In the ever-evolving landscape of business travel, suppliers are stepping up their game to cater to the needs of small and medium-sized enterprises (SMEs). Traditionally, SMEs have booked their travel through consumer online travel agencies or directly with suppliers. However, with the introduction of card and expense capabilities, SMEs now have the option to work directly with suppliers to create policy-compliant bookings that align with their travel management approach.
One of the key players in this shift is Marriott International, which recently launched Business Access by Marriott Bonvoy. This enhanced offering, built on the Spotnana technology stack, provides SMEs with broadened flight and ground transportation booking options, as well as controls and duty-of-care tools. These tools include travel policy parameters, traveler location maps, disruption monitoring, and an expense management module. Similarly, Qantas has also introduced a new platform for its Qantas Business Rewards program, which offers broader booking and policy controls for SMEs.
Supplier-direct programs are now offering additional benefits to SMEs. Melissa Allocco, global head of travel for IQPC, manages travel herself and primarily books through Sabre and a host agency to obtain commissions and discounts. With the growing amount of content moving exclusively to New Distribution Capability channels, supplier-direct programs ensure that she can access the best rates even when they are not available in Sabre.
Online travel agencies (OTAs) have also been developing programs tailored for SMEs. Booking.com for Business and Kayak for Business are two examples of OTAs that have been making moves to grow their share of the SME market. Kayak for Business recently launched a “premium” offering for SMEs, providing services such as group bookings, around-the-clock agency support, and corporate rate access for a flat fee per trip. This flexibility allows SMEs to adapt to a wider range of travel needs.
Despite the convenience offered by OTA SME options, some SMEs like Allocco prefer to stick to their traditional booking methods to generate money back through commissions and discounts. While the concept of OTA SME options is appealing, the potential loss of revenue may deter some SMEs from making the switch.
Overall, suppliers are recognizing the unique needs of SMEs and are enhancing their offerings to cater to this market segment. With a focus on providing a seamless booking experience, broader policy controls, and access to competitive rates, SMEs now have more options than ever to streamline their travel management processes and maximize their travel budgets.
