from carriers and early adopters.
It also has been pushing for buyers and consultants to adopt it,
noting they can add their own
bells and whistles.
The ultimate goal, after all, is
not necessarily having everyone
on the same tool but simplifying
and assimilating key elements
of the RFP process, Benoit said.
After air RFPs become more uniform in general, a next step would
be for airlines to automate data
delivery, he said.
“Advito has its own tool, and
we’ve added value elements into the
process that will make ours slightly different from the [GBTA tool
kit] format,” Benoit said. “It’s a 95
percent match, with the 5 percent
variation on some critical elements
in the pricing tab. We’re making
sure we push an industry-standard
definition of terms [that is] fully
aligned with the definition of terms
in the GBTA format.”
Simplifying Contract Terms
U.S. carriers helped GBTA develop
the RFP tool kit, but they also have
been simplifying their own contracts,
particularly the lengthy legalese.
In October, Delta began offering
pared down versions of its global
account contracts, calling it “
Le-gal-Easy.” By cutting down and
simplifying legal terms and conditions, it cut the number of U.S.
contract pages from 20 to four.
A version for European buyers
shrank from 20 to seven pages.
“We were looking to cut out a lot
of redundant information on the
legal side of it and only include
things that are necessary,” said
Delta vice president of sales operations and development Kristen
Shovlin. “We’ve added flexibility
because different business units
and verticals have different needs,
and we can quickly add in any
specific needs by company.” In addition, Delta reduced the sizes of
pricing tables showing buyers what
was negotiated and promised.
United Airlines, meanwhile,
continues to increase adoption
of its Master Corporate Travel
Agreement, which it introduced a
few years ago. Like Delta, Unit-
ed’s agreement chopped down
what was about 20 pages on a
contract to about two pages, Unit-
ed senior vice president of world-
wide sales Dave Hilfman said.
“We made that evergreen because
once you get the basic legalese
down in place, the focus should
be on commercial terms and eco-
nomics,” he said. “That can be
addressed on a more frequent ba-
sis without having to go back and
pull the legal department back in,
which extends the discussions by
Both United and Delta have
been switching to their new
agreements as contracts come up
for renewal, though some buyers
have asked to renew early in or-
der to switch over, Hilfman said.
About 75 percent of the organiza-
tions in United’s portfolio are on
the new agreements. A few have
stuck with the original form even
upon renewal, but such cases are
rare, he said.
United also has simplified its
tracking and performance measures so companies can better
see their contractual obligations.
By giving buyers a better window into compliance, the carrier
has seen corporate compliance to
United improve, Hilfman said.
American Airlines also has reduced its number of contract
terms, simplified performance
goals for buyers and broadened
the range of fares to which corporate discounts apply.
In October, the Global Business Travel Association updated its car rental request for proposal document,
adapting it from a U.S. focus to be suitable for worldwide use. It also includes a module that asks “
comprehensive” sustainability questions. For example, the form asks suppliers to provide an annual corporate
social responsibility/environmental report, including information on water- and power-saving programs,
whether they measure greenhouse gas emissions and mile-per-gallon percentages per fleet. A task force of
travel buyers, car rental company representatives and travel management company representatives developed the RFP.
Car Rental RFP Update