The Hidden Commission Costs That Destroy Tour Operator Profits

Stop treating distribution as a necessary evil. Start seeing it as a growth engine that requires proper fuel (pricing) to run efficiently.
The Hidden Commission Costs That Destroy Tour Operator Profits

The Hidden Commission Costs That Destroy Tour Operator Profits

This is part 4 of our Pricing Series. You can watch the whole series here, or start with part 1 here.

“Direct bookings are free while OTA commissions are expensive.”

This misconception might be costing you thousands of dollars every month. I’ve watched tour operators build entire business strategies around this myth, refusing profitable partnerships and limiting their growth potential because they believe commission-free equals cost-free.

The truth is messier, more nuanced, and ultimately more profitable once you understand it.

The True Cost of “Free” Direct Bookings

I’ve heard more than a few operators tell me they refuse all OTA partnerships. “Why give away 25% when I can get bookings for free through my website?” they ask.

If this is your first thought too, calculate your actual marketing costs. Not the obvious ones like Google Ads, but everything: website development and maintenance, SEO optimization efforts, content creation, email marketing platforms, social media management, staff time spent on marketing tasks, photography and videography, review management systems, booking software fees.

These numbers add up. You’re likely spending 18% of your annual revenue on direct marketing efforts. Those “free” bookings are costing you nearly as much as Viator’s commission – but with none of the guaranteed results.

This isn’t unusual. Most operators spend between 12-15% of annual revenue on direct customer acquisition. Some spend more. And unlike OTA commissions, these are often upfront costs with no guarantee of return. You pay for that Facebook campaign whether it brings bookings or not. You pay for SEO optimization hoping it eventually works. You pay for website updates whether traffic converts or disappears.

Meanwhile, OTAs operate on pure performance. They only get paid when they deliver a paying customer. No upfront costs. No marketing risk. No wondering if your investment will convert. 

Plus, they provide sophisticated marketing reach and access to customers you’d never find on your own – international travelers browsing in their native languages, last-minute bookers comparing options, travelers who trust the platform’s booking security.

Understanding the Distribution Ecosystem

The modern tour operator navigates a complex ecosystem of distribution channels, each with its own economics and advantages. Understanding these channels isn’t just about knowing commission rates – it’s about recognizing the unique value each brings to your business.

Online Travel Agencies like Viator and GetYourGuide typically charge 25-30% commission. Yes, it’s high. But consider what you’re getting: sophisticated marketing algorithms, global reach, multilingual customer service, payment processing, fraud protection, and access to millions of travelers who start their trip planning on these platforms. They’ve spent millions building trust and convenience that you can leverage instantly.

Travel agents, often dismissed as relics, remain powerful partners for certain markets. They typically charge 10-15% commission while providing access to high-value clients who prefer personalized service. These aren’t budget travelers comparing prices – they’re customers willing to pay premium rates for curated experiences. One travel agent relationship can bring you dozens of quality bookings annually.

Local partners form the backbone of destination-based distribution. Hotels, visitor centers, and complementary attractions typically charge 10-15% commission for targeted local recommendations. These partners know their guests intimately. When a concierge recommends your tour, it carries weight that no online ad can match. The trust is pre-built, the audience is qualified, and the conversion rates often exceed any other channel.

Direct sales through your website, phone, and email remain crucial. They carry no commission but, as we’ve established, they’re far from free. The real advantage isn’t cost savings – it’s control. You own the relationship, gather customer data, control the booking experience, and build your brand directly.

The Blended Commission Revolution

Here’s where many operators fail catastrophically: they price for direct sales only, then lose money on every indirect booking. They create what I call “channel chaos” – different margins for different partners, constant negotiation, and ultimately, unsustainable operations.

The solution transforms how you think about pricing entirely. Instead of treating each channel separately, you calculate a blended commission rate across all sales sources. This weighted average becomes the foundation of sustainable pricing.

Let me walk you through exactly how this works with a real example from our coaching program. A food tour operator came to us with a common problem: they were killing it with direct sales but bleeding money on OTA bookings. Their tour was priced at $105, which gave them healthy margins on direct bookings. But Viator was bringing them significant volume at 25% commission, and those same tours were operating at a loss.

