Victor for Business Special Report 2016
About Victor
Victor 60 Sloane Avenue London SW3 3XB +44 20 7384 8550 business@flyvictor.com flyvictor.com/business
As the only fully transparent, globally on-demand charter service that does not require its members to pay any upfront fees, Victor is revolutionising business travel. We have achieved three-year average sales growth of 142.93% per annum, and ranked number 15 in the 2015 Sunday Times Tech Track 100. With access to 7,000 aircraft across a network of 131 partner operators, members are able to swiftly check pricing options, aircraft specifics and amenities before booking the flights they need. Our unique combination of smart technology, transparency and exceptional customer service, provided by a dedicated 24/7 team, means that you are always connected and in control.
CONTENTS 2 VICTO R FO R BUSIN E SS CONTENTS
3 Introduction | victor Fo under and C EO Clive Jacks on explains what makes V ic t o r different. 4 Industry Perspective | spliethoff Controller Norman van der Meijden on shipping in the 21st century. 5 Industry Perspective | cti The travel management company’s CEO Clive Wratten explains how business travel is changing – and staying the same. 6 Industry Insider | risky business For Doug Milne, of Special Contingency Risks, dealing with danger is all in a day’s work.
“ A n Oxford Economics study showed that every £1 spent on travel produced £12 in revenue." Paul Wait, GTMC
8 Industry Perspective | etihad airways Daniel Barranger, Senior Vice President Global Sales, discusses how the airline keeps its brand flying high – and what's next for the flag-carrier of the UAE. 9 Industry Perspective | gtmc As CEO of the travel management companies’ representative body, Paul Wait reveals why business travel is a vital investment – and the contribution it can make to growth. 10 Why Victor | 10 good reasons From saving time to a streamlined service (and eight more reasons in between), here's why Victor for Business makes business sense.
Welcome
t o our Victor for Business special supplement.
Having gained extensive travel management experience at British Airways, and a record as the youngest general manager of the UK’s leading luxury bespoke tour operator, 20 years in the travel business has seen me working alongside many FTSE 250 and Fortune 500 luxury, travel and lifestyle brands.
Victor is here to help smart businesses become more efficient than ever before. With an expert team that’s well versed in the special requirements of business travel, from flat-rate pricing structures to easy accountability, we hope you will consider doing business with us. Best wishes,
Clive Jackson Founder & CEO
INTRODUCTION
From big picture to tiny detail, knowing how to work with the travel industry and procurement departments, and understanding the needs of the C-suite, are key. Service, transparency and accountability; anticipating client desires and preventing any problems – these are the things that Victor does best today.
Inside these pages you’ll find interviews with a selection of our business clients, in a variety of industries including aviation, shipping and travel. Smart businesses all, they understand that how you spend one of your most precious resources – time – is key to gaining the competitive advantage.
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hen we opened our doors in 2011, it was with a mission to make private jet charter easier and faster than ever before. As Victor continues to expand and we develop our product range, it’s clear that easier and faster are two important words for the business travel community too.
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SPLIETHOFF SHIPPING | Norman van der Meijden How is technology – and mobile technology in particular – changing business travel? With mobile technology it becomes so much easier to be the director of your own travel plans. It used to be that your travel agency or secretary would be in control of flights, hotels and dates. But nowadays you can book or adjust flights and hotels on a phone wherever and whenever you want to.
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And how has mobile technology changed the way you do business generally? As a shipping company we are pretty “old school” in the way we do business – but it’s simple things like the ability to use email on a phone or tablet that give you so much more flexibility, and free you from being bound by time or location.
What do you look for when booking business travel? Business travel should be a balance between cost efficiency and travel efficiency.
And finally, what is your favourite mobile app or gadget? The Victor and the Netflix apps of course! And the most-used is Outlook for iOS.
Do you anticipate an increase in business travel in 2016, and how important do you think face-to-face meetings are to doing good business? We are seeing an increase in the use of Skype and other types of videoconferencing, which is the perfect way to discuss details, but when it really matters and you need to perform nothing beats face to face.
Norman van der Meijden is a controller at Spliethoff Group, a Dutch shipping company that owns and operates a fleet of multipurpose, heavy-lift and ro-ro vessels ranging in size from 2,100 to 23,000 tonnes. The group consists of Spliethoff and her subsidiaries BigLift Shipping (heavy lift), Sevenstar (yacht transport), Wijnne Barends (short sea) and Transfennica (liner service). spliethoff.com
How do you adapt to deliver a VIP service like Victor for your senior executives? We are living in a truly 24-hour economy. If you have a jet service partner that understands this, you know you have someone you can count on.
