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THE COMPLETE CRUISE GUIDE FOR AGENTS
MEDIA INFORMATION PACK
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CRUISE
CRUISE TRADE NEWS l WWW.CRUISETRADENEWS.COM22 WWW.CRUISETRADENEWS.COM | CRUISE TRADE NEWS 33
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The Number One dedicated trade title for the UK Cruise Sector
About UsCRUISE TRADE NEWS is the UK’s leading trade title for the UK cruise holiday sector. Published by Real Response Media Ltd, owners of the UK’s leading consumer cruise magazine, World of Cruising, the Wave Awards and Cruise Ports & Destinations. Published monthly, along with specially produced annual destination guides, the Cruise Trade News brand also encompasses live events and agent roadshows
HOW DO WE DO THIS?
n Latest news on ocean, river, luxury, adventure and family cruising
n Reviews of all the new ships and river craft
n Specialist features on how to selldifferenttypesofcruise
n Detailed destination information
n Views, advice and practical tips from experts operating in the sector
n Sales tips related to every article we write
Unrivalled coverage of the sectorCIRCULATION BREAKDOWN
Our readers are individually researched and CRUISE TRADE NEWS delivers a highly targeted circulation of everyone involved in the business of selling cruise holidays. Our core readership are agents directly selling cruise, but we also cover travel agencies who are increasing their sales from the cruise sector or are looking to launch in this sector. In addition, we are read by specialist tour operators who include cruise within their portfolio as well as the key decision-makers and executives from the cruise lines themselves.
8,500 TRAVEL AGENTS
1,000 TOUR OPERATORS
500CRUISE LINES
TRAVEL AGENTS
Cruise Trade news reaches all types of agents selling cruise from high street retailers through to independent homeworkers.
MULTIPLES (50+ OUTLETS)
INDEPENDENTS (LESS THAN
50 OUTLETS)
HOMEWORKERS
3,500
3,000
2,000
Editorial MissionOUR MISSION IS SIMPLE…...
TO HELP AGENTS TO SELL CRUISE HOLIDAYS MORE EFFECTIVELY
Our aim is to inform, educate and provide practical tips to help our readers match their customers to the right cruise holidays for them
CRUISE
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Editorial Content
TOURS TO THE DISNEY�esque Neuschwanstein Castle in Germany, a bike ride through the Tauber Valley and hiking through vineyards are among highlights of a new nine-night Rhine-Main Discovery cruise in Uniworld River Cruises’ 2017 programme.
The trip combines two nights in Munich with a seven-night cruise from Nuremberg to Cologne with stops at Bamberg, Würzburg, Miltenberg and Braubach. From £2,599 per person cruise-only.
Also new for 2017, Uniworld is off ering a 10-day Paris & Impressions of the Seine cruise. The trip includes calls at Auvers-sur-Oise, where Van Gogh lived and died, and Vernon, for a tour to Monet’s garden at Giverny. Passengers on this itinerary will also see some of the most famous works of Impressionist painters on tours of Rouen’s Museum of Fine Art and the Orsay Museum in Paris. From £2,599 per person cruise-only.uniworld.com
COMPANIES WOO SOLO TRAVELLERS WITH NO�SUPPLEMENT DEALSMORE LOW OR NO�SUPPLEMENT DEALS ARE ON OFFER FOR SOLO travellers from river cruise lines.
Vantage Travel has an allocation of single cabins on most of its vessels and prices for solo travellers from £1,099 per person in 2017 – just £99 more than the double occupancy rate.
Uniworld River Cruises, meanwhile, has waived the single supplement on several of its 2016 itineraries in Europe, off ering savings of up to £1,349 per person for an eight-day river cruise on the Rhône from Avignon to Lyon. Prices start from £2,149 per person cruise-only for an eight-day Enchanting Danube cruise between Budapest and Passau departing July 31, August 28 and November 6.
Uniworld managing director UK Kathryn Beadle said, “Uniworld is also making our luxury river cruises accessible to those who travel as a group, but prefer to enjoy their own space.”
Saga has some of the best off ers for lone travellers, with a singles-only cruise in October and no single supplement on a new eight-night voyages off ering through Belgium in April and June 2017. Tauck waives the 50% single supplement on its Category 1 cabins on all departures across its European river boat fl eet.
River NEWS
CRUISE TRADE NEWS l JUNE 201688
A TOP�DECK POP�UP BAR WITH a movie screen and roof garden will be among the unusual features on Crystal Mozart, the vessel spearheading Crystal Cruises move to river cruising in July.
Mozart was built in 1987 and originally cruised for Peter Deilmann. Crystal acquired it last year and has lavished millions of dollars upgrading the vessel to its six-star standards.
Among changes, capacity is being reduced from 206 to 158 and it will have more places to eat including Blue, a casual dining vessel, a bistro serving pastries, fruit and snacks and The Vintage Room, a venue on Crystal’s ocean-going ships reserved for wine-pairing dinners for up to 12 people.
It will also have a Palm Court and The Pantry, a self-service wine bar.
Mozart will be sailing 10-night
cruises on the Danube round-trip from Vienna that visits Germany, Slovakia and Hungary and spends an overnight in Budapest. From £2,450 per person departing December 2 and 12.
Crystal Cruises is building six more river cruise boats. Four will enter service in 2017 with capacity for 84 or 110 passengers, with another two due to launch by 2019.crystalcruises.co.uk
AVALON WATERWAYS
is off ering a new nine-day active voyage
on the Danube next year to entice clients
in their 50s to try a river cruise. Activities
on off er will include canoeing, hiking and biking, exploring ice
caves and learning to waltz.
