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Editor's Notes

1. Thanks for your time today. What we had in mind today was a broad overview of Adelman ¨C what we¡¯ve built, how we fit in the industry today ¨C why we¡¯re relevant and why we¡¯re putting a scare into our competitors ¨C the ones that are paying attention.?I¡¯ll tell you first what we aren¡¯t. We don¡¯t just facilitate travel booking. That service is commoditized. And we don¡¯t just cut costs ¨C that¡¯s just one of the benefits. So while we do those things, we do more than that. (CLICK) We bring people together. And we do so while looking at the big picture. (CLICK TO NEXT SLIDE)
2. The really big picture! (CLICK)We facilitate better business. We are a better business decision. ?The world is shrinking;And becoming more competitiveEvery year you need to do more. Every year the competition is stronger and new players enter the market.We don¡¯t need to tell you - To be successful you must seek competitive advantage, leveraging innovation, questioning the status quo, continuously improving. That is true for us as well. In our corner of the world (you, Mr. Prospect as well as us) your task is to find savings & build profit by: (CLICK) Controlling costs(CLICK) Managing resources(CLICK) Measuring and optimizing systems (CLICK TO NEXT SLIDE)
3. We are all about moving business forward To create positive thrust you need in business ¨C to move your business ¨C goes beyond just cost control. (CLICK)Its about helping people work better. (CLICK)Work harder. Get more juice. (CLICK)Fine tuning the machine. (CLICK)We all do our part in our own way. (CLICK)Travel management can play a key role. Properly managed ¨C its that big.
4. We are all about moving business forward To create positive thrust you need in business ¨C to move your business ¨C goes beyond just cost control. (CLICK)Its about helping people work better. (CLICK)Work harder. Get more juice. (CLICK)Fine tuning the machine. (CLICK)We all do our part in our own way. (CLICK)Travel management can play a key role. Properly managed ¨C its that big.
5. We are all about moving business forward To create positive thrust you need in business ¨C to move your business ¨C goes beyond just cost control. (CLICK)Its about helping people work better. (CLICK)Work harder. Get more juice. (CLICK)Fine tuning the machine. (CLICK)We all do our part in our own way. (CLICK)Travel management can play a key role. Properly managed ¨C its that big.
6. We are all about moving business forward To create positive thrust you need in business ¨C to move your business ¨C goes beyond just cost control. (CLICK)Its about helping people work better. (CLICK)Work harder. Get more juice. (CLICK)Fine tuning the machine. (CLICK)We all do our part in our own way. (CLICK)Travel management can play a key role. Properly managed ¨C its that big.
7. We are all about moving business forwardTo create positive thrust you need in business ¨C to move your business ¨C goes beyond just cost control. (CLICK)Its about helping people work better. (CLICK)Work harder. Get more juice. (CLICK)Fine tuning the machine. (CLICK)We all do our part in our own way. (CLICK)Travel management can play a key role. Properly managed ¨C its that big.
8. We are all about moving business forwardTo create positive thrust you need in business ¨C to move your business ¨C goes beyond just cost control. (CLICK)Its about helping people work better. (CLICK)Work harder. Get more juice. (CLICK)Fine tuning the machine. (CLICK)We all do our part in our own way. (CLICK)Travel management can play a key role. Properly managed ¨C its that big.
9. Where there are big costs, major resources involved, there is opportunity to improve. (CLICK)Travel is frequently the 2nd largest expense at a company ¨C exceeded only by payroll. (CLICK)Travel costs represent 8-10% of total operating expenses. (CLICK)And just like payroll, travel is managing your most precious resources: people, talent, and time.We can make a huge impact on any company, even with small percentages.
10. Where our industry is upside down, is where large companies ¨C that have been successful through smart management and innovation and service delivery (CLICK) are forced to work with standardized rigid systems of fat travel management companies ¨C because, theoretically, these are the only systems able to handle global needs, manage the volume etc¡­. (CLICK) ?Where would you be if you persisted in telling your clientele that there options are limited ¨C you¡¯ll need to buy the product we want to sell you ¨C that¡¯s the only way it works¡­?You¡¯ll not lead by conforming to a common denominator. You win by innovating, pressing your positive corporate culture, your corporate uniqueness. By making your growing scale work to your advantage.?Don¡¯t let them tell you that you can¡¯t have it all. (CLICK) The answer is:Adaptive technology Adaptive management Adaptive Modeling
11. The best of breed companies in any category have many of the same characteristics. (CLICK)You need to employ and empower thought leadership, innovative technology, connectivity and communication, and develop global capabilities. ?As do we. (CLICK)Adaptive modeling is our point of difference it leverages proprietary technologies ¨C industry knowledge, and our special brand of custom communication.
12. The leg up you¡¯ll get with our adaptive modeling is that we find the perfect balance between large and small. (CLICK) Leveraging the best of both worlds. (CLICK) We incorporate the best of the existing technologies (CLICK) and then modify them to suit you. (CLICK) Leverage your corporate clout, (CLICK) but give you personalized service that you¡¯d never get from our competitors.?Each company - each industry has unique problems, opportunities, needs, preferences¡­ No two solutions will be the same.
13. The leg up you¡¯ll get with our adaptive modeling is that we find the perfect balance between large and small. (CLICK) Leveraging the best of both worlds. (CLICK) We incorporate the best of the existing technologies (CLICK) and then modify them to suit you. (CLICK) Leverage your corporate clout, (CLICK) but give you personalized service that you¡¯d never get from our competitors.?Each company - each industry has unique problems, opportunities, needs, preferences¡­ No two solutions will be the same.
