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INTERVIEW CARNIVAL CRUISE LINES AND HOLLAND AMERICA LINE


LYNN NARRAWAY In Person With...


Carnival Cruise Lines' and Holland America Line's Lynn Narraway provides Selling Cruising with some of her top tips for boosting cruise sales


LYNN NARRAWAY Managing director of UK Business Carnival Cruise Lines (CCL) and Holland


America Line (HAL)


Tell us how you got into cruising: My career has covered most sectors of the travel business, including retail, airlines and tour operating, before ending up in the cruise business. My first cruising experience was at International Leisure Group (ILG), which I joined after a two-year stint with British Airways Holidays. I was instrumental in launching one of Britain’s first `cruise and stay’ programmes for ILG subsidiary, Intasun.


How did your cruise career develop? I joined Equity Cruises, where I was involved in marketing a wide range of cruise companies. When, in January 1999, the business


was bought by Carnival Corporation, I was kept on to head Carnival Cruise Lines’ UK operation. I now manage UK business for Holland America Line as well as CCL, with responsibility for a sales and marketing department in London, sales teams in the north and Scotland and a 30-staff call centre. More recently, I have become


responsible for Costa Cruises’ contact centre, which is based in Carnival Corporation’s London offices. I also work closely with the five other Carnival-owned brands on joint UK sales and marketing initiatives, both to the travel trade and consumers.


Which key qualities do you bring to your role? Energy, enthusiasm and commitment!


What attracted you to the cruise sector? The level of innovation it has brought to the whole travel experience. That innovation is still amazing – we’ve seen ice rinks and rock climbing at sea, and now they are bringing in outdoor


"Cruise is not an easy sell but match a client with the right cruise and there’s a good chance they’ll repeat"


gyms and even `Go Ape’-style zip wire and rope courses. If there’s a trend in leisure, you’ll find a cruise ship which caters to it.


What’s the biggest change you’ve seen over the past two decades? The big change has been the growing engagement of travel agents with cruise selling. Today, most agents really `get’ the notion that cruising is no longer just for the elderly and rich but is a holiday for everybody. However, there’s still a way to go and many people out there who have still not tried a cruise.


16 Autumn 2011 • www.sellinglonghaul.com


What are your top tips for boosting cruise sales? Know your ships and be proactive in running events where you can get to know your clients. Cruise is not an easy sell but match a client with the right cruise and there’s a good chance they’ll repeat.


What are your interests outside of work? I have two daughters and I’m chair of the Passenger Shipping Association’s PR committee, which also keeps me busy. I am also an active Lady Taverner, raising funds to help disadvantaged children.


©P&O


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