Wholesalers, bedbanks and B2B accommodation platforms

Build a wholesale model where supply, margin and distribution reinforce each other.

Travel Spark helps wholesalers and bedbanks improve supply strategy, product economics, pricing, B2B distribution, API commercialisation, partner activation and the operating model required to scale.

Book a commercial discussion Explore the areas we review

The connected wholesale engine

Follow value from the supplier contract to the distribution partner.

Wholesale performance is shaped by the interaction between product, connectivity, mapping, pricing, credit, distribution and servicing. Reviewing one lever in isolation often moves cost or risk elsewhere.

Supply and portfolio strategy

Prioritise direct and intermediary supply by demand, differentiation, economics, reliability and strategic value.

Pricing and supplier choice

Design markup, routing and contribution rules that include incentives, reliability, payment and cost to serve.

B2B distribution

Clarify target buyers, product rights, credit, partner economics, connectivity and account growth.

API commercialisation

Connect the commercial proposition with onboarding, content, mapping, search, booking and support requirements.

Market entry and representation

Build local positioning, priority accounts, activation and representation without assuming a full local structure from day one.

Commercial operating model

Set ownership and measures across supply, sales, pricing, product, technology, finance and operations.

Supply and distribution economics

Know which product and partners create durable contribution.

Gross booking value can make weak economics look healthy. Travel Spark can connect supplier income, customer margin, distribution cost, credit, failures and servicing effort to show where the model creates value and where growth adds complexity.

Supplier and product contribution

Direct versus intermediary supply strategy

Overrides, rebates and back-end income

Markup, pricing and supplier-routing rules

Buyer economics, credit and payment terms

API onboarding and activation performance

Booking failure and servicing cost

Market-entry and local representation priorities

Flexible engagement

Begin with the level of support the business needs.

The initial conversation establishes whether the right starting point is diagnosis, a defined project or continuing commercial ownership.

Focused diagnostic

Establish what is happening

A defined review of the commercial model, evidence, dependencies and leadership priorities, resulting in clear findings and a practical action plan.

Strategic project

Resolve or redesign a defined area

A focused mandate with agreed decisions, outputs, participants and implementation requirements across commercial, product, operational or technology work.

Ongoing or embedded support

Add experienced ownership

Retained advisory, fractional leadership or interim executive capacity with a clear mandate, decision rights and operating rhythm.

Relevant experience

Wholesale leadership grounded in supply, pricing and distribution.

James Whiting ultimately led Infinity Holidays, with responsibility across hotel supply, pricing, B2B distribution, commercial performance, operations and the supporting technology roadmap.

Through Travel Spark, James led MG Bedbank's Australian entry and local representation, connecting market strategy, product, account activation and local operating feedback.

That experience supports both established wholesale businesses improving performance and international businesses building a credible route into Australia or New Zealand.

Frequently asked questions

Commercial support from supply through partner activation.

Can Travel Spark review wholesaler or bedbank margin?

Yes. The review can connect customer margin, supplier economics, overrides, payment, FX, distribution cost, booking reliability and servicing effort to true contribution.

Can Travel Spark help improve API distribution?

Yes. Support can cover the buyer proposition, product rights, commercials, integration readiness, onboarding, activation, account ownership and operating support.

Can market entry and GSA representation be included?

Yes. For an international wholesaler or bedbank, the engagement can include entry strategy, local representation, target-account activation, reporting and country leadership.

Can the work cover supply team structure and targets?

Yes. Travel Spark can review roles, destination coverage, supplier segmentation, targets, incentives, reporting and leadership cadence.

Is support available as a fractional executive?

Yes. A mandate can be structured around fractional commercial, supply, country or interim leadership with defined authority and outcomes.

A useful next conversation

Start with the supply, distribution or growth decision that matters most.

Travel Spark can provide a focused review, lead a defined project or add experienced commercial ownership inside the business.

Book a commercial discussion

New · Travel Spark Solution Lab

See a different operating model working.

The Lab is Travel Spark’s live demonstration environment. It helps business leaders see how supplier activation, booking, pricing, distribution, recovery and portfolio decisions can work before committing to a platform, partner or build.

Explore the Solution Lab ↗

*Solution LabLive demonstrations

01Activate02Book03Optimise04Distribute05Recover06Learn