In 2009 Ananya and Debasish were tour leaders for a large operator, running the same six-day Delhi–Agra–Jaipur loop forty times a year. The hotels were chosen by contract value. The ‘traditional lunch’ was in a hall built for coaches. Guests were polite about it.
They left within a month of each other and started taking bookings from a rented room in Bhubaneswar, on one rule: never sell a room you have not slept in, or a guide you have not travelled with.
Seventeen years later the rule still holds. It is why we cover twenty-four states properly rather than all of them badly, and why we turn work away when nobody here knows the ground.