Corporate Travel’s Untapped Potential – 4 Ways Airlines & GSAs Can Maximise Growth in India’s $2.6 Billion Managed Travel Market.
Introduction: The Corporate Travel Surge & Its Impact on Aviation
India’s managed travel market is on a transformational growth trajectory, with Travel Management Companies (TMCs) commanding $2.6 billion in corporate travel spend—25% of the total market share (Source: Industry Reports). As businesses resume travel at full scale, airlines and GSAs (General Sales Agents) must rethink their corporate sales strategies to optimise revenue, ensure premium customer retention, and strengthen relationships with TMCs and corporate buyers.
Corporate travel is no longer just about securing bulk fare agreements. The modern business traveller demands seamless connectivity, flexibility, and value-driven experiences. Airlines that align with data-driven strategies, tailored partnerships, and technology-first distribution models will dominate this lucrative space.
Here are four ways airlines and GSAs can capitalise on India’s managed travel boom.
1. Redefining Corporate Sales with Customised Travel Programs
The corporate traveller today prioritises flexibility, premium services, and efficiency. GSAs must evolve beyond traditional bulk fare sales and build customised corporate programs that cater to modern business needs.
✅ Tiered Corporate Pricing Models – Introduce flexible fare structures with added value, including change flexibility, premium cabin benefits, and negotiated rates.
✅ Co-branded airline-TMC Partnerships – Align with leading TMCs to design long-term agreements, exclusive discounts, and loyalty-driven corporate travel packages.
✅ SME-Focused Business Travel Solutions – With SMEs contributing 30% of India’s corporate travel, airlines must tap into this underserved segment with scalable, cost-effective solutions.
GSAs are critical in structuring these corporate agreements, ensuring high-volume, premium-class bookings that drive sustained profitability.
2. Leveraging Data & Analytics to Optimise Corporate Routes & Pricing
Corporate travel patterns are evolving, and airlines must use real-time data insights to make informed decisions on:
✅ High-Demand Corporate Routes – GSAs can analyse travel trends to identify emerging business corridors and advise airlines on new route expansions and pricing models.
✅ Predictive Revenue Forecasting – Airlines that integrate AI-driven analytics into corporate sales strategies can anticipate demand spikes, refine inventory allocation, and reduce pricing inefficiencies.
✅ Dynamic Pricing & Personalisation – GSAs must work with airlines to introduce dynamic corporate pricing, tailoring rates based on travel frequency, industry trends, and client preferences.
With corporate travel demand rising, data-backed decision-making will differentiate between stagnant sales and accelerated growth.
3. Strengthening Airline-TMC Integrations for Higher Market Share
TMCs hold the key to corporate travel penetration, controlling a significant portion of bookings and expense management. Airlines need to integrate with these platforms to seamlessly:
✅ Ensure Higher Inventory Visibility – Airlines must enhance their API integrations with TMCs and global distribution systems (GDS) to secure a larger share of managed travel bookings.
✅ Offer End-to-End Travel Solutions – Beyond flights, GSAs can facilitate strategic partnerships between airlines, corporate mobility providers, and fintech travel solutions to build seamless corporate packages.
✅ Leverage B2B Loyalty Programs – Airlines should partner with TMCs to create enhanced corporate loyalty programs, offering bundled perks across hotels, mobility, and premium experiences.
GSAs play a key role in fostering these airline-TMC partnerships, ensuring optimal pricing structures and strong corporate account engagement.
4. Expanding Fintech-Enabled Payment & Travel Credit Solutions
Fintech innovation is reshaping how corporate travel payments work. Airlines and GSAs must align with new-age fintech providers to offer:
✅ Flexible Corporate Payment Solutions – Airlines can introduce travel credit models, instalment-based ticket payments, and real-time expense management tools tailored for corporate buyers.
✅ Seamless B2B Payment Integrations – GSAs must facilitate fintech collaborations that allow airlines to offer virtual payment solutions, corporate prepaid travel cards, and automated invoicing systems.
✅ Optimised Cash Flow & Risk Mitigation – By integrating fintech-led credit solutions, airlines can reduce corporate payment delays and expand their B2B sales reach with structured financing options.
The future of corporate travel will be driven by seamless financial solutions that enhance cost efficiency and cash flow predictability. Airlines that adapt early to fintech disruption will maintain a competitive advantage.
Conclusion: Airlines & GSAs Must Lead the Next Phase of Corporate Travel Growth
India’s $2.6 billion managed travel market is an untapped goldmine for airlines willing to adopt a data-driven, customer-first, and fintech-integrated approach. GSAs must move beyond legacy sales models and position themselves as corporate travel strategists, driving high-yield revenue, premium-class penetration, and sustainable long-term partnerships.
For airlines, quality revenue should be the priority over volume-driven sales. They can future-proof their market position by investing in custom corporate programs, predictive analytics, TMC alignments, and fintech integrations.
The next decade of corporate travel growth belongs to those who innovate, personalise, and optimise.
Sources:
- McKinsey & Co. – India’s Travel Market Report 2023
- WTTC – India Corporate Travel Market Analysis
- Phocuswright – Future of Business Travel Distribution
- CAPA – Corporate Travel Trends & Airline Profitability
Salil Nath