SAGA has a new eight-day Castle of the
Meuse Valley cruise round-trip from
Amsterdam next year that visits Rotterdam,
Antwerp, Liège and Namur. There are
two departures, on April 11 and June
23. The voyage is on the Regina Rheni II, a river boat chartered exclusively by Saga.
PANDAW is launching wine
packages across its Asia river cruise fl eet
from June. Prices start from around $15
per person per day on the Ayeyarwady in Myanmar and rise to more than $30 a day
on the company’s new cruises in Borneo.
Local beers, wines and spirits are included in
its fares.
SCENIC has launched its 2017 programme featuring
a new eight-day Majestic East river
cruise from Vienna to Belgrade that visits
Kalocsa and Mohács in Hungary, and
Osijek in Croatia. A new nine-day Eastern Enlightenment voyage
from Belgrade to Bucharest sails the Danube Delta to the
Black Sea.
NEWSBRIEFS
EMERALD EXPANDSEMERALD WATERWAYS HAS LAUNCHED ITS 2017 programme featuring three more river cruise vessels and new itineraries in France and Portugal.
The Emerald Liberté and Emerald Radiance will launch on the Rhône and Douro respectively, while the Emerald Destiny will sail the Rhine, Main and Danube.
The 2017 programme also features a new selection of complimentary active excursions including hikes in the Black Forest and a guided bike tour of Melk.
Clients who book a 2017 cruise before June 30 will receive £500 per person savings as well as an unlimited drinks package worth up to £759 per couple on a 15-night itinerary. Fares include wine, beer or soft drinks with lunch and dinner only. Discounted fares start from £1,195 per person for an eight-day Danube Delights cruise from Nuremberg to Budapest departing November 29 2017, including fl ights and transfers.emeraldwaterways.co.uk
UNIWORLD UNVEILS NEW ITINERARIES ON RHINE AND SEINE
CRYSTAL UNVEILS SIX�STAR MAKEOVER FOR MOZART
JUNE 2016 l CRUISE TRADE NEWS 9
Travelling alone? There are more deals than ever for solo travellers1 The new capacity on
the ultra-luxurious upgraded Crystal Mozart158 Additional number of
river cruise vessels in Emerald's 2017 programme3
A-Rosa
Scenic Amber is blessed
SHORT AND SWEET FROM A�ROSAGermany company A-Rosa is off ering a range of short-break cruises through the tour operator Superbreak for the fi rst time. Among options are fi ve-night packages that combine a hotel night in Cologne with four-night river cruises visiting either Strasbourg or Rotterdam. Lucia Rowe, who heads up A-Rosa in the UK, said the company is planning more short-break itineraries in 2017.arosa.de/en
I NAME THIS SHIP � AMAKRISTINAAMAWATERWAYS EXECUTIVE VICE�PRESIDENT AND co-owner Kristin Karst baptised her namesake vessel, AmaKristina, as it prepared to leave the Vahali Shipyard in Serbia for the journey to Holland where the interior will be completed. The vessel, which has cabins with inter-connecting doors to cater for the family market, launches on the Rhine on March 31 2017. Karst is pictured with AmaWaterways president and co-owner Rudi Schreiner and Vahali managing director Vincent Bekker, left.amawaterways.co.uk
SCENIC’S NEWEST RIVER cruise vessel, Scenic Amber, was christened by cruise consultant Angela Turen and blessed by a priest during a gala naming ceremony in Passau. It came at the end of a mega-fam on the Danube, visiting Linz, Melk, Durnstein and Vienna, attended by retailers from Australia, Canada, the US and the UK.scenic.co.uk
SCENIC WELCOMES AMBER
WHAT’S HAPPENING IN THE RIVER SECTOR
CRUISE TRADE NEWS l JUNE 20164 54
Ocean NEWS
THE FINAL COUNTDOWNNORWEGIAN CRUISE LINE UK staff have waited six years for news that the company is putting a ship back in the UK so it’s no wonder they are getting excited. Launching the countdown to the big day, May 12 2017, when Norwegian Jade starts sailing from Southampton, are, from left, Julio Fernandez from passenger services, Ingrid Hunt from marketing and Stewart Plumridge from business development.ncl.co.uk
AZAMARA CLUB CRUISES PRESIDENT and chief executive offi cer Larry Pimentel has admitted to being worried about the number of ships ordered by the luxury cruise lines.
Crystal Cruises has ordered two new ocean-going ships, and has plans for another two, while Regent Seven Seas Cruises and Seabourn are each building two new vessels. However, he said he advised against expanding the Azamara brand beyond its current two ships. “There is too much capacity coming already for us to grow. It will be a great time for customers as prices will fall.”
Pimentel was speaking at Clia UK and Ireland’s 10th cruise convention in Southampton last month, which included a look at the massive changes in the industry since 2007.
He said affl uent travellers have also changed over the past decade, evolving from ‘yesterday’s luxury’, when class of service was important, to defi ning themselves by experience. “They want experiential travel that is exclusive and authentic, and they want to buy from enthusiastic and passionate sellers. You need more knowledge to become productive and experience to interpret your clients' requirements.”
Pimentel accused cruise lines of ‘losing control’ of what happens on land by not off ering shore excursions their clients want. “Bespoke product is coming and it will grow like topsy because people want something unique,” he said.cruiseexperts.org
ROYAL CARIBBEAN International has confi rmed its commitment to the trade with a two-night fam trip for more than 2,500 agents on new ship Harmony of the Seas.
The vessel arrived in Southampton straight from the French shipyard where it was built. It sailed two mini cruises from the UK before relocating to Barcelona for a summer season in the Mediterranean.
Speaking on the two-night inaugural, Royal Caribbean president and chief executive offi cer Michael Bayley said agents were the company’s most important partner.
“They always support us as we do them, and that won’t change. The US is a big market for us but the UK is super important.”
