Face-to-Face with David Fraser, General Manager – Greater China; FCm Travel Solutions
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1/. How do you see technology playing a part in the future of Corporate Travel
1. I see technology continuing to play an increasing role in corporate travel in Asia, particularly through the increasing usage of corporate online booking tools or online reporting solutions. However, in Asia it must be remembered that with the mix of different systems and GDSs, as well as the high-touch service expectations, the value of dedicated travel consultants and service delivery will continue to be the key. This is relevant throughout the world, but particularly in Asia. Online service simply can’t provide the benefits of personal service in corporate travel management, and this is why FCm works only in small, dedicated teams that tailor solutions to the needs of each individual client.
FCm Travel Solutions embraces emerging technologies to deliver the best local solutions for clients in any location. We appreciate that there is no global ‘one-size-fits-all’ in travel technology, so we develop and/or customise tools ranging from online booking facilities, to streamlined travel policy and expense management, compliance reporting, and flexible travel management reporting.
2/. What’s your opinion on how revenue management systems practised by airlines and hotel play a part in travel booking?
This is a major strategy used by airlines and hotels to maximise revenue, but for corporate clients that proactively manage their travel and have the right travel policy in place, it can deliver substantial cost benefits.
The key is for corporates to book their travel - including both air tickets and hotel accommodation – as far in advance as possible, as this usually enables them to secure the best price. With today’s dynamics of supply and demand, cheap rooms are no longer offloaded at the last minute. Companies need to plan and organise their travel, rather than taking an ad hoc approach that can see them paying prices 25% to 50% higher. A travel policy can also create cost reductions by keeping all travel with a smaller number of suppliers, and enabling us to negotiate better prices for our clients based on higher volumes.
3/. How do you see the next 12 months in corporate travel?
I believe the main highlights will include:
– weaker growth than in the previous 12 months, however, FCm does not expect overall travel spend to reduce in Greater China
– flat growth in Hong Kong
– single digit growth in Mainland China
– continued increases in airfares, although it is important to remember that they are still more affordable than ever
– the potential for some reduction in room rates in cities that have experienced large increases in capacity over the past year.
4/. What is your favourite City in Asia and most memorable moment there?
My favourite Asian city is Hong Kong, where my wife and I now live. I proposed to my wife here many years ago while on holidays from Australia, and we were thrilled to have the opportunity to return here to live and work.
5/. Professionally, who in your life is your biggest inspiration and why?
It is difficult to single out one person who has been my biggest inspiration. However I have been very fortunate to have a number of great mentors during my time at FCm and Flight Centre Limited (our parent company). They are people who have not only helped me develop my skills and business acumen, but also encouraged me to be aspirational, to have a vision, to believe in myself.
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