Founder: Nishan Rajakaruna
Business: Total Travel Solution
Revenue/Month: $20K 
Founders: 1 
Employees: 5 
Website: totaltravelsolution.com
Location: Nugegoda, Colombo, Sri Lanka. 
Founded: 23rd September, 2011

Total Travel Solution (TTS) has made its mark as a leading travel operator, specializing in creating bespoke journeys through Sri Lanka and the Maldives. Established in 2011 by Nishan Rajakaruna, the company quickly built a reputation for delivering thoughtfully curated travel experiences, merging luxury, authenticity, and seamless execution. Initially catering to Spanish-speaking travelers, TTS leveraged its niche to establish a stronghold in a competitive market, achieving over USD 2 million in revenue in its first six years while delighting nearly 2,000 clients. Today, it stands as a trusted name among global travelers seeking unforgettable vacations in South Asia’s most stunning destinations. 

For Rajakaruna, the success of TTS is deeply tied to understanding what modern travelers want. “I noticed early on that people were looking for more than just vacations—they wanted journeys that resonated with them personally,” he explains. Recognizing this unmet need, Rajakaruna set out to design travel packages that went far beyond standardized tours. He prioritized highly tailored experiences, whether it meant curating an itinerary for honeymooners in search of secluded luxury or cultural explorers keen to uncover Sri Lanka’s rich heritage. 

The focus on personalization became a cornerstone of TTS’s operations, and it didn’t take long for word to spread. Rajakaruna recalls, “We put in the extra effort to make sure every element of a trip was flawless. From handpicking accommodations to ensuring smooth logistics, it was about creating a sense of trust and ease for the client.” This meticulous attention to detail paid off in spades, as glowing testimonials from satisfied customers fueled organic growth through repeat bookings and word-of-mouth recommendations. 

A significant breakthrough came with the company’s strategic entry into the Spanish-speaking market. “At the time, few operators in Sri Lanka were focusing on Spain and Latin America,” Rajakaruna says. “We realized this was an untapped segment with tremendous potential.” By offering Spanish-speaking guides, culturally immersive experiences, and itineraries tailored to the interests of this demographic, TTS carved out a niche that set it apart from competitors. Over the next seven years, the company became one of Sri Lanka’s top 10 travel providers in the sector—a feat Rajakaruna attributes to the team’s ability to deliver a seamless and memorable experience for every client. 

But staying ahead required more than just a good product—it demanded a sharp awareness of evolving trends in the global travel industry. “The way people plan their trips has changed drastically over the last decade,” Rajakaruna observes. “Travelers are doing their research online, looking at reviews, and comparing options before they even speak to a company.” Understanding this shift, TTS embraced digital platforms to connect with potential clients. From interactive social media campaigns to engaging content that showcased the company’s offerings, TTS found new ways to attract and inspire travelers across the globe. 

This forward-thinking approach wasn’t just about marketing; it also extended to the company’s reputation. TTS earned recognition in publications such as Bucknell, LMD, and CEO Sri Lanka, all of which highlighted Rajakaruna’s achievements as a rising star in the industry. For Rajakaruna, such accolades were less about personal validation and more about reinforcing the company’s credibility. “Being featured in reputable outlets helped us build trust with clients who might be discovering us for the first time,” he says. 

At the heart of TTS’s ethos is the belief that luxury and authenticity are not mutually exclusive. Rajakaruna elaborates, “Travel isn’t just about staying in a five-star resort; it’s about connecting with a destination in a meaningful way. Our job is to find that balance—providing high-quality experiences while keeping the cultural and natural essence of the destination intact.” This philosophy has resonated strongly with TTS’s clientele, whether they’re unwinding on the Maldives’ turquoise shores or exploring the ancient ruins of Anuradhapura. 

Rajakaruna credits much of TTS’s growth to the strength of its partnerships. The company has cultivated strong relationships with local suppliers, hoteliers, and tour guides, ensuring that every aspect of its packages meets exacting standards. “When you work with the right people on the ground, everything comes together seamlessly,” he says. It’s this collaborative approach that has enabled TTS to deliver consistently exceptional experiences, even as the company expanded its offerings and client base. 

