{"id":54219,"date":"2016-11-09T14:56:21","date_gmt":"2016-11-09T13:56:21","guid":{"rendered":"https:\/\/www.voyages-d-affaires.com\/?p=54219"},"modified":"2022-09-30T12:21:36","modified_gmt":"2022-09-30T10:21:36","slug":"interview-with-michel-dinh-managing-director-of-havas-voyages","status":"publish","type":"post","link":"https:\/\/www.voyages-d-affaires.com\/en\/interview-with-michel-dinh-managing-director-of-havas-voyages","title":{"rendered":"Interview: Michel Dinh, CEO of Havas Voyages"},"content":{"rendered":"<h3>How did the Havas Voyages Connect project come about?<\/h3>\n<p><strong>Michel Dinh -<\/strong> This new solution is the result of all the thought we put into business travel, which is the core business of Havas Voyages. 60% of our business is generated by business travel, mainly for VSEs and SMEs. The travel budgets we handle range from \u20ac50,000 to \u20ac5 million. So it's quite a broad scope.<\/p>\n<h3>How is this project linked to your sale by CWT?<\/h3>\n<p><strong>MR D. -<\/strong> Our distribution transformation project dates back to 2012. We presented it to Carlson Wagonlits Travel (CWT), our former shareholder, who thought it made a lot of sense. But as we only represented 3% of CWT's business worldwide, and they too had embarked on a very profound phase of digital transition, they were unwilling to finance the project. We therefore called on external financing, through the sale operation that took place on 31 December 2015 and which led to the buyout by Marietton D\u00e9veloppement.<\/p>\n    <style>\n        div.link-block {\n            margin: 1em;\n            margin-left: 2px;\n            font-weight: bold;\n            padding: 1em;\n            position: relative;\n            border-top: 1px solid #cecece;\n            border-bottom: 1px solid #cecece;\n            font-size: 1.15rem;\n        } \n        div.link-block::before {\n            display: block;\n            content: '';\n            position: absolute;\n            top: 0.5em;\n            bottom: 0.5em;\n            left: -2px;\n            background-color: #a91c2c;\n            border-radius: 2.5px;\n            width: 5px;\n        }\n        div.link-block > a {\n            text-decoration: none;\n            border-bottom: none;\n            color: black;\n            font-family: 'Roboto', Arial, sans-serif;\n        }\n        div.link-block > a:hover {\n            text-decoration: underline;\n            border-bottom: none;\n            color: black;\n        }\n        @media only screen and (max-width: 600px) {\n            div.link-block {\n                padding: 0.7em;\n            }\n        }\n    <\/style>\n    <div class=\"link-block\"><a href=\"https:\/\/www.voyages-d-affaires.com\/en\/havas-voyages-partnership-trainline\">Read also: Havas Voyages transfers Travel Solutions to Trainline<\/a><\/div>\n<h3>What did this strategic plan consist of?<\/h3>\n<p><strong>MR D. -<\/strong> The aim was to set up <strong>a complete transformation of the network<\/strong>It is based on four main pillars: <strong>the human<\/strong>This is the cornerstone of our transformation, since we decided to maintain our physical network for both SMEs and private individuals; <strong>technology<\/strong>The quality of our people was meaningless without this component, both for individuals and businesses; <strong>marketing<\/strong> and finally <strong>network transformation<\/strong>This is an important point of contact for our existing customers, as well as for the recruitment of new VSE and SME accounts. Every year, <strong>on average, we recruit more than 30% of Havas' annual acquisitions via our network<\/strong>and not by our 'traditional' sales force. This lends credibility to the notion of proximity. Small businesses often have very strong local roots, and even if the brand is highly recognised, the local relationship is one of the arguments of choice. We're not the only ones to have thought about this: the world of retail banking is coming to the same conclusions and is beginning to approach the market in the same way.<\/p>\n<blockquote><p>thinking about today's solution, but above all tomorrow's solution<\/p><\/blockquote>\n<h3>How is this a break?