When to use a Destination Management Company
Here are some scenarios where partnering with a DMC can be particularly beneficial:
1. Specialized Knowledge: If your client is traveling to a destination where you lack in-depth local knowledge, a DMC can provide expertise and resources that you might not have. They know the local area well and can offer unique experiences, insider access, and local connections. They also give you a nice boost of confidence when selling lesser-known locations.
2. Complex Itineraries: For clients seeking complex itineraries or those involving multiple destinations, a DMC can coordinate the logistics seamlessly. They are skilled in handling transportation, accommodations, tours, and activities across various locations. I recommend using a DMC for any multi-country itinerary.
3. Customized Experiences: If your client wants a personalized and unique travel experience, DMCs can tailor trips to specific interests, such as culinary tours, adventure sports, cultural immersion, or luxury experiences. This is best suited for clients who are seeking personal, curated itineraries. Make sure to remind them, good work takes time – in some of these cases, a DMC may need 1-2 weeks to prepare an itinerary.
4. Managing Unforeseen Issues: In case of any issues during the trip, such as last-minute changes or emergencies, a DMC, being on the ground, can offer immediate assistance and solutions. They may also bridge the gap if there is a significant language barrier at the destination.
5. Increased Revenue: Using a DMC allows you to increase your total commission for a trip. DMCs add commission to items like transfers and tours, meaning your earnings are not solely reliant on the hotel cost. This is especially helpful for clients who want to stay in moderately-priced hotels but spend big on activities and experiences.
Remember, while DMCs can be extremely useful, their services come at a cost. It’s important to weigh the benefits against the expenses and ensure that using a DMC aligns with your client's budget and expectations. A good rule of thumb is that DMCs are nearly always needed in places like Asia, Africa, Europe, the Middle East and Australia. DMCs are not typically needed in the Caribbean, Mexico, the United States, or other resort-centric locations.
Additionally, maintaining your own brand values is crucial when collaborating with any third-party providers, including DMCs. DMCs do great work, but they are not all created equal – make sure you know your partner before confirming a trip.