We mapped their distribution: 40% direct sales at 0% commission, 30% through Viator at 25%, 20% through hotel partnerships at 10%, and 10% through a local visitor center at 15%.

The math revealed their blended commission rate: (40% × 0%) + (30% × 25%) + (20% × 10%) + (10% × 15%) = 11% average commission across all sales.

Knowing that blended commission rate changed everything. Instead of panicking about Viator’s 25% or celebrating direct sales at 0%, they now had one number to build into their base pricing. Every tour, regardless of booking source, needed to accommodate this 11% average commission.

The Pricing Transformation

The impact on actual pricing was dramatic but necessary. That $105 food tour needed to become $125 to maintain their target 10% net profit margin after accounting for the blended commission rate. Here’s how the math broke down:

At $105 with no commission calculations, they showed a healthy 60% gross margin and 10% net profit on direct sales. Beautiful numbers – until you added distribution. Once that 11% blended commission hit, their net profit turned into an 8% loss. They were literally paying to run tours through partners.

By raising the price to $125 and building in the commission from the start, they restored their 10% net profit margin across ALL channels. Direct bookings became more profitable (no commission on the higher price), while partner bookings finally broke even or generated profit.

The initial fear was customer resistance to the 19% price increase. Instead, bookings actually increased. The higher price signaled premium value, attracted quality-focused customers, and allowed them to invest in experience improvements that justified the cost.

Strategic Distribution Planning

Building commission into pricing isn’t just about survival – it’s about strategic growth. When every channel is profitable, you can make distribution decisions based on strategy, not desperation.

Diversification becomes possible when you’re not dependent on a single channel. If direct marketing falters, OTA partnerships sustain you. If OTA algorithms change, local partnerships provide stability. If hotel relationships shift, your direct marketing captures the slack. This resilience is impossible when only one channel is profitable.

Scalability emerges when you can say yes to partnership opportunities. That travel agent wanting to book groups? You can accommodate them profitably. The new OTA targeting your niche? You can test without risking margins. The hotel chain wanting preferred partner status? You can negotiate from strength, not need.

Flexibility in negotiations transforms your partnership discussions. When a 20% commission request arrives, you can evaluate it against your blended rate, not your survival. You might accept higher commissions for high-value channels or negotiate lower rates for volume commitments – all while maintaining overall profitability.

Implementation Roadmap

Transforming your pricing model requires a systematic approach, not a dramatic overhaul. Start by auditing your current channels with brutal honesty. What percentage of bookings comes from each source? Include those “friend of a friend” referrals and track their unofficial commission (dinners, favors, reciprocal bookings).

Next, determine your ideal distribution mix based on your market and capabilities. A city tour operator might thrive with 60% OTA bookings, while a specialized photography tour might target 70% direct sales. There’s no universal formula – only what works for your specific situation.

Calculate your blended rate using the weighted average formula. This number becomes your north star for pricing decisions. Every tour, package, and seasonal special needs to accommodate this baseline commission.
Adjust your base pricing to build in the blended commission from day one. This might mean significant increases – 20% or more isn’t unusual. Remember, you’re not raising prices arbitrarily; you’re finally pricing for reality instead of hope.

Monitor and optimize continuously. Your channel mix will evolve, commission rates might change, and new partners will emerge. Quarterly reviews keep your blended rate accurate and your pricing sustainable.

Overcoming Resistance

The objections are predictable and surmountable. “My competitors charge less!” you might think. Yes, and they’re probably losing money on every indirect sale. You’re not pricing for competition – you’re pricing for profitability. Let your competition subsidize their OTA partners while you build a sustainable business.

“Customers will balk at higher prices!” Perhaps some will. But experience consistently shows that proper pricing attracts better customers, not fewer ones. Quality-focused travelers often use price as a value signal. Your $125 food tour suggests a premium experience that your competitor’s $85 tour can’t match.

“I’ll just stick to direct sales only!” This limiting belief constrains growth to your marketing budget and expertise. You’re essentially saying, “I’ll only grow as fast as I can personally sell.” Distribution partners multiply your reach exponentially – but only if you price to accommodate them.

