Published on
November 21, 2025
By: Tuhin Sarkar
A new business travel ROI study from the Global Business Travel Association (GBTA) and the American Society of Travel Advisors (ASTA) reveals a key finding: U.S. companies that optimise their business travel management can see up to 30% higher revenue than their peers. The report, based on an analysis of over 3,200 U.S. firms, shows that even small increases in managed travel spending can have a measurable impact on revenue growth. The study also found that a balanced approach to travel policy enforcement, combining control and flexibility, results in stronger business outcomes.
For every 1% increase in managed travel spending, U.S. companies can expect a 0.20% rise in revenue, according to the study. This benchmark analysis highlights the crucial relationship between strategic travel policies and financial performance, providing valuable insights for business leaders and travel managers looking to optimise their travel programs. The study’s results challenge the traditional view of business travel as merely a cost, positioning it as a strategic investment that can directly drive growth and profitability.
As companies face the need to optimise travel spending, the report provides essential data on the ROI of business travel. The findings demonstrate that businesses which integrate data-driven travel management strategies into their operations can improve their competitive advantage. The next section explores the key drivers of business travel success and how companies can leverage this information to drive long-term growth.
What Drives Optimal Investment in Business Travel? Key Findings from the Study
The GBTA and ASTA study identifies several critical factors that contribute to effective business travel management. One of the most important is the design and approach to travel management. Firms that take a strategic, well-governed approach to their travel policies and programs typically spend more on travel. This higher spending is associated with greater business travel demand and stronger ROI. The study underscores the value of disciplined, data-driven travel management, which is a hallmark of growth-oriented firms.
Organisations with over 1,000 employees tend to benefit from economies of scale, resulting in lower per-employee travel costs. These larger firms typically have T&E budgets averaging $2.4 million, allowing them to optimise their travel spend more effectively. In contrast, smaller firms with fewer than 100 employees often face higher per-employee travel costs, reflecting a stronger dependency on travel as a growth driver. However, these firms can still benefit significantly from adopting a more strategic approach to managing their travel spend.
Another important insight from the study is the industry variation in travel spending. Industries that require significant field activity, such as utilities, healthcare, and public administration, show the greatest per-employee spending. For example, utilities spend approximately $8,600 per employee, while healthcare and public administration sectors spend $6,800 and $4,700, respectively. In contrast, industries with more location-bound workforces, such as food services and education, tend to spend the least on business travel.
Travel Policy Enforcement: Finding the “Sweet Spot” for Performance
Effective travel policy enforcement is one of the key drivers of improved business performance. However, the study reveals that overly rigid enforcement of travel policies can actually limit performance. When business travel rules are applied too strictly, it can restrict employees’ ability to make timely and cost-effective travel decisions. The key takeaway here is that businesses should seek a balance between strong policy controls and the flexibility that allows employees to make the best decisions for both the company and their personal schedules.
The “sweet spot” for performance lies in creating a travel policy that maintains sufficient oversight while allowing for the flexibility needed to ensure efficiency and cost savings. By streamlining travel booking processes and giving employees the autonomy to choose cost-effective travel options, companies can maintain control over spending without stifling the productivity or satisfaction of their workforce. This balance between control and flexibility is the cornerstone of an effective business travel strategy.
The study’s findings emphasise that companies which have a flexible yet disciplined approach to business travel outperform their peers by up to 30% in revenue. These companies are able to take advantage of better value for money and increased productivity, all while maintaining the effectiveness of their travel policies.
Benchmarking Business Travel Spend: Actionable Insights for Travel Managers
The benchmarking model in the study allows companies to compare their travel investment against that of their industry peers. This analysis provides actionable insights for travel managers to identify areas where they can optimise their travel spending. For example, a company in the Human Health and Social Work sector was found to be underspending by $50,000 compared to its predicted benchmark. On the other hand, a firm in the Information and Communication sector was found to be overspending by $160,000, pointing to potential opportunities for efficiency gains.
Benchmarking business travel spend against industry peers allows companies to pinpoint how much they should be investing in travel, relative to their size, revenue, and sector. This enables businesses to make more informed decisions about their travel strategies and adjust their policies to ensure they are getting the most value from their spend. Travel managers can use these insights to fine-tune their travel programs and drive stronger business outcomes.
Takeaways for Business Leaders: Maximising the ROI of Business Travel
The study’s findings provide valuable takeaways for business leaders looking to optimise their company’s business travel spend. One key insight is that a 1% increase in staffing corresponds to approximately a 1.1% rise in travel expenditures. Similarly, each additional 1% in company locations adds about 0.08% to total spend. These statistics help business leaders understand how changes in company structure or operations can directly impact travel budgets.
Capital-intensive sectors, such as energy and manufacturing, spend about 34% more on travel, while labour-intensive industries spend approximately 27% less. Companies with structured travel management programs are likely to spend a higher proportion of revenue on travel (0.76%), compared to the industry average of 0.65%. This indicates that businesses with a focused approach to managing their travel budgets are better positioned to benefit from stronger returns on their travel investments.
Conclusion: Optimising Business Travel for Better Revenue Growth
The GBTA and ASTA’s business travel ROI study offers critical insights into how companies can use strategic business travel management to increase revenue by up to 30%. By carefully managing travel investments, enforcing flexible policies, and adopting data-driven travel management strategies, companies can outperform their peers and fuel business growth.
Whether a company is large or small, business travel plays a vital role in driving success. The study’s findings highlight the importance of effective travel policies, benchmarking spend, and balancing control with flexibility. As companies continue to optimise their travel spending, the strategic value of business travel will become even clearer, leading to measurable growth and increased profitability.
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