FORT LAUDERDALE -- All-inclusive resorts have evolved to offer a product for every income level and social circle, said Geoff Millar, co-owner of Ultimate All-Inclusive Travel Inc., of Gilbert, Ariz.
But to thrive, agents have to know the products inside out so they can sell on something besides price, Millar said.
Millar spoke at a workshop here on all-inclusives as part of the Travel Weekly CruiseWorld and Home Based Agent Show. He said the product has some notable upsides and downsides.
One plus is that all-inclusives span the range from budget to ultra-luxury, so the same basic product can be sold to many types of clients. Sales are growing quickly and commissions are good.
Families, multigenerational travelers, reunions, honeymooners and corporate incentive trips are just some of the types of clients that can now be sold on all-inclusives, Millar said.
The drawbacks include lots of competition, rampant discounting and habitual price shopping by clients.
Millar said he takes two weeklong trips a year to familiarize himself with resort details. Sell what you know, he said, because it is too hard to be knowledgeable about everything, and the Internet has armed clients with basic information before they even talk to you.
So specialize and know the product, Millar advised.
"When they come in, you'd better know more than they do or what do they need you for?" he said.
Follow Tom Stieghorst on Twitter @tstravelweekly.