The Path Forward

The tour operators succeeding today haven’t avoided distribution commissions – they’ve embraced them strategically. They understand that sustainable pricing isn’t about minimizing channel costs but optimizing channel mix for profitable growth.

Stop treating distribution as a necessary evil. Start seeing it as a growth engine that requires proper fuel (pricing) to run efficiently. When you price correctly from the beginning, every channel becomes an opportunity rather than a compromise.

Your business deserves pricing that supports growth, not limits it. The math might surprise you, but it won’t lie. The question isn’t whether to work with distribution partners – it’s whether you’re pricing appropriately to make those partnerships profitable.

Download our free pricing calculator at guestfocus.com/pricing to see exactly how commission planning affects your specific tours. Join the operators who’ve stopped fighting distribution economics and started leveraging them for sustainable growth.

Want help creating more engagement (and stellar reviews) for your tours? Book a free 45-minute strategy call with us today!

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Avital Ungar is the founder and owner of Avital Food & Drink Experiences, a culinary company that hosts in-person and virtual events for corporate team building, client entertainment, and conferences. Her mission centers on deepening human connection through storytelling, food, and drink.
Ungar’s passion for the finer points of life began while living in Paris and the quaint town of Aix-en-Provence in Southern France, where she embraced the cultural norm of afternoon wine and explored the countryside’s culinary offerings. Upon returning to the United States, she pursued formal wine education and is now a certified sommelier.
A Phi Beta Kappa UCLA graduate, Ungar studied Art History, French, and Mandarin Chinese, though she jokes she wishes she could have majored in Chocolate. After living in Shanghai and working in the Chinese Contemporary art market, she returned to her hometown of San Francisco to pursue her professional interests in art and food.
Since April 2011, Ungar has operated Avital Food & Drink Experiences, offering progressive dining food tours in San Francisco, Los Angeles, and New York City, where each course is served at a different restaurant. The company also provides dining experiences, conference activations, and interactive meals in 12 cities nationwide. Her virtual offerings include culinary experiences with ingredient delivery featuring award-winning chefs, bartenders, and sommeliers, along with virtual mixology classes, cooking classes, water tastings, and aperitif hours.
In September 2022, Ungar launched Edible Architecture, which creates innovative holiday products including Charcuterie Chalet Kits – savory gingerbread houses made from charcuterie and cheese board items, complete with “Salami Shingles” and “Parmesan Snow.”
Ungar has been featured in The New York Times, served as a judge at the Good Food Awards, International Chocolate Salon, and Best of The West Rib Competition, and has appeared on the Travel Channel, CNN, and in USA Today.
Midgi is the owner and Chief Eating Officer for Juneau Food Tours and Taste Alaska! She has lived in Alaska for more than a dozen years and got her start in the culinary industry as a food writer and blogger. Her tour company opened in 2014 and has hosted thousands of hungry visitors in Alaska’s capital city. In spring 2020, Midgi launched Taste Alaska!, a subscription box service to ship shelf-stable Alaskan food gift boxes.
The pandemic also presented the opportunity to create www.globaltoursconnect.com, an online boutique marketplace for food, history, and cultural tours.
Her passion for food and telling the story of Alaska have been noted in the New York Times, Washington Times, Washington Post, Vogue.com, Forbes.com, AARP, as well as countless blogs and international and national television shows, including All the Best with Zita and Gordon Ramsey: Uncharted.
Gez Hamer is an entrepreneurial leader with extensive experience building and scaling businesses from startup to growth phases. He possesses strong strategic decision-making abilities and hands-on leadership skills, with experience across startups securing Series A investment, scale-ups obtaining continued funding, and post-acquisition companies ranging from SMEs to publicly listed global players.
