Consolidation of TMC offerings is starting to be everything buyers feared. Unified sales teams appear to decide for the customer which service will be bidding on their program rather than it being a full discussion with the different services.
– Rosemary E. Maloney
TMCs are being squeezed by airlines and hotels to access inventory and fares via new technology that’s less lucrative to the TMC. It’s understandable to travel managers why TMCs are slow-walking NDC, AI, and other innovations. Ultimately corporate clients end up paying for the changes that are taking place. TMCs have got to figure out new models of service and revenue to stay relevant in a fast-changing world. Too much is at stake to try to remain in slow motion while technology revolutionizes corporate travel.
– Mark Ziegler
Travel buyers really need to consider if they value the TMC partnership as the foundation of the program, and travel technology second, or perhaps, it has now swapped. In this fast-paced digital age, it’s hard to not consider that travel technology (and everything that comes with it) is now the primary need, followed by selecting your TMC based on their ability to support/service it.
– Amy Hunke
For travel managers today, finding the right TMC often includes an additional layer of complexity: booking and expense technology. As TMCs increasingly align with – and in some cases outright acquire – booking and expense technologies, the result is fewer viable choices.
In my own case, we had to prioritize our needs; some wants would fall off the list to secure the functionality we couldn’t compromise on. I leaned on fellow travel managers for insight, but that only goes so far. Ultimately, I don’t believe there is a single answer to the question, “What’s the best TMC?” The best choice is the one that fits your organization’s priorities – which may look very different from anyone else’s
– David Smith
From where I sit, “ready” isn’t about reacting faster – it’s about building muscle memory for change. AI, NDC, sustainability and budgets aren’t separate conversations; they’re interconnected pressures. The leaders who win will be the ones aligning strategy, data and people – without losing sight of the traveler/attendee experience.
– Wendy Palmer
It is important for TMCs to embrace newer technology in order to remain relevant. Establishing partnerships with new entrant companies that service a niche component can enhance the overall offering to the travel buyer and their company. Many companies wanting the latest technology still require the service component, and the TMCs that can balance both will be in the forefront. How they do that is the big question.
– Sharon Fogarty
