Survey Shows Most Corporate Travel Buyers Don’t Negotiate for GPS, Electronic Toll Technology

Most corporate travel programs allow travelers to add GPS and electronic toll paying technology to their car rentals, though few corporate travel buyers currently negotiate those amenities with vendors, according to a Business Travel News survey of 228 buyers.

The survey showed that just over half of respondents have policies that allow travelers to purchase electronic toll technology with their car rentals. A slightly higher number allow travelers to add GPS technology to their rental.

Three-quarters of the buyers, however, said they were not negotiating either of these add-ons with car rental suppliers. About 20 percent said they negotiate GPS equipment, and slightly less negotiate for the toll technology.

Bob Brindley, vice president of BCD Travel, a consulting division of Advito, told the Business Travel News he expected more buyers to begin looking into those negotiations. "While car rental companies want to unbundle and charge for these things, if you think from the negotiating perspective, you can include them as part of the negotiations," he said. "It's not dissimilar from unlimited mileage being included, or in the same way some companies pre-purchase fuel."

Electronic toll technology can be an aid to buyers, as tolls paid with the corporate card rather than cash provide better data. Buyers, however, should be sure that travelers are not paying for the technology when they end up paying no tolls during their trip, Brindley said.

GPS technology also has become ubiquitous at car rental companies in the past several years. While some handheld mobile devices can duplicate a lot of those capabilities, many travel managers would prefer their travelers use onboard equipment rather than fiddling with their phones while driving, Brindley said.

One of the obstacles in negotiating the add-ons has been that many of them come with outside deals from technology providers, who set the pricing. Brindley said that is becoming less of an issue, however.

"These tools are going to start becoming more standard," Brindley said. "Initially, they're testing market acceptance and it's easier to outsource, but as they become more standard, it makes more sense to add them in."

Comment On This Story

Comment: (Max. 10000 characters)  
Please leave blank:
* Please note that every comment is moderated.


Newsletter: Sign up to receive latest news, articles, and much more.

Read the latest

Auto Focus Blog: A blog covering fleets, auto rental and the business of cars

Trump and Regulations: An Alt-Fuel View

With 2025 emissions targets back in review, manufacturers, alt-fuel, and alt-power suppliers weigh in on the potential impacts of Trump’s initiatives.

Why GM’s Telematics Announcement is a Really Big Deal

Enabling a telematics connection at the factory — and not through an aftermarket hardware installation — is a game changer for fleets.

Four Thoughts From the 2016 Conference Calls

Sifting through the notes of Avis Budget Group’s and Hertz Global Holdings’ recent fourth quarter conference calls give us some trend lines to watch out for in 2017. (Of course, this gives us an incomplete snapshot, as Enterprise Holdings is privately held.)

Job Finder: Access Top Talent. Fill Key Positions.