Innovative Thinking Of China'S Travel Management Service

Hosted by the powertrain, strong tour consulting and Tourism China Association, the 2016 China business travel and innovation development conference was successfully held at Langham Place, Beijing Capital Airport.

With the theme of "change, innovation and win win", this conference brings together more than 400 heavyweight guests from national ministries and commissions, relevant international organizations, foreign-funded enterprises in the world top 500, central enterprises and private enterprises, business travel management service providers, airlines, hotel groups, travel agencies, air ticket agents, media and tourism authorities, etc., aiming at in-depth discussion on the new thinking of China's travel management services, new changes and new trends in China's MICE market, business travel services and technology, finance, and big data innovation.

During the session, Ding Zhongyang, assistant manager of Cyprus holdings, was held as the deputy chairman of China Southern Airlines Sales Department, Zhu Yuebo, deputy general manager of China Southern Airlines, Zhu Yuebo, vice president of China Airlines, Wu Kejian, tengbang senior vice president Chen Shujie, mango president Bai Ming, Zhang Xue, general manager of the business department of the road, Liu Baiyan, general manager of the company, the general manager of HRS, general manager of the company, and the director of the China State owned industrial and commercial innovation strategy alliance.

As an important part of business travel services, the policy changes of airlines are closely related to the business travel market and the travel service enterprises. Zhu Yuebo, deputy general manager of China Southern Airlines, has made a detailed sharing of the policy changes of China Southern Airlines in the field of air ticket distribution.

She said that in the future air ticket agent market, China Southern Airlines will support the compliance agents with tourists. Therefore, TMC enterprises will be one of the important partners of China Southern Airlines. Recently, China Southern Airlines has also issued many new rules and regulations for the chaotic generation of ticket market. For TMC enterprises, it will also usher in a more effective and fair competition environment.

Zhu Yuebo further pointed out that the rectification of the ticket market in China Southern Airlines includes three aspects: first, to introduce new regulations, to strengthen the regulation of the ticket generation market, to cut off the existing lengthy supplier mode from the two aspects of the agent and the network platform; second, to regulate the terminal price of the market and the fee to refund the fee, so that the distribution channels must be sold according to the freight rates issued by the airlines; third, starting from July 1st this year, China Southern Airlines will also enhance the entry threshold for the agents. According to the data of China Southern Airlines, there are about more than 3800 authorized sales agents in the first quarter of 2016, but only more than 2800 sales actually occurred, of which more than 580 of the domestic sales accounted for 90% of the distribution revenue. Therefore, China Southern Airlines will choose more competent air distribution agents to cooperate in the future.

The above three aspects are very beneficial to the TMC enterprises which have standardized operation procedures.

In addition, Zhu Yuebo also shared the good vision of the future cooperation between TMC and TMC enterprises from the angle of the sales incentive mechanism of the TMC enterprise and the joint marketing with the enterprise.

As the predecessor of the deep industry who has been working for many years in the business travel market, Wu Kejian, deputy general manager of CAC, shares his understanding of the business travel market from his many years of experience.

He said that after several major changes in China's travel management, the first is the collection of service charges. In 2003 and 2004, the paction cost of domestic service fees was 6 US dollars, while China Airlines Jiaxin began to take the service mode of net price + service charge from the first day. All agency commissions were sold to customers at the time of sale, and the service charge was lower than the cost of 6 dollars. Obviously, this mode is not sustainable.

Therefore, China Airlines Jiaxin set up the first low-cost domestic service center in China in 2006 to achieve domestic revenue and expenditure balance by reducing labor costs.

The second change is electronic tickets. Wu Kejian said that the emergence of e-ticket in 2007 simplified the travel service paction process to a certain extent, but it only solved some of the problems. The whole business process and demand of the customer facing customers had not changed.

Third is the bill settlement problem. When China Airlines Jiaxin started, it also adapted to the local market demand, met the customer account settlement, and it was a very long account. However, as the volume of business increased, it was difficult to continue. Therefore, China Airlines Jiaxin made a strong adjustment to carry out credit card payment and third party payment. So now the 75% of China Airlines's total business in China is resolved through credit card and third party payment, so that the cash flow has maintained a very stable state.

