AirPlus Global Reach Editorial Office talks with Natasha Freeman – Sales Manager South Africa – about trends, opportunities, challenges and developments in the South African travel management market.

Natasha Freeman

AirPlus: What are the main trends and developments concerning Travel Management in South Africa?

NF: While inbound travel to Africa was affected by the financial crisis, it was a notable exception for South Africa. South Africans continued to travel, however for shorter periods, and in cheaper classes of travel. The number of travellers dropped only by approximately 15 %. Business travel budgets in South Africa have come under scrutiny, as a result of this crisis, and many companies are now looking for value driven low cost travel.

In general, driving costs down remain a major objective of companies. This year we will see an increase in low-cost carrier usage and self-booking online. Increasing levels of environmental concern also see consumer behaviour and purchase patterns become greatly influenced by Green Credentials of suppliers.

AirPlus: How mature is Travel Management in your market?

NF: It is middle. I would say that Travel Management is mature in certain sectors of business i.e. global blue chip companies understand the value and the need for a TMC. However by mid-market SME business in South Africa, it is still highly undervalued.

AirPlus: How is Travel Management perceived by the senior management of you customers?

NF: It is highly perceived. Travel Management is highly perceived by senior management of our customers. The amount of savings achieved through a well managed program is extremely meaningful, especially to our customers housing different departments and cost centers. It is seen as a joint 3-way partnership which includes the TMC, customer, and suppliers. As joint partners it’s possible to achieve the objectives and travel policies of companies.

AirPlus: Where do you see the biggest Travel Management related chances for your customers – where can they gain savings or profit from?

NF: As our customers are looking for fast, efficient, transparent and cost effective travel management, AirPlus is well placed to serve them with our products. With our ‘best in class’ management information we empower our customers to use this data to negotiate with their suppliers, track travel policy compliance and drive down costs.

AirPlus: Is there an USP or an advantage in competition for AirPlus in South Africa?

NF: Yes, AirPlus offers transparency. Our data quality and flexibility of our statements are a definite USP in my market. Customers want to have a transparent and collaborative relationship with their key suppliers. A common understanding of each other’s business, strategies and cost drivers help create a win-win partnership. Our company account, green reports and carbon offset put us ahead of the pack.

AirPlus: Anything else?

NF: I believe that focused account management, clear communication and managing our customers’ expectations is essential to ensure that we as suppliers keep our customers happy.