How to sell Insight’s 2016-17 Luxury Gold Collection

During an afternoon of tea and scones at the Windsor Arms Hotel in Toronto, Insight Vacations launched its new 2016-17 Luxury Gold Collection.

With more than 30 itineraries in Europe, India, Bhutan, Nepal, the U.S., Canada and South America, the collection aims to create a well-rounded luxury experience by capitalizing on the hotel, restaurant and touristic partnerships enjoyed by Insight Vacations, offering accommodations in palaces, meals in Michelin starred restaurants, and VIP activities that include exclusive tours and events.

Groups are designed for an average of 28 guests, and are capped at 40, and boast services like personal airport welcomes, private transfers, and included gratuities – all in the name of providing a high-end experience that is accessible to anyone looking to treat themselves.

In honour of the launch of the 2016-17 Luxury Gold Collection, Insight Vacations has created a VIP Incentive for travel agents across Canada: a seven-night Luxury Gold French tour will be awarded to the six top-performing travel consultants who sell Luxury Gold products. Competition is underway and finishes at the end of May 2016, with the prize trip taking place in August 2016.

So what’s the best way to sell Insight’s Luxury Gold Collection? We asked Brett Tollman, CEO of The Travel Corporation, and Cris David, president, Insight Vacations Canada for their advice on the subject.

Who is this product for?

“It’s for someone looking for bragging rights,” Tollman told PAX. “Someone who has been to a popular destination, but who is looking for something out of the ordinary.”

“It’s for people who want to treat themselves,” David added.

Tollman took care to point out that they wouldn’t say that Luxury Gold was ‘exclusive,’ rather it was a way to make luxury more accessible to the average consumer who loves to travel.

“That’s one of the things we love about our business and our customers,” he said. “These niche products are for more than the very small, travelling elite.”

What’s the main selling point?

Aside from the high-end dining, the personalized service and the WiFi-equipped luxury motor coach with panoramic windows, David suggests focussing on the value of the product.

“It’s all about the value,” he maintained. “Insight has the most incredible value because of the components it includes. We have centrally-located hotels, the included excursions and activities, and an incredibly experienced team at the top of their game.”

“If travellers were to book it on their own,” Tollman added, “it would likely cost double what we’ve been able to secure from our contracted relationships.”

What are some other benefits to selling Luxury Gold?

“The commission earnings are just mind-boggling,” Tollman said. “With the [incentives] and overrides we provide to our travel partners, the average commission is getting up to almost $2,000, so the earning potential is amazing.”

What sets Insight apart from other tour providers?

“Insight stands out primarily because of its people, Tollman shared. “We’re relatively small in size, which gives us the ability to ensure the hotels and providers we work with are the very best.”

“Most of the unique experiences we provide are included in the tours,” David explained, “which is different than a lot of other tour companies. We also offer smaller group size than any other tour company out there with 40 guests [the standard is 53].”

What’s the best way to win the Insight Incentive?

“Personally,” Tollman said, explaining that participating in a FAM or trying the product out is the best way to communicate its benefits to clients.”

“Take some time to study the product,” he continued. “Spend some time with us in a webinar, study the website, or speak to Cris and his team. Learn what the differences are between each itinerary so you can explain them to a potential customer.”

“Also spend some time thinking about your clientele, and make the effort to reach out to the clients that this product may appeal to,” David said.

“When speaking to your client, take a few extra minutes to really explain Luxury Gold,” Tollman added. “Provide them with it as an alternative to whatever they’re looking for, and explain why the product is so special.”

See the video below for an inside look at Insight’s Luxury Gold experience, featuring Canadian Bollywood actress, Lisa Ray.

For more information on the 2016-17 Collection, click here.