NCL looks to educate agents on cruising

NCL looks to educate agents on cruising

Norwegian Cruise Line held its seventh annual cruise academy in London. Kirsten Bowling reports

CRUISINGmay well be one of the fastest growing sectors in the market but few agents have actually sampled the product themselves.

When 50 travel agents got together at a recent Norwegian Cruise Line day-long training academy, many said they had sold a cruise but only eight had actually had a holiday at sea.

The general feeling within the group was that cruising is associated with stuffiness and snobbery, that it would be claustrophobic with a Butlins-type atmosphere .

Throughout the day, NCL head of sales UK and continental Europe Nick Sharps and national sales manager Bernie Carter attempted to break down these misconceptions, as well as explaining how different brands vary from each other.

There were 16 seminars across the country this year and since 1993 more than 4,000 agents have attended.

They learn such things as different cruise destinations, dining arrangements, on-board service, accommodation, the cost, activities and in the worst case scenario, ways to overcome seasickness, of which there are many. Agents also learn how to spot a potential cruise sale – and that some sales might not seem immediately obvious.

Sharps admitted that many people have their reservations about cruising:”I tried to get my father on a cruise but he wouldn’t have it. So my mother booked it anyway and by the time he returned he was converted.

“We are trying to attract a younger market to the sector and we achieve more by training agents about what we do,” he added.

“Despite all the misconceptions this has probably been one of our most successful years because people recognise the market is growing.”

Flight Bookers agent Darrell Seymour said:”Before the academy I was of the opinion that cruising was for stuffy, wealthy people but now I realise that they can accommodate all sorts of people, are all inclusive and value for money.”

Management by Air agent Elvy Ubani agreed:”Ihad never sold a cruise before and thought it was for old, retired people. But now I know all people can cruise.”

Top 10 tips

selling a cruise

1: Anticipate what the customers’ misconceptions might be and how to overcome them.

2: If it’s a price issue then know what the price includes. Most cruises are value for money compared to a land-stay holiday.

3: Match the right cruise to the right client – know the difference between the ships.

4: Know the destinations. There is a big difference between a cruise to Alaska and a cruise to the Caribbean.

5: Know how to work out the price of the cruise. Remember that some operators offer fluid pricing.

6: Know where to get information about different cruises and companies. Sources include Passenger Shipping Association Retail Arm, the OAG cruise guide, the Berlitz guide and the Internet.

7: Know what a modern cruise ship has to offer different customers.

8: Remember there is plenty to do on a cruise. Like the live shows and the leisure facilities.

9: If a customer suffers from seasickness assure them that it is very rare to suffer on a cruise ship and if they do there are lots of remedies.

10: Know how the cabin categories work and why the prices vary.

quotes

“Before this academy I had no idea about cruising and I had not sold any cruises during my two years at Management By Air. I now understand it all a lot better, because before I thought it was only for old people, but now I know all people can cruise.”

Elvy Ubani, Budget Travel, west London

“I have been selling cruising for a long time and I knew it was not stuffy, but this freestyle is a new thing. I think it’s a good idea and you can see, just by looking at the brochure, that it’s a lot more geared towards younger people.”

Gail Freeman, FlightBookers, central London

“I would like to give a cruise a go. I think the freestyle cruising sounds like a really good idea.”

Michael Turner, FlightBookers, central London

“After today I am really convinced that a cruise makes a good holiday.

With this academy Norwegian Cruise Line have sold it so well and I definitely want to go on a cruise now.”

Sue Webber, Budget Travel, Kensal Green, London

“Before the academy I was of the opinion that cruising was for stuffy, wealthy people, but now I realise they canaccommodate all sorts, are all inclusive and value for money, compared to a land package holiday.”

Darrell Seymour, Flight Bookers, central London