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BTI finds large scale success with SME product
Business Travel Show 2004 Special: BTI UK says it has added new functionality to its low cost booking function because the product, originally designed for the SME market, has proved popular with larger companies that are under-served by self booking tools. Speaking to TravelMole at the annual BTI press dinner last night, BTI director of corporate sales support, Nick Hurrell said: “It [BTI UK Direct] was not aimed at competing with the GetThere’s and Resex’s of this world. It is a simple tool that books flights, hotels and extras.” BTI UK Direct will compare on one screen BTI negotiated air fares, company specific negotiated fares and no-frills fares alongside schedule airline fares. It will also allow mixed class returns and access to premium economy fares. Travel can be booked online or over the phone speaking to BTI travel consultants. The new function for BTI UK Direct allows a third party like a secretary or administrator to book travel on behalf of a traveller. The tool launches this week but is already being piloted by a few clients. Commenting on the product BTI UK managing director, Mike Platt said: “This is particularly important for companies who may not have a dedicated travel manager and it is therefore vital that bookings can be made or amended by someone within their own company when the traveller is unable to do so him/herself.” Although it was not designed for big companies, Mr Hurrell says the BTI UK Direct is popular with larger firms. “The UK hasn’t really succeeded in capturing the self booking tool (SBT) market. There is only a 20% to 30% adoption among lareg corporations in the UK.” He says the problem is that SBTs are too expensive to reproduce. Speaking at the dinner, Mr Platt said: “We are always told to compartmentalise clients by size but what is more important is what the client wants.” He said that many larger clients want BTI UK Direct product adjusted to suit them. The product with its added functionality is being demonstrated at BTI’s stand (N315) at this year’s Business Travel Show, which kicks off today at London Olympia alongside the inaugural Travel Technology Show. TravelMole will bring you all the latest news from both shows and will be present at the Travel Technology Show on stand 116. Report by Ginny McGrath
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