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Mark Hopkins

Drive on supplier commitments with TMC controlled content searches

June 18, 2019

Control your agents’ and travelers’ search to drive the most profitable bookings for your TMC.
 

Imagine the scenario - you’re at 95% of your target bookings with a particular airline, and you've got a couple of weeks to go. If you don’t meet 100% volume commitments, you’ll lose out on overrides and possibly commission with that supplier.

Also, if you have clients with private fares and negotiated contracts with the supplier, then not meeting targets could have serious implications for them.

All of this could have a knock-on effect on your relationship, as clients expect higher and higher value services for the same fees.

Having a proactive system to push for that final 5% achievement would be a significant help to your TMC.

Our guide to staying profitable in a fast-changing market dives further into how TMCs can manage your business travel content more profitably - get your free copy here.

To drive supplier commitments and commissions, you need:
 

Quick onboarding

Systems in place that let you quickly onboard negotiated fares and newly contracted suppliers. Usually, this process can take some time, especially combined with testing, which is costly downtime you want to avoid.
 

An omnichannel approach

Many agencies send out office memos to agents to prioritize sales on certain airlines or fare types for a period or to temporarily stop sales on particular content. However, monitoring on this is not real-time and so actioning is reactive at the mercy of the agents.

Meanwhile, while agents may remember to suggest the specific airline or particular routes, there are still gaps where clients may book through self-serve platforms. It would be best if you had a way to push for content goals on all platforms.

 

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The traveler experience in mind

Just because you’re pushing a particular airline doesn’t mean your business traveler will book it. The traveler needs a relevant pull to buy the content you want them to. You might need to preference the content within the CBT to make it the first option they see, so it’s convenient to find and book. This strategy is particularly applicable to mobile where there are fewer search results on each page.
 

Finances in mind

If it earns you a dollar but costs you two, it’s probably a bad idea. It’s expensive to create in-house teams to build systems to manage negotiated fares and prioritize or demote airlines or fares, and so it could be worth outsourcing help.
 

A DIY mindset

Look for systems that not just have great marketing, but that you can easily manage independently. Then funnel all that money you’ve saved on developer costs on more valuable things.

Travelport’s Search Control Console (SCC) allows you to prioritize preferred suppliers and fares across online and offline sales channels through rules that can be live within 10 minutes of loading and operate through a single easy user interface. SCC allows you to balance your supplier volume targets against customer relevance and customize rules per your corporate’s requirements. Learn more about Travelport’s Search Control Console here.

 

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