Built in 2000, the Spiegelgracht is an S-type general cargo ship with a length of 168.21m and a breadth of 25.20m.
CTI TRAVEL | Clive Wratten How is technology – and mobile technology in particular – changing business travel? Technology of course is driving change, mostly for the better, and the benefits for the traveller and the booker include speed, accessibility to information and choice. But what it can never replace is knowledge and experience. So even though the technological progress is great, there will always be a need for human interaction in the corporate travel arena.
Do you anticipate an increase in business travel in 2016, and how important do you think face-to-face meetings are to doing good business? I absolutely see a trend for increased business travel this year, subject to any serious world event. It is our responsibility to get Britain trading and growing, which can only be done by investment – and that means investment in corporate travel too. How do you adapt to deliver a VIP service like Victor for your senior executives? It’s about delivering an outstanding product both through technology and your people, but most importantly
we have to listen to what senior executives want, what stresses them when travelling and what puts a smile on their faces when they are working away. If you do that and then deliver solutions to those concerns rather than simply assuming what they want then you deliver a VIP service, as Victor has shown. And finally, what is your favourite mobile app or gadget? I have to be honest and say I am ever so slightly addicted to Twitter. I love the immediacy and the soundbites it gives me whilst on the move.
Clive Wratten is CEO of CTI, a travel management company that offers flights, rail, hotels and meetings and events. It also has divisions specialising in marine travel and sports travel. cti.co.uk
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And how has mobile technology changed the way you do business generally? As a travel management company whose main task is to make sure our clients are travelling the world efficiently, technology has become integral in our offering. Online booking tools and travel apps are a very
important part of what we do, since they help keep our clients informed and in touch with us wherever they are in the world. It’s very different to the full-touch human service of some years ago.
According to the Global Business Jet Market report for 2015-19, the private jet market is projected to grow to US$33.8bn (£23.1bn) by the end of 2020. INDUSTRY PERSPECTIVE
Risky business Doug Milne is an insurance broker with a difference: as a specialist in emergency evacuation, he tells Victor what you need to know before heading into dangerous territory – and how jet charter can play a vital role For some, the daily commute is enough to deal with. But for many of Doug Milne’s clients, travel to and from work has the potential to be nothing short of extreme. As the CEO of Special Contingency Risks (SCR), those clients range from multinational corporations
to high-net worth individuals – and the operations carried out by SCR range from flying a group of oil executives out of an unstable territory in a period of political uncertainty, to negotiating ransom payments. “When we started, the high-risk territories were principally in Central and South America and kidnap was the key peril for our clients,” he says. “Today, whilst kidnap is still an important concern, more focus is on broader duty of care and the need to plan and execute emergency evacuations.”
the risks from a security and cultural standpoint, according to Milne. Once those are understood, appropriate measures must be taken to minimise those risks, ranging from a verbal or written briefing to full “meet and greet” security with armoured cars and armed guards. For those whose professions put them at the centre of the action – the journalists and NGOs working in warzones, for instance – Milne advocates attending a “hostile awareness course” covering topics like situation awareness, avoiding confrontation, hostage survival and first aid.
