Ex-Worldspan bosses set up GDS consultancy

Tuesday, 23 Apr, 2009 0

Two former Worldspan directors have formed a firm designed to help travel companies get the best out of their global distribution systems.

Steve Barrett, former EMEA director for Worldspan, and David Taylor, who was Worldspan’s director for UK and Ireland and for distributor markets globally, are behind GDS Deals.

Both left Worldspan last year after working on the merger with Travelport.

GDS Deals offers a range of advisory services varying from off-the-shelf request-for-proposal (RFP) documents to bespoke consultancy.

According to the pair, ‘customers don’t always treat GDS’s as critical suppliers and hence invest too little time when signing up with a new GDS or agreeing a recontract’.

This may mean they choose the wrong GDS for their business needs, pay too much for a service, or are unaware of other products, services and benefits that may be available.

Barrett said: “Problems often arise at an early stage but can be avoided.

“On the one hand, customers don’t always recognise the importance of GDSs to their business, or understand what GDSs can offer in terms of products, services, support and incentives.

“On the other hand, GDSs don’t always tailor their offering to each customer’s requirements and can be unimaginative in their response.”

Taylor added: “By providing our expert knowledge and unique insight, we can help our clients identify the best solution for their GDS needs.

“By helping clients, we can also help the GDSs better understand each customer’s specific requirements and reduce the potential for misunderstandings.”

Services available include:
·    Determining and documenting GDS functional requirements, operational support needs and commercial requirements
·    Preparing bespoke requests for proposal (RFPs) and presenting them to potential GDS suppliers
·    Managing the full RFP process, evaluating and scoring responses
·    Helping customers build a shortlist of preferred vendors, supporting commercial negotiations, and consulting on contractual issues and legal support as required.

GDS Deals has also constructed added value service packages which include ‘substantial’ discounts.

These comprise: an Economy Class Package, where Barrett and Taylor prepare a bespoke RFP to be sent to GDSs after a business needs review.

A Business Class Package adds an evaluation of GDS responses, shortlisting, and aiding negotiations, while with GDS Deals’ premium offer.

The First Class Package sees the team manages the whole process, and advises on contractual issues.

Potential issues can be avoided at the RFP and contract stages that may otherwise blight the resulting relationship for years to follow, the company claims.

Taylor said some classic mistakes are negotiating only on the financial elements of the deal, not checking if the GDS has the best technical and product fit with the business, not reviewing the service level offered, and accepting a GDS contract without understanding the full implication of contractual clauses and terms and conditions.

Some best practice tips:

·   Don’t over-commit and be realistic about future segment performance
·   Analyse contractual clauses and their implications
·   Discuss and agree support levels before confirming contracts
·   Focus on the overall commercial value of the deal over the contract term, rather than simply looking at the headline segment incentive
·   Properly leverage competing GDS bids
·   Consider the whole content offering, don’t just focus on air

by Phil Davies

Phil Davies

The Mexico Tourism Board serves as the driving force behind Mexico’s global appeal, orchestrating targeted marketing campaigns to showcase the...

With long periods of Thailand’s History, according to evidences and studies, Sukhothai was the first kingdom of Thailand. At that time, an early Thai...

Cunard is the operator of luxury cruise ships Queen Mary 2®, Queen Victoria® and Queen Elizabeth®. Renowned for impeccable White...

We make travel accessible for everyone We believe everyone should be free to experience the world. For us, there’s no...

Classic Collection is where travel expertise and personal service combine to create the perfect luxury holiday. Our travel agent partners...

To say Sweden is fit for a fairy tale is not overstating it—the palaces dazzle, the boreal forests are brimming...

Nium was founded on the mission to build the global payments infrastructure of tomorrow, today. With the onset of the on-demand...

At Visit California, our mission is to develop and maintain marketing programs – in partnership with the state’s travel industry...

Arival advances the business of creating amazing in-destination experiences. We provide events, insights, and community for creators and sellers of...

At Wilderness Safaris we believe in creating life-changing journeys and have been doing so for over 39 years. Our purpose...

Travel specialists founded the company in 1999 as AC Tours. Since then we have grown and expanded to incorporate four...

We work with reliable data providers with global coverage, that guarantee data representativeness as well as compliance with International Personal...

Destination British Columbia (Destination BC) is a Provincially funded, industry-led Crown corporation that supports a strong and competitive future for BC’s...