Funded by the ASTA Corporate Advisory Council, the resource is available exclusively to ASTA members and designed specifically for TMCs and corporate agencies. It provides data-driven insights, analysis and practical tools they can use in sales presentations, account reviews and conversations with corporate decision-makers.
The project challenges the tendency to evaluate corporate travel primarily as a cost to control. Instead, it gives TMCs the evidence and language to demonstrate how effective travel management can contribute to revenue growth and stronger business performance.
“Corporate leaders are examining every investment more closely, and travel is no exception,” said Mark Meader, Executive Vice President, ASTA Corporate. “This resource gives TMCs credible evidence and practical tools to demonstrate the return that effective travel management can create. It moves the conversation beyond the cost of managing travel to the broader value a professionally managed program delivers.”
Drawing on research from ASTA and the Global Business Travel Association, the project examines nearly 3,300 U.S. companies across 14 sectors and 24 years of data. The research found that an additional 1 percent in managed travel spending was associated with an additional 0.2 percent in company revenue after controlling for other company characteristics.
The findings demonstrate an association across a broad dataset, not a guaranteed return for an individual company. The resource guides TMCs in applying the findings responsibly and tailoring the discussion to each client’s operating model and business objectives.
The presentation also examines the value TMCs provide beyond booking transactions, including strategic program management, cost optimization, supplier relationships, traveler support, data and analytics, risk management and duty of care. It explores how organizations can balance policy control with enough flexibility to support traveler productivity and business needs.
ASTA also developed a companion how-to guide explaining how member TMCs can tailor the presentation for CFOs, procurement teams, travel managers, existing clients and prospective clients with unmanaged or lightly managed programs.
Members may use the full presentation or incorporate selected findings, data and charts into customer-specific materials. The resource is intended to move client conversations beyond the question, “What does travel management cost?” and toward a more valuable question: “What value does effective travel management create?”
Skift will continue the conversation at the end of October with a supporting thought leadership article featuring ASTA executives. Published by Skift for its audience of travel industry and business leaders, the article will examine the significance of the findings and how they can strengthen the way companies evaluate their travel investments. It will also highlight the role TMCs play in connecting effective travel management with broader business performance.
ASTA members can access the Managed Travel ROI presentation and the how-to guide through the ASTA Corporate website
Tags: Mark Meader, ASTA Corporate ASTA