As a representative of business travel The Market Inn Hotel reservation service, Shi Nanfei, general manager of HRS China, shared his views on the business travel industry from the perspective of hotel market.

He said that the positioning of HRS is not just a travel management company, nor is it simply a OTA, but the two businesses are doing it. HRS has a competition and cooperation relationship with business travel enterprises.

Shi Nan Fei further explained that HRS itself is serving more than 4 000 direct business customers worldwide. From this perspective, HRS has a certain degree of competition with the travel enterprises. On the other hand, HRS has an open mind in its business. HRS has strong hotel resource advantages. It is the only hotel content supplier that has signed strategic cooperation with all known important GDS companies worldwide. It has more than 30 000 hotel resources worldwide, and has maintained cooperative relations with many TMC TMC enterprises, such as providing wine shop resources to TMC enterprises, signing a cooperation agreement with TMC enterprises, and helping the TMC enterprises to upload the agreement price of international chain hotels through HRS HRS background. Concurrence,

Shi Nan Fei said that HRS set up a branch in China in 2002, when the concept of travel management was not very mature in China. HRS was mainly serving the enterprises. The hotel resources were also based on meeting the needs of the customers. After years of development, the demand for hotels was changing. Especially with the further demands of enterprises on reducing the cost of travel, more and more Econo Hotel and middle and low end hotels became the Travel Inn Hotel demand of enterprises. This also posed new challenges to the coverage of HRS in the hotel resources.

On the other hand, technically speaking, China's travel market has been developing rapidly from the beginning to the present, and has surpassed the United States as the world's largest travel market. Travel management has jumped from the most primitive "I want to implement the travel system" to the consumer technology oriented technology era, which has also put forward higher requirements for travel service enterprises.

As one of the representatives of local business travel service companies, Bai Ming, President of the mango network, shares his views on the business travel market. He said that mango network has always attached importance to the development of the business travel market, and its customers are mainly central enterprises.

In the past two years, with the implementation of the "one belt and one road" initiative, China's business travellers began to enter the international arena. International business travellers also went to China more frequently, and international business activities were more frequent. According to the statistics of mango net business travel users, 65% of the business travelers had international travel service needs.

The business travel market will be one of the most important areas of mango network in the future.

In order to seize the development opportunities of business travel market, mango network has also made adequate preparations. Bai Ming said that mango network has upgraded many of its own systems to meet the demands of enterprises to reduce travel costs, and improve the mobile terminal reservation service function. Because mobile phones are fast, more and more travelers, especially young travellers, prefer to use mobile APP to do bad travel, mango net also keeps pace with users' needs, and makes full efforts in detail services, striving to provide the best and most intimate travel service for enterprises.

Chen Shujie, senior vice president of tengbang international, also shared his views.

He said that tengbang international was founded in 1998, started from the distribution of airline tickets, and began to travel in 2012.

The annual growth rate of over 100% is the provision of travel solutions for many home business customers, and has also been recognized by many business friends.

In many years of travel services, tengbang international has also encountered industry problems such as the confusion of the airline agent market and the difficulty of covering the cost of revenue.

In recent years, tengbang international has also worked hard in expanding TMC's application scenarios and value-added services.

Chen Shujie also said that the best practice for the travel enterprises to make the best service and the best service is the foundation of innovation and the embodiment of the spirit of the Internet. To achieve this, we need to start from two aspects: one is the management of the travel, the other is the travel service, especially the travel management itself, which is to travel efficiently or cost down, and set up different management methods and means of examination and approval. Tengbang international is also optimizing its own system, including whether it is urgent to take charge of the behavior or check afterwards, and match different travel strategies according to the different company and departmental structure.

Zhang Xue, general manager of the business department on the road, said that the location of the business trip on the road is to be an enterprise business travel management consultant. He hopes to help businesses from approving to booking, to reimbursement, and finally providing management decision analysis reports to help enterprises implement the best travel services through business travel services on the road.

