Emotions have no place in the daily business of a purchaser. One has to calculate and negotiate with a cool head. “I’m a procurement professional,” Müller says of himself. The Travel Manager responsible for South West Europe sometimes aligns with his colleague from Switzerland, who has a travel industry background and provides ”new perspectives now and then.” A winning combination for Müller.
Anybody else but him might have been overwhelmed by the challenging savings targets. Müller however says that the high objectives motivated him to search for new solutions. It was quite clear from the outset that it would be impossible to realise “the clear requirement of reducing the prices” without a well-thought strategy.
Standardisation of hotel procurement
Müller decided to use HRS Intelligent Sourcing. Since the future partner should be able to standardise the procurement of travel, HRS was the most convincing solution. “The good approach and promising solutions convinced us,” Müller remembers.
High market transparency through comprehensive benchmark data.
After the travel managers in the respective countries gave their consent, the new partners got to work immediately: HRS produced benchmark analysis for destinations with a certain travel volume. “The benchmarking and analysis were great and extremely helpful for the negotiations,” Mueller comments on the newly acquired market transparency which allowed for identification of optimisation potential for the existing hotel portfolio. Yet the most important thing was that “we had centralised our know-how, had excellent benchmark data and were ready to go.”
Reduction of hotel portfolio
Jürg Müller and his team looked through the data and decided which hotels would receive an invitation. Müller and his travel managers accepted roughly half of the invited hotels – a reduction of the hotel portfolio by 7.6 percent. And although a good half of these already were hotels contracted to Siemens, HRS was able to realise improvements of an average of 4.6 percent on the initial offer.
Cost savings and optimisation of processes
”We realized process optimisations,” Müller explains, ”as we have standardised the rates and thus made them comparable.“ This sets travel parameters, saves money and unpleasant surprises are avoided. “To combine the global and local approach, considering the local differences in travel, and yet be able to negotiate centrally – that is the ideal compromise.”