岁末之际，我们盘点行业大事，国内航空公司对代理人佣金的两次重大调整以及规范市场的各种新政无疑是最受瞩目的话题之一。
新政一，代理费率的下调。2015年1月和6月两次大规模调整，代理人佣金比例从之前的3%下降到1%，再到0%。酝酿多年的国内机票“零佣金”销售新政正式登上历史舞台。
新政二，发展直销。主要国有航空公司为了完成国资委下达的直销比例要求，除了“零佣金”，他们还正不遗余力发展直销平台，除了投入巨大资金建设其网站，还不断给予政策和价格支持。
国内某航司在2015年6月向代理人发出了“定向销售措施通知”（下图）。新的政策规定，在指定情况下机票仅限官网销售。新政对实际操作的影响已经显而易见，航司官网显示有座位，但在一般代理人使用的中航信系统中则无法预订该航司指定航班的机票。
嘉信力旅运（Carlson Wagonlit Travel）差旅管理学院（Travel Management Institute）曾经针对市场的变化首度提出了颇具争议的差旅管理新名词 - “开放预订” (open booking)。对 “开放预订” 的争议此起彼伏，它在节约成本以及提升员工满意度方面的实际效果仍缺乏有力证据。
CWT还专门针对 “开放预订” 进行了全球性的深度调研，并发布了名为《商务旅行管理何去何从？》的研究报告。
调研结果显示，三分之一的受访者希望通过 “开放预订” 获得更好的价格，而三分之二的受访者则希望能够预订到所需时间的指定航班。
关于 “开放预订” 是否就能保证更好的机票价格，调研报告的数据分析证明，通过公司指定的差旅管理公司预订到的机票价格比其他外部渠道的价格平均低9%。
关于第二点，即 “开放预订” 以及满足员工特定航班的诉求，结合目前国内航司 “定向销售” 的新政，差旅管理公司和企业差旅经理都还需要认真思考应对之策！
“开放预订” 对企业差旅整合、差旅管控和旅行安全带来了管理方面的巨大挑战。企业需要向员工进一步强调提前预订的重要性、以及遵循差旅政策的必要性。与此同时，国内航司的新政也促使商务旅行管理公司在在线预订系统升级以及差旅服务改进方面不断追求创新，以期在市场的寒流中立于不败之地。
下期刊物连载：“中航嘉信商旅视点”第五期 差旅经理实践分享—智 · 慧出行，敬请期待！
Managed travel impacted by new policies from domestic airlines
At the end of the year when we look back at what happened to the travel industry in 2015, one significant topic we cannot ignore is the fact that domestic airlines have adjusted their sales commissions for travel agents twice in one year, as well as implemented many new policies in order to regulate the market.
Policy one: the reduction of sales commissions. We have witnessed these changes twice both in January and June of 2015, where travel agents' commissions were reduced from 3% to 1%, and later to 0%. After years of deliberation, "zero commission" for domestic tickets is finally a reality that we all have to face.
Policy two: direct sales. To meet the targets of direct sales set by China’s State-owned Assets Supervision and Administration Commission (SASAC), major state-owned airlines have spared no efforts in developing their own sales platforms by investing huge amounts of money on website developments, as well as giving continuous support of policies and prices for these websites.
For example, an airline released a statement in June 2015 with its new sales policy where under certain circumstances, tickets will only be available on its official website. The impact for travel agents is that seats show as being fully booked in the BlueSky system, however they still show as being available on the airline website.
Travel Management Institute (TMI) of Carlson Wagonlit Travel used a new phrase "Open booking" to address the market changes in one of its reports. There is growing debate surrounding the concept of "open booking" which still lacks sufficient proof of real cost savings and traveler satisfaction.
CWT had also conducted an in-depth global research on "open booking" in 2013 and released a report named "Where Now For Managed Travel?"
This report shows that one third of the respondents would consider "open booking" for a better discount and two thirds for a preferred flight.
Whether or not "open booking" can guarantee a better price, the study shows that the average ticket price (ATP) booked by the preferred TMC is 9% lower than the ATP "open booked" on outside channels.
On the second topic whether "open booking" can better meet employees' specific requirement on preferred flights, both TMCs and corporate travel managers should give some careful consideration, especially now when most domestic airlines are pushing for their "direct sale" policy.
"Open booking" has brought significant challenges to companies in the areas of travel consolidation, travel management and traveler safety. Companies should further emphasize the importance of advance booking, and of travel policy compliance. In the meantime, this new policy has also driven TMCs to improve their online booking systems as well as their service level, in order to meet the evolving needs of travelers and companies.
关注中航嘉信微信公众平台，
完美旅程由此开始！