He attributed ‘gang-buster’
sales for Harmony of the Seas in the UK and Ireland to a combination of agent support, Royal Caribbean’s investment in the British market and fascination with the world’s ‘biggest and best’ ship.
Sales director UK & Ireland Ben Boudin said hosting so many agents on the ship was a big investment but important so they get to see it fi rst-hand. “We are keeping track of what the agents are doing on board and have challenged them to share their knowledge with their colleagues.”
Harmony is Royal Caribbean’s third Oasis-class ship but with new features including three water slides and the Ultimate Abyss, a 10-storey dry slide between the sports deck and Boardwalk.royalcaribbean.co.uk
TERRORIST ATTACKS IN FRANCE, BELGIUM AND Turkey have not stopped Americans from crossing the Atlantic to sail on Carnival Cruise Lines’ newest ship.
Speaking on Carnival Vista in May, during the ship’s second voyage, Carnival president Christine Duff y said the company was in a ‘great place’ in terms of US bookings.
In contrast, both Norwegian Cruise Line and Royal Caribbean International have reported a downturn in new bookings for their Europe cruises.
Duff y said Carnival has not seen a drop in business but added the company does not have as
much capacity in Europe as other cruise lines.The cruise line is not in Europe next year but
is planning to return in 2018, when it launches its next new ship. Duff y said: “As things are now we are confi dent that will happen.”
Carnival Vista holds 3,936 passengers and has new features including a bike track around the top of the ship where passengers can pedal at speeds of up to 18mph, and the fi rst IMAX theatre at sea. New Havana Cabanas have a patio rather than a balcony and exclusive access to an outdoor bar and pool area until 5pm, when it opens to all.carnival.com
HOLLAND AMERICA LINE IS THE latest cruise company to cash in on the growth in solo travel by adding 12 single cabins to new ship Koningsdam.
The ship also has 32 new family cabins that hold up to fi ve people, signalling the company’s intention to encourage younger passengers to try the brand.
Among other new features are a French bistro-style restaurant Sel de Mer, a Dutch Café styled in the fashion of the gabled houses that line the canals in Amsterdam
and Billboard Onboard, where two pianists play chart hits from the past 50 years.
Koningsdam was christened in Rotterdam on May 20 by Queen Maxima of the Netherlands; it is spending its inaugural summer sailing to the Baltic and Norwegian fjords from Amsterdam.
Other cruise lines targeting solo travellers are Royal Caribbean International, Norwegian Cruise Line and P&O Cruises. Cunard is adding 15 single cabins to Queen Mary 2 during a major
refurbishment currently underway. hollandamerica.com
...A NEWCarinthia Lounge will be added to Cunard’s Queen Mary 2 during a
June refurbishment. The lounge
will provide an alternative venue for breakfast and lunch. During the
refi t, the Todd English restaurant
will become The Verandah and a new Smokehouse dining option will be added.
...PAUL GAUGUIN
is off ering cruise-and-stay packages combining a seven-night all-inclusive
voyage around the Society Islands
from Papeete with two nights’ bed and
breakfast at the InterContinental
resort in either Tahiti or Moorea.
...NORWEGIAN CRUISE
Line Holdings, owners of NCL,
Oceania Cruises and Regent Seven
Seas Cruises, is the latest company to
off er faster wifi . The company said
the ‘lightening-fast’ service will be on all its ships by July this
year.
...PRINCESS CRUISES
is off ering more British Isles cruises
than ever next year. It will off er 12 departures on Caribbean
Princess and two on Pacifi c Princess.
The 12-night cruises depart
Southampton and Dover.
AZAMARA CHIEF WARNS LUXURY EXPANSION IS TOO MUCH TOO QUICK
AGENTS ROYALLY REWARDED WITH A TASTE OF THE ‘BIGGEST AND BEST’
HAL EYES THE SINGLE MARKET
NEWSBRIEFS
MPH – top speed on the bike track on Carnival Vista - if you can do it!18 Days for Viking Sun's
planned round-the-world cruise – Viking's fi rst – in 2017141 The number of extra
single cabins on the new HAL ship Koningsdam12
AMERICANS BRAVE EUROPE FOR CARNIVAL’S NEW VISTA
The skies over London lit up as Viking Cruises celebrated the christening of its new ship, Viking Sea. Karine Hagen, Viking’s senior vice-president and daughter of chairman Torstein Hagen, served as godmother for the gala ceremony, which was held in Greenwich in May. The vessel is Viking Cruises’ second ocean-going ship. A third, Viking Sky, launches in 2017 and will be followed the same year by Viking Sun, which will be off ering the company’s fi rst-ever world cruise – an epic 141-day journey from Miami to Greenwich departing December 15 2017.vikingcruises.co.uk
VIKING SEA NAMING GOES WITH A BANG!
Viking Sea
Koningsdam
ALL THE LATEST OCEAN NEWS
WILKINSON'S WORLD
10 CRUISE TRADE NEWS l MAY 201610
A N�ICE ROUTE TO MONTREALREGENT SEVEN SEAS CRUISES is the second luxury cruise line to send a ship through the Northwest Passage. Seven Seas Navigator will start its 30-night voyage from Anchorage in Alaska to Montreal in Canada next summer.
Crystal Cruises’ Crystal Serenity will sail through the passage this summer and next.
Passengers joining Regent’s cruise will have a chance to step ashore but otherwise will spend several days at sea sailing the Bering Sea, Baffi n Bay and Arctic Ocean. Seven Seas Navigator will also make three stops in Greenland – in Nuuk, Paamiut and Qaqortoq,
The cruise ends with a voyage along the St Lawrence River in Canada, visiting Saguenay, Québec City and disembarking in Montréal. Prices start from £16,069 per person departing July 19 including fl ights.rssc.com
MORE OPPORTUNITIES TO WALK WITH THE ANIMALSCELEBRITY CRUISES has expanded capacity in the Galapagos with the acquisition of tour company Ocean Adventures.
