✅ Track total bookings and revenue per TO
✅ Identify high-margin and low-cancellation TOs
✅ Compare booking behavior by destination, typology, or season
✅ Optimize partner engagement and margin settings
🚀 Objective: Learn how to assess the commercial impact of your TOs and identify your most valuable distribution partners.
Export your TO booking data from KOOB 📤
All relevant performance data is found in the Clients' Bookings export.
To extract the data:
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Go to Bookings > Clients' Bookings
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Use filters:
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Booking Period
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Travel Period
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Typology (Hotel, Experience, Trip)
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Booking Status (Confirmed / Canceled)
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Click "Extract to CSV"
📌 Tip: This export includes all TO bookings on your distributed products and includes price, margin, status, and TO identity.
Key data columns for TO performance analysis 🧾
Here are the essential fields to track for performance review:
| Column | Description |
|---|---|
| Tour Operator Name | Partner making the booking |
| Status | Confirmed, Canceled, Refused, etc. |
| Booking Date | When the reservation was made |
| Check-in / Check-out | Travel dates |
| Selling Price TO | Revenue generated per booking |
| Margin DMC | Profit made on each booking |
| Typology | Product category: Hotel / Experience / Trip |
| City / Country | Destination booked |
| Number of Guests | Pax per booking |
💡 Example: A TO with low booking volume but high margin might deserve special commercial attention, even if not your top booker.
Identify your top-performing TOs 🏆
To find your most profitable partners:
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Filter your data to show Confirmed bookings only
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Create a Pivot Table with:
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Rows → Tour Operator Name
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Values → Sum of Selling Price TO and Margin DMC
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📊 Example:
You discover that "Voyages Plus" generated $34,500 in sales and $5,250 in margin last quarter — your top performer!
Spot low-performing or risky TOs ⚠️
Look for warning signs such as:
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High cancellation or refusal rate
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Low average revenue per booking
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Last-minute booking patterns with low confirmation
To assess this:
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Count bookings by status per TO (Confirmed vs. Canceled)
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Analyze average margin per TO using the "Margin DMC" column
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Check average lead time between Booking Date and Check-in
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📌 Example: A TO submits many bookings but cancels over 50%. This may impact your availability and workload without real revenue.
Compare TO performance by destination 🌍
Use the City / Country columns to identify:
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Which destinations are selling best per TO
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Which TOs are performing well in specific regions
💡 Example: You notice that "Nomad Adventures" excels in Vietnam, but not in Laos — perfect for targeted promotions or training sessions about your collection of Experiences.
Track product type performance per TO 🏨🎟️🧭
Use the Typology column (Hotel, Experience, Trip) to check where each TO performs best:
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Are they hotel-heavy or experience-focused?
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Do they sell more custom trips?
📌 Insight: This helps refine which TOs receive access to specific products or promotional rates.
Monitor seasonal booking trends per TO 📅
To understand when TOs are most active:
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Use a Pivot Table:
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Rows → Month
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Columns → Tour Operator Name
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Values → Count of Bookings or Sum of Revenue
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📊 Graph Idea: A bar chart showing bookings per TO per month can help with planning allotments or sales pushes / promotions.
Takeaways
✅ Export data from “Clients’ Bookings” for full TO performance visibility
✅ Focus on Selling Price TO, Margin DMC, and Booking Status to evaluate quality
✅ Use Pivot Tables to rank TOs by revenue, margin, or conversion rate
✅ Track destination and typology performance to refine your distribution
✅ Monitor seasonal trends and cancellation behaviors to anticipate risks
FAQ
Q: How can I compare TOs by revenue and margin?
📊 Use a Pivot Table with “Tour Operator Name” and sum “Selling Price TO” and “Margin DMC” fields.
Q: Can I identify TOs that cancel too often?
📉 Yes, filter the “Status” column and count canceled or refused bookings per TO.
Q: What if a TO has high volume but low margin?
📌 Review their pricing setup. You may need to adjust commission or restrict access to low-margin products.
Q: How do I track TO activity per destination?
🌍 Group bookings by “Country” or “City” and compare TO activity using booking counts or revenue.
Q: Can I see how TO performance evolves month by month?
📆 Yes! Create a “Booking Month” column and build a trend graph per TO.
Related articles
- How to extract data and reports on bookings and distribution?
- How to track total bookings and revenue?
- How to analyze confirmed vs. canceled bookings?
- How to measure TO partners' performance?
- How to track the most booked hotels and experiences?
- How to compare booking growth over different periods?
- How to monitor seasonal trends and peak travel periods ?
- How to analyze customer behavior and repeat clients?
📌 Need help? Visit the KOOB Knowledge Base or contact KOOB Support. 🚀