From the outset, Rajakaruna’s entrepreneurial drive has been fueled by a desire to elevate Sri Lanka and the Maldives as world-class destinations. His ability to anticipate market trends, adapt to change, and keep the client at the center of every decision has positioned TTS as a standout player in the industry. 

Building a Brand from an Unlikely Beginning 

Rajakaruna’s transition from chemical engineer to travel industry leader was anything but conventional. The early days of Total Travel Solution were a mix of bold risk-taking and relentless determination, guided by an unwavering belief that he could create something extraordinary out of what initially felt like failure. His path serves as a reminder that sometimes, life’s most unexpected detours hold the seeds of the greatest opportunities. 

Looking back on his career pivot, Rajakaruna reflects, “When I returned to Sri Lanka, I didn’t have a clear plan. I just knew I couldn’t give up on myself. That time of uncertainty forced me to think differently, and eventually, I found a way forward.” That “way forward” began with a simple, yet transformative idea: to provide a comprehensive travel service that removed the stress and uncertainty for international tourists visiting Sri Lanka and the Maldives. 

He credits much of TTS’s foundation to the marketing skills he honed during his stint at the tea-export company, where the idea of a “total solution” first took root. “It was a moment of clarity,” he says. “I realized that what people wanted was simplicity—a single provider who could handle every aspect of their travel experience. I thought, why not apply that concept to the tourism industry?” That clarity propelled him into action, and by 2011, he was ready to launch his vision into reality. 

Turning an idea into a viable business was no small feat. Rajakaruna started with minimal resources, relying heavily on his own determination and a willingness to learn on the fly. He began cold-emailing travel agents abroad, knowing that partnerships would be critical to the company’s growth. “At first, it felt like a shot in the dark,” he recalls. “But I kept reaching out, sharing my vision, and trying to make those connections. Eventually, one of them responded—a Spanish travel agent—and that changed everything.” 

The collaboration opened doors to a previously untapped market, as TTS began offering personalized itineraries tailored to Spanish-speaking tourists. This early success was pivotal in establishing TTS as a go-to provider for international travelers, particularly from Europe. It also taught Rajakaruna a key lesson about persistence: “Sometimes, all it takes is one opportunity to completely shift the trajectory of your business. You just have to be ready for it.” 

Beyond his entrepreneurial savvy, Rajakaruna’s approach is marked by a deep personal philosophy. Having reached significant financial milestones—including building a personal net worth of over 100 million LKR—he now focuses on inner growth as much as outward success. “For me, success isn’t just about numbers anymore. It’s about being at peace with yourself and finding joy in what you do,” he explains. Practicing meditation and studying Buddhist teachings have become central to his life, influencing the way he leads both his company and his personal journey. 

That balance between ambition and mindfulness has not only shaped Rajakaruna’s outlook but also left its imprint on TTS’s culture. While the company continues to grow and evolve, its foundations remain deeply rooted in its founder’s belief in creating something meaningful—both for clients and for himself. As he puts it, “If you build something with purpose and integrity, success will follow. It might not happen overnight, but it will happen.” 

Building a Business on Grit, Strategy, and Unshakable Trust 

For Rajakaruna, the creation of Total Travel Solution wasn’t a glamorous leap into entrepreneurship but a methodical and determined climb. His expertise didn’t come from textbooks or an MBA program—it was earned through hands-on experience, starting with a job at a small travel agency owned by a family friend. What was supposed to be a short-term stint turned into an immersive education in the nuts and bolts of the tourism industry. “That was where I learned how to manage the essentials,” he recalls. “Pricing trips, coordinating with drivers, booking hotels—I didn’t have the luxury of trial and error because I had to get it right for paying clients.” 

This experience gave him a foundational understanding of operations, but Rajakaruna knew he needed something more to set TTS apart: a commitment to exceptional service. His father’s three decades as a French-speaking national tour guide served as both an inspiration and a resource. “Growing up, I saw how much trust my father built with his clients,” he says. “That level of trust—where people would come back to him again and again—showed me the importance of delivering more than what’s expected.” 

However, trust wasn’t something Rajakaruna took for granted. Building a reliable network of service providers—drivers, hoteliers, and guides—became a meticulous process of vetting and refining. Early in his career, he cycled through dozens of partnerships before narrowing the list to collaborators who shared his high standards. “It was exhausting,” he admits. “I was constantly evaluating who I could depend on. Now, I have a tight circle of partners who I know will deliver every single time.” By ensuring consistency across all aspects of the business, he created a level of reliability that became a hallmark of TTS’s service. 