The deal will give Celebrity three ships in the islands – Celebrity Xpedition, a 100-passenger vessel it has operated there for more than a decade, and also the Eclipse and Athala, which hold 48 and 16 passengers respectively.
Existing bookings for the two ships will be honoured and they will continue to deliver an Ocean Adventures’ experience until they can be refurbished during dry-docks in January 2017. Seven nights on Celebrity Xpedition in September costs from £3,149 per person cruise-only.celebritycruises.co.uk
PONANT GOES EXPLORINGFRENCH CRUISE LINE PONANT is to build four expedition ships to sail so-called blue and green adventure cruises in Oceania, South America and the Indian Ocean.
The vessels will hold 184 passengers each and be delivered starting 2018. They will have ice-strengthened hulls and carry a team of naturalists to guide Zodiac landings in remote spots and introduce passengers to local cultures, fl ora and fauna.
Ponant already off ers ‘white’ expedition cruises to Antarctica and the Arctic; its ‘blue’ expeditions will focus on islands in the Pacifi c, while ‘green’ itineraries will take passengers to places such as Costa Rica, Papua New Guinea, the Orinoco River and Indian Ocean.ponant.com
Hello again everyone. Customer booking patterns, like the weather, are changing and you’ve no doubt seen a rise in numbers looking to book well in advance of the traditional Christmas rush.
Cruise lines have quickly adapted to this development, launching brochures earlier and setting up more and more innovative campaigns. These drive longer term bookings, which really make a diff erence to the overall cruise industry.
Further leveraging these dynamic campaigns, that no longer focus purely on the base price, but also added value, should help us all to continue to demonstrate the value proposition of cruise against land-based resorts.
Add to this the publication of packed, new 2017 season brochures with exciting new destinations and itineraries and the time really is ripe to start making early bookings.
I urge you to maximise the new itinerary options as well as the value-add campaigns as much as possible to showcase just how much your customers can benefi t from booking early.
And all of these initiatives pay off . In 2015 we saw a 9% increase in cruise passengers and we are widening our net ever further to attract those new-to-cruise customers.
With the cruise experience now more fl exible than ever before, guests can feel free to do exactly what they would look to do whilst holidaying at a land-based resort, but with the benefi t of visiting multiple destinations and experiencing a holiday that is truly out of this world.
Adventure NEWSNick Wilkinsongeneral manager, NE MEANorwegian Cruise Line
QUARK GOES IN SEARCH OF GLACIERS AND POLAR BEARSPOLAR CRUISE SPECIALIST QUARK EXPEDITIONS has a new 13-day cruise from Nunavut in Canada to Kangerlussuaq in Greenland. The voyage, on the 117-passenger Sea Adventurer, takes passengers over the Arctic Circle and close to glaciers. There will be Zodiac cruises in search of walrus and polar bears and trips ashore to a former whaling station and Inuit settlements. From $8,390 per person departing September 12 2017.quarkexpeditions.com
Quark Expeditions
WORLD
comment
WILKINSON'S
NEW FROM THE ADVENTURE/EXPEDITION SECTOR
CRYSTAL CRUISES has announced the appointment of long-time luxury cruise industry
executive Christian Sauleau as its new senior vice president of operations and total guest satisfaction. In this newly created position, Sauleau will report directly to Thomas Mazloum, Crystal’s chief operating offi cer, and will oversee Crystal’s departments of marine, hotel, food & beverage, entertainment and land programmes. He will also manage safety and security operations, as well as offi cer and crew hiring processes and development, with the goal of maintaining the line’s long-celebrated standard of excellence and guest satisfaction ratings. Sauleau will be working closely with Crystal’s teams in its Los Angeles headquarters and Miami branch offi ce.
UNIWORLD BOUTIQUE RIVER CRUISE
COLLECTIONhas announced the appointment of Jeremy Reitman as the new chief marketing offi cer. Reitman will be responsible for both online and offl ine marketing, with a focus on communicating the cruise line’s position in the river cruise market and enhancing digital products and services delivered to Uniworld’s trade partners worldwide.
TUI UK & IRELAND has
announced that Helen Caron will become director for distribution and cruise, focusing on multi-channel distribution and customer service delivery. She is currently managing director of Thomson Cruises. Fraser Ellacott, director of distribution and sales, will leave at the end of June after 11 years with the business.
CRUISE TRADE NEWS l JUNE 201612
TOOLS of the TRADE
SAIL AWAY WITH TITANTO CELEBRATE THE LAUNCH OF ITS new river cruise charters on the MS Serenade 1, Titan has a new agents’ incentive. From May 1 to October 31, the top 10 river cruise bookers will win a place on the fi rst MS Serenade 1 fam trip in Spring 2017.
Agents can also claim a £20 Love2shop voucher for any river cruise booking by emailing the booking reference to [email protected] within seven days of making the booking.titanagents.co.uk
CELEBRITY CRUISES IS GIVING 100 agents the chance to earn £250 worth of Celebrity Rewards points, and additional giveaways, when celebrating the off er of free drinks packages and up to $500 onboard spending money for cruise guests choosing ocean view accommodation and above on selected European cruises.
Between now and July 3 2016 the 100 agents achieving the most bookings, or the most growth in bookings, will receive £250 of Celebrity Rewards points plus trophies, fl owers, luxury hampers and more in order to enjoy a Celebrity Moment. Additional spot prizes will be awarded by the Celebrity Cruises sales team until the end of June.
All of the packages are based on two guests and can also be applied to bookings for four people with free classic non-alcoholic drinks packages for guests three and four.
