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river cruising
Top tips Making the most of it - How to boost your river cruise earnings - R
iver cruising is one of the most lucrative
travel sectors of the 21st Century so, on behalf of agents, Maria Harding asked some of the industry’s leading lights for their top tips on how to pick up extra commission…
Hugh Clayson, commercial director, Pandaw Expeditions “We recommend that agents focus on
upselling, as many customers will only travel to an exotic region once, so it’s worth paying a bit extra for a truly unique experience. We fi nd that the upper deck staterooms onboard the Pandaw ships are a real draw for guests keen to get the most out of their trip. We also offer pre- and post-stays with our luxury hotel partners on each of our itineraries, enabling agents to offer the full ‘Pandaw experience’ from start to fi nish.”
Pieter van der Schee, Director of Sales, Sanctuary Retreats Cruises
“Most guests booking river cruises in exotic destinations such as China, Myanmar and Egypt extend their holiday with hotel stays and internal fl ights and the services of local guides. With the cost of international fl ights, this can
easily raise the total package price customers are prepared to pay to as much as £12,000 per couple for a two-week holiday, which is a very attractive booking for any agent. And as these itineraries can get pretty complicated, clients are happy to rely on the services of travel professionals; almost 100% of Sanctuary Retreats river cruises are booked through the travel trade.”
David Binns, General Manager, Avalon Waterways “Agents can increase their commission
earning by having good product knowledge of higher-grade staterooms and suites available, and/or by suggesting a city stay pre- or post- cruise. If customers are willing to upgrade their onboard accommodation, it’s worth suggesting that they upgrade their travel experience as well, with business class fl ights or fi rst class rail travel.”
Gabrielle Alam, Head of Sales & Marketing (UK), Croisieurope “Agents who want to boost overall
river cruise sales should focus on the experiential and cultural highlights of the destinations and itineraries offered and explain what a good value proposition an all-inclusive river cruise is. Remember, too, that many river cruise clients
sellingtravel.co.uk
may not wish to fl y, so it’s worth checking out rail connections from and to the UK. It’s also worth working closely with one operator, to take advantage of added volume bonuses and agent incentives for agents: for example, from September 2014, Croisieurope is offering one, all-inclusive, free place on any Croisieurope France cruise for every two confi rmed bookings they make.
Main picture above: Enjoying a pre-dinner cocktail on board an Avalon Skydeck; White Rhino spotting with AMA waterways. Left: Cruising along the serene river waters in Laos
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