Launching Without a Map 

Rajakaruna’s path to launching TTS wasn’t a textbook case of business strategy—it was a story of resourcefulness. Starting with just LKR 200,000 (approximately USD 1,000), he funneled his savings into the bare essentials: registering the business, setting up a website, and opening a bank account. “There wasn’t a grand plan,” he admits. “I didn’t have funding or investors, but I had an idea and the drive to make it work.” 

What truly ignited the business wasn’t a traditional marketing campaign but an email. After reaching out to international travel agents, Rajakaruna landed a partnership with a Spanish agent who decided to take a chance on him. That relationship became the backbone of TTS’s growth, generating hundreds of bookings from Spain and Latin America. “That agent believed in what we were offering,” he says. “And once we delivered on those promises, word started spreading. It wasn’t flashy, but it was effective.” 

Despite the early momentum, Rajakaruna ran the company with frugality in mind. Without a large office or staff, TTS operated leanly, allowing the business to weather unexpected storms. This approach proved critical when crises hit Sri Lanka’s tourism industry—first the Easter Sunday attacks in 2019, then the global pandemic, and later the country’s economic collapse. “Keeping costs under control gave us flexibility,” he explains. “Even when bookings dropped, we could sustain operations without being forced to make drastic cuts.” 

Adapting in an Unpredictable Market 

Sri Lanka’s tourism sector is no stranger to volatility, and the last five years have been particularly turbulent. For TTS, each crisis—from national tragedies to global shutdowns—became a test of resilience. Rajakaruna reflects, “The Easter attacks and the pandemic hit us hard. There were months when it felt like everything had stopped, and there was no clear timeline for recovery.” 

Yet, what could have been a breaking point instead became a lesson in patience and preparedness. Rajakaruna credits his financial discipline during TTS’s early days with helping the company survive these downturns. “We didn’t overextend ourselves when times were good,” he says. “That allowed us to stay afloat when demand disappeared.” 

As the tourism industry slowly recovers, Rajakaruna is shifting gears, ready to expand beyond traditional strategies. While the company relied on partnerships with agents in its early years, he now sees an opportunity to connect directly with travelers through digital marketing. Facebook, Instagram, and SEO will play a central role in the next phase of TTS’s growth, helping the company reach a wider global audience. “Travelers are doing more research online now than ever before,” he says. “We need to meet them where they are—on social media, reading reviews, or searching for the perfect trip.” 

Despite the challenges, Rajakaruna’s core principles remain unchanged. “What got us here wasn’t luck,” he reflects. “It was hard work, discipline, and never cutting corners when it came to quality. No matter what changes in the industry, those values will always guide us.” 

Weathering the Storms and Building a Vision for the Future 

Sri Lanka’s tourism industry has faced immense challenges in recent years, but TTS has managed to endure through it all, driven by Rajakaruna’s forward-thinking approach and careful financial planning. Before the turbulence began in 2019, the company had experienced seven straight years of remarkable growth, earning six-figure profits in USD and securing a top spot among Sri Lanka’s leading inbound travel operators. Those prosperous years provided a cushion for the business during difficult times, enabling it to outlast many competitors that were forced to shut their doors. 

Rajakaruna reflects on how those savings helped sustain TTS during crises like the Easter Sunday attacks and the COVID-19 pandemic. “We weren’t just running for growth; we were always preparing for the unexpected,” he explains. “That mentality helped us survive when so many others couldn’t.” He credits the company’s lean operational structure as another key factor. By keeping overhead low and focusing on essentials, TTS was able to adapt quickly to downturns in demand. 

Now, with the tourism sector beginning to recover and Sri Lanka’s economic challenges easing, Rajakaruna sees opportunity on the horizon. “Travelers are slowly returning, and we’re starting to see interest pick up,” he says. He remains confident that Sri Lanka’s unique appeal will once again draw visitors. He often points to Lonely Planet’s 2019 ranking of Sri Lanka as the #1 travel destination in the world as proof of the island’s untapped potential. “That recognition wasn’t just about our beaches or wildlife; it was about the depth of experiences we offer. That’s something travelers will always seek out,” he notes. 

