New global client win caps big year for FCm Travel Solutions

Asia Pacific-based corporate travel and expense management specialist FCm Travel Solutions has capped a year of rapid worldwide growth by winning the global travel account for leading gaming machine technology and services company Aristocrat Leisure Limited.

FCm Travel Solutions’ executive general manager, Anthony Grigson, said the AUD $9.4 million three-year contract was the latest in a string of major client wins over the past 12 months, including key accounts snared from long established travel management companies (TMCs).

New accounts include Ahlstrom, a leading manufacturer of fibres, which has placed its business travel with FCm Travel Solutions in the UK, Germany and Sweden, and Powerwave which is handled by FCm Travel Solutions in 13 countries worldwide.

“We’ve successfully competed head-to-head with the world’s travel giants on regional, and now global tenders, which is a clear sign of our growing reputation worldwide,” Mr Grigson said.

“These wins contributed to a 30 per cent increase in our total transaction value worldwide for the 2004/05 financial year. They are also part of the reason why we’ve boosted our number of offices across Asia Pacific from three to 12.”

FCm Travel Solutions, the corporate travel arm of Flight Centre Limited, was recently named Best Business Travel Management Company in the Business Travel World magazine’s annual awards in London, and was a finalist in its Corporate Travel Management Team award.

FCm Travel Solutions’ new business with Aristocrat will involve servicing the company in North America, Europe and Australia.

Aristocrat’s chief financial officer, Simon Kelly, said FCm Travel Solutions was awarded the account based on a number of competitive strengths.

“Critical to our business is that FCm Travel Solutions has first-class systems ensuring accountability and professionalism,” Mr Kelly said.

“The fact that FCm Travel Solutions owns their operations in the US and UK, and are headquartered in Australia as we are, was a defining element in our decision process. Uniform service delivery in all markets and the ability to consolidate global reporting in Australia was also considered as important.

“FCm Travel Solutions also has a highly tailored service that shows their people are thinking specifically about the needs of our business and strategically planning ahead for us. Given that we are a global company, we’re very impressed by the consistent approach they take across all markets.”

Mr Grigson said FCm Travel Solutions’ ability to win major accounts from the world’s largest TMCs reflected its entrepreneurial spirit and positive outlook.

“At a time when the travel industry is lacking confidence, we’ve hit the nail on the head with our truly dedicated approach to service, and our substantial investment in the ongoing development of our people,” Mr Grigson said.

“Corporates are looking for good quality service in travel management. They’re prepared to pay for a service that is in touch with their needs, and for travel managers who proactively look to the future and create long-term efficiencies for them. But at the same time, we give our clients the choice and control they desire.

“Having people on the ground in every region allows us to win and retain national, regional and global clients by offering them a more localised and reliable service than many of our competitors.”

Since its 2004 launch, FCm Travel Solutions has expanded into Asia and across Europe, employee numbers have doubled, and the group now offers solutions worldwide.

“We’re one of the newer global players in corporate travel, but through our network we have a long history of success, which is a strong foundation for our long-term growth,” Mr Grigson said.

FCM Travel Solutions’ Asian network now extends to Singapore, Thailand, Korea, the Philippines, Malaysia and Japan, via licensing agreements.

This is in addition to the company’s wholly owned business in Hong Kong, its 50 per cent joint
venture in China and its majority holding in the Indian FCm Travel Solutions business, two of the world’s high growth economies.

Mr Grigson said FCm Travel Solutions would continue to expand in Europe, Middle East and Africa, Asia Pacific and the Americas during 2006, as part of a longer term goal to secure at least 15 per cent market share in each region by 2010.

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