HOW TO SELL WORLD & LONG CRUISES
WORLD & LONG CRUISES Exotic
What’s the difference between a world and a long cruise? Ships on a world cruise circumnavigate the globe, sailing either westbound or eastbound to Australia and New Zealand, usually spending a week or more down under. World cruises can be three to four months while long cruises are between one and three months and focus on a region, for instance South America or the Pacific Rim, and are more port intensive.
Who goes on a world or long cruise? World cruising is seen as the ultimate travel achievement so it attracts a real mix of people. P&O Cruises managing director Carol
Marlow said its world cruises appeal to retirees, people taking career breaks, even folk who have never cruised. Given that, don’t just think of selling these voyages to your cruise clients. Long cruises attract what Holland America Line’s UK managing director Lynn Narraway calls “country collectors” as well as experienced cruisers looking for a comfortable way to spend winter.
When are the world or long cruises? Most world or long cruises depart in January, so they miss the worst of the UK winter. Passengers can be enjoying the sun in the Caribbean, South America, Australia and Asia while Britons shiver at home.
Aren’t they expensive? Not when you consider what’s included in the price. Divide it between the number of days away so clients can see what good value it is. For instance, Cunard’s 2013 world cruises went on sale in July with a lead price of just under £100 a day, which includes food and entertainment during the entire voyage. “People are taking longer voyages due
to the value and quality of the cruise experience,” said Cunard president and chief executive officer Peter Shanks. New for 2012, Regent Seven Seas Cruises is offering additional benefits for passengers who book cruises of 50 nights or more, including free laundry, internet, business-class flights and transfers. Regent prices already include drinks, gratuities, unlimited excursions and flights.
30 Autumn 2011 •
www.sellinglonghaul.com
What if my clients can’t get away for three months? World and long cruises are always available in shorter sectors – anything from two weeks to a month or more. Clients can combine sectors to create a voyage to suit the time and budget available.
Which cruise lines offer world cruises? There is plenty of choice and ships of all sizes. Fred. Olsen Cruise Lines, P&O Cruises and Cunard have no-fly world cruises from the UK, which have the added bonus of no limits on how much luggage they take. Princess Cruises, Holland America,
Crystal Cruises, Seabourn and Silversea have world cruises from the US that often finish in the Mediterranean.
Which cruise lines offer long cruises? Silversea and Regent have long cruises that circumnavigate South America. Holland America has Grand Voyages in Asia, South America and the Mediterranean and Black Sea scheduled for 2012.
WORLD & LONG CRUISES
Top Selling Tips...
• Book early to avoid disappointment, especially if your clients know which voyage, cruise line, ship and even cabin, they want
• Divide the cruise price between the number of days away to show what good value the holiday really is
• Check out exactly what the cruise line includes in the price, such as laundry, excursions and gratuities and, of course, flights
• Get your clients to plan ahead. Most world or long cruises depart in January each year
"Agents should keep in mind that they need few bookings to earn decent rewards"
What’s the best time to book? Cruise lines launch world and long cruises with hefty discounts and on-board credit, so it’s often best to book as soon as possible. That’s especially true if clients know which voyage, cruise line, ship, even cabin, they want, as it avoids disappointment. Fred. Olsen's Lol Nichols said: “If I were an agent, I would specialise in world and long cruises. It is very competitive, but you need relatively few bookings to get decent rewards."
Top main: Silversea sails into Sydney; Above
top: Seabourn sails the world; Above: Mixing it up with a smile on Fred. Olsen
©SILVERSEA
©FRED OLSEN
©SEABOURN
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