Graham Ramsey
After leaving the GlobalStar Travel Management group last summer, U.K.-based Advanced Travel Partner International last month announced an alliance with Chicago-area firm CorpTrav Management, also a former GlobalStar member, as part of ATP's effort to build up a multinational presence. In May 2009 APTI acquired marine fares specialist Instone International and doubled its owned locations to more than 16 countries in Africa, Asia, Europe, the Middle East and the United States. In December ATPI announced a franchise agreement with the United Arab Emirates’ Orient Travel to open and operate offices in Dubai, Abu Dhabi and Sharjah. "Corporate customers are increasingly demanding a travel management provider that operates without boundaries and beyond borders; this latest deal allows us to meet their objectives," according to a press statement by ATPI Group CEO Graham Ramsey. "We fully expect to not only increase service provision for our mutual clients, but also to provide a compelling proposition for new clients looking for an alternative to their international travel management providers." Speaking with The Transnational, Ramsey discussed plans to add to the 20 countries in which ATPI operates through more partnerships for multinational client support, and said his group competes with the so-called mega travel management companies as much as it does the likes of GlobalStar or Radius. Selected questions and answers follow.
What does the CorpTrav deal entail?
From their perspective, the benefit is it gives them an international network through our [45] international offices. And it enables us to sell into the U.S. and have a reliable partner. So we'll be working with CorpTrav and other partners on an international basis to look at selling our international proposition to international clients.
Who are the target clients?
Those who require services, as opposed to fulfillment. Anything up to €30 million to €35 million in travel spend. We look for industries where our travel expertise will benefit their operations. We [aim to] reduce the cost of travel, not just transactions.
In what ways does this move replace benefits of participation in GlobalStar?
It replaces GlobalStar. We're still on good terms with them. We left on good terms. We were not able to stay within that organization. We had made an acquisition which had offices in areas where GlobalStar had members. We were unable to agree with GlobalStar [on] a way forward, so we set up our own network. There's no animosity. We will try to work with them as we can. We understand it was difficult for them.
Will you brand the network?
It will be an ATP network.
How did you find CorpTrav?
We have known them for some time. We knew them through GlobalStar. We know most of the players in the U.S. We always thought it was a good company with a good reputation. We have some shared clients already.