Agents can earn Celebrity Rewards points for every booking they make, and can convert the points into luxury gifts, such as designer jewellery, tech gadgets, or even exchange their earnings for cash.THE FOUR FIXED POINT TIERS ARE:● Suite Class booking – 1000 points or £10● Aquaclass or Concierge Class booking – 750 points of £7.50● Balcony accommodation – 500 points or £5● Interior or oceanview accommodation – 250 points or £2.50 cruisingpower.co.ukMSC CRUISES RECENTLY HOSTED A
fi ve-night mega-fam, which took place on board MSC Preziosa. Fifty agents won the all-inclusive trip. They enjoyed an excursion
in Rome, a behind-the-scenes tour, dinner and business sessions. Pictured on board at the spa are the agents, TUI staff , and spa staff .
A GROUP OF TRAVEL AGENTS WERE recently hosted for lunch on board PONANT Yacht Cruises’ L’Austral, in London.
The day started with a welcome glass of Veuve Cliquot champagne, followed by a tour of the ship and a gourmet lunch with the company’s international sales director, Stephen Winter.
The company off ers a 75% discount on itineraries for agents who want to try
the product and sail on board one of the company’s fi ve ships.
Pictured on board L’Austral from left to right are:
Amy Sharpe, marketing manager, eWaterways Cruises Ltd; Daniela Wagner, Connecting Travel; Stephen Winter, PONANT international sales director; Suzanne Pressman, Colletts Travel; Caroline Maxwell-Scott, Spirit Away Travel.ponant.com
The number of nights in MSC's recent mega-fam on MSC Preziosa5 The number of
agents that can earn £250 prizes from Celebrity Cruises 100
JUNE 2016 l CRUISE TRADE NEWS 13
NEW APPOINTMENTS
SCENIC RECENTLY HOSTED A LUXURY river cruise fam trip on board the new Scenic Amber.
The group of agents sailed from Passau, Germany, stopping in Salzburg, Vienna, Melk and Durnstein with included experiences at Vienna’s Spanish Riding School and Salzburg’s Sound of Music and Alps Experience.
Scenic Amber, the newest Space-Ship to join Scenic’s luxury fl eet, features all-suite accommodation, fi ne dining in a choice of
venues and personal butler service for every guest.
Catherine Bulger, agency sales co-ordinator said: “It really was the best fam trip with incredible agents enjoying fabulous experiences on the beautiful Scenic Amber”.
Pictured at Vienna’s Palais Liechtenstein from left to right are: Dom Crockatt, Cruise118: Tiff any Woodley, Myriad Travel; Lisa McGovern, Holiday Explorer; Gillian Polyhos, Olive Lounge; Anthony Donovan, Destinology; and Rachel Greenough,Global.
£25,000 WORTH OF PRIZES ON OFFER FOR TOP SELLING AGENTS
A TOUCH OF LUXURYGOURMET TRAVEL WITH PONANT
MSC HOSTS PREZIOSA MEGA�FAM
Here we reveal the latest cruise training opportunities, incentives and fam trip offers
THE LATEST TRAINING OPPORTUNITIES,INCENTIVES AND FAM TRIPS
MAY 2016 l CRUISE TRADE NEWSCRUISE TRADE NEWS l MAY 201618 19
6 of the best
CHILDREN'SCLUBS
ROYAL CARIBBEAN INTERNATIONAL
INDEPENDENCE OF THE SEASThis year there’s plenty of opportunity to enjoy Royal Caribbean’s award-winning Adventure Ocean programme closer to home. The popular Independence of the Seas arrives in Southampton in May and will sail on 15 ex-UK European itineraries. From playgroup sessions for mini mariners to pirate parties, dinosaur-themed activities and teen-only chill-out areas, children are never stuck for something to do. Outside, youngsters can splash out in the H20 Zones; mini water parks packed with interactive and novel features.royalcaribbean.co.uk
DISNEY CRUISE LINE
DISNEY MAGICNot surprisingly, this cruise line knows a thing or two about keeping little - and bigger - ones happy. The ship has a nursery for under-threes, and the Oceaneer Club and Oceaneer Lab offer more than 100 activities and events for older kids. Divided into themed age-appropriate areas, they include a Toy Story play area, an animator’s studio and a gaming area. The Marvel’s Avengers Academy on Magic is always a hit and incorporates amazing technology to transform children into their favourite superheroes.disneycruise.com
PRINCESS CRUISES
REGAL PRINCESSThe line’s newest vessel, star of the recent fly-on-the-wall documentary The Cruise, has an enlarged children’s club which features art projects, game tables, the latest films, talent shows, video games, and much more. Younger children can let off steam on a tricycle race track while pre-teens and teens have their own DJ booth and hangout space, plus an exclusive sun deck for teenagers. Kids-only dinners are offered on select evenings - including a formal dinner for teens - plus ice cream and pizza parties.princess.com
NORWEGIAN CRUISE LINE
NORWEGIAN ESCAPEIn a first for the line, Norwegian Escape offers childcare services for children from six months to three years. Older youngsters can head to the expansive Splash Academy, located next to the ship’s family-friendly oceanview staterooms. Also new on Escape is an enhanced version of the popular circus programme, with additional skill options and an innovative grand finale. Teens will love Entourage, an exclusive lounge and nightclub zone for 13-to-17-year-olds situated next to the video arcade. ncl.co.uk
CARNIVAL
CARNIVAL VISTAMarking Carnival’s return to Europe in May, Carnival Vista is the line’s first new ship for four years and is the largest in the fleet. Camp Ocean replicates all the fun of a summer camp at sea. Divided into three age groups, non-stop activities and attractions include bear-making workshops, a towel animal theatre and Dr. Seuss Bookville area. Vista’s fantastic family-friendly attractions include SkyRide, a suspended open-air cycling experience, the world’s first IMAX on a ship and the line’s first raft-riding water tube slide.carnival.co.uk
MSC CRUISES
MSC DIVINAThe Italians love children, so kids always get a warm welcome on MSC ships. There are clubs for five age groups, including baby care facilities, and the line has a unique partnership with Lego. All children participating in the Lego Experience receive a certificate for taking part and meet the mascot Sailor Walkabout. Extra features on Divina include a Formula 1 simulator, 4D cinema, mini-bowling and a video arcade. When it’s time for everyone to get together there are also designated family swimming pools.msccruises.com
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WHY SHOULD ADULTS HAVE ALL THE FUN? CHECK OUT THESE GREAT CLUBS FOR MINI CRUISERS
EVERY ISSUE WE LOOK AT THE SIX BEST CRUISES FOR DIFFERENT TYPES OF HOLIDAY
CRUISE TRADE NEWS l JUNE 201616
interview
Q&A WHAT ARE YOU LOOKING FORWARD TO MOST ABOUT YOUR JOB OVER NEXT TWELVE MONTHS? 2016 has so far been a fantastic year for the company. I'm looking forward to building on our strong performance from the Wave period and continuing to develop our partnership with agents. Our sales team has been travelling across the UK, meeting with travel agents on the ‘Come Back New tour’. And in 12 months' time we will see the launch of Majestic Princess, which will be visiting Europe for her maiden season in April and May before she heads to China, where she will then be based year round. HOW HAS THE CRUISE MARKET CHANGED IN THE LAST 10 YEARS? The cruise market continues to break through the preconceptions and stereotypes of the past and appeal to a broad and multi-generational audience. Over the last ten years the cruise market has grown by two-thirds, which goes to show the increasing popularity of cruising as a holiday choice.