Since June 2025, Hamer has owned Nautica Collective, a company reshaping luxury yacht travel for the new generation of travelers. Nautica Collective offers curated, boutique yacht experiences designed for over-30s millennials seeking connection, culture, and comfort through small groups, hidden anchorages, and chef-hosted dinners under the stars. The company operates routes in Mallorca, Greece, the Caribbean, and beyond, positioning itself as “aspiring luxury meets authentic adventure.”
In January 2025, Hamer co-founded Transcend Consultancy, which helps businesses navigate growth challenges with cost-effective solutions. The consultancy works with founders to streamline operations and expand into new markets, specializing in the transition from startup to scale-up with strategies built for today’s fast-changing business landscape.
Previously, Hamer served as Chief Operating Officer at ExperienceFirst from November 2022 to December 2024, Interim Chief Commercial Officer at Bundl from July to November 2022, and CEO/Management Consultant at GJH Consulting from October 2016 to November 2022. His diverse background spans consulting, operations, and commercial leadership across multiple industries and business stages.
Akila McConnell is a dynamic entrepreneur and cultural historian who owns Unexpected Virtual Tours and Training, and Unexpected Atlanta Tours & Gifts. She creates radically creative cultural training sessions for remote teams and immersive tours for visitors to Atlanta.
Since 2020, her virtual tours company has been featured in The New York Times and Forbes, specializing in cultural awareness events around Juneteenth, Hispanic/Latinx Heritage Month, and Pride. Her Atlanta tours business, operating since 2015, has been named one of Conde Nast’s 16 best things to do in Atlanta and National Geographic’s top tour in the city.
As a freelance culinary historian and writer since 2009, McConnell contributes to major publications including Conde Nast Traveler, USA Today, and National Geographic Traveller. Her book “A Culinary History of Atlanta” was a finalist for Georgia Author of the Year in History in 2020. She also hosts “Savory Stories,” a food-focused podcast on WABE, Atlanta’s NPR affiliate.
McConnell specializes in sharing stories of disenfranchised and minority populations through food, history, and immersive experiences that challenge the perception that cultural education has to be boring.
A Colorado native, Staci left a job she loved designing dental offices and funeral homes, to accompany her husband on a job transfer to the Central Coast of California in 2009. At the height of the Great Recession, jobs in an area known for its high density of retirees – let alone jobs in her industry – were scarce to non-existent.
After a couple unsuccessful years trying to resurrect her thriving career, someone mentioned a Food Tour. In a few short months she researched, built, and launched Carmel Food Tours (CFT). Now in its 12th season, CFT is expanding and rebranding to Enjoy Carmel, offering more than just food tours. CFT employs 6 guides, and plans to grow the staff by 50% in 2023.
In her free time she enjoys traveling, pickleball, and Pilates with her husband, and tossing a tiny ball at the beach for her fluffball Chuck.
Simon began his career in tourism as a tour guide with Fat Tire Tours – Paris. As a trained social studies teacher and a dual FR/US citizen, this job fits like a glove! After three years as a tour guide with Fat Tire and side-hustling as an independent motorcycle guide, Simon returned to FTT – Paris to create its human resources department.
Specializing in local compliance and talent acquisition, Simon took over the hiring strategy for FTT’s European operations in autumn of 2019. With a new group of trainees set to begin work in several cities, COVID required an immediate 180 degree turn for everyone. After a decade of building tour leader teams, Simon combined his two passions and started a motorcycle sidecar tour business, and welcomed his first guests in Paris in spring of 2022.
Born and raised in Charleston, SC, Catherine began her 18-year career in tourism waiting tables while in college at one of Charleston’s busiest restaurants. What started as just a fun job that paid the bills and allowed for many social outings with friends, had turned into something that made her realize that working in hospitality was the only industry she ever wanted to be in.
