With literally tens of thousands of resort properties around the world, you can’t be expected to have in-depth knowledge of each and every one. But you can increase your resort sales by becoming knowledgeable about certain segments or niches, perhaps boutique properties in Hawaii, all-inclusives in Jamaica or one brand’s resorts in the Riviera Maya. When your clients are dazzled by gorgeous photos of blue skies and white beaches, you become invaluable by knowing which resort is actually across the street from the sea and which one boasts an excellent gourmet restaurant or a children’s program.
Executive Editor Kerry Medina, who oversees our hotel coverage, writes in our cover story on page 38 that you can boost sales by taking advantage of programs and promotions offered by resort companies. Deals such as “kids stay free” are attractive to families, obviously, while rate discounts at adults-only facilities appeal to couples.
It’s also advantageous to personally visit resorts when offered familiarization trips and site inspections. “The best way to sell a resort is to experience it yourself,” says Armin Kaestner, Riu Hotels & Resorts’ sales director for the Caribbean and Florida. “This makes it easier to explain details like how good the food in the restaurants really is. You want to be able to tell your clients to sample particular dishes rather than quote a brochure that attests to an excellent gastronomic experience.”
And when you’re there, explore the destination as well. How far is the resort from the airport? What sorts of sightseeing are available nearby? Can you explore the village on foot or do you need a costly cab ride? Those are the kinds of details that will keep clients coming back to you.
That’s only a small sampling of the advice in the cover story. So please check it out and then pore over our comprehensive listing of resort companies worldwide, which starts on page 30. Wonder which companies operate luxury resorts in India? Or boutique properties in the Caribbean? You can zero in on the right companies using our listing.