Caros Leitores,<\/p>\n
H\u00e1 alguns dias, escrevi o texto abaixo para integrar o Anu\u00e1rio de Distribui\u00e7\u00e3o do Panrotas para 2018, atendendo a um (honroso) convite do editor-chefe Artur Andrade – que\u00a0me pediu para falar sobre distribui\u00e7\u00e3o em 2018 sob a \u00f3tica de um gestor\/comprador, e a este texto dedico o espa\u00e7o principal de hoje.<\/p>\n
Aproveitando o ensejo do assunto (distribui\u00e7\u00e3o), outro dia ouvi de um representante hoteleiro que algumas pessoas que exercem cargos como clientes finais, parceiros ou intermedi\u00e1rios (TMCs) t\u00eam certa resist\u00eancia a eles, por n\u00e3o serem funcion\u00e1rios diretos das redes\/propriedades de que falam em nome. Em pleno s\u00e9culo XXI, em pleno 2017 (quase 2018) ainda existe isso. Claro que os representantes devem ser profissionais, objetivos e produtivos, mas tratar mal um fornecedor, ou um representante seu, \u00e9 inaceit\u00e1vel! Ter um mercado maduro e profissional come\u00e7a com a forma como as pessoas se tratam.<\/p>\n
Da mesma forma, quando n\u00f3s compradores\/gestores executamos um BID (mais popularmente chamado de RFP) \u00e9 nossa obriga\u00e7\u00e3o dar uma satisfa\u00e7\u00e3o aos participantes desclassificados. No m\u00ednimo um e-mail, e de prefer\u00eancia, uma conversa por telefone, reuni\u00e3o presencial ou mesmo um email detalhado. Dar um feedback construtivo ent\u00e3o, \u00e9 um sonho para qualquer fornecedor s\u00e9rio. E eles sentem falta disso, colegas… vamos praticar!<\/p>\n
P.S: se at\u00e9 o Super-Homem precisa parar para um shot<\/em>, imagine n\u00f3s na fase de RFP de Hot\u00e9is e com o cen\u00e1rio de distribui\u00e7\u00e3o em 2018!<\/p>\n <\/p>\n Tend\u00eancias de distribui\u00e7\u00e3o em 2018 sob a \u00f3tica de um gestor\/comprador de viagens<\/strong><\/p>\n Caros leitores,<\/p>\n \u00c9 uma honra poder escrever neste espa\u00e7o t\u00e3o nobre representando o principal lado da mesa: os clientes finais, as corpora\u00e7\u00f5es de onde saem os recursos financeiros que sustentam este setor da economia. Sem nossas empresas, n\u00e3o existiria este trade, este mercado. E finalmente estamos ganhando nosso merecido e necess\u00e1rio espa\u00e7o de manifesta\u00e7\u00e3o e relev\u00e2ncia.<\/p>\n \u00c9 fato que a implanta\u00e7\u00e3o de ferramentas de distribui\u00e7\u00e3o de conte\u00fado para os usu\u00e1rios finais (viajantes e secret\u00e1rias), j\u00e1 \u00e9 um ex-tabu, um assunto resolvido em termos de implanta\u00e7\u00e3o<\/u> e utilidade<\/u> em um programa de viagens. No entanto, ao falarmos de navegabilidade, estabilidade e confiabilidade, estamos longe do cen\u00e1rio ideal \u2013 tanto no a\u00e9reo, quanto em hotel e loca\u00e7\u00e3o de ve\u00edculos.<\/p>\n Nossas ferramentas, quando est\u00e3o no ar, atendem bem o b\u00e1sico: reservar, pedir aprova\u00e7\u00e3o e emitir. Mas n\u00e3o esperemos pop-ups diferenciados, fotos, avalia\u00e7\u00f5es de hot\u00e9is, de locadoras e seus ve\u00edculos, remarca\u00e7\u00f5es, ou seja, nenhum servi\u00e7o especial e\/ou j\u00e1 dispon\u00edvel nas OTAs (justi\u00e7a seja feita, sites que n\u00e3o t\u00eam fluxo de aprova\u00e7\u00e3o nem conex\u00e3o com os GDSs, dois fatores que complicam bastante a vida dos desenvolvedores de OBTs, tirando-lhes tempo e dinheiro para manter essa estrutura funcionando ao inv\u00e9s de poder aprimorar experi\u00eancias). Quanto \u00e0 trazer as tarifas do A\u00e9reo j\u00e1 sob a fei\u00e7\u00e3o do New Distribution Capability (NDC) da IATA, ent\u00e3o, nem pensar para antes de 2019!<\/p>\n Uma segunda frente de tend\u00eancia de distribui\u00e7\u00e3o ser\u00e1 a execu\u00e7\u00e3o de reservas via aplicativos m\u00f3veis destas mesmas ferramentas. No entanto, para se ter uma ideia, existe uma ferramenta no mercado que n\u00e3o consegue distribuir em seu aplicativo companhias a\u00e9reas fora do GDS \u2013 em pleno 2017! E \u00e9 disso que nossos viajantes precisam, estar em movimento e reservando, aprovando e solicitando reembolsos em seus celulares \u2013 isso \u00e9 distribuir conte\u00fado, \u00e9 com isso que os fornecedores finais deveriam estar preocupados e ajudando seus distribuidores e intermedi\u00e1rios (TMCs) a se aprimorarem. Creio que deveriam gastar um pouco menos com programas preferenciais e eventos de relacionamento, e utilizar estes recursos poupados em uma melhor distribui\u00e7\u00e3o e visualiza\u00e7\u00e3o de seus produtos na prateleira do consumidor final mais importante deles, o viajante corporativo.