After graduating from the College of Charleston, she came to work at Bulldog Tours in 2007. Serving as Operations Manager, Catherine oversees a staff of 50+ tour guides and customer service members. The best part of the job for her is seeing guests experience and love Charleston in the same way the staff does. When she’s not working, she enjoys playing volleyball, going to the beach and spending time with her husband and two super adorable daughters.
Chad is an experienced tour leader, trainer and tour business consultant. He’s been the go-to-guy for developing world-class training programs and leading global teams for tour operators such as G Adventures and many small to medium tour and activity businesses. Chad also comes from a background of startups in the tech industry, having worked for Adventure.com, Airbnb Experiences and other great companies.
Live the life you dream of living… That’s Chad’s mantra and he does his best to bring it to life every single day. Chad’s a big fan of micro adventures and spending quality time in the wilderness, sailing, hiking and camping with his wife Julia, daughter Cali and friends.
John founded Bulldog Tours in 2001 as a hobby with a goal of helping preserve his hometown. This sustainable tourism model has raised over $4M to help preserve many of Charleston’s most historical landmarks. Bulldog Tours offers a variety of history, food, pub and ghost walking tours with over 50 tour guides.
John is the Chairman of the Charleston Area CVB’s Travel Council and on the Advisory Board for the College of Charleston’s Hospitality Tourism Management Department.
Ralph Velasco is the founder of Continental DRIFTER® Experiences, where he has developed more than 200 once-in-a-lifetime travel experiences since 2008. He specializes in travel product development, researching and vetting local partners in destinations worldwide, conducting scouting trips with local operators, and creating unique itineraries that guests remember for a lifetime.
Velasco has personally led small group tours (4-10 participants) to more than 30 destinations including Antarctica, Spain, Portugal, Italy, France, Cambodia, Lapland, Vietnam, India, Bhutan, Romania, Mexico, Morocco, Turkey, Iceland, the Baltics, and the Adriatic. As founder of Continental DRIFTER®, he handles every aspect of the business from branding and trip design to marketing, social media management, contract negotiations, and client follow-up.
Since December 2018, Velasco has expanded his expertise through The Continental DRIFTER® YouTube channel, which features more than 75 videos offering travel advice, photography tips, destination guides, and interviews with locals. The channel targets GenX and Baby Boomer travelers and serves as the hub for his international tours. He conceives and films all content, oversees channel branding and optimization, writes scripts, records voiceovers, and manages social media distribution to increase viewer engagement.
Through his comprehensive approach to travel experiences and content creation, Velasco combines his extensive international travel expertise with practical advice for mature travelers seeking authentic, well-curated adventures.
Yaron’s love for travel turned into an 18-year career building one of Israel’s most successful travel companies. What started as personal wanderlust became Abraham Tours and Hostels – a business he co-founded and grew from scratch into a powerhouse serving 100,000 travelers annually.
As CEO from 2010 to 2022, Yaron learned how to turn great experiences into profitable business. The early years weren’t profitable despite rave reviews – they focused on creating amazing content without understanding business fundamentals. Once they cracked variable pricing, team management, and operational efficiency, everything changed.
Yaron and his team built systems that let him step away from answering every email. He developed bonus schemes that kept their best guides and drivers loyal for years, reducing industry turnover. Most importantly, he learned how to scale across multiple destinations while maintaining quality and profitability.
After stepping down as CEO in 2022, Yaron spent eight months traveling before launching his consulting practice. Now he works with the Israeli National Parks Authority on major system overhauls and helps tour operators worldwide through Guest Focus coaching, as well as other consulting projects.
Yaron brings this scaling experience to operators ready to grow beyond the one-person show, helping them delegate, systematize, and make data-driven decisions that improve both profits and personal freedom.