As global tourism trends continue to shift toward immersive and authentic experiences, TTS is well-positioned to capitalize on this demand. Rajakaruna is already strategizing for the next phase of growth, ready to meet the needs of travelers looking for curated, meaningful journeys in Sri Lanka and the Maldives. 

From Entrepreneur to Mentor: Turning Lessons Into Legacy 

While growing TTS has been a remarkable journey, Rajakaruna has found a new calling: empowering others to follow in his footsteps. His foray into mentorship is an extension of the principles that guided his own entrepreneurial success, but it’s also a response to a gap he sees in Sri Lanka’s business ecosystem. “When I was starting out, there weren’t many resources for someone like me—no guidebook or roadmap. I had to figure it out through trial and error,” he shares. “Now, I want to make it easier for others to take that leap.” 

Through his brand “Coach Carter,” Rajakaruna has launched a success course designed to help aspiring entrepreneurs build businesses with limited resources. The program, grounded in his own experiences, teaches participants how to make strategic decisions, allocate funds efficiently, and focus on the essentials needed to launch and sustain a business. “Most people think you need a lot of money to start a company, but that’s not true,” he explains. “I started with just $1,000, and that taught me how to think creatively and work with what I had.” 

His coaching isn’t theoretical; it’s hands-on and built around actionable strategies. Participants learn the same cost-cutting, decision-making, and marketing principles that Rajakaruna used to bootstrap TTS into a multimillion-dollar business. “I want people to walk away with real tools they can use—not just motivation, but a plan they can implement,” he says. 

This initiative has grown into more than just a personal passion project. For Rajakaruna, it’s a way of giving back and contributing to a stronger entrepreneurial culture in Sri Lanka. He sees his mentorship as a chance to amplify the impact of his own journey by inspiring others to embrace resilience, resourcefulness, and the grit required to build something from nothing. “If I can help even a handful of people start their own businesses, it creates a ripple effect,” he says. “They’ll hire people, grow their own networks, and add value to the economy.” 

As “Coach Carter” evolves alongside TTS, Rajakaruna is carving out a dual legacy: one as a trailblazer in Sri Lanka’s tourism industry and another as a mentor shaping the next wave of entrepreneurs. For him, success isn’t limited to what he builds—it’s about how he helps others build, too. 

Advice for Aspiring Entrepreneurs: A Blueprint for Success 

Rajakaruna’s transformation from an unemployed chemical engineer to a successful entrepreneur isn’t just a personal triumph—it’s a case study in perseverance and practical strategy. For anyone aspiring to start their own business, his advice is straightforward yet profound: combine relentless effort with smart planning, treat financial discipline as a daily habit, and approach every decision with long-term sustainability in mind. These principles, born out of his journey with Total Travel Solution, apply to entrepreneurs across industries. 

“Hard work alone isn’t enough,” Rajakaruna says. “You need to pair it with a clear strategy. I’ve seen too many people who work incredibly hard but never stop to ask, ‘Am I putting my energy into the right things?’” He emphasizes that entrepreneurship isn’t just about doing more—it’s about doing the right things more efficiently. This mindset shaped his approach from the very beginning, especially when he started TTS with just $1,000 in savings and a vision. 

One of the cornerstones of his success has been financial awareness. Rajakaruna credits the lean operational model he established early on with helping TTS navigate both the highs and the lows of the tourism industry. “In business, every rupee or dollar counts,” he explains. “When you don’t have deep pockets, you learn how to stretch your resources. I kept costs low—no big office, no unnecessary expenses. That’s what gave us the flexibility to keep going, even when times were tough.” 

He warns aspiring entrepreneurs about the dangers of overextending too soon, urging them to focus on efficiency before expansion. “I’ve always believed it’s better to grow gradually than to take on too much and risk losing it all,” he adds. This measured approach allowed him to scale Total Travel Solution sustainably, securing long-term profitability while remaining resilient during crises like the pandemic and Sri Lanka’s economic collapse. 