So, how can you prepare someone for life in a high-risk environment? Firstly, it is crucial that he or she is informed of
With much of Milne’s work following the doctor’s mantra – prevention is better
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TODAY'S TROUBLESPOTS These countries are the riskiest places in the world to do business today 5
Afghanistan No-go area for corporates 1
Chad Sahel region Kidnap/crime 2
Libya Kidnap/political unrest
6 Niger Sahel region Kidnap/crime
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Nigeria Kidnap/crime 7
Mali Sahel region Kidnap/crime
Syria No-go area for corporates
5 Mexico Kidnap/crime
9 Yemen Kidnap/political unrest
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than cure – and the riskier episodes carried out with the utmost discretion, a job well done is a job no one gets to know about. Since he started out, the business of risk has moved eastward: today, “Territories of particular concern are parts of Africa and the Middle East,” he says. “Clients most frequently face medical emergencies after an accident or from falling ill. Then it’s the need to exit a territory following political deterioration or a natural catastrophe.” Whilst SCR is an insurance broker specialising in duty of care insurances such as kidnap and ransom, personal accident, medical and emergency repatriation, all their policies are
supported with intelligence and preventative services that are designed to assist clients to operate effectively in hostile environments. Should an emergency occur, however, SCR is on hand around the clock to help coordinate an effective response. “These services are actually usually paid for by insurers, as they clearly see the value in managing risks,” Milne asserts. One of those services might involve getting clients out of a country – when airspace is being closed down, no mode of transport is more effective than a private jet. And what it comes down to is speed. “This means having a good network of resourceful
aircrew and access to a variety of fixed-wing and rotary air assets. A good understanding of client demographics helps with advance planning, which is often essential in terms of obtaining permissions and visas.” The business of risk, it seems, is about being prepared for everything. Whether it’s the daily commute or an emergency evacuation, it’s clear that Milne will have you covered. Doug Milne is CEO of Special Contingency Risks, which provides insurance and security advice to multinational companies and wealthy individuals around the world. scr-ltd.co.uk
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INDUSTRY INSIDER
ETIHAD AIRWAYS AVIATION | Daniel Barranger How is technology – and mobile technology in particular – changing business travel? The dynamic nature of business travel demands fast and easy access to information at any time, anywhere. Push messages, alerts and customised information enable the business traveller to focus on what is relevant to him or her, and to have almost limitless travel solutions available to them at the touch of a button. Etihad Airways’ fleet of aircraft is now equipped with full inflight connectivity to meet the needs of the modern traveller. 8 VICTO R FO R BUSIN E SS INTERVIEW #3
And how has mobile technology changed the way you do business generally? The reality is that mobile technology has become the standard for all of us at work, at home or on the move – all around the world. This manifests itself in our corporate internal processes, but also in an ambition to be mobile-first in all of our guest interactions. How has your company been able to take advantage of the on-demand economy? While the days of being able to order an A380 to your nearest airport with
Etihad's reimagined Airbus 380.
a mobile app are still way off, we are finding that our guests are increasingly demanding detailed information about their journeys instantaneously. As a customer-focused business, we process and provide as much data as possible to our guests so they can plan their trips and adapt to any changes instantly. Do you anticipate an increase in business travel in 2016, and how important do you think face-to-face meetings are to doing good business? Even though we are digitally connected and can network via all means of communication, we should not underestimate the impact of faceto-face meetings. Direct social contact is still the most effective way of networking, and business travel will always be a facilitator of this. At Etihad Airways, we anticipate a rise in business travel via our hub in Abu Dhabi and beyond. How do you adapt to deliver a VIP service like Victor for your senior executives? Etihad Airways’ brand positioning is premium and innovative – and we are proud to offer the best premium products in the market on all our aircraft, including the ultra-exclusive, three-room The Residence and First
Apartments and Business Studios on the A380, and the first and business class cabins on the rest of the fleet. We place significant focus and investment on providing our premium guests with tailor-made products in the air and on the ground, for example luxury stopover programmes, or the acclaimed 24/7 Etihad Lifestyle Concierge service for guests staying in The Residence. A VIP service such as Victor perfectly complements Etihad Airways’ premium brand positioning. And finally, what is your favourite mobile app or gadget? A personal favourite is the Addison Lee mobile app.
Daniel Barranger is Senior Vice President Global Sales for Etihad Airways, the National Airline of the United Arab Emirates. Passengers flying in The Residence or First Apartments can book their entire trip using the Victor app and seamlessly connect their onward journey by private jet with Victor. etihad.ae
The Business Studio cabin.
GTMC REPRESENTATION | Paul Wait
And how has mobile technology changed the way you do business generally? It allows for constant connectivity with whomever you want, enabling decision-making wherever you are
and increasing productivity. Now both business and personal transactions can be made in downtime. The period between thinking about doing something and then doing it has reduced dramatically. How has your company been able to take advantage of the on-demand economy? It allows TMCs to offer a combination of access to information, and good personal service from an experienced advisor – what we like to call “nudging with value”. The on-demand economy lets them search on a client’s behalf more easily, and then quickly recommend the most appropriate solution according to their needs. Do you anticipate an increase in business travel in 2016, and how important do you think face-to-face meetings are to doing good business? Business travel from the UK will grow, driven by the SME sector. The government has a target of 100,000 new companies exporting by 2020, and an Oxford Economics study showed that every £1 spent on travel produced £12 in revenue. The GTMC survey of
And finally, what is your favourite mobile app or gadget? It has to be Twitter.
