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ANDREW IRO OKUNGBOWA who was at the recent launch of the partnership deal between Business Travel Management Limited (BTML), a Nigerian owned travel destination management company, and CWT, core technology solutions providers, writes on the opening of a new chapter in Nigerian travel sector

 

 

The unveiling of the partnership between Business Travel Management Limited (BTML) and CWT (formerly Carlson Wagonlit Travel) in Lagos penultimate week, had all the trappings of historic feat beside the colours and excitement that it generated.

For many followers of the travel business in Nigeria and Africa, it marks the beginning of a new era not just only for the aviation and travel service sectors but more importantly for BTML, which over the years has gone through different stages of evolution and significantly, promoting new generation of leaders to drive the dream of the forebear of the company that was taken to an enviable and distinctive height by the scion of the founder of the travel agency then known as Five Stars.

Essentially, the knell of the new partnership is simply the engagement by BTML of CWT (formerly Carlson Wagonlit Travel), the business-to-business-for-employees (B2B4E) travel management platform to leverage on its network and technology solutions to further extend its influence in the market place.

Operating under the CWT brand in Nigeria, the company aims to elevate the standard of travel management in the region and, by partnering with a global B2B4E travel management platform, BTML will bring further focus and cohesion to positively impact the continent, enhancing value and service delivery levels.

The journey

Lola Adefope, the managing director of BTML and the heir apparent of Olufemi Adefope, the face and brainbox of the travel destination management company and its allied affiliates, on the day was her magisterial and eloquent – self, discharging the burden of trust that the new era of the business imposed on her young shoulders as she took everyone present through the new narrative of the evolvement of BTML and its partnership with CWL, a global brand with presence in over 104 countries.

She left no one in doubt of the road that the company had trod, what it stands for and the legacy of her father that has continued to propel the business to greater height. Thankfully, Femi Adefope and the wife, Bola, who on this day shared the podium with their daughter, looked on delightfully, as she exposed the vision and mandate of the new union.

BTML, she said: ‘‘Is a company as well as a passion project and it is the vehicle that we have used to gather like – minded people around us. And we will continue to do this in order to make a difference in aviation and travel services industry. Nobody in this room, I believe, is a stranger to Mr. Olufemi Adefope, and the legacy that he has set before us.

‘‘BTML is a corporate travel service company, which predominantly focuses on providing excellent corporate services to our customers. We actually have a mission statement that said: ‘Just that.’ Our mission statement has been and will be, moving forward, and will continue to be, no matter how big or what direction the company goes, ‘to consistently provide value added focus travel services that is perceived and received by our customers as excellent.

‘‘That is our reason for being. That is our reason for waking up in the morning, coming to work and doing what we do because we want to make a difference in the travel service industry and we want to show what efficient and excellent customer service actually looks like and it is our honour to actually offer it for over 30 years in Nigeria.’’

Still on the cherished value of the company, the managing director of BTML disclosed that: ‘‘The whole ethos of the company is to make a difference in the service industry, particularly in the travel service industry.’’ Also, she spoke glowing of the expansion of the service line offered by the company over the years to include lounge services, meet and greet service and fast track service.

And, of course, ‘‘we provide data services to our clients as opposed to travel agencies,’’ however, she stressed that: ‘‘But as a proper corporate travel service company what we actually specialise in is all of the – in – between.’’

Seeking out the best partners

Achieving this great height, according to her, was made possible through the various partners that they have worked with across the board, paying tribute to many of them for helping the company achieve excellent service delivery.

‘‘But over the course of the years the business landscape has changed and so is our partnership. We always want to work with the best, we always want to ensure that we are able to deliver the best solutions to our clients. And one of those solutions or one of the key solutions that we always have lacking in the industry and in Africa, was the ability to deliver travel technology.

‘‘So, what BTML did, we looked inward and we developed as much as we could. And we went around the world and we sought travel technology from local partners and one of our biggest partners was Amadeus. Amadeus, a Global Distribution Service (GDS) provider and very, very strong in the provision of travel technology and they assisted us, moving us from a basic travel management company, providing minimum data.’’