Accomplishments:

  • Co-founded and grew Abraham Tours & Hostels from startup to serving 100,000 tour participants and 200,000 hostel guests annually

  • CEO from 2010-2022, scaled company to 4 hostel locations plus a multi-destination tour operations

  • Established Israeli Hostel Association 17 years ago, served as general manager and chairman

  • Developed variable pricing schemes and team management for 100+ subcontractors/guides

  • Successfully exited as CEO in 2022, now consulting & mentoring various businesses in Israel and globally

After receiving his Applied Degree in Ecotourism & Outdoor Leadership from Mount Royal University in Alberta, Canada, Dave Kratt has made a living for the past 20 years in the alternative tourism industries as a guide, researcher, instructor, teacher, facilitator, manager, business owner, and naturalist. He has worked in many world regions including Central America, Australasia, Asia, and North America, applying his skills and training to various tourism, cultural, and environmental initiatives.
Kratt has been fortunate to find success through starting a number of businesses, which he tailors to achieve a more personal work/life balance. Recently, he made the significant decision to sell his farm and offload all personal and business assets, relocating his family (wife, daughter, and two dogs) to be more present in aiding his aging parents. This transition has provided him with the opportunity to share his business expertise through new and exciting channels.
In addition to his regular business coaching role with Guest Focus, Kratt recently started a consulting business called Wild Kratt Tourism Consulting Ltd. The two operations complement each other and have helped him find ways to share his passions for recreation, tourism, travel, and nature while enabling others to engage in these activities safely and consciously toward their potential social, economic, and environmental impacts.
Klaudija packed her bags in Slovenia 20 years ago with no plan except to see the world. A travel rep job in Turkey was supposed to be temporary – just long enough to fund the next adventure. Instead, it launched a global career building tour businesses from nothing and selling them for profit.
Her biggest win came with Urban Adventures, joining when it was just an idea without a brand. Over 10 years, she helped grow it to 500,000 passengers working with 170 tour operators worldwide. She spearheaded expansion into experiential products and negotiated one of the industry’s first media partnerships with New York Times Journeys.
Klaudija also built and sold two tour businesses in Ljubljana and London. Not many coaches have walked the startup-to-exit path.
Now she’s Head of City Experiences at TUI, leading an experimental department testing new products. This year her team achieved 75% revenue growth and 50% growth in passenger numbers.
Klaudija brings startup grit and corporate scale to Guest Focus coaching. She specializes in sales strategy, marketing optimization, and distribution channels. Her coaching clients particularly value her website development expertise – she’s guided three members through complete overhauls.

Accomplishments:

  • Grew Urban Adventures to 500,000 passengers working with 170 tour operators worldwide over 10 years
  • Negotiated one of industry’s first media partnerships with New York Times Journeys
  • Built and sold two tour operating businesses in Ljubljana and London
  • As Head of City Experiences at TUI: achieved 75% revenue growth and 50% passenger growth in one year
  • 20 years in travel industry across multiple roles: rep, guide, marketing, sales, managing director

Angela Shen is a proven business builder with deep roots in entrepreneurship and brand management.

Angela founded Savor Seattle in 2007 and grew it to a $1M business in under 5 years without outside investment. During the COVID shutdown in 2020, she pivoted the business from food tours to curated food boxes and grew revenues more than 2x her best tour year! Angela was named in Puget Sound Business Journal’s Top 40 Under 40, and started a second tour business Savor the Wild Tours in 2023.

Angela’s expertise in business strategy and operations hails from the consumer packaged goods sector where she previously worked in brand management at PepsiCo and looked after iconic brands including Quaker Oatmeal and Life Cereal. Angela is a graduate of the Wharton School of Business and serves on the board for Visit Seattle.

Ana stumbled into tourism backwards in the 1990s—first as a guide in remote Northwest Argentina mostly because she spoke English where few others did. As a horse rider, mountaineer, and fitness trainer, she naturally fell into adventure guiding, learning the hard way by doing first and studying later.

Everything began to click when she attended her first ATTA Adventure Travel Trade Summit in 2014. Suddenly, the entire structure of the travel industry made sense—the difference between operators and travel advisors, how B2B relationships actually work, or how marketing for a B2C audience is so different. That clarity saved her years of trial and error.

Since then, Ana has built her own travel company, Adentrando, initially as an active inbound tour operator for Northwest Argentina serving multi-day B2B clients, and since 2023 as an Argentina DMC and also operating trips in Latin America, working together with trusted partners. She’s become an ATTA trainer, developed Adventure Travel Guide Standards, and spoken at major industry events about responsible tourism and community partnerships.

Ana brings her hard-earned industry knowledge to Guest Focus members, particularly those starting out or pivoting their business models. Her specialty is multi-day trip design—creating itineraries that tell a story and have a positive impact, rather than just connecting attractions. She helps operators avoid the mistakes that cost her years of learning, turning complex industry relationships into clear, actionable strategies.

