Gary Anslow, Norwegian Cruise
Line’s senior sales director for the UK and Ireland, says: “Our European destinations – which are often very busy during the high summer season – boast milder climates in winter months, meaning it’s a much more laid-back affair with shorter queues for attractions and cheaper cruise prices too.”
DO . . . HIGHLIGHT CRUISE AS A HOTEL ALTERNATIVE
Every agent has been faced with clients who want everything on their wish list – sea view, all-inclusive drinks, choice of restaurants, kids’ clubs, water park and more, but are put off when they hear how much it’ll cost. Keep a cruise option up your sleeve for those customers who want to go big on facilities, but not on price. “Compare your land stay quotes
against cruise quotes,” advises Gemma Ashworth, international sales senior account manager for Carnival Cruise Line. “In the winter months, you may find land destinations increase prices whereas cruise prices tend to remain more consistent or even cheaper. Emphasise the ship’s amenities such as spas, pool decks, entertainment options and fine-dining experiences.”
44 September 2023
DON’T . . . IGNORE THE CRUISE-AND-STAY MARKET
Comparing prices on land and sea will work for some, but for those with time on their hands, why choose when you can have the best of both? The selling points of cruise-and-stay holidays include longer trips and a focus on more experience-led travel. Andy Harmer, UK & Ireland managing director for Clia, says: “Most guests add on pre and post- cruise stays, so offer them too. Many winter-sun destinations are medium or long-haul, so if travelling all that way, why not add on an extended stay?”
DO . . . SELL THE EXPERIENCE
Brits might be obsessed with
the weather but it takes more than the lure of a little warmth to convince clients to part with their cash, so selling the whole journey is as important for winter-sun escapes as it is for any other holiday. “It’s key to understand the motivation of your customers before you present them with options,” says Brad Bennetts, head of sales and business development for APT and Travelmarvel. “Are they interested in soaking up sun and relaxing, or are
they looking to explore new, exotic cultures? There’s a variety of product available and what is ideal for a sun- chaser might not be right for someone looking to explore and understand the country they are visiting. “By and large, river cruising offers a
more immersive alternative for clients who want to experience a country in depth. River cruising in places such as Vietnam and Cambodia gives travellers the opportunity to get right to the heart of their chosen destination.”
DON’T . . . FORGET LESS OBVIOUS WINTER SPOTS
Look beyond bestsellers such as the Caribbean and Canary Islands and there are plenty of places that fall into the winter-sun column. Consider cruise up-and-comers such as Israel, Jordan, Egypt’s Red Sea coast and Saudi Arabia’s flagship port Jeddah or King Abdul Aziz port in Dammam, which opened in January. There are sailings to the Seychelles and Sri Lanka, islands better known for fly- and-flop resorts, and safari cruises in South Africa or South America. Oceania Cruises’ director of
sales for the UK and Ireland, Louise Craddock, calls cruising “the most relaxing and stress-free
travelweekly.co.uk/cruise
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