WHAT IS THE TARGET MARKET OF YOUR COMPANY? Although our guests may have diff erent ideas of what is important to them when they cruise, all of them have the desire for a holiday with substance. They may look to have an adventure, to explore new destinations, to learn about new cultures and cuisines, or to relax and take a break from the stresses of everyday life. But what they all have in common is that they are looking for a meaningful experience on their holiday. That’s why we call our guests ‘meaningful travellers’, as we target those who value taking a cruise that leaves them with a new perspective.
WHAT IS THE BIGGEST CHALLENGE FACING CRUISE SALES? The misconceptions of cruising that still exist. There are people who are concerned that a holiday at sea isn’t for them. One way we focus on helping our travel agents overcome this challenge is through our agent-dedicated online portal, onesourcecruises.com.
HOW DOES THE COMPANY WORK WITH THE TRAVEL TRADE? We have a large team dedicated to supporting the trade. At head offi ce level we have our sales managers, and out on the road we have our Academy Team to support both retail and call centre staff .
The company has recently re-invigorated its business development function and now has a dedicated resource to focus on working with smaller travel agents.
TONY ROBERTSvice president, Princess Cruises UK and Europe
1Focus on the experience a cruise off ers – not just the
features on the ship and the ports of call, but also what guests will get out of it on an emotional level.
2A cruise is a great way to learn something new, make new
friendships and create new stories.
3You should also focus on the USP cruising off ers - the chance to
explore the world, waking up in a new destination each day without having to pack and unpack.
TOP THREE SALES TIPS FOR TRAVEL AGENTS SELLING CRUISE
Q&AQ&ATONY ROBERTS
CVSEPTEMBER
2015 � TO DATE Princess Cruises UK and Europe,
vice president
2014 � 2015Carnival UKdirector of technology services & director of technology partnering, Carnival UK
2014 � 2014 Carnival UK director of technology partnering
2013 � 2014Carnival UKtechnology
business partner – commercial
Tony has worked at Carnival UK
since 2000.
HOW LONG HAVE YOU WORKED IN YOUR CURRENT JOB AND WHAT ATTRACTED YOU TO THE ROLE? I've been in my current job for seven months but I have worked in the cruise industry for 16 years in a variety of roles covering customer services, sales, fi nance and IT. Running the UK and Europe business for Princess Cruises is the dream job for me. WHAT DO YOU LIKE BEST ABOUT THE CRUISE INDUSTRY? For me, the best thing about the cruise industry is that we deliver our guests' dream holidays. Taking a holiday at sea can off er so much more than a packaged land holiday. Before I joined Carnival, I worked for a fi nancial services company and a company that made industrial features for ships, which was what attracted me to cruise. I've been addicted ever since. HOW IS YOUR COMPANY DIFFERENT TO OTHER CRUISE LINES?It is constantly developing bold and exciting initiatives aimed to enhance the premium experience off ered onboard, from the high-end cuisine to exceptional customer service, fantastic shore excursions and innovative onboard features. Princess was recently voted ‘Best Premium Cruise Line’ at the Wave awards, which I believe is a refl ection of the dedication we put into ensuring our guests have meaningful holiday experiences that will stay with them for a lifetime. In addition, all our ships have most of the same unique onboard features and layout, so even if guests are in a new destination on a diff erent ship, they will always have that familiarity and can feel at home on a Princess ship.
INTERVIEWS AND SALES TIPS FROM KEY FIGURES IN THE INDUSTRY
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CRUISE TRADE NEWS produces two annual destination guides for the travel agent community
OCEAN CRUISEAn indispensable guide covering all the key cruising destinations of the world with quick and simple information on key attractions and which cruise line itineraries they are on
THE ULTIMATE DESTINATION GUIDE 2017
THE COMPLETE CRUISE GUIDE FOR AGENTSANNUAL l £10
IN ASSOCIATION WITH
ALL ABOARD FOR A-Z OF CRUISE
TAKE THE FAMILYSUITE DREAMS AT SEA
THE GALLERYCRUISE LINE PROFILESWho goes where?What's Included?
