The inaugural Business Travel Show America launches 15 โ 16 October at the Javits Center, New York. We share the latest findings from Business Travel Show America global buyer survey highlight key strategies for securing policy buy-in from travellers.
Two areas stand out as top priorities, and these are online booking tools and communication as key strategies to managing policy compliance.
Policy compliance and reducing leakage
Improving policy compliance and reducing leakage is the biggest challenge facing nearly a third (29%) of travel buyers in 2026. This is according to new insight from Business Travel Show America. The global buyer survey also reveals that over half โ 51% – are now building nudges and rules into their online booking tools (OBTs) to encourage buy-in. They are also adopting a โtop downโ and โbottom upโ approach to securing buy-in from travellers, encouraging communication and input from both leaders and employees when building policies.
When asked, โHow do you secure employee buy-in and compliance with your travel policies?โ the top five approaches were revealed as:
| Ensuring communication and understanding of travel policies are included as part of the employee onboarding process | 56% |
| Build nudges and rules into OBTs | 51% |
| Clear and consistent communication from leadership | 50% |
| Incorporate traveller preferences into policy | 24% |
| Routinely and transparently report on progress against KPIs to our employees | 17% |
Just under a quarter โ 24% – cited incorporating traveller preferences into policy. More specifically, 14% of those surveyed stated they incorporate traveller preferences a lot, seeing it as fundamental to the process, while 11% are currently reviewing how they incorporate traveller preferences, suggesting employee input and influence may well increase in the future as traveller profile data increases and expectations around personalisation accelerate.
Commenting on how to build buy-in to policy, Martha Ferguson, Director, Global Head of Travel Services, Lazard says: โWhen building a travel policy, it is vital to build a relationship with the EAs who are often so heavily involved in the booking process and managing itineraries. Taking time to explain why and how policies are structured a certain way pays dividends in building understanding and therefore buy-in at all levels, including the C-suite. Once that foundation of understanding is set, so is the standard for compliance which can really help reduce traveller friction in the longer term. We also invite feedback from EAs throughout the year on a rolling basis, not just at year end. This consistent, inclusive approach means they feel more compelled to ensure future trips align with policies at leadership level to both set and reinforce the compliance standard.โ
Commenting on the survey results BTN Group Executive Vice President Louis Magliaro adds: โBuyers are increasingly required to spin many policy plates when balancing traveller expectations against the reality of the budget sheet and itโs a fine line to tread. Including employees in the process of policy development and adopting a more inclusive approach can reap the benefits of greater buy-in. But, with the advance of data processing and the rise of AI building more sophisticated understanding of traveller profiles, preferences and requirements, there is scope to build more comprehensive policies and utilise the technology that is available in a more effective way, with even better informed nudges and prompts from within the OBTs.
โThis yearโs Business Travel Show America Innovation Faceoff showcases some of the most exciting and innovative technology solutions impacting the sector. Buyers will have the opportunity to learn more about how they are working to tackle a whole host of challenges, including expense management and seek answers to the even broader question of policy compliance.โ
The inaugural Business Travel Show America launches at Javits Center New York on October 15-16.
Featuring 100+ exhibitors including TMCs, airlines, hotels, travel technology providers and more, it is free for qualified travel buyers, bookers and managers, procurement professionals, and executive assistants and office administrators who book travel for their organisation.
Free registration is open now:ย businesstravelshowamerica.com/register
*149 corporate travel and procurement professionals, EAs and PAs polled in August 2025.
Business Travel Show Europe goes from strength to strength and won the Best Tradeshow More Than 8,000sqmย award at the AEO Excellence Awards 2025.