On the capital level, the Shanshui shares under the road travel industry have been successfully listed on the new three boards, and the whole group is also making preparations for the overall IPO listing on the road.

Zhang Xue also said that the innovation of business services is actually helping enterprises solve the problems encountered in actual travel activities.

Business travellers on the road have always firmly believed in two attitudes. The first attitude is that on the road, business travel has always believed that travel enterprises can not only provide solutions to customers' needs, but also should take the initiative to diagnose the symptoms of enterprise clients from the perspective of "doctors", and provide solutions for their clients' diseases voluntarily. The second attitude is that on the road, business travel has always believed that the entire business and travel industry will definitely bloom in the next five to ten years, so it needs cross-border integration.

More is to face competition with an open mind and integrate resources.

Heng Shun travel chairman Ding Weijie said that China's travel market is becoming more and more difficult, and the gross profit margin is getting lower and lower. Some enterprises in order to seize the market, the service fee is not collected or not, the whole market seems to be thriving. However, the enterprise's single TMC may not be optimistic, because it requires the enterprise to have strong resources and product integration capabilities. Therefore, Ding Weijie believes that TMC enterprises should make the volume and make the scale to make money.

He also said that the positioning of Heng Shun's travel is travel + tourism +MICE, which is the pformation made by Heng Shun travel after years of exploration. At the same time, this pformation process is also full of difficulties. This requires Heng Shun travel to have two effects and six abilities. The two effect refers to the licensing effect and the scale effect. The six is marketing capability, service capability, product integration capability, technological R & D capability and capital capability.

Liu Baiyan, general manager of Shang Dao business travel Beijing, said that Shang Shang business has been adhering to technology + service + products for ten years, making travel easier and controllable.

For travel services, it is not just a value-added service in addition to products in the narrow sense, but also in five aspects.

Services, products, technology and finance.

Many people may think that Shang Shang business is mainly a product of third party channels and proprietary products, but there is still a great deal of products that have not been concerned about. That is the agreement product of the enterprise. It is hoped that through technical force, we can provide the hosting platform for the travel agreement products to the enterprises. Through this platform, the enterprise can enable all the cross supplier and cross product line protocol products to be trusteeship to the platform, so that the enterprises can compare, purchase and manage the travel services more efficiently and pparently.

In addition, Liu Baiyan also said that Shang Shang business travel is more capable of mining the personalized needs of business customers, and hopes that personalized service can be converted to standardized output. The standardized output of Shang Shang Road business can guarantee its self-help and automation, which will make the travel service more simple and controllable.

Li Hai, director of the Secretariat of China's state owned enterprises' Strategic Alliance for industrial innovation, has been engaged in the reform and development of central enterprises and state-owned enterprises for many years, and has shared his views and views on the demand for business services of central enterprises from his own work experience.

He said that as the state promulgated many policies for the development of the central enterprises, the central enterprises are also in the pition period, and are also facing some challenges.

At present, state-owned enterprises are not concentrated in purchasing capacity of commercial and tourism enterprises, because state-owned enterprises have a special status. They include military enterprises and aerospace enterprises with weaker marketability, as well as enterprises with relatively strong market orientation.

Enterprises with a strong market degree are relatively flexible in their travel, but the military, aerospace and other enterprises show the problem of insufficient purchasing power.

Therefore, when making travel services, it is very important for users to understand the needs of users. It is also necessary for the central enterprises to do a questionnaire survey to understand the needs of enterprises.

At the end of the dialogue, as a guest moderator, Ding Zhongyang, assistant president of CYTS, concluded that a mainstream view is that in the business travel industry, compared with the fierce competition in the mass tourism market, the business travel market is a relatively blue ocean market. At the same time, under the so-called downward pressure of the economy, business needs of all kinds of enterprises are still at the same time. At the same time, the general awareness of business travel expenditure control and savings is improving, which is a very good opportunity for the development of business travel enterprises.