SHOW REPORT ASSOCIATION OF CRUISE EXPERTS
Book them and hook them – the ACE debate Day two of the ACE Cruise
Convention saw a debate hosted by Daily Mail travel Editor, Mark Palmer, onboard Royal Caribbean’s Independence of the Seas. The debate was designed to show
the agent audience the variety of cruising options on offer, in keeping with the convention’s theme ‘365.’ On the panel were Dominic Paul, of
Royal Caribbean International, representing family cruising; Michael Steffl, of Hapag Lloyd, flying the flag for expedition cruising; Giulio Libutti, of MSC Cruises, discussing European cruising; Graham Sadler, of Regent Seven Seas Cruises, extolling the merits of luxury cruising; and Daniela Wagner, of eWaterways, focusing on river cruising as an up-and-coming niche with lots to offer new comers. Agents were able to ask questions
too. Here’s a flavour of what they had to say.
DOMINIC PAUL vice-president and managing director, Royal Caribbean International
“Many people don’t understand the variety out there – how multi- generational the product can be and how much is included in the pricing. But once they’re booked – they’re hooked! Quality in cruising is high and there is real variety. Just help your customers choose the right brand for them.”
MICHAEL STEFFL Senior sales manager Hapag Lloyd “For expedition ships it is
not the itinerary that’s important but the moment. If we spot whales, we stop. Last year we had an impromptu New Year’s party on an ice shelf! “To sell expeditions you must know
where to go for different wildlife and at what time of year. We have a lot of repeat
clients because people are touched by the experience – it’s emotional.”
GIULIO LIBUTTI Managing director MSC Cruises “We consider our ships
as a destination in themselves – friendly, warm, stylish and a multi-national experience. Flexibility is important and we try to tailor destinations and itineraries to the right segment. We are designed to attract families, but we do offer discounts for singles!”
GRAHAM SADLER Managing director, Regent Seven Seas Cruises “Despite being a luxury
line we are not just marketing to the uber-rich – don’t stereotype your clients! People can make different choices for different holidays. “Our headline price includes
everything from excursions to tips; it’s great value and agents receive commission on almost all of their clients' spending – in fact, the average commission per booking for Regent Seven Seas is £1000!”
DANIELA WAGNER Chief executive officer, eWaterways “People don’t realise how
many rivers there are in the world! Not just the Rhine, but the Hudson, Mississippi or the Mekong; the scenery is always changing and you can step off the boat right into the heart of a major city. There are many new ships now offering both modern and traditional and different products for young and old. "River cruising seems to particularly
appeal to people interested in culture, and we even offer thematic cruises based around specific interests like music, art and gardening.”
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