Accomplishments

  • First woman adventure travel guide in Northwest Argentina, driving Land Rovers across deserts
  • Been an ATTA trainer since 2016, traveling to Jordan, Chile, Colombia working with suppliers
  • Co-creator of Adventure Travel Guide Standards (2015) – one of 15 people who developed industry standards
  • ATTA business partner since 2012 and trainer for their Adventure EDU program
  • Speaker at major industry events like Pure, Lata in London, ATTA World Summit, Adventure Elevate on responsible tourism and adventure travel product design.

Casey spent 14 years at Zegrahm Expeditions, climbing to VP of Marketing Communications where she managed a million-dollar budget. Through her leadership, Zegrahm increased business with travel advisors by 10% and cut direct mail costs by 23% – real money when working with those numbers.

After Zegrahm, she spent a decade at the Adventure Travel Trade Association (ATTA), growing net revenue by 30% and profit margins by 60%. Through COVID and its recovery, as President of the ATTA maintained a 90% team retention rate by keeping people engaged and motivated.

Now running Casey Hanisko Coaching and Consulting in Seattle, she’s doubled her own revenue in one year while becoming ACC certified through the International Coaching Federation. She’s also Dare to Lead and DISC and EQI assessment certified, bringing structured tools to her approach.

Casey specializes in strategic planning and getting tour operators out of the daily grind so they can work on their business instead of in it. She helps solo entrepreneurs and small teams document knowledge, define roles, and build growth systems. Her Guest Focus clients have hit major milestones – one reached a million in revenue, others doubled income, and several Guest Focus members have brought on new team members, consultants, and partners.

She’s passionate about supporting women leaders and purpose-driven operators focused on responsible tourism.

Accomplishments:

  • Grew ATTA net revenue by 30% and net profit margins by 60%
  • Maintained 90% team retention rate during COVID challenges
  • At Zegrahm Expeditions: managed million-dollar marketing budget, increased travel advisor business by 10%
  • Cut direct mail costs by 23% (significant savings on million-dollar budget)

Jess quit her high school teaching job for what she thought would be one fun summer guiding bike tours around Paris. Eleven years later, she’s still there. Turns out, trading lesson plans for tour routes was the best career move she never planned to make.

She worked her way up from tour guide to director at Fat Tire Tours, learning every role – designing tours, training guides, managing ticketing, overseeing operations. This ground-up experience taught her what works for staff. She now works as Europe Head of Retail, as well as overseeing Paris/Versailles operations.

Her biggest win? Maximizing operational efficiency while keeping the human element intact. She redesigned scheduling systems to reduce labor costs and spoilage, automated data processes, and streamlined operations without losing Fat Tire’s family-friendly culture.

What she’s most proud of is her team development approach. Using her teaching background, she focuses on staff satisfaction and growth, helping guides and managers build confidence. Many told her the training changed not just their work performance, but their lives outside the company.

Jess brings this dual focus – operational efficiency plus people development – to Guest Focus coaching. She works with operators from solo startups to multi-million dollar companies, helping them increase profitability while maintaining authentic culture. Her coaching clients especially appreciate her reminder to take breaks and prioritize self-care.

Accomplishments:

  • Worked way up from tour guide to director at Fat Tire Tours over 11 years
  • Maximized operational efficiency – redesigned scheduling systems to reduce labor costs and spoilage
  • Automated data entry processes and streamlined operations without losing company culture
  • Developed team management systems with 60+ guides, created buddy system and quarterly reviews
  • Created staff retention program with traditions, events, and ‘dominate’ t-shirt recognition system

Fieldbook focuses on one thing: simplifying all the behind-the-scenes work that goes into delivering a tour.

The Fieldbook platform makes it easy to:

  • Publish stunning, interactive itineraries digital and paper itineraries
  • Equip guides with a comprehensive run-sheet
  • Streamline supplier management and track reservations and rooming lists
  • Bring all your tours into one connected workspace

Unlike other platforms, Fieldbook is simple and easy to use. And because it’s a small business just like you, you’ll get the kind of support big software companies can’t offer. That means getting up and running in days, not weeks.

If you want to give Fieldbook a try for your next tour, you can sign up here or if you want to have a chat feel free to reach out to me directly at [email protected].

More About Fieldbook

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Nathan’s takeaway: “Don’t wait until you’re burned out. ResmarkWeb helped us grow without compromising our values.”

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