How one simple checkout add-on unlocked $100K in revenue

“When FareHarbor suggests trying something like Trip Protection, try it. If it doesn’t work, you can always turn it off.”

Haig Smith
Owner

Danger Charters, a sailing and snorkeling operator in Key West, generated over $100,000 in Trip Protection revenue over two years. Like many operators, owner Haig wasn’t sure how customers would respond to an added cost during checkout.

But instead of overthinking it, he tested it.

That decision didn’t just unlock a new revenue stream. It also made it easier for guests to book with confidence and gave the team a more flexible way to handle cancellations and changes.

The business: A long-standing Key West operator

Danger Charters has been part of the Key West experience for over 20 years, offering sailing and snorkeling trips that blend adventure with a laid-back, local feel.

Today, the business operates five boats, up from just two a few years ago. That growth came under owner Haig, who worked his way up from crew member to owner, giving him a hands-on understanding of both the day-to-day operations and the bigger-picture strategy behind the business.

That perspective shapes how Danger Charters approaches growth. Every decision, hiring, pricing, and new features, is grounded in what works on the water and what improves the customer experience.

The challenge: Hesitation around add-ons

Like many tour operators, Danger Charters doesn’t immediately jump on every new feature.

When FareHarbor recommended Trip Protection, Haig wasn’t convinced it would be the right fit. Adding an extra cost at checkout felt risky, especially when you’re focused on keeping conversions high and the booking experience smooth.

“At first, I was hesitant. I didn’t know if it was right for us.”

Would customers actually opt in, or would it create friction and lead to fewer bookings?

It’s a common reluctance. Add-ons can feel like a gamble until you see how customers respond.

The solution: Testing Trip Protection

Instead of guessing, Danger Charters decided to test it.

Trip Protection was added during checkout, giving customers the option to protect their booking for a small percentage of the total cost. It was pre-selected but easy to remove, making the experience seamless without forcing a decision.

They started with a 10% price point. After seeing strong adoption, they later increased it to 12% without negatively impacting opt-in rates.

More importantly, Trip Protection wasn’t just positioned as an add-on. It gave customers more flexibility when planning their vacations.

“You can cancel and get a refund… we’ll refund your money back, not gonna ask questions… Or you can reschedule and go out in the afternoon or the next day… A lot of people wanna go out with us, they just didn’t wanna go out right then [for whatever reason].”

That peace of mind makes all the difference. Customers feel more confident booking, and the team has a clearer, more consistent way to handle last-minute changes.

The results: More revenue, less friction

Since launching Trip Protection, Danger Charters has generated more than $100,000 in revenue from the feature in just two years, with an opt-in rate of nearly 47%. In other words, almost half of online bookers choose the added protection.

Just as important, the feature helped the business increase revenue per guest during slower tourism periods. Rather than relying on higher volume alone, Danger Charters grew revenue by offering smarter booking options and add-ons that customers were willing to choose.

For the reservations team, the benefits show up day to day. Trip Protection made cancellation conversations easier, reducing hassle around refunds and giving staff a clearer path to help guests without turning every last-minute change into a difficult interaction.

What’s next: Expanding through affiliates

With strong results from direct bookings, Danger Charters is now looking at how Trip Protection can extend even further.

The business already works with more than 100 affiliates, creating a steady stream of bookings through partners across Key West. The next step is bringing Trip Protection into those channels.

If adoption rates hold, this opens the door to even more incremental revenue without changing the core experience. It also creates consistency across booking sources, giving customers the same flexibility whether they book directly or through a partner.

For operators with a strong affiliate network, it’s a clear opportunity: scale what’s already working.

Turn simple changes into real revenue

Danger Charters generated six-figure revenue by testing Trip Protection.

By testing Trip Protection, Danger Charters found a way to increase revenue per guest, improve the booking experience, and make day-to-day operations easier for their team.

For operators looking to grow without adding more volume, it’s a clear reminder: sometimes the biggest gains come from small changes.

Learn how features like Trip Protection can help you increase revenue and improve your guest experience. Request a FareHarbor demo today.