Matching clients to the right resort is obviously something you want to get right. The good news is that hotel and resort executives want retailers to get it right as well, and they are at the ready to offer assistance on how to make the perfect match. “We value our relationship with agents and it’s important for us to have them understand our product,” says Frank Maduro, vice president of marketing at the All Inclusive Collection. “The more motivated they are, the better we’re going to do. They’re a crucial partner.”

Executives agreed that first-hand experience is the best way to ascertain which resorts offer the best fit for your clients. Visiting resorts on fams is key. “I believe in selling the experience,” says Mandy Chomat, vice president of sales and marketing for Premier Worldwide Marketing, which represents Karisma Hotels & Resorts. “You’ve got to feel a hotel. Vacations are an experience. An experience comes by the ambiance and the deliverables of the resort.”

Following are tips from resort executives to help you match the right resorts to your customers.