MAY 2011
Regent Seven Seas Cruises ingeminate the most important message to agents during the ACE UK Cruise Convention in Southampton
Graham Sadler, Regent Seven Seas Cruises Managing Director for Europe, has restated the main key points during the discussion about luxury cruises. The session gave agents new viewpoints about different sectors of the cruise industry, including with selling tips and advice on how to match the right product to customer's needs.
Sadler, representing the luxury cruise companies, said “Agents are being coached into classifying customers into specific groups and this is becoming dangerous. It’s a misplaced qualifying. Luxury people are not a species in themselves”
“My advice to agents would be to qualify the customer by the nature of their cruise enquiry and their specific needs at the time, rather than pigeonhole them into a box. As part of that process, agents should ascertain what the customer’s entire budget is, not only in terms of what the customer is willing to pay for the cruise but, just as importantly, what the customer is expecting to pay over and above for discretionary expenses once onboard or in resort, so agents understand the full holiday budget willing to be paid”.
Many luxury cruise lines get more inclusive, providing extra value for the money. Regent Seven Seas Cruises are the most inclusive cruise line offering to their customers free shore excursions, free flights, transfers, exquisite dining options, including speciality restaurants, gratuities and much more.
Regent Seven Seas Cruises’ Managing Director advised agents to include luxury cruise lines when giving the customers cruise line options. “When suggesting cruise lines to a customer, put a luxury cruise line in the mix as well. A cruise with Regent Seven Seas offers significant value when the additional elements of the product are paid as part of the fare resulting in a win-win situation for both the agent and the customer. A win for the customer because they are receiving incredible value, superior luxury and they know the full cost of the holiday”, summarised the Sadler.
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