RIVER CRUISEThis annual publication covers in-depth the major waterways of the world, detailing the main places to visit and lists the cruise line
operators that travel along these routes
Annual Destination Guides
APRIL 2016 l CRUISE TRADE NEWS 35APRIL 2016 l CRUISE TRADE NEWS 35
NORTHHIT THE
destination
From navigating disarmingly beautiful Norwegian fjords to exploring fascinating ports of call on a Baltic cruise such as cultural
St Petersburg, Estonia’s historic capital Tallinn and Denmark’s foodie and design capital Copenhagen, the region never goes out of style.
“A cruise holiday in the Baltic is like no other type of cruise and offers great opportunities for agents who have customers looking for something other than sun, sea and sand,” says Andy Harmer, vice president of operations at CLIA Europe. “From an agent’s perspective it’s a great region as almost every conceivable type of cruise ship visits the area – luxury, premium, contemporary and family – and customers have the choice of a UK departure or a fly cruise.”
Operators noting strong demand include Royal Caribbean, whose Serenade of the Seas and Vision
of the Seas head to ports including Copenhagen and Tromsø next year. Royal describes Scandinavia and the Baltics as ‘hot ticket’ destinations with popular options including overnight stops in St Petersburg as part of a two-day tour.
The wealth of ex-UK options is certainly a plus point with operators such as Cruise and Maritime Voyages and Fred.Olsen offering a wide range of departure points. Even Disney has got in on the act with a seven-night Norwegian Fjords cruise on Disney Magic leaving Dover on May 29 2016.
Ex-UK sailings are particularly handy for Christmas Markets cruises. As Cunard notes, the absence of pesky luggage allowances means hard-shopping passengers can really cash in. Some itineraries offer an incredible variety of retail experiences such as P&O’s 10-night Christmas Markets and Baltic Gems cruise from Southampton on Aurora (from £529 for an inside cabin) which
takes in Hamburg, Copenhagen, Oslo, Amsterdam and Bruges.
With 75% of its new clients choosing Norwegian Fjords cruises, Fred.Olsen is offering more than 20 cruises to Norway this year. Highlights include its first five-night Norwegian Fjords’ cruises which sail from Newcastle and Rosyth to reduce sea time and feature two days of scenic cruising through Lysefjord.
Staying in Norway, Hurtigruten, which is planning a series of agent fams, is refurbishing several of its coastal ships ahead of launching a new ship, MS Spitsbergen, on the coastal route this summer. While its Hurtigruten’s winter sailings that have typically got UK passengers’ pulses racing, bolstered by its ‘Northern lights promise’, more recently head of sales Anthony Daniels is seeing strong demand for summer sailings, in line with global sales trends.
“Summer on the Norwegian coast holds such charm, and the landscape
BY KARL CUSHING
IF VARIETY IS THE SPICE OF LIFE, THEN IN CRUISING TERMS NORTHERN EUROPE ITINERARIES ARE ABOUT AS GOOD AS IT GETS
CRUISE TRADE NEWS l APRIL 201634
Fred.Olsen's Braemar in Norway
St. Petersburg sunset, Viking Homeland's Cruise
BRINGING DESTINATIONS TO LIFE
MAY 2016 l CRUISE TRADE NEWSCRUISE TRADE NEWS l MAY 201624 25
at a glance...
Holland America Line’s ms Koningsdam launched in April this year. The launch heralds the arrival of a new class of ship for the line, known as Pinnacle Class.
MS KONINGSDAMFAST FACTS
Staterooms - 1,331Passengers - 2,650
Decks - 12Crew members - 1,036
Tonnage - 99,500Length - 975ft
In association with
And back home again!Getting you to the ship...t: 0843 0843 003www.portsdirect.co.uk
Accomodation Stateroom Categories• Pinnacle Suite 1 • Neptune Spa Suite 2 • Neptune Suite 43 • Signature Suite 14 • Vista Suite 104 • Verandah Spa Stateroom 38 • Verandah 710 • Standard Ocean-view Spa 4 • Large Ocean-view 94 • Standard or Large Interior Spa 11 • Standard or Large Interior 266 • Single Outside 12 • Family Rooms 32 • Misc Stateroom Classification Spa
Suites 2 • Spa Staterooms 53 • Accessible Staterooms 27 • Triple Staterooms 315 • Quad Staterooms 157 • Inter-connecting 150
Rooms• staterooms for families • single staterooms • Pinnacle class suite - luxury,
personal concierge service - a complimentary laundry and dry cleaning, and access to the private Neptune Lounge
Dining• Sel de Mer - French seafood brasserie• Culinary Arts Centre - a new immersive
farm-to-table dinner experience located here also featuring six cooking stations for cookery lessons and demonstrations
• Lido Market - casual dining with themed serving stations
• Pinnacle Grill - main dining room• Canaletto Italian restaurant• Tamarind - pan-Asian
WineBLEND venue - guests can blend their own wine and enjoy it at dinner or in the privacy of their stateroom
Children• Kids ages 3-7: Younger cruisers enjoy
activities such as pirate treasure hunts, ice cream parties, storytelling and “Little Artists” crafts
• Tweens ages 8-12: Tweens can take part in video game tournaments, relay races, karaoke dance parties, cookery classes and more
• Teens ages 13-17: The Loft - for late-night sporting competitions, dance etc
The Greenhouse SpaFacilities include:• A hydrotherapy pool with warm,
therapeutic sea water• Heated ceramic lounge with
panoramic views• Private treatment rooms, including
couples’ massage rooms• Fitness classes including yoga
and Pilates• HAL's first ever dedicated barber shop
Entertainment• Music Walk area• Lincoln Centre Stage
- performing classical music nightly
• Billboard Onboard - live musicians perform chart-topping hits
• B.B. King’s Blues Club in the Queen’s Lounge
• World Stage
Spaces• Atrium - three decks
high with a stainless steel sculpture evoking a classical quartet
• Central pool area - with a two-level magrodome creating a glass-enclosed space
• The Grand Dutch cafe
NEW SHIPS DISSECTED
APRIL 2016 l CRUISE TRADE NEWS 39
The trick to ensuring that clients are satisfied is invariably in listening to what the customer actually
wants, and then tailoring a package together that offers something for everyone.
