing traveller behavior, sourcing travel options and sharing knowledge, is it even worth spending time on annual contract negotiations?
The panel explore what volume thresholds suppliers work to, whether auction buying websites can work for corporate travel and get an insight on negotiated deals from our panel.

Moderator:
Keith Mullineux, EMEA Travel Manager, General Electric (GE)

Speakers:
Paul Kavanagh
Jon Reeve, Trade Relations Director, Evolvi Rail Systems Ltd
David Rousham, Head of Sales, British Midland International
Deborah Short, Travel Buyer, Willis

Session 2: The Fine Art of Negotiation
Effective negotiation occurs when buyers and suppliers understand, trade and leverage each others' commercial objectives. But that's only possible when you fully understand drivers and cost components. Suppliers use multiple distribution channels, each with different cost implications for both you and them. If you don't know or understand those cost base implications, how can you capitalise on that knowledge to reduce your corporate travel spend, yet still build supportive working relationships with your suppliers?
Our panel of experts will explore distribution cost complexities and suggest a way forward.

Moderator:
Bob Papworth, Executive Editor, Buying Business Travel

Speakers:
Yael Klein, Managing Director, AirPlus International Ltd
Torsten Kriedt, Vice President, Corporate Intelligence Product Planning & Portfolio Management, AdVito
Sally Shervington
Jon West, Managing Director UK, Ireland, India and North America, HRS

Session 3: Online Booking Tools 2.0. What is around the corner?
Corporate clients have integrated self-service online booking tools into managed travel programmes for a decade, but what's the overall verdict? And what is around the corner? Are technology players like Concur blurring travel booking, expense management and traveller enablement? And is Google, with its move into travel content aggregation, driving the next development wave to offer reduced costs with better service and even greater accessibility to content, wherever and whenever corporate travellers want to book?
The panel will discuss whether OBTs delivered the reduced costs everyone talked about or whether some organisations still find it more of a challenge than a benefit.

Moderator:
Ian Ferguson, IT Director, Expotel

Speakers:
Matthew Beck, Regional Director UK, Rearden Commerce
Glenn Greene, EMEA travel team, Nomura
Gavin Harvey, Senior Buyer, Sodexo
David Vine, Senior Director, Concur

Session 4: The 'Buyer Speakeasy'
Buyers will dictate the agenda and speak their minds on the topics that really matter to them today. Moderated by Mike Toynbee: Editorial Director of Buying Business Travel, the Forum's media sponsor.

Moderator:
Mike Toynbee, Editorial Director, Buying Business Travel

Speakers:
Caroline French, Corporate Travel and Relocation Manager, Inmarsat Global Ltd
Gavin Harvey, Senior Buyer, Sodexo
Patrick Kuziw, Travel Manager NEU, International SOS
Sally Shervington

COMPLIMENTARY DRINKS RECEPTION
Plan to stay for the complimentary drinks reception
until 7pm, to network in a relaxed atmosphere.

Sponsored by AirPlus