A union with CWT

Not resting on its past glory, Lola Adefope disclosed that over the last couple of years, the company went on a search to conquer a new height and it is that quest that today has resulted in the new marriage with CWT, which specialises in core travel technology solution not only for the travel industry but also for the energy and service sectors.

‘‘But over the last couple of years, we have entered another stage in our evolution and transition of the business and to that end, I will like to thank CWT for welcoming BTML into the CWT world,’’ declared an elated Loal Adefope of the new union with CWT, which was officially made public on the day, with two of the leading officials of CWT sharing the podium with the Adefopes on the day. The due were: Francisco Nunze, vice president and global head of CWT Global and Raphael Pasdelroup, senior vice president and global head of CWT Energy.

Therefore, it was with delight and expectation of a brighter prospect that she presented the new partnership to the public: ‘‘BTML is extremely proud to be CWT partner in Nigeria. We are looking forward to many years of solid partnership, the entire team within the organisation is very happy to be a part of CWT and we are looking forward to the additional services, the expertise, and the travel technology that this global brand is going to bring to us here in Nigeria.

‘‘As well as the efficiencies and the opportunities that they are going to allow us to partake in as we open up Africa and solidify the relationship that we have in Africa.’’

Aside deploying the travel technology solutions that CWT brings to the table to optimise its core business in travel destination management, it also opens a new frontiers for BTML in the energy sector and other corporate fronts where it looks to prospect for businesses.

‘‘Not only are we looking forward to the services that we are going to provide in travel technology but the quality of the services, the human touch that we provide is very, very important. And more so in Nigeria where our economy is driven by the energy sector.

‘‘We do have a very sophisticated and matured downstream and upstream business and we have several global brands in Nigeria that also require travel management services. To this end, we are going to leverage on the expertise of CWT and we are very, very pleased to welcome Raphael who is the head of CWT energy resource and he is going to bring this expertise to manage this area of our business to us here in CWT.’’

CWT’s focus

For the duo of Nunez and Pasdelroup, who represented CWT at the launch, partnering BTML is a new prospect and a gateway for them to not only re-install the presence of CWT brand in Nigeria, which for them offers great opportunity but Africa, as the company boast over 104 locations across the world, with two third of it in Africa.

‘‘It is a real pleasure for us to see our customer evolve and we are delighted to be with you today and to announce the business in Nigeria and our presence in Africa,’’ disclosed Nunez, as he briefed on the details of the partnership and areas of core business of CWT, which mainly is that of developing innovative technologies to drive businesses across the world, with the energy sector as one of their fortes.

‘‘We are very focus on technology, we are very focus on innovation, and together with the other partners that are present in this room (Kenya, and Ethiopia representatives) we are here to bring the solution that we have available to our clients.’’

Clients across the world, he said: ‘‘Want to have a seamless and consistent experience, they want an experience that is single and simple when they travel. This is our key focus over the last 10 years.

The scope that we look after is over 104 markets, delivering that consistent experience is key, especially based on the clients,’’ he said even as he stressed that what is of importance now is not only winning more clients for the network but retaining them hence the company invest hugely on innovative technology to offer new experiences to their clients.

It is in achieving this and building on the successes that they have garnered over the years that the new partnership with BTML becomes imperative for them because they both have common values and philosophy. ‘‘This is very important, to deliver consistent travel experience that is safe and secured. And driven by innovative technology and I think this is the common ground between BTML and CWT.’’

Nunze, who over a year ago had a somewhat exploratory meeting with Femi Adefope over a year ago and down the line now engaged in a business marriage with BTML is for him fortuitous, as he said that: ‘‘It was a big surprise and real pleasure for us. Life is about timing in everything that you experience.

Furthermore, Nunez stressed that the partnership: ‘‘Is to re- install CWT as a brand in Africa that is recognisable as business – business – for – employer (B2B4E), which is a concept that we have created and we want this to spread all over the continent.