14. Travel can be good for business. Premium business is built on relationships and reputations. The intangibles create value and equity. ¡°Being there¡± makes a difference. (CLICK) Fostering human interaction. (CLICK) Building connections and relationships¡­ (CLICK) Leveraging relationships means leveraging your most valuable resource: people.. (CLICK) And lets not forget that we¡¯re dealing with people¡¯s safety, morale, efficiency, understanding (CLICK) ¨C all are critical to your success. (CLICK)That¡¯s why we say Adelman is good for business.
15. (CLICK) Travel is what you make it:(CLICK)EssentialUnnecessaryMinimalExcessive Productive WastefulEfficientExpensiveMagnificentTorturous (CLICK)It¡¯s a simple visual trick but it speaks volumes. Our job is to eliminate the negatives and accentuate the positives.
16. There are many variables to consider about your travel program.Your pain points are going to be different than another company¡¯s.But some of the main complaints and requests we hear about travel are: (CLICK)Finding ways to help curb unnecessary travel (CLICK)Providing timely response to requests (CLICK)Ensuring that you will be able to continue to work with your current preferred vendors (CLICK)Reducing the time it takes to negotiate with vendors and software systems. (We do that for you.) (CLICK)Systems that aren¡¯t user-friendly, and seem to be designed for someone else. (We customize to make things work for you.) (CLICK)Reports that meet your unique needs, and monitoring of the specific expenses that you want to monitor. (CLICK)Encouraging adoption of the new travel program (CLICK)Staying on top of technology, so that your business is ahead of the curve. Not all of these might be your pain points. We¡¯ll work with you to develop just the right blueprint for your needs, to answer YOUR pain points. We¡¯ll be working with you very closely ¨C almost like an extension of your own staff.
17. You¡¯ll want to know your Adelman team.Let¡¯s start by introducing your Global Management Consultant.This will be your key contact at Adelman. (CLICK) Your Global Management Consultant provides you with a single point of contact to answer ALL your needs, providing immediate response, when you need it. (Include photo of person and name and contact information when possible).Your Global Management Consultant is empowered to serve you. And, unlike some of our competitors, they provide ongoing consultation, develop and monitor the strategies, policies and results of your program, negotiate and communicate with suppliers on your behalf ¨C so you don¡¯t have to! ¨C and proactively provide recommendations for cost-avoidance and cost reduction to improve your ROI. As part of your program, not as a separate division with separate fees.Our Global Management Consultants have an average of 17 years industry experience and 10 years of tenure with Adelman. (If possible, enter the specifics for the consultant who will be working with this prospect.)
18. The next team members you need to know are our Programmers.Even if you never meet them face to face, we want you to know about them.Because they¡¯re the ones who are (CLICK) customizing the software to fit your needs, developing new applications when you need them and providing assistance for troubleshooting on an ongoing basis.We have a full staff of programmers ready to help you, headed up by our CIO, Ivan Imana.
19. Our Management Team is also available to help. We want to serve our clients, so we don¡¯t put walls between you (CLICK) and our management team.While your Global Management Consultant should be able to take care of everything you need, if you ever want to talk to any of us, we¡¯re ready and available to talk to you.
20. So what does that mean for you? How do we solve your unique travel needs?As we go through our capabilities, we¡¯ll be specifically looking at:[Custom points for prospect]How we make it easy for you and your team to follow/adhere to your travel program.How we¡¯ll continue to find cost savings and reductions, for superior ROIHow we¡¯ll ensure your company¡¯s safety and securityAnd how we can consolidate your travel globally for more efficiency ¨C to help you grow.
21. Developed for your specific needs, your Blueprint helps ensure you get the most ROI for your travel management.Your GMC helps develop your Blueprint. This comprehensive plan helps you set benchmarks so you can evaluate the program. Goals in the Blueprint are quantifiable, for measurable results.Your GMC will review the results with you regularly, proactively demonstrating ways that the program can be optimized for improved results.And the reporting is transparent, so you¡¯ll be able to validate the value and performance of the program.The reports help to make conclusive decisions, for big-picture solutions so that you can reach your long term goals.
22. Let¡¯s go through some of our Tech Solutions that will make your travel program work better for you.
23. Duty of Care ¨C in the event of a situation:Search for possible affected travelersBegin working to get people homeCommunicate with all customersDistributed information to travelers scheduled to travelContinuous monitoring of airport openings and closings
24. One important aspect of your travel management program is that you¡¯ll need cost savings and cost reductions.We help you achieve this ¨C first through our Consultative Account Management (which was discussed in another section), but also through tools that are specifically designed to help improve your ROI.
25. We have Travel Solution Centers in strategic locations.In the U.S.:Central: HQ ¨C Milwaukee, WISouthern: Fort Worth, TXEastern: Hartford, CTWestern: Irvine, CARadius consortium for global needs
26. Other points to consider covering:Over $19B in total sales92 shareholders in 80 countries worldwideLeverage spend and supplier relationships
27. Since we were founded in 1985, we have continued to grow because we serve our clients well.We are now the 10th largest Travel Management Company in the U.S., serving companies like these.
28. How we make it easy for you and your team to follow/adhere to your travel program.How we¡¯ll continue to find cost savings and reductions, for superior ROIHow we¡¯ll ensure your company¡¯s safety and securityAnd how we can consolidate your travel globally for more efficiency ¨C to help you grow.
29. Are You Willing To Improve? To Make Change??This is our value proposition. We seek clients that seek solutions. (Reverse psychology)