Commercial Engine Diagnostic
A focused thirty day review that gives leaders of travel businesses a clear view of how well the commercial engine is working, where value is leaking, and what to prioritise next.
What the Commercial Engine Diagnostic is for
The Diagnostic is designed for CEOs, founders and commercial leaders in travel businesses who sense that commercial performance is not where it should be, but want clarity before committing time, people and capital to wider change.
- Margin is under pressure and you are not sure where the leakage really is.
- Growth has slowed, despite brand, product and market still looking attractive.
- There is friction between product, supply, distribution and pricing decisions.
- You are considering investment, expansion or restructuring and want a clear view of commercial readiness.
- New leaders have joined and need an independent view of the current position.
What we review inside your commercial engine
We assess your commercial engine using a simple, structured model so that findings are easy to understand and act on. Each component is reviewed in the context of your markets, channels and business model.
Strategy and positioning
How clearly you define who you serve, why you win, and what you will stop doing. We look at alignment between strategy and the choices made in products, supply and channels.
Product, supply and contracting
The mix of products and supply partners, the contracts that bind them, and how well they support your commercial goals across margin, risk and differentiation.
Distribution and trade relationships
The channels you rely on to reach the end customer. We review where they overlap, how they are prioritised, and how trade relationships are managed in practice.
Pricing and commercial models
How you make money on each booking and across accounts over time. This includes margin structure, incentives, overrides, risk and any conflicts between channels.
Data, reporting and commercial rhythm
The information and cadence that leaders rely on. We look at what is measured, how often, who sees it, and how it informs decisions in the real world.
How the thirty day engagement runs
The Diagnostic is structured to minimise disruption for your team while still giving a clear and honest view of what is happening inside the commercial engine.
Week 1 · Clarify and listen
We confirm the scope, understand your objectives and concerns, and map key products, channels and markets. We speak with selected leaders and review baseline performance.
Week 2 · Deep dive review
We review strategy documents, commercial reports, supply and channel structures, pricing examples, and how decisions are currently made. The focus is on how things work in practice, not just how they are described.
Week 3 · Synthesis and options
Findings are grouped into themes across the commercial engine model. We identify where value is at risk, where there is upside, and what choices will matter most over the next twelve to eighteen months.
Week 4 · Recommendations and handover
We present the Diagnostic output, including a simple set of priorities and options. You receive a clear view of what to act on now, what to park, and where further work may be required.
What you receive at the end of the Diagnostic
The outcome is not a dense strategy deck. It is a concise, practical view of your commercial engine that you can use immediately, with or without further support from us.
- A clear summary of strengths, risks and blind spots across the commercial engine components.
- A small number of commercial priorities, ordered by impact and practicality.
- A ninety day action view outlining what to start, stop and continue.
- Specific options for deeper work, such as market entry, distribution, pricing or supply strategy.
- A short leadership discussion to ensure alignment on what will happen next.
Why Travel Spark for this type of work
Commercial first, travel specific
We focus on margin, contribution and risk, grounded in deep experience across DMCs, wholesalers, hotel owners and distribution partners. Recommendations respect how travel actually works.
Independent but practical
We are independent of your internal politics and historical decisions, but close enough to how teams operate to make sure the output is usable, not theoretical.
From Diagnostic to execution
If you choose to move beyond the Diagnostic, we can support you through strategic projects, ongoing advisory or fractional leadership, so the work does not sit on a shelf.
Common questions
How much internal time does the Diagnostic require?
We aim to minimise disruption. Most clients involve a small group of leaders for structured conversations and provide access to existing reports, contracts and metrics. Day to day operations continue as normal.
Can we do the Diagnostic remotely?
Yes. Many diagnostics are run remotely using video sessions and shared documents, particularly when teams are split across markets. For some clients, we combine remote work with one or two on site days.
Is this only for larger businesses?
No. The Diagnostic is suitable for mid sized DMCs, wholesalers, hotel groups and travel platforms, as well as investors with portfolio companies in travel. The scope is adjusted to fit your size and complexity.
What happens after the Diagnostic?
Some clients use the output to drive their own internal plan. Others ask us to support specific projects, ongoing advisory or fractional leadership. There is no obligation, but you have clear options if you choose to continue.
If the commercial engine does not feel right, a Diagnostic is the safest first step
The Commercial Engine Diagnostic gives you a structured, independent view of what is really happening, without committing to a long programme of work. If you would like to explore whether it is the right fit, we can start with a short conversation.