Jutigny's background and role

Florent Jutigny, commercial director of Ailleurs Business, joined the company nearly four years ago after the acquisition of Bleu Voyages. His responsibilities include developing the company's operations, maintaining existing clients, and strengthening its portfolio. Previously, he worked at Edenred, a firm specializing in business-to-business services like restaurant vouchers and gift cards.

Company's growth and structure

Ailleurs Business has evolved from a post-pandemic integration phase to a position where it can serve large-scale markets, especially public ones, which demand advanced digital and technical expertise. The company now employs over 200 people and has 13 business units. Jutigny highlights the need for skilled employees to handle complex travel requests, as most are processed manually rather than through digital platforms.

Competitive landscape and positioning

The business travel sector is intensely competitive, with major players like Carlson Wagonlit Travel and Amex GBT, as well as tech firms like Navan and Swile. Ailleurs Business differentiates itself by emphasizing its French identity and concerns about data sovereignty. Its financial stability and membership in the Selectour cooperative are also seen as advantages in supplier negotiations.

Segments and market dynamics

Ailleurs Business operates in two main segments: one targeting the middle market with companies generating around a million euros in business volume, and another focused on public and private markets, handling tenders ranging from 3 million to tens of millions of euros. The market has become more competitive, with some tenders attracting over 15 agencies, leading to longer response times and a greater focus on price.

2026 goals and challenges

For 2026, Ailleurs Business aims to secure nearly 80 million euros in new and renewed contracts, expecting to reach over 300 million euros in total business volume. However, the year is expected to be complex due to political and geopolitical uncertainties, with security concerns becoming increasingly important.

Revenue model and cost optimization

The economic model of Travel Management Companies (TMCs) is a topic of discussion, with some offering no fees. Jutigny stresses the importance of transparency in explaining Ailleurs Business's revenue model. The company generates income through both customer fees and supplier commissions, with a focus on helping clients save money by optimizing expenses.

Technological partnerships and future goals

Ailleurs Business collaborates with five Supplier Booking Tools (SBTs), including Goelett, Wondermiles, Cytric, KDS, and SAP Concur, to meet diverse customer needs. A partnership with Globalstar supports companies with international operations, enabling data consolidation and managing local emissions under one contract.

Long-term vision and challenges

Ailleurs Business aims to achieve 500 million euros in annual business volume by 2030, with intermediate targets of 300 million euros by the end of 2026 and 400 million euros by 2027. The company is preparing for 2027, anticipating challenges such as political instability and potential delays in tender processes due to events like presidential elections.