How the number is built, and what moves it
You will not find figures on this page. You will find the structure that produces them, which is more useful when you are working out whether a destination fits a client's budget before you have even registered.
Why the numbers are not on this page
A public net rate has a working life of about a week. It gets forwarded, screenshotted and pasted into a client's budget spreadsheet, and from that point your selling price is capped at a figure you did not choose.
So the structure is public and the figures are not. Anyone can work out from this page whether Vietnam fits a client's budget band. Only verified trade partners get the numbers that let them build a quote.
The full net sheet across all three destinations, all six size bands and all four programme lengths, with seasonal multipliers applied — plus the inclusion and exclusion list at line level. Registration takes two working days.
What the net rate is built from
| Component | Share of a typical programme | Behaviour |
|---|---|---|
| Accommodation | 35 – 45% | Moves hardest with season. The single largest lever in the whole quote. |
| Food and beverage | 18 – 25% | Stable. Grade of menu matters more than headcount. |
| Ground transport | 8 – 14% | Steps rather than curves — a coach seats 45, and guest 46 adds a whole vehicle. |
| Activity and excursions | 8 – 15% | Falls per head as the group grows. The one component that genuinely rewards scale. |
| Gala and production | 6 – 18% | Entirely dependent on ambition. The widest range of any line. |
| Staffing and coordination | 4 – 7% | Ratio-driven, so it steps at fixed headcounts rather than scaling smoothly. |
| Permits, fees, contingency | 3 – 6% | Small, and the first thing a cheap quote leaves out. |
Understanding the shares matters when a client pushes back on price. Cutting the gala reduces the total meaningfully; cutting the coordinator saves almost nothing and costs you the programme.
The three things that move the figure most
- Season. Up to 40% between the best and worst month in a given destination — and the destinations do not share a calendar. A date that is peak in one is shoulder in another. The cross-destination calendar is the most commercially useful page on this site.
- Group size band. Six bands: 20–29, 30–49, 50–69, 70–119, 120–199, 200+. Per-head cost falls across bands, but not smoothly — there are thresholds where a vehicle, a venue or a vessel is added and the figure jumps back up. Never interpolate between bands to build a budget.
- Programme length. Quoted at 3, 4 and 5 days. The 4-day figure is the reference basis across all destinations, so a Phu Quoc number and a Da Nang number can be compared directly at that length.
- Accommodation grade. Within a destination, the spread between a good four-star and an international five-star is larger than the spread between destinations. Most budget conversations resolve here rather than anywhere else.
What is in the net rate, and what never is
| Always included | Never included |
|---|---|
| Accommodation on the contracted grade | International and domestic air |
| All meals stated in the programme | Visa fees where applicable |
| Ground transport throughout | Alcohol beyond the welcome service |
| Activities and entrance fees in the itinerary | Gala production above the standard package |
| English-speaking guides at contracted ratio | Photography and video |
| A coordinator on the ground | Travel insurance |
| Permits and local fees | Personal expenses |
| A contracted wet-weather alternative | Anything added after the numbers lock |
When you compare our net against another supplier's and the gap looks large, normalise the exclusions before drawing a conclusion. Gala production and alcohol are the two lines most often quietly left out, and between them they can account for a fifth of a programme.
Questions partners ask most
Are rates per person or per programme?
Per person, twin share, at your committed minimum headcount. Production and some fixed costs are quoted separately at programme level because they do not scale per head — spreading them across a headcount that then drops is how quotes go wrong.
How long is a net rate held?
Seven days as a soft hold at no cost, and the rate is fixed once a deposit converts it. Outside that, rates are reconfirmed against live availability.
Do you offer a volume discount?
On committed annual volume, yes, negotiated at the trade agreement level rather than per booking. It is a structural discount, not something to reopen on each programme.
What margin do agencies typically apply?
That is your commercial decision and we deliberately do not advise on it. What we will say is that the retail market for these destinations is wide enough that we see partners working at very different margins, all sustainably.
Where to go next
Four fields and you can send
Send the outline and we will come back within eight working hours with feasibility — whether the dates hold at that headcount and what constrains them — and a detailed net quote within three working days.