Direct Travel CPO Sarah Kuberry Martino shares how a tech-forward travel management company can improve the traveler journey.
Supplier Strategy & Sourcing
Building Stronger Supplier Partnerships for a Smarter Travel Program
Through Direct View Consulting, we help organizations build smarter, more resilient travel programs by developing supplier strategies that drive value, enhance traveler experience, and strengthen performance. Our supplier strategy and sourcing practice is designed to align your travel partnerships with your broader business goals — whether it’s managing costs, advancing sustainability, improving duty of care, or expanding traveler choice. With deep expertise across air, hotel, and car rental categories, we deliver sourcing solutions that balance strategic outcomes with operational excellence.
Strategic Supplier Solutions
Our approach to supplier strategy and sourcing focuses on the several pillars of a successful travel program: air, hotel, ground transportation, and traveler engagement.
Air Sourcing
Air Sourcing focuses on optimizing an organization’s air program through strategic supplier partnerships, data-driven negotiations, and effective program management. The objective is to secure competitive fares, strengthen preferred carrier relationships, and enhance the overall value of the air program while maintaining traveler choice and convenience.
Along with our partners, our consulting team lends expertise in market analysis, benchmarking, and supplier engagement to ensure the air program aligns with company goals for cost control, coverage, and traveler satisfaction.
Key areas of focus include:
- Program Analysis: Reviewing air spend, route patterns, and traveler behavior to identify savings opportunities and gaps in coverage.
- Strategic Negotiation: Leveraging spend data, market trends, and airline relationships to secure favorable fares, discounts, and value-added benefits.
- Contract Management: Managing carrier agreements to ensure terms are met, incentives are tracked, and renewals are strategically timed.
- Program Optimization: Monitoring booking patterns, policy compliance, and market changes to refine carrier mix and maximize program value.
- Performance Measurement: Using reporting and analytics to track savings, utilization of preferred carriers, and overall program performance.
Outcome:
A data-informed air program that delivers consistent savings, strong supplier partnerships, and a balanced traveler experience across key routes and markets.
Hotel Sourcing
Hotel Sourcing focuses on developing and managing an organization’s preferred hotel program to achieve optimal value, consistency, and traveler satisfaction. Through data analysis, supplier negotiations, and performance tracking, the goal is to secure competitive rates while ensuring coverage in key markets and alignment with traveler needs.
Our consulting team provides strategic guidance and operational support throughout the sourcing lifecycle — from assessing current spend to managing supplier performance — to create a program that is both cost-effective and traveler-centric.
Key areas of focus include:
- Program Assessment: Evaluating current hotel spend, market coverage, and rate performance to identify savings and optimization opportunities.
- Strategic Sourcing: Using market intelligence, benchmarking, and negotiation expertise to secure preferred rates and amenities.
- Rate Loading & Auditing: Ensuring negotiated rates are accurately loaded, available across booking channels, and performing as intended.
- Program Optimization: Reviewing rate utilization, traveler feedback, and supplier performance to refine the hotel portfolio over time.
- Data & Reporting: Leveraging analytics to monitor compliance, identify leakage, and measure program ROI.
Outcome:
A well-balanced hotel program that delivers measurable savings, reliable availability, and a consistent traveler experience across all key destinations.
We create hotel programs that go beyond rate negotiations — delivering solutions that enhance traveler satisfaction, prioritize duty of care, support sustainability goals, and drive total program value. From strategic sourcing and partner selection to program design and performance optimization, we help clients achieve stronger outcomes from their hotel partnerships.
Car Rental Sourcing
Car Sourcing focuses on designing and managing a preferred car rental program that balances cost savings, coverage, and traveler convenience. Through strategic supplier partnerships, data analysis, and performance management, the objective is to secure competitive rates, ensure vehicle availability, and enhance the traveler experience across all key locations.
Our consulting team provides guidance in evaluating spend, negotiating supplier agreements, and maintaining compliance to build a car program that supports both organizational goals and traveler needs.
Key areas of focus include:
- Program Review: Analyzing rental spend, usage patterns, and geographic needs to identify consolidation or savings opportunities.
- Strategic Negotiation: Partnering with suppliers to secure favorable rates, service levels, and value-added benefits such as loyalty incentives or upgrades.
- Rate and Policy Alignment: Ensuring negotiated rates are loaded correctly and travel policies support program compliance and preferred supplier use.
- Supplier Management: Monitoring supplier performance, service quality, and availability across locations.
- Reporting & Optimization: Leveraging data to track program adoption, identify off-channel bookings, and drive continuous improvement.
Outcome:
A cost-effective, reliable car rental program that delivers savings, consistency, and convenience for travelers while supporting the company’s broader travel strategy.
Traveler Engagement
Traveler Engagement focuses on aligning traveler behavior with an organization’s travel objectives through targeted communication, education, and data-driven insights. The goal is to create a travel culture that supports policy compliance, cost optimization, and traveler satisfaction.
Through consulting support, Traveler Engagement initiatives help companies better understand traveler motivations and implement strategies that encourage smarter, more informed travel decisions.
Key areas of focus include:
- Program Awareness: Educating travelers on policy intent, preferred suppliers, and available booking tools.
- Behavioral Influence: Using data insights and behavioral techniques to guide compliant, cost-effective choices.
- Personalized Communication: Delivering relevant, timely messages across multiple channels to engage travelers at key decision points.
- Technology Integration: Leveraging booking tools, apps, and data platforms to automate and measure engagement efforts.
- Continuous Improvement: Monitoring performance metrics and traveler feedback to refine strategies and enhance program effectiveness over time.
Outcome:
A more informed and compliant traveler community that contributes to stronger program performance, improved savings, and an enhanced overall travel experience.
Featured Resources
How to create a sustainable travel policy, integrate sustainability into purchasing decisions, and educate travelers about greener business travel.
Ready to Strengthen Your Supplier Strategy?
Partner with Direct View Consulting to optimize your air, hotel, and car sourcing — and build a travel program that’s resilient, responsible, and results-driven.
