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p28-31 Cruise_client_match 20/3/09 12:57 Page 29
selling tips Cruise
Ian Hopley
director,
Travelux
Culture
O
ne person’s idea of culture
is another person’s idea of
boredom, so quiz clients on
their cultural passions.
You also need to find out if your
client wants to be immersed in a For a smaller ship, consider Hebridean such as the Rhine Valley (pictured, above).
cultural experience or if they want to International. Hebridean Princess, With many lines, you don’t even have to
dip in and out of cultural elements. operating in Scotland, is not a cheap leave the ship to enrich the mind. Through
Some cruise lines such as Voyages of voyage but excursions are included and it its Creative Learning Institute, Crystal
Discovery offer the complete package visits ports that bigger ships cannot reach. Cruises offers cultural activities to broaden
while others such as Fred Olsen With capacity for 80-90 passengers, its passengers’ horizons. Workshops and classes
Cruise Lines offer programmes to pick clientele is made up of people who enjoy are scheduled on subjects ranging from
and choose between. striking up conversation after dinner. digital photography to Feng Shui.
For a purely cultural cruise, look at US-owned Oceania Cruises has two sets The art of selling a cruise is putting
a line with guest speakers onboard. of shore excursions: Discovery, for those people where they are going to feel
Swan Hellenic invites esteemed new to the port of call and Explorers, comfortable. If you put the wrong person
lecturers such as curators, which cover more ground in on the wrong ship, you can say goodbye to
canons and broadcasters history and culture. repeat business, so it’s important to talk to
onboard its ship Minerva River cruising is always a a specialist agent for tailored advice. A
and together with local winner for cultural excur- cruise based around a niche cultural
guides (pictured, below right) sions. Many interesting cities interest may be hard to find but cruise
these speakers shed light were built on rivers and specialists affiliated to the Leading Cruise
on the history of Gallipoli operators such as Peter Agents, for example, will do their research
or the geology of Iceland, Deilmann will offer histori- and find that cruise focusing on ancient
for example. cal tours at each port of call, Polynesian culture!
narrow down the sort of cruise line they International and Ocean Village. Royal
might like. Caribbean has a host of onboard facilities
Helen Thacker I often recommend Island Cruises for included in the price and Ocean Village
partner, entry-level cruising. It has some good has some fun, alternative shore excursions,
Hops Travel all-inclusive deals and a wide choice of such as mountain biking.
regional flights – a big selling point for Thomson Cruises (pictured) are
clients based around the country. excellent value, and particularly popular
Value If your clients would like an active with Brits who want to holiday with other
T
he cruise market is very holiday, suggest Royal Caribbean Brits. Your client’s money will also go far
competitive and most cruises on an MSC ship but remember the
are excellent value for money. clientele is more international.
On the whole it’s advisable to NCL has some great family offers and
book early – you get the cabin you still has availability for the summer school
want and a departure date to suit you. holiday.
There are some phenomenal P&O is another good value option for
early-booking deals out there, but with families. Ventura came in for some
the economy in the state it is, there are criticism when it launched last year but
also some late bargains to be snapped the line has addressed this and we’re now
up. getting much better feedback.
When selling to first-time cruisers, Fred Olsen Cruise Lines has some very
it’s important to ask the right attractive late deals, Celebrity Cruises’
questions. What sort of land-based new Solstice Class ships are fantastic value
holidays do they like? Self-catering? for money and for older customers,
Touring? All-inclusive? Azamara’s child-free ships won’t break
Find this out and it’s then easier to the bank.
TTG Knowledge – March 2009
29
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