Rajakaruna’s journey has inspired him to help others replicate his success through his “Coach Carter” mentorship brand. The accompanying success course is practical and results-oriented, offering actionable guidance to entrepreneurs working with limited resources. “What I teach isn’t theory,” he explains. “It’s based on what I’ve done myself—how to start small, work smart, and grow something real. It’s about making the most of what you have and focusing on what matters most.” 

The course is grounded in three core pillars: hard work, discipline, and financial planning. These aren’t just abstract principles but tangible steps that Rajakaruna says anyone can implement. “Whether you’re launching a bakery, a tech startup, or a travel business, the fundamentals don’t change. You have to stay focused, keep your finances in check, and deliver value to your customers every time,” he says. 

For Rajakaruna, entrepreneurship is about more than building a business—it’s about building confidence in others. He views his mentorship as a way to create a ripple effect, empowering others to take control of their futures and contribute to the broader economy. “When I help someone else succeed, it’s not just their life that changes,” he reflects. “They create jobs, they inspire others, and they show what’s possible when you don’t give up.” 

Ultimately, Rajakaruna’s advice to aspiring entrepreneurs is as much about mindset as it is about execution. “There will always be obstacles,” he says. “But if you’re willing to work hard, think strategically, and trust the process, you can achieve something extraordinary. I’m living proof of that.” 

Success Factors: Why Did Total Travel Solution Succeed? 

• Visionary Leadership and Strategic Thinking: Nishan Rajakaruna’s ability to identify an unmet need in the market and his foresight in creating highly personalized travel solutions for international tourists set the foundation for TTS’s success. His strategic decision to focus on the Spanish-speaking market—a relatively untapped demographic in Sri Lanka—helped TTS carve out a lucrative niche. Rajakaruna’s adaptability and willingness to seize opportunities, such as building partnerships with foreign travel agents, particularly in Spain, fueled the company’s early growth. 

• Meticulous Financial Planning: Starting the business with just $1,000 in savings, Rajakaruna’s focus on keeping overhead costs low and prioritizing efficiency ensured the company’s sustainability. A lean operational model, avoiding unnecessary expenses like large offices and excessive staffing, allowed TTS to remain resilient during downturns and crises, including the pandemic and Sri Lanka’s economic struggles. 

• Relentless Focus on Service Excellence: Rajakaruna drew inspiration from his father’s decades of experience as a tour guide, emphasizing trust, reliability, and delivering beyond client expectations. TTS established a strong reputation by offering highly curated and seamless travel packages that catered to the specific needs of clients, from luxury honeymoons in the Maldives to cultural experiences in Sri Lanka. 

• Building a Network of Trusted Partners: Rajakaruna invested considerable effort in vetting and building a reliable network of guides, drivers, hoteliers, and other service providers. By narrowing his collaborators to a select group of dependable partners, he ensured consistent, high-quality service across all offerings. 

• Adaptability in Crisis: The company’s ability to weather industry challenges—including the 2019 Easter Sunday attacks, the global pandemic, and Sri Lanka’s economic crisis—stemmed from Rajakaruna’s disciplined financial management and focus on maintaining operational flexibility. By not overextending during periods of growth, TTS was able to sustain operations during downturns when many competitors closed their doors. 

• Early Adoption of Digital Tools and Marketing: Recognizing the growing influence of digital platforms on travel decisions, Rajakaruna leveraged online tools to connect with clients and showcase TTS’s offerings. A focus on establishing an online presence and strategic use of social media and SEO is now driving plans for future growth. 

• Persistence and Grit: Rajakaruna’s determination to keep going, even in the face of personal and professional challenges, is a key driver behind TTS’s success. From cold-emailing travel agents to learning the ins and outs of the industry through hands-on experience, his resilience and work ethic were instrumental in building the business. 

• Mentorship and Knowledge Sharing: His commitment to empowering the next generation of entrepreneurs through his “Coach Carter” mentorship brand reflects his belief in creating a ripple effect. By teaching practical strategies for starting and sustaining a business, Rajakaruna is not only securing his legacy but also fostering an entrepreneurial culture in Sri Lanka. 

• Focus on Long-Term Value: Instead of chasing short-term wins, Rajakaruna prioritized sustainable growth, building trust with clients and partners while ensuring the business could adapt to a changing market. The company’s ability to deliver exceptional service has driven repeat business and word-of-mouth referrals, ensuring long-term profitability. 

