NFIB

Go for the Cheap Seats
05/ 28/ 2003

by Nancy Mann Jackson

Discount airlines seem to be the only ones making money in the sky these days. They're also the ones making it possible for many small businesses to grow and profit through affordable business travel. Hop on board and start leveraging discounted travel to build your business.

Don't hesitate to ask for discounts.

Keep track of your travel spending and use the data to negotiate discounts with airlines (and hotels or rental car companies). If your business doesn't generate enough travel to warrant special treatment, consider joining with other companies to guarantee a certain amount of travel spending, making your business more attractive to travel suppliers.

For instance, a group of six travel agencies across the country recently formed their own buying group, the National Ski Tour Operators Association. "There are only six of us, but together we have greater leverage in negotiating discounts from airlines and hotels," says Walter Daman, a member of the group and owner of Daman-Nelson Travel in Lafayette, Calif.

Seek clients in discount airline markets.

If a discount airline flies into your city, consider the carrier's other markets when prospecting potential business. If you're going to travel to and from a client's office frequently, it's wise to ensure inexpensive tickets upfront.

Bill clients for travel costs.

One of the most effective methods for cutting travel bills is simply not to pay them.

"Our clients pay for our trips when we need to meet with them face-to-face," says Ronnie Stoneman, owner of a Nashville, Tenn.-based marketing agency for dry cleaning companies, Fields of Gold. "It's just part of our client contract, so we don't have to worry about rising travel costs."

Combine transportation options.

If your discount airline doesn't fly directly into your destination city, check and see if it flies into a nearby airport. In some cases, it may be less expensive to fly a discount airline in to another city, then rent a car and drive the rest of the way.

Let an agent do the heavy lifting.

While the Internet makes travel planning easy, frequent small business travelers can benefit from the services of a travel agent to help them get the best deals. Using an agent cuts out time you'd spend searching for deals yourself. "A good travel agent finds you the best deals and lets you focus on your business," says Daman. "They can also help you work out problems."

---

This article originally appeared in the June/July 2003 issue of MyBusiness magazine.

Small Business Sound Off
Does this story hit home?  Share your story with us