Travel Agent Franchise India: Thomas Cook, SOTC or MakeMyTrip?
By Arjun Kapoor (Arjun Kapoor tracks error fares, mileage runs and award-chart sweet spots for Indian travellers. He moderates two Telegram fare-alert channels and has booked Europe round-trips at sub-₹25,000 four times in the last 24 months.) · Published · 12 min read
Thinking about buying a travel franchise in India? Thomas Cook, SOTC, and MakeMyTrip all have partner programs with very different economics, brand support, and operational realities. Here's an honest breakdown — investment, royalty, what you actually get, and which model suits which type of operator.
TL;DR — three programs, three different bets
If you want established brand recognition and are willing to commit serious capital (upwards of ₹15–25 lakh all-in), Thomas Cook and SOTC are the traditional names. MakeMyTrip's partner program requires a lower upfront investment and leverages the OTA's digital reach, but you're competing with MakeMyTrip's own website every day. There's no universally 'best' option — it depends on your city, your existing client base, and whether you want a physical storefront or a lean home-office operation.
Numbers in this article are approximate ranges based on publicly available information as of 2026 — verify current figures directly with each franchisor before signing anything.
What a travel franchise actually gives you (and what it doesn't)
Let's be clear-eyed about this: a travel franchise isn't a magic revenue machine. What you're buying is a brand name, a ticketing/booking platform, some training, and — in theory — a stream of walk-in or referral clients who recognise the brand. What you're not getting is a guaranteed income, exclusive territory in most cases, or freedom from the franchisor's rules on pricing and product.
The Indian travel franchise space operates in a competitive environment. OTAs like MakeMyTrip and online flight search tools (including AI-powered options like FlightGPT) have moved a lot of self-serve bookings online. Where franchises genuinely hold value is in complex packages, corporate relationships, group travel, and clients who want a human to call when things go wrong. That segment is real and profitable — but it's not a volume game the way OTA bookings are.
Thomas Cook India franchise: what it costs and what you get
Thomas Cook India (now operating independently from the original UK entity, which went bust) maintains a franchise network across Indian cities. Their franchise model requires a physical shop in a decent commercial location, which is your largest cost driver in most cities. Franchise fee plus setup typically runs in the range of ₹15–30 lakh depending on city tier and shop size — verify the current fee structure directly with Thomas Cook India.
What the Thomas Cook name gets you: strong brand recognition especially for outbound group tours and international packages, a robust backend for ticketing and packages, and training for your staff. Their product range is wide — air, hotels, forex, insurance, visa assistance. The royalty structure varies by revenue category; expect to share a portion of earnings with the franchisor, especially in the early years.
Suits: operators with access to capital in the ₹20–35 lakh range, a good commercial location, and ideally some existing corporate or community network to seed initial volume. A solo operator running this from a 200-sq-ft shop with one staff member will struggle; it's really designed for a small team of 3–5.
SOTC franchise: the 20% royalty reality
SOTC (formerly Kuoni India, now part of the Thomas Cook India group) has a franchise structure with a different orientation — it's more tour-and-package focused than pure airline ticketing. Franchise fee ranges in various reports have been around ₹5–15 lakh for smaller partner arrangements, with the royalty component often cited around 20% of gross revenue on packages sold under the SOTC brand.
That 20% royalty is the number you need to run your own P&L against very carefully before signing. On a package that earns 15% gross margin, paying 20% royalty on the gross revenue means you're essentially working for the franchisor on those bookings unless your volume and client retention are strong enough to make the brand premium worthwhile.
Where SOTC adds value: curated holiday packages, group tours, and a recognisable brand for premium holiday seekers. If you're in a tier-2 or tier-3 city where SOTC has low existing presence but aspirational demand for international holidays, the brand may command a premium that justifies the royalty. In a city like Mumbai or Delhi where SOTC already has direct offices, you're competing harder.
Suits: operators focused on outbound leisure packages rather than flight-only bookings, with a client base willing to pay for curated tours. Lower upfront investment than Thomas Cook for smaller partner tiers.
MakeMyTrip partner program: the digital franchise
MakeMyTrip's MyBiz and partner/affiliate programs are structurally different from traditional franchises — there's typically no physical shopfront requirement, lower upfront cost, and the earnings model is commission-based on bookings made through the MakeMyTrip platform under a partner arrangement. Investment can be as low as ₹5–10 lakh all-in for some partner tiers, significantly lower than the traditional brands.
