From Zero to $30M ARR: Lessons for Tour Operators from Stan’s Success in the Creator Economy

B2B Travel Insights Jan 31, 2025

Scaling a Tour Business Like a $30M Startup: Lessons from Stan

Scaling a business from a solo venture to $30M ARR in just a few years is no small feat. Stan, a creator-first platform founded by John Hu and Vitalii Dodonov, achieved this without spending a cent on traditional marketing. Instead, they built their company by focusing on distribution, customer service, and operational efficiency.

Their journey offers powerful lessons for tour operators, especially those serving European travelers in the U.S. Having worked extensively in this space with Advango Tours, I’ve seen firsthand how these strategies can make a difference in scaling a tour business efficiently.

Here’s how you can do the same in the travel industry.

1. Define Your Unique Value Proposition

Stan’s success was built on solving real problems for creators. Tour operators must do the same for their clients:

Identify Your Niche – What sets your tours apart? Is it exclusive experiences, expert local guides, or deep cultural immersion?
Build Around Passion & Expertise – The most successful tour businesses are led by people who love what they do. Authenticity attracts customers.
Solve Real Problems – Just like Stan made monetization frictionless for creators, your tours should make travel seamless and unforgettable.

Through Advango Tours, I’ve seen how refining these elements leads to sustainable growth in the highly competitive travel industry.

2. Master Organic Growth & Distribution

Stan never paid for marketing. Instead, they grew through content, partnerships, and trust. Tour operators can follow the same playbook:

Leverage Content as a Sales Channel – Instead of just listing tours, create high-value content about destinations, travel trends, and insider experiences.
Dominate Key Platforms – Instagram, YouTube, and LinkedIn aren’t just for influencers. Use them to educate, inspire, and engage tour operators.
Turn Guests Into Ambassadors – Encourage past travelers to share their experiences and refer new clients. Word-of-mouth is king in travel.

This approach has been instrumental in how Advango Tours has built strong, lasting relationships within the industry.

3. Prioritize Customer Service & Speed

One of Stan’s core principles? “Be a people company that uses software, not a software company.” This is crucial for tour operators, where trust is everything.

Fast Response Times = More Bookings – European operators need quick answers to secure group bookings. Slow responses mean lost deals.
Proactive Problem-Solving Wins Repeat Business – Travel has variables. Anticipating issues before they arise creates long-term loyalty.
Exceptional Service = Competitive Edge – The most successful tour operators aren’t just trip planners; they’re partners in success.

From my experience, responsiveness and attention to detail make a significant impact, whether for small tour groups or large-scale European partners.

4. Build a High-Performance Team & Partnerships

Stan scaled by hiring top talent and keeping their team lean but effective. Tour businesses should do the same:

Hire for Agility & Ownership – Tours are dynamic; you need a team that can adapt, problem-solve, and execute flawlessly.
Invest in Strong Partnerships – The right guides, hotels, and transport providers make or break a trip. Build relationships, not just contracts.
Prioritize Cultural Fit – A great itinerary is useless if your team doesn’t care deeply about customer experience.

At Advango Tours, we’ve built long-term relationships with suppliers who align with our standards and values—this has been a key factor in delivering consistently high-quality experiences.

5. Scale with Systems, Not Just Hustle

Stan didn’t scale by working harder—they built repeatable systems to automate and optimize. Tour operators should do the same:

Automate Bookings & Communication – CRM tools, automated follow-ups, and streamlined payment systems reduce manual work.
Optimize Customer Journeys – Every interaction, from inquiry to post-trip feedback, should be seamless and memorable.
Stay Lean & Focused – More tours aren’t always better. Optimize before expanding.

Efficiency has been crucial in my experience—implementing tools like Airtable, Asana, and Zapier has helped streamline operations while keeping the focus on customer experience.

The Future of Tour Operators: Lessons from the Creator Economy

Stan’s success isn’t just about creators—it’s about the shift to service-driven, customer-first businesses.

The tourism industry is evolving, and the operators who win will be those who: