Jo Rzymowska, Associate Vice President and General Manager, UK & Ireland, Royal Caribbean International
Persons Name, Job Description, Company Name
Jo says...
spend, spend’ list – and agents who bag a full world cruise booking will feel they’ve hit the jackpot, as commission can be astronomical. But fi nding clients with the time, money and inclination to spend months at sea – and then closing the deal – is no easy task. “Regular world cruisers tend to
take a cruise every two or three years, so identify people in your database who have done long cruises before,” says Mike Bonner. “To bag fi rst-time world cruisers, be prepared to play a long game. Start with selling a sector and build from there. And remember, even at the top end of the market people like to know how much they’re committing to spend. So if it’s an inclusive product like Silversea, stress that it’s easy to budget.” Cunard Line’s president, Peter Shanks, advises how to identify the right customer: “Look at the kind of clients who have previously booked a multi-destinational grand tour and stress how much easier it is to do this by ship,” he suggests. “Remember you can add on to our piece of the pie by building in pre-
and post-cruise stays.” P&O Cruises’ Managing Director,
Carol Marlow also thinks agents should stress the comfort factor. “Get clients’ imaginations fi red by talking about the amazing places they’ll visit, while stressing that they can do all this without sacrifi cing comfort,” she says. “And look out for clients who have big birthdays or anniversaries coming up – full world cruises are an excellent way to celebrate milestone life events.”
What’s new in 2014 P&O Cruises has three world cruises operating ex-Southampton in 2014, collectively visiting 81 ports in 41 countries and making maiden calls at Hoi An in Vietnam, Puerto Princesa in the Philippines and Yangon in Myanmar. Prices for the adults-only
Arcadia’s relatively short 92-night circumnavigation lead in at £7,899pp, while family-friendly Aurora’s world cruise costs from £9,049 for 109 nights. 112 nights aboard Adonia is from £13,099pp. Cunard Line also offers multiple
world cruise options, ranging in price from £10,999 to £132,799pp. Queen Mary 2’s 119-night sailing
– which will depart Southampton on January 10 – focuses on Africa and the East and features a chance to circle Australia, calling at eight ports en route. Queen Elizabeth also leaves on January 10, on a 118-night Round World Voyage which features the ship’s fi rst-ever visit to Japan, where four maiden calls are scheduled. Queen Victoria’s 116-night
voyage – departing January 2 – will focus on South America, cruising from Brazil to Chile via Cape Horn before exploring the east coast of New Zealand. Fred Olsen Cruise Line’s 2014
world sailings aboard Balmoral and Black Watch operate round-trip from Southampton and depart on January 5 and 14. Balmoral’s 104-night sailing
follows a classic itinerary, through Europe and the Middle East to India and Asia and making a maiden call at Myanmar before crossing the Pacifi c. Her homeward run includes calls in Hawaii and
Getting off the beaten track From fi rst timers to seasoned cruisers, more and more people want a cruise holiday that allows them to discover new destinations and have adventures. Due to the size of its ships,
Azamara Club Cruises offers guests the ability to visit smaller, more off-the-beaten-path ports. While docked, guests can gain fi rst- hand insight into a destination by partaking in complimentary immersive events ashore.
Amazing evenings Launching later this month is Azamara’s new AzAmazing Evenings. Those sailing on a Baltic voyage, for example, can enjoy a private ballet performance in St. Petersburg. Or those on a Mediterranean voyage can fi nd themselves sampling Jerez’s famous Sherry at Gonzalez Byass and later enjoying a private horse ballet at the Royal Andalusian School of Equestrian Art.
“Look for clients who have big birthdays or anniversaries coming up – full world cruises are an excellent way to mark a milestone”
CAROL MARLOW, MANAGING DIRECTOR, P&O CRUISES
www.sellinglonghaul.com
Making it personal Unique excursions are more and more in demand as guests seek to really get under a destination’s skin. That’s why, in 2014, every ship in the Celebrity Cruises fl eet will feature a Destination Concierge, whose in-depth knowledge will allow them to create special excursions tailored precisely for individual guests’ preferences. Whether you’re keen to go on an overnight journey to Moscow by high-speed train, roam the hills of Rome in a Ferrari, or take a catamaran around the Finnish archipelago, the possibilities are endless. So get your clients to unleash their adventurous spirit, for the cruise of a lifetime. Call us on 0844 417 020 or visit
cruisingpower.co.uk
April 2013 53
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