Key Lessons to Learn 

1. Identify and Leverage a Market Gap: TTS’s success began with Rajakaruna recognizing an underserved market: Spanish-speaking travelers interested in Sri Lanka and the Maldives. By offering tailored itineraries, Spanish-speaking guides, and curated cultural experiences, he capitalized on an untapped niche, positioning TTS as a leader in that segment. Lesson: Always look for market gaps or underserved customer groups. Niches can be powerful entry points, especially in competitive industries. 

2. Start Lean and Focus on Essentials: Rajakaruna launched TTS with just $1,000, focusing on the basics: registering the business, building a functional website, and establishing partnerships. By avoiding unnecessary overhead, he created a sustainable business model that could weather financial challenges. This lean structure was critical in keeping the business alive during crises. Lesson: It’s not about how much money you start with; it’s about how you use it. Focus on what matters most—creating value for customers and keeping costs low. 

3. Adaptability is Key to Survival: TTS faced numerous disruptions, including the 2019 Easter Sunday attacks, the COVID-19 pandemic, and Sri Lanka’s economic crisis. Instead of panicking, Rajakaruna relied on careful financial planning and his ability to pivot quickly. By maintaining a flexible cost structure and avoiding debt, he ensured the business remained stable even when demand plummeted. Lesson: Build a business model that allows for flexibility. Prepare for challenges in advance and have the financial discipline to withstand unexpected downturns. 

4. Persistence Can Unlock Opportunities: Early on, Rajakaruna emailed countless foreign travel agents to find partners, with little success. But he persisted until he secured a partnership with a Spanish agent, which became the foundation for TTS’s rapid growth. That first breakthrough came through relentless outreach and the willingness to keep trying, even when responses were slow. Lesson: Success often requires perseverance. Keep pushing through setbacks, as the right opportunity could be just one step away. 

5. Deliver Exceptional Service to Build Trust and Loyalty: Rajakaruna’s focus on exceeding customer expectations became the cornerstone of TTS’s reputation. He prioritized trust, reliability, and quality across all aspects of the business—whether through carefully vetted service providers or highly personalized itineraries. This commitment resulted in repeat clients and word-of-mouth referrals, driving long-term growth. Lesson: Focus on service excellence. Happy customers become loyal customers, and their recommendations can be more powerful than any marketing campaign. 

6. Build a Strong Network of Trusted Partners: Rajakaruna painstakingly vetted guides, hoteliers, and service providers, ensuring only the most dependable collaborators were part of TTS’s ecosystem. By narrowing his pool to a reliable network, he guaranteed consistency in service delivery—a key factor in winning client trust. Lesson: Success isn’t achieved alone. Surround yourself with reliable partners and collaborators who share your commitment to quality and values. 

7. Financial Discipline is Non-Negotiable: From the start, Rajakaruna prioritized financial discipline, keeping costs low and managing cash flow carefully. This foresight protected TTS during tough times, allowing the business to operate sustainably while others in the industry faltered. Lesson: Treat financial planning as an everyday practice. Always be mindful of spending and plan for downturns, even during periods of growth. 

8. Stay Ahead of Trends: Rajakaruna anticipated shifts in how travelers researched and booked trips, leveraging digital platforms to promote TTS’s offerings and engage with clients. His ability to stay ahead of industry trends, such as the growing demand for immersive and authentic experiences, allowed TTS to remain relevant and competitive. Lesson: Stay informed about market trends and consumer behavior. Adapting early to changes in your industry can give you a competitive edge. 

9. Mentorship Creates a Ripple Effect: Through his “Coach Carter” mentorship brand, Rajakaruna demonstrates the importance of sharing knowledge and empowering others. His decision to turn his hard-earned lessons into actionable guidance for aspiring entrepreneurs reflects a desire to give back and inspire the next wave of business leaders. Lesson: Success is amplified when shared. By mentoring others, you create a lasting impact that extends beyond your own achievements. 

10. Success Requires Resilience and Grit: Rajakaruna’s journey is marked by resilience—whether it was overcoming the personal setback of returning to Sri Lanka after losing his engineering career or navigating the challenges of building a business in a volatile industry. His ability to turn adversity into opportunity shows the power of grit and determination. Lesson: Resilience is often the defining trait of successful entrepreneurs. Challenges and failures are inevitable, but your ability to bounce back and keep moving forward will define your success.  

