SPECIAL REPORT NEWS
Royal Caribbean International bosses heap praise on independent agents during the launch of Ovation of the Seas. Hollie-Rae Merrick reports from Southampton
LEFT: Geoff Ridgeon, GoCruise; Sarah Weetman, Royal’s incoming head of retail; Shirley Harris and Andrea Harries, both Cruise Nation; and Simon Chambers, Fred Holidays
Royal vows to go ‘all guns blazing’ for indie agents
Royal Caribbean International is to place more focus on working with and supporting independent agents around the UK and Ireland.
Sales director Ben Bouldin said
Royal hadn’t been “particularly strong” at working with independents, but he insisted that was changing and that his team was going after the independent sector “with all guns blazing”. Speaking on board Royal’s 24th ship, Ovation of the Seas, in Southampton, Bouldin said winning over independents was crucial. Over the past two years the line has been more focused on multiples, such as Thomas Cook and Tui, and cruise specialists. Bouldin pledged his sales team
would visit 3,000 agents every quarter this year, more than the line has ever visited before. Royal hosted 650 agents at the
launch celebrations of Ovation of the Seas, which will be based in China. More than 70% of those on board hadn’t experienced a Quantum-class ship previously. Bouldin said: “There are a lot of Irish and independent agents, who
“The independent marketplace is one we hadn’t been strong at previously”
we had never visited six months ago. The independent marketplace is one we hadn’t been strong at previously, but we are going after it with all guns blazing. “We’ve always recognised the importance of independent agents, but it is a market that we failed to
get to previously face-to-face. We are starting to get to them now and it is making a difference. “I need more agents to be more
knowledgeable about our product, better equipped and more skilled at convincing new customers that Royal is a great holiday. And days like today [Ovation’s launch], giving new agents the chance to see our
newest hardware, does that.” Ovation of the Seas will operate
several sold-out taster cruises from Southampton before sailing to China.
Line pledges to base a new ship in the UK
Royal Caribbean International president and chief executive Michael Bayley has pledged to base one of its newer ships in the UK. In 2014, Anthem of the Seas had its maiden season in the UK, while
this year the line has based Navigator of the Seas and Independence of the Seas in Southampton. Bayley said the line would either base “a newish ship or a brand spanking new one” in the UK. “I guarantee that new hardware will be coming to this market at some point,” he said. “When that is, I can’t say, but we’re always watching.” Royal Caribbean has four ships on order. Bayley also revealed that his team was drawing up plans for a new
class of ship, to follow its “groundbreaking” Quantum class. “We are concepting what is coming next,” he said.
Weetman among four recruits to Royal’s sales team
Royal Caribbean has bolstered its sales team with the addition of four recruits. The line has appointed Sarah
Weetman to be head of retail. Weetman, who will leave her
role as head of trade sales at All Leisure Holidays, will join the line in June with a remit to grow sales through high street agents. She will lead the line’s eight regional sales managers. Weetman’s appointment
follows the departure of Alexander Johnson in February. Bouldin said: “I needed someone who could take my retail team to the next level, and that’s Sarah.” Lucy Preece has joined as
strategic account manager looking after Tui, while Harriet Fallon has been appointed as regional sales manager for London and the south. Also new to the team is John
Wilson, former cruise boss of Virgin Holidays, who is head of consumer outreach. “We’ve had a consistent
focus on developing our sales team and building stronger trade relationships,” Bouldin said. “Our team has grown from 17 to 31 since January 2014.”
14 April 2016
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