A travel concierge business is urging luxury advisors to expand their trade partnerships beyond DMCs [destination management companies], arguing that connections with “niche” contacts are what sets them apart from the competition.

Since 2010, Ellidore has used its exclusive network to craft tailor-made trips for members – a model it sees as defining the future of professional travel advising in response to evolving client preferences. 

Recent trends suggest high-net-worth clients now expect far more from their advisor than booking five-star accommodation and premium transfers, with exclusive experiences fast becoming a wish list ‘must-have’.

“We've moved beyond the world in which a travel advisor just puts together trips with DMCs,” Ed Farrelly, managing director of travel at Ellidore, told TTG Luxury.

“They're coming to you for your black book – your network of individuals that exist across any location that you might go.”

Farrelly stressed that these contacts don’t have to work in travel. They could be experts in a specific field, such as European viticulture or culinary arts, or gatekeepers of off-market real estate. What matters is their ability to enhance the trip, particularly for clients who view “once in a lifetime” experiences as a status symbol.

“There's definitely an element of kudos for members when they say, ‘I've got a friend who’s been to Como and knows this amazing little trattoria,’” Farrelly said. “By being in Ellidore, they've got this connection to interesting individuals that is their own little group, and no one else knows about it. But actually, they’ve been connected to these individuals through us.”

Ellidore prides itself on lifting the barriers to the individuals behind these experiences, which are often not available on the open market.

“It’s all about access – you need to know the right person,” Farrelly explained. He added that members’ desire for these “out-of-reach” experiences speaks to a “human trait to want to be tastemaker”.

“If advisors can touch upon that [trait], that’s no bad thing,” he said.

The rising demand for these exclusive moments is reflected in the data: according to Virtuoso, at least 72% of its UK clients plan to partake in a “luxury experience”, with younger generations increasingly prioritising experiences over traditional attractions.

“A lot of our members are very time poor, so the time that they do have to go away on trips is super important,” Farrelly said. “They want to make sure they can maximise that time.

“Often, they want quality time with family and/or the ability to do lots of experiences potentially that they don't do in their normal lives.”

For Farrelly, these exclusive experiences are far more than one-off “wow” moments – they are central to building long-term client relationships.

While flawless logistics remain important, he argues that personalised events are what distinguish good travel advisors from exceptional ones. Not only do such endeavours communicate creativity and thoughtfulness, but they also prove the credentials of the agent – solidifying them as an established person within the industry.  

“I think when you really can crack the trust piece with the client, you can also move from being more of a reactive advisor to being a proactive advisor.”