Paul Wait is CEO of GTMC (formerly known as the Guild of Travel Management Companies), which is the only representative body for travel management companies and the business-travel community in the UK. Its mission is to show the vital role played by business travel in the economy. gtmc.org
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INDUSTRY PERSPECTIVE
As many airports are reaching maximum capacity, flying on commercial airlines will become more crowded and more time-consuming. Flying privately is likely to become a real option for an increasing number of businesses.
frequent business travellers states that exports and business revenue substantially covered the cost of the travel. Face-to-face meetings are essential to business growth. The idea of video conferencing replacing business travel is as dead as the dodo.
F LYVICTO R.C O M / BUSIN E SS INTERVIEW #4
How is technology – and mobile technology in particular – changing business travel? Development in technology and mobile applications in particular is driving personalisation, and a key aim for travel providers and travel management companies (TMCs) is the ability to engage more effectively with travellers. Business travellers are increasingly seen as company assets who influence more of the decisionmaking – and these are people who want information at their fingertips. So the use of airline boarding passes on mobiles will spread to the hotel industry, where check-in will be online and you go straight to your room and scan your way in. The TMC needs to be the traveller’s mobile companion, there to help with itinerary changes, offer advice on the move and deal with any emergencies.
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GOOD REASONS TO FLY VICTOR FOR BUSINESS
Whether your company already owns aircraft or prefers to charter jets on demand, the Victor model serves a wide range of businesses. Here are the top 10 reasons why corporate customers are increasingly choosing Victor:
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1 Simplicity Easy to book on-demand flights to supplement current set-up
6 Social Club Victor membership for executive assistants and travel bookers
2 Safety Pre-vetted and ARG/US world-leading operators
7 Secure Absolute discretion, always
3 Support Expert flight planning teams on hand around the clock
8 Service VIP concierge available
4 Streamlined No corporate membership fees 5 Savings Save up to 50% on the cost of fractional ownership and jet cards
Everything you need to fly, all in a single app.
9 Selection At least three independent quotes per flight to comply with procurement policies, plus pricematch guarantee 10 Surety Protect against unforeseen events with mechanical insurance included
According to Wing-X, the 2016 World Economic Forum at Davos attracted over 1,000 business aviation movements (arrivals and departures) to the four airports that service the event: Zurich (LSZH), Duebendorf (LSMD), Altenrhein (LSZR), and St Moritz (LSZS).
Easy to share the itinerary with your passengers. Instant notification of any updates to your schedule.
Directions to your private departure terminal from wherever you are.
SAVE TIME With Victor, there's no need to spend time calling the broker network or collating and comparing quotes: on our app and at flyvictor.com, you can see side-by-side jet and operator information, in minutes.
CUT COSTS Victor’s flat-rate, on-demand pricing structure is the next step in business jet charter: we can deliver the guaranteed aircraft reliability and same high level of service as pre-paid cards or fractional ownership far more cost-effectively.
GO ANYWHERE Victor’s smart technology can minimize or eliminate positioning costs, making anything from point-to-point one-ways to multilegs and round-trips more efficient than ever before.
STAY SAFE Our operators are pre-vetted and ARG/ US safety-rated – and with a wide choice of aircraft available and easily identified by tail number, you’re always connected and in control. Citation XLS+
ADD ON Hedge against paying more for your existing business jet travel with our instant-estimate pricing tool: with no membership fees, supplemental lift has never been easier.
AIM HIGH Victor’s highly experienced flight planning teams span the globe, providing an expert operations service that has your business – and the world – covered.
THE POPULAR CHOICE AMONG BUSINESS TRAVELLERS CESSNA CITATION XLS+ Super Light Jet
Range with 4 passengers:
03h 30min
Number of seats:
6 individual seats + 2-seater sofa
Cabin height:
5’8” / 1.73m
Cabin width:
5’6” / 1.68m
Length:
18’6” / 5.64m
Luggage space:
90ft3 / 2.55m3
Speed:
500mph / 800kph
Takeoff length:
3,560ft
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Type of aircraft:
WHY VICTOR
FOR BUSINESS
UK: +44 20 7384 8550 US: +1 877 275 9336 DE: +49 89 242 18 236 business@flyvictor.com flyvictor.com/business
Victor is ATOL-approved by the Civil Aviation Authority, a partner of the GTMC, and a proud member of NBAA, BACA and EBAA.