For example, parents with one or more young children will usually lean towards a product that can offer babysitting services at night, flexible dining times, and at least the option of a children's creche during the day. Check the itinerary that they are considering; are there any tender ports and, if so, might there be problems getting strollers for the little ones on or off those tenders? Better to iron these things out in advance rather than dealing with complaints later.
For families with teenagers, a different set of priorities tends to surface. Dedicated teen facilities will be paramount, and some parents might want to explore the possibility of a ship that offers interconnecting cabins. And some families these days will also appreciate the option of being able to take private, personalised tours to places of interest, rather than picking from the normal tours menu on board. Here, choice can be key.
Something else to consider these days is the increasing number of multi-generational families that are drawn to cruise holidays. From grandparents down to the little ones, a whole smorgasbord of different expectations come into play here. The seniors might well appreciate a ship that offers real ballroom dancing, for instance, while free soda packages and ice cream for the little ones might be another consideration. More than anything, flexible dining options can really be a deal breaker for such diverse
family units. Also, try and consider travel
options. Would a luggage-laden family of five really be happy travelling all the way down from, say, Scotland to Southampton, or would they rather endure the transit through one or more airports? I'm always amazed how often the actual physical elements of merely getting to and from the ship get forgotten. The more you can build in inclusivity and convenience, the easier the overall sell should be.
Duration of a cruise also plays a large part. Does your potential family group really want to spend two weeks in the Mediterranean during the height of the school holidays, or would they maybe settle for something shorter, like a week-long run to the Norwegian fjords, or even a twelve-night foray into the Baltic? Offer choices and contrasts; not everybody wants to go back to the same place year in and year out.
When considering a family, it's always good to emphasise third and fourth rate discounts where these are available, and sometimes even fifth person fares. In this latter respect, the ships of Disney Cruise Line are rare in offering some cabins for up to five people, a feature that has proved to be very popular.
Those points made, here are a few suggestions worth pitching to potential clients.
For younger families, Disney Cruise Line still pretty much covers the board, with separate on board 'zones' for adults, teens and toddlers, and the unique option to dine in a different, no extra fee restaurant every night. And, with regular meet and greet photo opportunities with Mickey, Donald and co, the Disney ships are floating 'enchanted castles' for
BY ANTHONY NICHOLAS
APRIL 2016 l CRUISE TRADE NEWS 39
new to cruise
TAKING THE KIDS
new to cruise
SELLING CRUISES TO FAMILIES IS NOT SIMPLY DONE FROM ONE SET TEMPLATE. LIKE CRUISE SHIPS, FAMILIES COME IN ALL SHAPES AND SIZES, AND THEY ALL HAVE VERY DIFFERENT SETS OF EXPECTATIONS.
Disney Magic, Disney Cruise Line
HOW TO SELL CRUISES TO PEOPLE THAT HAVE NEVER CRUISED BEFORE
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Making WavesThe perfect way to speak directly to the entire cruise community. We interview your Managing Director or key trade spokesperson and you get a DPS advertorial to feature yourcompany,brandorproductofferingthatyoupromoting.Wealsofeatureyouonthefront cover.
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The Cruise Challenge
THE CRUISE CHALLENGE is a unique concept in agent roadshows. Based around a gameshow, agents will learn, play and win in a fun and interactive environment that is designed to increase their cruise sales knowledge.
There will be various events in the UK in 2016 and 2017 and you can get involved by sponsoring individual or multiple events to help educate the agent community about your cruise line, brand or destination.
THE AGENT ROADSHOW WITH A DIFFERENCE – IT’S A GAMESHOW
THE AGENT ROADSHOW WITH A DIFFERENCE
BRISTOLSeptember
28
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5
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19
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25
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2
Learn, play, win.Watch out for more information from Cruise Trade News about events happening near you. To register your interest in attending The Cruise Challenge go online at:www.thecruisechallenge.com
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THE COMPLETE CRUISE GUIDE FOR AGENTS
DESTINATION FOCUSCuba and the Caribbean
PLUSYour pull-out and keep at-a-glance guide to TUI Discovery - pages 26-27
Cruise & Stay
NEW TO CRUISE
CRYSTAL CLEAR Interview with Crystal Cruises’ Helen Beck
Make your way along the Mekong and Irrawaddy
RIVER FOCUS
ISSUE 59 l JULY � AUGUST 2016 l £5.50
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THE COMPLETE CRUISE GUIDE FOR AGENTS
SECTOR FOCUS
NEW TO CRUISEFamily Cruises
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PULL-OUT & KEEP
River Cruises Portugal
Northern Europe
Baltic & Norwegian Fjords
Your at-a-glance guide
to the Crystal Esprit
ISSUE 56 l APRIL 2016 l £5.50
ZERO TO HERO
Interview with Riviera Travel
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THE COMPLETE CRUISE GUIDE FOR AGENTS
SECTOR FOCUSWorld voyages
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Your at-a-glance guide to Harmony of the Seas p22-23
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VIKING SEA SETS SAIL
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NEW TO CRUISEChristmasMarket River Cruises
PULL-OUT & KEEPYour at-a-glance guide to the Koningsdam, p24-25
Mediterranean
DESTINATION FOCUS
ISSUE 57 l MAY 2016 l £5.50
AsiaInterview with Wendy Wu Tours
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CRUISE