11. Sustainable Growth Beats Quick Wins: Rather than scaling rapidly and risking overextension, Rajakaruna focused on building a sustainable business. By growing methodically and ensuring each step was supported by strong operations and reliable partners, he created a foundation that could withstand turbulence. Lesson: Growth is important, but it should never come at the expense of sustainability. Take measured steps to build a business that lasts. 

12. Success is About More Than Just Profits: For Rajakaruna, success isn’t solely about financial milestones. His journey is also about finding fulfillment, practicing mindfulness, and helping others achieve their dreams. This balanced perspective has informed both his business decisions and his approach to life. Lesson: Define success on your own terms. While financial success is important, true fulfillment comes from creating value for others and living with purpose. 

Opportunity Matrix 

Founder Background 

Nishan Rajakaruna, a chemical engineer by education, returned to Sri Lanka in 2009 after struggling to secure a stable role in the U.S. during the global financial crisis. He transitioned into the travel industry, leveraging his father’s 30+ years of experience as a national tour guide and his own hands-on learning at a local travel agency. 

Problem Identification 

Identified a gap in the market for personalized, high-quality travel services in Sri Lanka and the Maldives, especially for international tourists. Spanish-speaking travelers in particular lacked customized travel options with cultural immersion. 

Market Opportunity 

Growing demand for curated travel experiences in South Asia, particularly among Spanish-speaking tourists. The Maldives and Sri Lanka offer globally recognized attractions, from pristine beaches to rich cultural heritage, but lacked one-stop, high-quality service providers for international clients. 

Competitive Landscape 

Initially low competition for Spanish-speaking clients. The tourism market was dominated by operators offering standard packages, leaving room for TTS to differentiate through personalization, seamless logistics, and immersive experiences. 

Market Research 

Insights came from firsthand experience working at a local travel agency and observing his father’s interactions with international tourists. Rajakaruna also identified the growing influence of digital platforms and reviews in shaping travelers’ decisions. 

Business Model 

Operates as a boutique travel operator providing highly tailored itineraries for international tourists. Revenue is generated through service fees, partnerships with local providers, and direct bookings for accommodations, transportation, and tours. Focuses on offering a mix of luxury and accessibility. 

Initial Capital 

Launched with just LKR 200,000 (approximately $1,000) saved from a previous job in tea exports. Invested in essentials such as company registration, website development, and basic marketing outreach. 

Product/Service Development 

Developed all-inclusive travel packages, tailored to diverse client needs (e.g., honeymoons, cultural explorations). Built a reliable network of trusted service providers, including local guides, hoteliers, and drivers, to ensure seamless delivery of services. 

Marketing Strategy 

Initially focused on building partnerships with foreign travel agents, particularly in Spain, to drive bookings. Emphasized word-of-mouth referrals and service excellence. Currently transitioning to a direct-to-client approach with digital marketing on platforms like Facebook and Instagram, and SEO optimization. 

Milestones 

• Achieved $2 million in revenue in the first six years with over 800 bookings and 2,000 clients. 

• Partnered with a Spanish travel agent, generating hundreds of bookings between 2012 and 2018. 

• Recognized as one of Sri Lanka’s top 10 providers for Spanish-speaking tourists for seven consecutive years. 

• Personal net worth of over 100 million LKR (USD 1M) by age 30. 

Scalability 

High scalability due to the growing appeal of Sri Lanka and the Maldives as travel destinations. Expanding services to other markets through digital platforms, eliminating reliance on third-party agents. Plans to leverage technology for direct bookings and streamline operations further. 

Potential Risks and Challenges 

• Volatility in the tourism industry due to factors like terrorism (e.g., 2019 Easter attacks), global pandemics, and economic crises. 

• Heavy reliance on international markets that may face downturns. 

• Increased competition from local and global operators as the tourism sector recovers. 

Key Performance Indicators (KPIs) 

• Revenue growth (year-on-year). 

• Number of bookings per year. 

• Percentage of repeat clients and referral clients. 

• Profit margins (driven by low overhead costs). 

• Engagement metrics on digital platforms (e.g., social media, website traffic). 

• Customer satisfaction ratings and testimonials.