Performance Management Strategies for 2018 and Beyond 

Now Available On Demand

As you negotiate 2018 air and hotel rates, is it time to include dynamic performance management in the mix? What data must you be tracking today to determine the success of your air and hotel strategies? Consolidation, more sophisticated yield management practices and other industry changes are making it harder than ever for corporations and their travelers to evaluate great rates for business travel.

In this 60-minute BTN Group webinar, sponsored by BCD Travel, learn how leading practitioners are rethinking air and hotel negotiating strategies and implementing dynamic performance management to improve their programs. Better understand the industry changes that are making it more challenging to rely only on the annual RFP process to deliver the best rates and discounts for your program.

Key Takeaways:

  • The impact of industry consolidation
  • Data needed to evaluate pricing and performance
  • How dynamic performance management beats periodic sourcing in savings and productivity

About the Speakers

Cindy Heston serves as Director, Travel and Events, within the procurement department of healthcare firm Anthem, where she oversees a team of 16 who manage the travel and event needs of more than 50,000 Anthem associates. Her team is responsible for implementing end-to-end travel and event solutions. Anthem recently added all meeting staff into her organization, and events director to her title. Heston focuses on the strategic management of innovative supplier partnerships to elevate the corporate travel program to best in class. She also looks for opportunities within her work stream to promote her staff profile and innovative solutions to bring customer-centric results at the executive level of the enterprise. Prior to joining Anthem in 2008, she served as global travel manager for Thomson/Technicolor where she spent 19 years of her career. She began her travel industry career in the sales department at US Airways. An innovative travel manager, Heston has received numerous awards from Business Travel News and in 2016 was inducted in the prestigious “Business Travel Hall of Fame” and named one of the “Top 25 Most Influential.”   

Joanne Kelly is Global Category Manager for Travel and Expense within the Bloomberg Procurement organization. She has more than 25 years of experience in procurement, primarily in travel and expense, but also technology, marketing, professional services, human resources and global data. Prior to Bloomberg LP, she worked for American International Group Inc., Bank of America Merrill Lynch and Merrill Lynch. She is a member of the Global Business Travel Association, Association of Corporate Travel Executives, Sourcing Industry Group Certified Sourcing Professional and Procurement Leaders.   

Rafael Rosario is Global Travel Manager and part of the Global Travel & Expense Team within the Bloomberg Workplace Operations Department. He has more than 27 years of industry experience in travel and expense, meetings and global mobility. Previously, he was with Liz Claiborne Inc. and American Express, supporting KPMG and Salomon Brothers. He is a member of the Global Business Travel Association and Association of Corporate Travel Executives.

Marwan Batrouni has 18 years of travel industry experience with a focus on strategy, customer experience and vendor relationships. As vice president of Global Hotel Strategy for BCD Travel, Batrouni drives hotel program success by selling concepts, leveraging partnerships and delivering distribution models. He brings innovations to BCD Travel’s TripSource Hotels booking engine that have a clear value for corporate travel programs. Previously, he served as senior director and hotel practice leader for BCD’s consulting group, Advito. Prior to Advito, he served in senior consulting and product management roles with American Express Advisory Services. He also spent a number of years in sales capacities with Wyndham International.

Mary Ann McNulty is Director of The BTN Group’s Content Solutions, which produces webinars, white papers, research and custom content. She has covered business travel and meetings for more than 25 years. Her work has appeared in Business Travel News, Travel Procurement, The Beat, Corporate Travel and Meeting News, as well as on conference stages and webinars.

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Cindy Heston
Director, Travel and Events,

Joanne Kelly
Global Category Manager, Travel and Expense,
Bloomberg LP

Rafael Rosario
Global Travel Manager,
Bloomberg LP

Marwan Batrouni
Vice President, Supplier Relations, Global Hotel Strategy,
BCD Travel

Mary Ann McNulty,

Director, Content Solutions,
The BTN Group

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