<\/p>\n Em MICE (Meetings, Incentives, Congressess and Events) inicia-se, ainda timidamente, um trabalho de capta\u00e7\u00e3o de propriedades e fornecedores de servi\u00e7os como equipamentos de audiovisual, transporte terrestre, ilumina\u00e7\u00e3o, etc. Este tema \u00e9 extremamente relevante para o aumento do n\u00famero de programas de eventos gerenciados pelas companhias, hoje ainda descentralizados, sem visibilidade e integra\u00e7\u00e3o com as \u00e1reas de Viagens.<\/p>\n Um trabalho s\u00e9rio e consistente de cria\u00e7\u00e3o e cataloga\u00e7\u00e3o de fornecedores de eventos e reuni\u00f5es no Brasil trar\u00e1 um enorme avan\u00e7o para todo o mercado, mas quem o far\u00e1, a que custo, e com que remunera\u00e7\u00e3o? Neste caso, n\u00e3o apenas clientes finais, como intermedi\u00e1rios (Meeting Management Companies, <\/em>produtoras de eventos, etc) se beneficiar\u00e3o em saber quantas salas de eventos um hotel tem, p\u00e9s-direitos, metragem, acomoda\u00e7\u00e3o de pessoas; capilaridade de uma empresa de audiovisual; fot\u00f3grafos, floristas, credenciadores, montadores de stands, dentre tantas outras fun\u00e7\u00f5es essenciais nesta \u00e1rea, cuja cataloga\u00e7\u00e3o ainda \u00e9 pobre.<\/p>\n Por fim, 2018 promete uma disputa interna ainda mais acirrada e interessante entre tr\u00eas players no setor da hotelaria para o Corporativo e externa com os GDSs, e eu particularmente incentivo muito esta concorr\u00eancia saud\u00e1vel pois estes tr\u00eas players<\/em> est\u00e3o executando um trabalho formid\u00e1vel para o nosso mercado, tanto em redu\u00e7\u00e3o de custos de distribui\u00e7\u00e3o, quanto em profissionaliza\u00e7\u00e3o da m\u00e3o-de-obra e cria\u00e7\u00e3o de uma base de hot\u00e9is corporativos, especialmente os independentes, muitas vezes deixados de lado por pura e simples impossibilidade de … distribuir. Omnibees, HRS e B2B Reservas, desejo que 2018 seja de voc\u00eas! Ajudem-nos a organizar melhor este invent\u00e1rio insano que est\u00e1 (ou deveria estar) dispon\u00edvel para nossos viajantes corporativos.<\/p>\n <\/p>\n ENGLISH VERSION<\/em><\/strong><\/p>\n Dear Readers,<\/p>\n A few days ago I wrote the following text to integrate the Panrotas Distribution Yearbook for 2018, following an (honorable) invitation from the editor-in-chief Artur Andrade – who asked me to talk about distribution in 2018 from the perspective of a manager \/ buyer, and to this text I dedicate the main space of today’s publication.<\/p>\n Taking advantage of the subject matter (distribution), a few days ago I heard from a hotel representative that some people who hold positions as end-customers, partners or intermediaries (TMCs) have some resistance to them because they are not direct employees of the brands \/ properties they speak of on behalf. In the 21st century, in the middle of 2017 (almost 2018), there is still this. Of course representatives should be professional, objective and productive, but treating badly someone that is not a direct employee, but represents the company, is unacceptable! Having a mature and professional market starts with the way people treat themselves.<\/p>\n Likewise, when we buyers \/ managers execute a BID (more popularly known as RFP) it is our obligation to give disqualified participants an explanation. At least one email, and preferably a telephone conversation, face-to-face meeting or even a detailed email. Give constructive feedback about their performance, prices and services is a dream for any serious supplier. And they miss it, colleagues … let’s practice!