This engagement was delivered by Travel Spark. The client remains anonymised because the work was confidential.
Scale and context
- 15 Southeast Asian countries
- 35 product and procurement staff
- More than A$80 million TTV
The challenge
The DMC needed stronger commercial accountability and a more consistent model across destinations. Product, procurement and contracting practices varied, leadership had limited comparable data and team effort was not consistently aligned with profitability and strategic value.
The work
Supply and product economics
- Reviewed product and supplier value across destinations and product types
- Established clearer portfolio and profitability principles
- Defined policies for FIT, group and long-range agreement activity
Contracting model and playbooks
- Designed consistent contracting strategy and team playbooks
- Created supplier, parity, exception and approval principles
- Strengthened commercial reviews and accountability across teams
Data, organisation and technology
- Defined the supplier master and required management information
- Connected team roles, workflows and decision ownership
- Set the commercial requirements for supporting technology projects
Outputs
- Multi-country product and procurement strategy
- Contracting policy and negotiation playbooks
- Supplier master and commercial data requirements
- Team operating model and accountability
- Technology-project commercial requirements