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Categories: Special ReportExpense Management

Baking Quality Into Air Sourcing

Delta has brought the question of quality to the negotiating table and with it, a new calculus around the Total Cost of Travel
Remember when Delta capped commissions twenty years ago? It shocked the industry. Transformed corporate travel programs into cost centers. Re-wrote the buyer-TMC business model. Ushered in professional procurement practices. Overnight. Wow.

Well, Delta has done it again. Much less drama here, but with even more long-term impact on our industry. For airlines, yes, but also for hotels, ground transport and TMCs. We all need to pay attention.

Why? Because Delta is forcing the quality question front and center into the travel procurement decision. In a way that is a game-changer.

Delta is guaranteeing that its on-time performance will be better than its two main rivals. This makes buyers factor in the quality of Delta’s operations as part of its value proposition.

Expense Management

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