In today’s competitive travel advisor market, the ability to provide discerning clients with one-of-a-kind experiences is paramount to success. However, finding ways in which to create those experiences isn’t always easy.
One way to raise the bar is to leverage the services of destination management companies (DMCs), local experts who arrange tours, events and more for advisors.
Great DMCs fundamentally expand what’s possible for my clients,” said McLean Robbins, founder of Lily Pond Luxury, an affiliate of Travel Experts. “They bring hyper-local knowledge, deep relationships and real-time intelligence that no amount of desk research can replicate.”
Bringing the Focus Back to the Big Picture
DMCs also relieve advisors of burdensome logistical planning, such as confirming guides and vehicles, handling reconfirmations, addressing special requests and engaging in on-the-ground problem-solving — all of which enables agents like Lily Pond’s Robbins to focus on what she does best: design, strategy and curating experiences that create compelling vacations for clients.
“Equally important for the client is that it feels seamless,” Robbins said. “There’s typically one local point of contact, one number to call and a team actively monitoring the trip. The best DMCs are communicative while clients are traveling, and proactive if anything needs adjusting. That level of quiet oversight is invaluable at the luxury end.”
Expanding and Trusting Your Network
Robbins notes that she makes a point of not relying on just one DMC per country.
“I usually have two or three depending on the client’s needs,” she said. “For example, a golf-focused DMC, one with a deep villa portfolio, one that excels with families, or one that’s particularly strong with logistical-heavy or breakdown-style programs.”
Two of her long-time favorites are Madrid & Beyond and Access Italy.
“Madrid & Beyond stands out for its creativity, full-service mindset and exceptionally strong operations team,” Robbins said. “The internal handoff from sales to operations is seamless, which means documents are clean, details are tight, and nothing gets lost — a huge differentiator when you’re managing complex, high-end itineraries.”
Access Italy, she says, has an extraordinary network of partners and access to truly special, often exclusive experiences.
“I trust them implicitly with my highest-end clients, which is everything,” she said. “I used to joke I could get you blessed by the pope — Access helps make it possible.”
Other DMCs Robbins recommends include By Appointment DMC (Ireland & Scotland), Blu Cove Greece, Nordic Luxury and Experience Morocco, all of which feature teams who “can open doors at both marquee hotels and smaller, under-the-radar properties, and who operate at a consistently high level,” she said.
Making the Right Choice
Some advisors use DMCs that focus on golf. (Photo Credit: Los Cabos Tourism)
Before choosing which DMCs to do business with, Ralph Iantosca, owner of Iantosca Travel, a Travel Experts affiliate, says he assesses their strengths and weaknesses.
“Their overhead may be high, so their margins may not be competitive, so they may ask for a minimum spend,” he said.
For France, Ireland, Italy, Switzerland, Spain and Portugal, Iantosca has been availing himself of the services of Queen of Clubs Lifestyle Luxury Services, which offers everything from simple transfers to insider-access tours. Last year, he notes, the DMC offered tickets for an exclusive meet-and-greet with Prince William at his polo match.
Through Queen of Clubs, Iantosca’s clients receive a text each afternoon recapping the pickup for the next day and all other services, and he says the company is also prompt in paying commissions.
“They use a great payment system, and they offer an invoice that I can give to my client with a breakdown without any problems,” he said.
Providing Emergency Services
For Becky Lukovic, founder of Bella Travel Planning, an affiliate of Travel Experts, the crème de la crème of DMCs serve as her “boots on the ground.”
“They keep me advised of fresh new experiences, suggestions on timing and potential availability issues,” she said. “Not only do they save me time, but they also give me access to an in-country office to triage any urgent or emergency situations while my people are traveling.”
Also, if Lukovic plans to book hotels in areas she’s unfamiliar with, DMCs can provide vetted properties to recommend to her clients.
“In essence, they are an integral part of my business plan,” she said. “I don’t have to second-guess them; I trust them.”
Lukovic points to Deluxe France and I.D.I. Travel Italy & France as her go-DMCs for those two destinations.
“If we have an issue — and issues can happen no matter who you use — they are quick to respond, and they have a history with me, so they understand my travelers and how I work,” she said. “Using a true partner trumps constantly moving from company to company. Sometimes, you have to try different companies in an area to find ‘the one.’ But like any relationship, the good stuff happens when you dive into a relationship versus always looking for that greener grass.”
Helping Advisors Shine
In keeping with the sentiments expressed by other advisors, Claire Schoeder, an independent contractor with Elevations Travel, an affiliate of Signature Travel Network, says: “DMCs make me shine.”
“The itineraries are the best, giving my clients truly wonderful visits with memories that last a lifetime,” she added. “They are priceless in areas of the world where my knowledge is lacking. And when changes are needed while my clients are there, DMCs are able to make those adjustments without having to wait for me in the U.S.
She cites two DMCs she loves: The Dutchman, which specializes in Belgium and the Netherlands, and Curated & Bespoke, which specializes in Europe.
“René Buyink of The Dutchman brings his itineraries to life with expert guides, giving my clients wonderful experiences in these countries, and last-minute changes have been easily made, making my clients delighted with their time in these countries,” Schoeder said, whose agency is an affiliate of Signature Travel Network.
Curated & Bespoke, which Schoeder has used for several ultra-luxury trips, offers unique experiences she wouldn't have otherwise thought of, she says, including a zeppelin excursion, a private organ concert and yodeling lessons.
Exceeding Client Expectations
Overall, advisors agree that DMCs provide today’s travelers — especially those in the luxury sector — with vacations that offer substantive, immersive experiences not always widely or easily accessible.
“My clients don’t just want to see destinations; they want access, context and moments that feel tailored,” Robbins said. “Strong DMC partners help me consistently deliver that, which builds trust, loyalty and long-term relationships.”
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