Delivering Value in a Competitive Environment

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Delivering Value in a Competitive Environment

• Olufemi Adefope, Managing Director, HRG Nigeria

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Value What is it?

• Some?
• All?
• More?

• Knowledge
• Benchmarking
• Supplier Management
• Control
• Information
• Process Management
• Cost Efficiency
• Global Ability
• Outsourcing
• Consultancy
• Procurement
• Risk Management

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Is this how we are valued?

• Sometimes. But often not.
• Often it is
• The perceived Cost of a ticket/hotel room
• The Cost of our booking fee and does it represent
  money well spent

In truth it should be the VALUE the ticket and
feerepresents which is often hidden to those
that pay
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Price versus Value
Who pays? They determine value!
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Managed Travel Cost or Value?
82Travel Expenditure
3Card Fees
5TMC
10Internal Costs
Is this a cost or a value?
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• We keep our Value as our best secret and often
  give it away.

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Is travel becoming easier?

• No.
• More choice
• More complexity
• More players
• More stakeholders
• More risks
• More change coming

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Market forces impacting your business
Decline in demand for some products services
Market innovation delivers new products and
services
Speed and capability of new technology
The Internet brings faster exchange of better
information
Clients responding to market forces on their
business
Your Business
Quicker and broader communications plus
increased mobility
New competitors and sales channels emerging
New markets emerging for buying and selling
Elimination ofairline commissions
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New fee structure
Rebate Deal
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Market forcesimpacting your business???

• Change brings
• Opportunitiesto deliver VALUE

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HRG Value Model
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HRG Value Added Services
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• Thank You!