‘‘It is a global brand and we have rebranded and moved from Carlson Wagonlit Travel, it is just CWT. I think CWT has recognised the importance of delivering this parity and this is basically our daily job.

‘‘The interest in partnering with BTML, I will say as solution provider, we always want to partner with companies that share the same values with us. Everything that we do is governor by four simple values, these are; caring, leadership, passion and integrity.

So, these four values are very critical and we travel around the world seeking partners that could fit with our way of operating. It is actually not that easy.’’

If there is one thing that Nunez is surefooted about, it is the future prospect of this new partnership, which he said holds a lot. ‘‘There is a lot of expectations for the future.’’

Lola Adefope also echoed this fact when she said that: ‘‘I am sure that we have found the right partner, we are certain that we find the right partner and they have given us the tools and products to deliver excellent service to our customers so that wherever they are it is the same tool and product that they have and can use seamlessly.

‘‘We are now able to match our service delivery with the technology that CWT offers.’’

Looking to a brighter future

The managing director of BTML is secured in the knowledge that this new union offers a brighter prospect for her firm, as she declared that: ‘‘One of the key things that we at BTML are looking forward to in the next five years is to be a source of information for the aviation sector, for the service sector. We want to be looked at as a resource and service company out of Nigeria and Africa, working with the partnership network that CWT has across the continent. They are present in some of the strongest markets in Africa.

‘‘CWT has strategically placed partners across Africa and we hope to help strengthen that partnership. We are reshaping the industry and we are taking control of the Nigeria narrative working with CWT.

‘‘Nigeria and Africa are seen as the last frontiers and through a partnership like this we can actually assist businesses growing the African market.’’

Deploying the latest travel technology to Nigerian market

Pasdelroup, who is in charge of the energy sector for CWT, also pitched in, describing Nigeria thus, ‘‘is one of the top energy sectors in the world. We need company that can help us grow our range of services and moving from the traditional corporate services to business to business for employer.

‘‘We need to make sure that we invest and we have business partners.’’

One of the travel technologies that the Nigerian and African markets will enjoy courtesy this new partnership, he said is one of the latest in the world, which he called end – to – end journey tool. ‘‘One technology that we launched a few months ago is the technology for the end – to – end journey. That means that we have the traveller cover from his home to worksite and running a seamless technology that covers most of the journey.

‘‘We are bringing this technology to Nigeria and no one else has the technology.’’

Endnote

What a befitting end to the launch of the new marriage it was to have the brain behind it all, and who is taking a back seat as the chairman of GHI Assets, the holding company of BTML and others, Olufemi Adefope, who sat through the event quietly watching his daughter, Lola Adefope, the new czar on the block, take charge of proceedings admirably, to put a cap on the union.

Obviously, a pride and fulfilled father, to see the historic turn of event, he expressed gratitude to God for the day and for everyone that attended. He went on the historical lane as he gave a glimpse of how the journey started with the matriarch of the Adefopes, his late mother, who started it all with Five Star Travels and he had the opportunity of working with her and learning the ropes.

Building the company from the scratch to such an enviable stage that it has become through the years; undergoing different evolutionary stages, and now having one of his children take full charge, is something to be quite grateful and a mark of success for him as he noted that:

‘‘Lola, thanks, you are the next generation. This business started in 1979, set up by my late mother, about 40 years ago. I worked with her at the Falomo Shopping Complex. It was fun.

‘‘I thank the Lord to have my daughter take over the running of this unit at this point in time and I pray that one day she will also have the opportunity of handling it over to one of your children or somebody else within the organisation.’’

And then to the duo of Nunez and Pasdelroup from CWT, he said: ‘‘Thank you for your interest in BTML and Nigeria. The team look forward to working with you.

“The evolution of the travel industry is inevitable. With technology underpinning everyday life it is obvious that corporate travellers are going to want the same efficiencies in their travel programme that they get in their everyday life. ‘‘Partnering with CWT in Nigeria allows our company to bring new travel technology and ideas to the table. This partnership allows Business Travel Management Limited to remain at the forefront of Travel Technology in the region.

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