The honest trade-off: you're selling MakeMyTrip's product, and every client you convert could potentially cut you out and book directly on MakeMyTrip next time. Brand loyalty to you personally, rather than to the platform, becomes your moat. This works well for agents who add value through personalised service, complex itinerary building, and ongoing client relationships — but if your only value-add is booking the same thing the client could find on the app, you'll struggle to retain them.
The platform access, OTA pricing, and digital tools are genuinely strong. For a solo operator or home-based travel consultant without the capital for a physical franchise, this is often the most accessible entry point.
See also our comparison of OTA vs travel agent for international flights for context on where OTA-backed models win and lose.
Solo operator vs small team: which franchise fits?
| Factor | Thomas Cook | SOTC | MakeMyTrip Partner |
|---|---|---|---|
| Approx. investment range | ₹15–34 lakh+ | ₹5–15 lakh | ₹5–10 lakh |
| Physical office required? | Yes | Yes (for most tiers) | No (partner tiers vary) |
| Best for | Team of 3–5, packages + corporate | Package-focused, tier-2 cities | Solo/home-based, digital savvy |
| Royalty/commission structure | Varies by revenue category | ~20% of gross on packages | Commission split per booking |
| Brand strength | Strong, especially groups | Strong for leisure holidays | High, but shared with direct OTA |
All figures approximate — verify directly with franchisors. Investment includes franchise fee, setup, and working capital estimate.
Before you sign: questions to ask every franchisor
- What's the territory exclusivity, if any? (Many programs have none.)
- What's the royalty structure across product categories — flights vs packages vs forex?
- What happens if the franchisor changes commission rates mid-contract?
- What training and ongoing support is actually included vs charged separately?
- Can you see the P&L of an existing franchise partner in a comparable city?
- What's the exit clause if you want to wind down?
If you're also considering the independent sub-agent route as an alternative, read our guide to the sub-agent model — it's a lower-risk way to test the market before committing franchise capital.
For corporate travel opportunities, our article on corporate travel management for Indian SMEs covers how agent-managed corporate accounts work.
Frequently asked questions
How much does a travel franchise cost in India in 2026?
It varies significantly by brand and tier. Entry-level partner programs (like MakeMyTrip's partner tiers) can start around ₹5–10 lakh all-in. Mid-tier franchises like SOTC range from roughly ₹5–15 lakh for smaller partner setups. Full Thomas Cook India franchise arrangements with a physical shop can run ₹15–34 lakh or more depending on city and shopfront size. Always verify current figures directly with the franchisor — these numbers change.
Is a travel franchise profitable in India?
It can be, but it depends heavily on your city, client base, and product mix. Package-focused franchises in tier-2 cities with limited OTA competition tend to do better than pure flight-ticketing shops in metros. Operators who build corporate accounts or specialise in a niche (pilgrimages, educational tours, sports travel) generally report more stable earnings than those competing on generic leisure bookings.
Does a travel franchise partner need IATA accreditation?
If you're joining a franchise program with an established brand like Thomas Cook or SOTC, ticketing typically happens through the franchisor's IATA credentials and GDS access — you operate under their umbrella. This means you don't need your own IATA accreditation to start, though some programs require or encourage you to get it as you grow.
What's the SOTC royalty percentage for franchisees?
Based on publicly available information, SOTC's franchise royalty has been reported around 20% of gross revenue on packages sold under the SOTC brand, though the exact structure varies by partner tier and may have changed. Verify the current royalty terms directly with SOTC's franchise team before committing — the economics look very different at 15% vs 20% royalty on a typical package margin.
Can I run a travel franchise from home without a physical office?
Full Thomas Cook or SOTC franchises generally require a physical office for compliance and brand standards. MakeMyTrip's partner programs tend to be more flexible and can often be operated from a home office or without a dedicated storefront, especially at lower partner tiers. The sub-agent model (under an independent host agency) is also viable for home-based operations.
Which travel franchise is best for a first-time operator in India?
For first-time operators with limited capital, MakeMyTrip's partner program or the sub-agent model under a local host agency carry the lowest risk. If you have ₹15–20 lakh to invest and an existing network in a tier-2 city, an SOTC or Thomas Cook partnership may give stronger brand support. Visit franchise expos like Franchise India and speak to existing partners in similar markets before deciding.