Safari Trade Glossary: STO, Rack Rates, DMCs, and Other Terms Explained.

Trade terms come up in almost every conversation with tour operators and agents: STO rates, release periods, allotments, FIT. They’re rarely spelled out, and mixing them up can slow a deal down.

Here’s a quick reference to the terms you’ll hear most, so you can reply with confidence.

The published price a traveler pays when booking directly,also called the gross rate or best available rate.

Why it matters: Everything else, including your trade rates, is usually calculated from this number.

The discounted rate a property offers tour operators, usually shown as a percentage off the rack rate. STO is commonly read as “standard tour operator” rate.

The size of the discount varies a lot: one operator writing in Tourism Update describes lodges offering smaller operators 15% while large partners receive 30% to 35%.

Why it matters: Your STO rate decides whether an operator can make a margin on your property

Also called as the gross or best available rate, it’s the price after the trade discount or commission is taken off.

It’s one of the most confusing terms in the trade, because each side sees the same number differently. For a property, the net rate is what it receives. For a tour operator, it’s what they pay. Operators also use “net rate” for the prices they give overseas agents, before the agent adds their own margin.

Why it matters: When a partner asks for your net rates, check what they mean, and say clearly on your rate sheet whether prices are net or commissionable. That way, a margin isn’t taken twice, or left out.

A fee paid to an intermediary for marketing and selling your product, usually a percentage of the best available rate.

Why it matters: Some partners work on commission from a rack rate, others on a net rate. Knowing which model a partner uses avoids pricing mistakes.

The rates and terms you agree with a trade partner for a set period, usually a calendar year or a season, and the document that lists them.

Why it matters: Operators often build itineraries months or even a year ahead, so your next season’s rates need to be ready early.

A business that sells travel to consumers, often packaging tours from operators or booking individual elements on the traveler’s behalf.

Why it matters: Agents are often the first contact with the traveler, but they usually rely on an operator or DMC to put the safari together.

A company that designs tours and travel experiences combining transport, accommodation, activities, and meals.

Why it matters: Tour operators choose which properties go into an itinerary, so they’re usually your most important trade audience.

A company based in the destination that provides local services and expertise, from transfers to full itineraries.

Why it matters: DMCs often have deep, practical knowledge of properties in their region and influence which ones international partners hear about.

A tour operator based in the destination that handles tours for travelers arriving from abroad, usually working with agents and operators in the source markets. In the safari industry, “inbound operator,” “ground handler,” and “DMC” are often used for similar roles.

Why it matters: Many international agents never contact you directly. They work through an inbound operator who does.

An intermediary between suppliers and buyers that develops itineraries and programs, often selling through travel agents.

Why it matters: Wholesalers can bring volume, but they usually expect deeper trade rates.

A company that promotes your property to the trade in specific markets, arranges meetings, and often handles trade inquiries on your behalf.

Why it matters: When your representation changes, operators need to know who to contact, or they may keep using outdated rates and contacts.

Also known as free independent traveler, FIT describes people traveling on their own, as a couple, or in a small group, rather than on a fixed group tour.

Why it matters: Most tailor-made safaris are FIT tours, and FIT rates may differ from group rates.

A pre-agreed number of rooms held for a tour operator or wholesaler to sell.

Why it matters: Allotments give partners confidence to sell you, but unsold rooms need to come back to you in time.

The date or number of days before arrival when unconfirmed rooms, from an allotment or a provisional hold, go back to the property.

Why it matters: Clear release terms protect your occupancy and help operators plan their follow-ups.

A booking held for a client before it’s confirmed, usually until a set date or deposit.

Why it matters: Provisional bookings show real interest, but they need clear deadlines so rooms don’t stay blocked.

Short for familiarization trip: a hosted visit that lets trade buyers experience your property firsthand.

Why it matters: Consultants who have stayed with you can describe your property with confidence, which often makes it easier to sell.

A short document with the practical details operators need: location, access, room types, facilities, activities, policies, and contacts.

Why it matters: A good fact sheet saves operators from emailing you with questions, which speeds up their quote.