<\/h3>\n<p><strong>MR D. -<\/strong> We have gone in the opposite direction to what has been done until now. The discussions we have had with our customers, suppliers and internal and external users have focused on <strong>thinking about today's solution, but above all tomorrow's solution<\/strong>. The aim is to be more in tune with customer habits that are changing radically, and to take account of the needs of our customers. <strong>increasingly obvious porosity between the BtoB and BtoC worlds<\/strong>. A customer doesn't understand how complicated it is to access content using professional tools that are too complex. That's why we turned to a solution provider who embraces the pace of change in behaviour, in this case the iAlbatros teams. This is<strong>taking agility and flexibility a step further<\/strong>But we also need to be constantly adaptable. The only conviction we have is that things will continue to evolve, through <strong>increasingly short innovation cycles<\/strong>. And the structure of our project has taken this aspect into account so that we can develop the offering further. Our obsession is customer usage. We needed the right partner to meet this challenge. We found one and <strong>we've all gone into <em>start up<\/em><\/strong> to build the <strong>Havas Voyages Connect solution<\/strong>.<\/p>\n<h3>In concrete terms, when will this new SBT be available to your customers?<\/h3>\n<p><strong>MR D. -<\/strong> It's not an SBT, it's a genuine customer relations tool that makes life easier. The <strong>The first implementations of this solution will take place on 15 December.<\/strong>The process will then continue until 15 January, with several waves of migration. It has already been very well received by the customers we have already shown it to.<\/p>\n<figure id=\"attachment_54223\" aria-describedby=\"caption-attachment-54223\" style=\"width: 700px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/www.voyages-d-affaires.com\/wp-content\/uploads\/2016\/11\/Havas-2016.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"size-full wp-image-54223\" src=\"https:\/\/www.voyages-d-affaires.com\/wp-content\/uploads\/2016\/11\/Havas-2016.jpg\" alt=\"The Havas teams worked with those of iAlbatros to &quot;go into start-up mode&quot;.\" width=\"700\" height=\"398\" srcset=\"https:\/\/www.voyages-d-affaires.com\/wp-content\/uploads\/2016\/11\/Havas-2016.jpg 700w, https:\/\/www.voyages-d-affaires.com\/wp-content\/uploads\/2016\/11\/Havas-2016-300x171-derived.jpg 300w\" sizes=\"auto, (max-width: 700px) 100vw, 700px\" \/><\/a><figcaption id=\"caption-attachment-54223\" class=\"wp-caption-text\">The Havas teams worked with those of iAlbatros to \"go into start-up mode\".<\/figcaption><\/figure>\n<h3>Is the need for flexibility you mentioned all the more compelling given that your customers are mainly SMEs?<\/h3>\n<p><strong>MR D. -<\/strong> Yes, indeed. There are real differences between major accounts and small and medium-sized businesses, where <strong>it's often the one who decides who travels<\/strong>. Managers are therefore even more sensitive to this problem of simplicity, because <strong>they themselves are decision-makers and users<\/strong>.<\/p>\n<h3>What role does the SME market play in your customer base and in your strategic plan?<\/h3>\n<p><strong>MR D. -<\/strong> Our target market is very small businesses. In France today, there are <strong>3,100,000 SMES<\/strong>. 676,000 of them travel, but <strong>only 10% of these are intermediated<\/strong>In other words, fewer than 70,000 small businesses. So our challenge is, of course, to satisfy the current market, the 70,000 companies that already work with travel agencies, and to prevent them from disintermediating, which is the current trend. But <strong>the depth of potential is much greater for intermediary companies<\/strong>. So we want to reach out to these small organisations and explain that with our tool, they can manage their entire process with a single click. The fluidity of the process is crucial: companies are buying time and productivity gains. This is particularly true for SMEs, which have to work just-in-time and often travel in \"rush hour\" traffic.\u00a0<em>best buy<\/em>\" and always for a return on investment. This world of SMEs has become disintermediated because we haven't been able to talk to them in the way they expect, and offer them the tools they need.<\/p>\n<blockquote><p>the Havas Voyages business model is based on two legs<\/p><\/blockquote>\n<h3>Do you plan to use this new tool to improve your customer balance, by developing the corporate side?<\/h3>\n<p><strong>MR D. -<\/strong> No, <strong>Havas Voyages' business model is based on two legs: private individuals and SMEs.<\/strong> There is a very high degree of porosity between the two markets. When an SME customer entrusts his business trips to one of our agencies, <strong>trust is established<\/strong>He also tends to entrust us with his personal travels. So we need these two complementary activities.<\/p>\n<h3>How do you view the relationship between business and leisure travel?<\/h3>\n<p><strong>MR D. -<\/strong> We can clearly see that the porosity between business travel and leisure is coming to France. This is a real issue for all TMCs. Business customers are now arriving with applications like Trainline and other leisure tools. Simply because it's ultra-simple, and they don't want to complicate their lives! Business travel behaviour is largely influenced by the world of leisure applications... It's <em>the<\/em> source of inspiration, and the travellers are the same.<\/p>","protected":false},"excerpt":{"rendered":"<p>The new Havas Voyages Connect tool will arrive on the business travel market on 15 December. Michel Dinh, CEO of Havas Voyages, explains the thinking behind this technological breakthrough, and shares his vision of the market. <\/p>","protected":false},"author":17,"featured_media":54275,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[77,79],"tags":[1371],"type-darticle":[51],"n_magazine":[],"class_list":["post-54219","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-agences","category-outils-de-gestion","tag-sbt","type-darticle-interview","vapo-free"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.9 (Yoast SEO v25.9) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Interview : Michel Dinh, Directeur G\u00e9n\u00e9ral de Havas Voyages<\/title>\n<meta name=\"description\" content=\"Le nouvel outil Havas Voyages Connect arrivera sur le march\u00e9 du business travel le 15 d\u00e9cembre prochain. Michel Dinh, Directeur G\u00e9n\u00e9ral de Havas Voyages, explique la r\u00e9flexion qui a pr\u00e9sid\u00e9 \u00e0 cette avanc\u00e9e technologique, et livre sa vision du march\u00e9.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.voyages-d-affaires.com\/en\/interview-with-michel-dinh-managing-director-of-havas-voyages\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Interview : Michel Dinh, Directeur G\u00e9n\u00e9ral de Havas Voyages\" \/>\n<meta property=\"og:description\" content=\"Le nouvel outil Havas Voyages Connect arrivera sur le march\u00e9 du business travel le 15 d\u00e9cembre prochain. Michel Dinh, Directeur G\u00e9n\u00e9ral de Havas Voyages, explique la r\u00e9flexion qui a pr\u00e9sid\u00e9 \u00e0 cette avanc\u00e9e technologique, et livre sa vision du march\u00e9.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.voyages-d-affaires.com\/en\/interview-with-michel-dinh-managing-director-of-havas-voyages\" \/>\n<meta property=\"og:site_name\" content=\"Voyages d&#039;affaires\" \/>\n<meta property=\"article:published_time\" content=\"2016-11-09T13:56:21+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-09-30T10:21:36+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.voyages-d-affaires.com\/wp-content\/uploads\/2016\/11\/Havas-M.-Dinh-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"650\" \/>\n\t<meta property=\"og:image:height\" content=\"506\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Florian Guillemin\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Florian Guillemin\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.voyages-d-affaires.com\/en\/interview-michel-dinh-directeur-general-de-havas-voyages\",\"url\":\"https:\/\/www.voyages-d-affaires.com\/en\/interview-michel-dinh-directeur-general-de-havas-voyages\",\"name\":\"Interview : Michel Dinh, Directeur G\u00e9n\u00e9ral de Havas Voyages\",\"isPartOf\":{\"@id\":\"https:\/\/www.voyages-d-affaires.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.voyages-d-affaires.com\/en\/interview-michel-dinh-directeur-general-de-havas-voyages#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.voyages-d-affaires.com\/en\/interview-michel-dinh-directeur-general-de-havas-voyages#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.voyages-d-affaires.com\/wp-content\/uploads\/2016\/11\/Havas-M.-Dinh-1.jpg\",\"datePublished\":\"2016-11-09T13:56:21+00:00\",\"dateModified\":\"2022-09-30T10:21:36+00:00\",\"author\":{\"@id\":\"https:\/\/www.voyages-d-affaires.com\/#\/schema\/person\/21d3288dfdda735a7c37eb00030560b7\"},\"description\":\"Le nouvel outil Havas Voyages Connect arrivera sur le march\u00e9 du business travel le 15 d\u00e9cembre prochain. 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