River cruise operators have been urged to add glamour to their product to encourage sales through the trade.
Viking River Cruises senior vice-president European marketing and sales Guido Laukamp said half of all the company’s clients have been on a river cruise, offering agents huge opportunities to increase sales.
Speaking at the Seatrade Europe conference in Hamburg last week he added: “River cruises are aimed at mature clients, so they can sell a river cruise as a second, third or even fourth holiday.”
But he added: “Unfortunately it isn’t sexy enough for a 25-year-old agent. They can’t sell it because it doesn’t appeal to them. We must come up with a way to enthuse them and get them thinking about their clients, not themselves.”
Peter Deilmann Ocean and River Cruises managing director Stuart Perl said agents are key distribution channels and should consider specialising in river cruising to differentiate themselves.
He said he is considering following the lead of ocean cruise companies by offering short sample cruises to encourage potential passengers to try a river cruise and also ship visits so agents can bring clients to see the vessels.