Agent credits Cunard fam trip for 120% sales hike


Josie Klein


A Travel Counsellors agent has more than doubled her Cunard sales after attending a fam trip on one of the line’s ships. Cruise specialist Emma Otter


entered a draw to win a place on a transatlantic sailing on Queen Mary 2 in July 2023, and secured spots for herself and colleague Gemma Favager. Otter, who began her career as


a high street agent with Lunn Poly in 1992, had not previously sailed with Cunard but had booked about £38,000 worth of sailings for the line in the year prior to her trip. But since the educational her sales


for the line have surged by almost 120% in just the past seven months, with bookings totalling £83,500. “When I saw the fam trip


come up, I knew it was the perfect, bucket-list itinerary and I jumped at the chance to go on it,” said Otter. “It gave me so much insight


into the brand and has completely transformed my bookings. “I never used to suggest Cunard


as an option to my customers as I hadn’t sailed with the brand. I wasn’t confident it would be the right fit as I had preconceptions about the line. “However, since the sailing I


now recommend it to so many more Queen Mary 2; inset, Emma Otter


The fam gave me so much insight and has transformed my bookings


people as I know they would love it. I am so good at myth-busting for any customers who have the same preconceived ideas I used to.” As a result of her increased sales,


Otter has earned enough Shine Rewards Club points to pay for one-third of a family sailing from New York to Southampton, which she will use to celebrate her 50th birthday. Otter, her husband and two


Advantage signs Caulfield-Smith ahead of Snelgar’s departure


The Advantage Travel Partnership has recruited Andrea Caulfield-Smith as global business travel managing director. Her appointment follows Guy Snelgar’s decision to return to his former consultancy business. Snelgar joined as global business travel director in June 2022 and will leave Advantage in July after completing a handover with Caulfield-Smith, who joins on April 15.


8 7 MARCH 2024


children have booked to sail on a seven-night Dance the Atlantic cruise in August next year. “It is a dream come true to be able


to take the family away,” she said. “It will also be a great way to


show my customers that Cunard is a wonderful fit for families – another myth busted!” Angus Struthers, Cunard


vice-president of global marketing and sales for the EMEA region, said: “Congratulations to Emma for booking her voyage and thanks to her for her brilliant performance on Shine Rewards Club. “We cannot wait to welcome


her on board in 2025 and help her celebrate her birthday in style.”


Tourism Australia UK chief Cope to leave at end of June


Sally Cope, Tourism Australia’s regional general manager for the UK and northern Europe, is to leave at the end of June, having overseen the UK market for six years. Cope plans to travel around Europe for six months


before relocating to Sydney to resume working. i Australia: Destinations, page 32


Celebrity Cruises relaunches agent training scheme


Celebrity Cruises is relaunching its programme for new-to-cruise agents following the “huge success” of last year’s scheme. The Celebrity for Beginners


programme will begin on March 14 and aims to provide agents with the tools and support they need to either begin selling cruise or to boost their current sales. Claire Stirrup, senior sales


director for the EMEA region, hailed the success of last year’s inaugural programme and said the line had used trade feedback to shape this year’s format, which will feature more dedicated round-table discussions, as well as webinars and ship visits. New-to-brand agents can also


earn extra money for sales, with a £25 bonus available as a reward for making three bookings. “Last year’s programme went


so well and agents want us to bring it back, so we are,” said Stirrup. “There are always new people


joining the industry and we want to give them what they need. Some new starters have never sold a holiday, let alone a cruise.” Stirrup added that the line


wants agents to “feel confident and have the ability to successfully navigate their way through selling a cruise” by the time they finish the programme, so that their customers “keep coming back”.


Holidaysplease bosses exit after handover to Travel Counsellors


Three former directors of homeworking agency Holidaysplease will have left the business by the end of this week, a year after the firm was sold to Travel Counsellors. Charles Duncombe, Richard Dixon and Sonia Dixon had been contracted for a year to help with the handover. Travel Counsellors’ acquisition of Holidaysplease in March 2023 was the first in the company’s then 29-year history.


travelweekly.co.uk


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