<\/p>\n <\/p>\n Distribution trends in 2018 from the perspective of a travel manager \/ buyer<\/strong><\/p>\n Dear readers,<\/p>\n It is an honor to be able to write in such a noble space representing the main side of the table: the end customers, the corporations from which the financial resources that support this sector of the economy come out. Without our companies, there would not be this trade, this market. And finally we are gaining our well-deserved and necessary space of manifestation and relevance.<\/p>\n It is a fact that the deployment of content distribution tools to end users (travelers and secretaries), is already an ex-taboo, a matter solved in terms of deployment and utility in a travel program. However, when we talk about navigability, stability and reliability, we are far from the ideal scenario – both in the air, hotel and car rental.<\/p>\n Our tools, when they are on the air, serve the basics well: book, ask for approval and issue a ticket. But we do not expect differentiated pop-ups, photos, hotel reviews, rental companies and their vehicles, exchanges, that is, no special service and \/ or already available in the OTAs (justice is done, sites that do not have approval flow or connection with the GDSs, two factors that greatly complicate the life of OBT developers, giving them time and money to keep this structure working instead of being able to hone experience). As for bringing airfares already in the shape of IATA’s New Distribution Capability (NDC), then, do not even think about it before 2019!<\/p>\n A second front of distribution trend will be the execution of reservations via mobile applications of these same tools. However, to get an idea, there is a tool in the market that can not distribute in its app airlines outside the GDS – in the middle of 2017! And that’s what our travelers need, to be on the move and to book, approve and request reimbursements on their cell phones – that is to distribute content, which is why final providers should be concerned and helping their distributors and intermediaries (TMCs) to improve. I believe they should spend a little less on preferential programs and relationship events, and use these resources spared in better distribution and viewing of their products on the most important consumer shelf of them, the corporate traveler.<\/p>\n In MICE (Meetings, Incentives, Congresses and Events) a timid work begins to capture properties and providers of services such as audiovisual equipment, ground transportation, lighting, etc. This topic is extremely relevant for the increase in the number of event programs managed by the companies, which are still decentralized, without visibility and integration with the Travel areas.<\/p>\n A serious and consistent job of creating and cataloging event and meeting suppliers in Brazil will bring a huge breakthrough for the entire market, but who will do it, at what cost, and with what ROI? In this case, not only end-users such as Intermediaries (Meeting Management Companies, event producers, etc.) will benefit from knowing how many event rooms a hotel has, feet-rights, footage, accommodation of people; capillarity of an audiovisual company; photographers, florists, accreditors, stand builders, among many other essential functions in this area, whose cataloging is still poor – the entire market will.<\/p>\n Finally, 2018 promises an even more intense and interesting internal dispute between three players in the hospitality industry for the Corporate and external with the GDSs, and I particularly encourage this healthy competition as these three players are performing a formidable job for our market , both in the reduction of distribution costs and in the professionalization of the workforce and the creation of a base of corporate hotels, especially the independent ones, often left out by the simple impossibility of … distributing. Omnibees, HRS and B2B Reservations, I wish 2018 to be yours! Help us better organize this insane inventory that is (or should be) available to our corporate travelers.<\/p>\n","protected":false},"excerpt":{"rendered":"
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