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Let’s Get Uncomfortable
Scott Gillespie
CEO, tClara
Scott Gillespie’s Background
Industry thought leader on travel procurement,
Managed Travel 2.0, travel friction and analytics
Speaker and trainer at travel events worldwide
CEO, tClara – Travel Data Made Brighter
Author of Gillespie’s Guide to Travel + Procurement
Founder, Travel Analytics, now owned by Concur/SAP
Former travel sourcing expert at A.T. Kearney
MBA, University of Chicago
Uncomfortable Thinking
helps us see the world differently
Some Things Don’t Change Much
Virtual Payment Cards
will replace basic travel data reports
High
Costs
Supplier Cost
The Total Trip Cost Is What Matters
Total Trip Cost
Supplier Cost
+ Traveler Friction
= Total Trip Cost
Trip Quality5 Star 1 Star
Human Cost, or
Traveler Friction
Optimal
Source: Scott Gillespie
Joe Road Warrior’s Last Year
10 weeks
away from
home
Over 200 hours in
flight, 65% done on
personal time
More flight
hours on own
time than
annual
vacation time
Crossed
80+ time
zones
Source: tClara’s Trip Friction database
Traveler Friction
becomes a central issue
The Silver
Tsunami
makes
retention a
priority
Road
Warriors
will be
royalty
Non-GDS
Bookings
will grow
significantly
Biggest Game-changer?
Professional
profiles
today
Traveler
profiles
tomorrow?
Social
Traveler
Profiles
Travel
booking
sites
Travel
apps
Destination
marketing
Social
Profiles
Travel
Agencies
Uberized
Travel Agents?
So What
Should You Do
Differently?
Integrate
and Simplify
rather than
Innovate
Compete
on
Analytics
not data
reporting
Measure
What
Really
Matters
Road Warrior
Retention
Traveler Friction,
Trip Quality
Travel Agent
Ratings
Stop
Selling the
Wrong Way
to the
wrong people
Finance
Procurement
Travel Managers
Travel Budget Owners
• Virtual payment cards replace data reports
• Retention and recruiting will be key
• Road warriors will be royalty
• Non-GDS bookings will grow
• Social traveler profiles and social PNRs
• Uberized travel agents
• Do what differently?
How Do You See Things?
25
Thank you!
Scott Gillespie
scott@tclara.com
Glad to connect on LinkedIn

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