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Advantage 2009: Agents ‘not selling cruise proactively’

Advantage agents are losing ground to competitors by not proactively promoting the consortium’s cruise offers, according to cruise consultant Jason Peters.
 
Peters, Creative Cruises cruise sales director who has also worked as a consultant to Advantage since January, told delegates at this year’s annual conference: “There is a lot of business being lost by members purely by not being proactive enough. If you cannot compete on selling a cruiseline then look at another cruiseline that you can sell.”
 
He said in the “vast majority” of cases that agents were not picking up on the information, including offers, being promoted to them by the consortium.
 
This is despite the fact the intranet is updated with offers daily, said Peters.
 
“What I find very sad is that a lot of members are losing ground to their competitors and are not going to grow their business. We have to update the intranet but we cannot make members go to the intranet,” he said.
 
A lot of Advantage members are still too scared to enter the cruise market for fear of not being able to compete or not having the knowledge to sell cruises, he added.

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