Travel Agent Professional February 2017 Issue 49
Dondra Ritzenthaler Celebrity Cruises
Don’t Go It Alone By Cindy Bertram
1
F
ebruary
64
By Mitchell J. Schlesinger
66 68
MJS Consultants
Tours Of Your Bookshelf By Paull Tickner
http://issuu.com/action/page?page=11
14
Don’t Go It Alone By Cindy Bertram Cindy's Inside Cruise & Travel Track, LLC
http://issuu.com/action/page?page=15 A Wardrobe of
Hats
By Les-Lee Roland Owner of The Package Deal
Showcase Dream Vacations, CruiseOne, & Cruises Inc. ....18 OASIS Agent.com .........................................17
Ad Index
Cover Photo: Celebrity Cruise Line
Auto Europe .................................IFC Britain Greatdays.............................3
Travel Agent Professional
Host Travel Agency.com...19 RCI...................................BC
2017
Selling Cruises in 2017 & Beyond The Opportunity to Make http://issuu.com/action/page?page=5 Lots of Money
TAP
http://issuu.com/action/page?page=3
Travel Agent Professional February 2017 Issue 49
Travel Agent Professional Staten Island, NY 10312 E-mail: Ann@travelagentprofessional.com Phone: 718.360.3153
Joel M. Abels
Legend In the Travel Industry April 1927 to January 2007
Ann M. Hoek Publisher/Creative Design ann@travelagentprofessional.com Bonnie Walling Editor Bonnie@travelagentprofessional.com Alan Cohen Vice President Marketing Alan@travelagentprofessional.com
Meet Our Editorial Board Paull Tickner, Creator of Special Interest Britain ptickner@customgb.co.uk www.customgb.co.uk Cindy Bertram, Cindy’s Inside Cruise & Travel Track, LLC cindybert@att.net Mitchell J. Schlesinger President, MJS Consultants mjschlesinger@bellsouth.net Les-Lee Roland Owner of The Package Deal Sue Shapiro, President Shapiro Travel Resources sue.shapiro@gmail.com www.shapirotravelresources.com Rusty Pickett, ECC Shellback Cruises www.shellbackcruises.com Sherry Laskin, ACC Travel Writer/NACTA Webinar Moderator www.cruisemaven.com This online magazine is dedicated to the memory of Joel Abels, Travel Trade's editor and publisher. Joel and his life's work may be gone, but with your help it can live on.
Travel Agent Professional has its roots in Home Based Trade, the first magazine of its kind, started by Joel Abels in 2004. Joel and Lenore Abels ran Travel Trade for nearly half a century – it was started by her grandfather, John S. Lewis, and her father, Sidney Lewis, in 1929, and they took the publication over after her grandfather’s passing. Under Joel’s direction, the company grew to be one of the travel agent industry’s leading publications, reaching more than 45,000 agents throughout North America. It spawned a famous series of trade shows and three monthly magazines – Cruise Trade, Tour Trade and Home Based Trade. The Abels also garnered enormous respect – Joel received the Neal Award, called “the Pulitzer Prize of the business press,” for his hard-hitting editorials. On a personal note, after working with Joel for over a decade and staying with him until the end, I grew to truly care for and respect the man. He was like a second father to me. Joel was old school, he stood by his word and believed in his work. There will never be another. While nobody can replace this industry legend, we’re hoping that this new publication, which reunites the original Home Based Trade editorial board, will be able to carry on his passion for travel and those who sell it.
Ann M. Hoek The opinions expressed in these columns are solely those of the authors and do not necessarily reflect the views of Travel Agent Professional.
February 2017
Travel Agent Professional
4
Selling Cruises in 2017
M i t c h e l l
New Ships/New Features In a previous article I wrote about matching clients travel and lifestyle psychographics to the features of ships.
We are in
J .
the midst of a building boom with new ships being introduced
S c h l e s i n g e r
between 2015-20 with an array of new features that enable you to shift the focus of clients who are looking for specific experiential elements (spa centric, cuisine focus, gaming, family activities & value travel, etc.) and promote the cruise lines & ships that best fulfill these desires.
Balconies, Balconies, Balconies Since 2000 the configuration of ships has developed to be balcony focused which creates self-upgraded guests.
It also
enables the cruise lines to “upsell” guests from outside staterooms to those with balconies. And once you sell a client in
By Mitchell J. Schlesinger Chief Marketing & Sales Officer, MJS Consultants, mjschlesinger@bellsouth.net
a balcony, they are not going to want lesser accommodations on future trips.
So again, the bottom line is, guests want their
travel to be a special experience and you want to make more money.
SO WHY WOULD YOU EVER PROMOTE A
CRUISE USING AN INSIDE CABIN PRICE??
Okay, depending on your perspective, words, completely bottom line fixated.
Itineraries To Virtually Every Corner Of The Globe
While it is your fervent hope that ALL of
While the mega ship brands clearly make up the greater,
the travel you sell meets or exceeds the
greater, greater majority of cruise ships and berths, it is the
expectations of your clients, the pre-
deluxe, luxury, and ultra-luxury ocean-going ships, plus river
sumption is that you operate your travel
and adventure ships that have expanded the itinerary reach of
sales business with the specific desire to
cruising on a worldwide basis.
MAKE LOTS OF MONEY!!
cruise experiences, to more destinations around the world
let’s be crass about this….or in other
than ever before.
There are more ways to sell
During cruise industry 1.0, this would have
And of course, client satisfaction and
provided a “progression path” to selling different experiences
making a lot of money are mutually inclu-
to clients in various stages of their travel lives, particularly as
sive. Presuming you focus, plan and mar-
they aged, and that is still the case to some degree.
ket efficiently and effectively, perhaps in
now with those in the millennial, and Gen x & Y generations,
the history of the cruise industry, there
their desire for fascinating destination experiences can lead to
has never been a more opportune time
purchasing adventure cruises to the Artic, Antarctica,
to maximize commissions selling cruises.
Galapagos, or trips on river ships that give them more of a up
Here are just some of ways to achieve
close and personal experience.
BUT,
this:
February 2017
& Beyond
The Opportunity to Make Lots of Money
5
More Demog ra phic Groups With More Money To Spend
out Europe, the Mediterranean and Baltic during the
The opportunity at your fingertips for making more
enjoy the destination experience and on the right ship
money relies in isolating different demographic groups,
there should be enough to do to keep them busy when
and attracting them to the products and experiences
they are not ashore.
summer months. The teenagers are mature enough to
that match their psychographic profiles Gen X, Y and Millennials are aspirational and want Baby Boomers, 50-60 are generally have more wealth
interesting, activity based cruises that provide very up
than at any time in the past.
close and personal experiences ashore.
Most are still working so
They want
their time is somewhat restricted but can easily be sold
immersion in their destination activity that does not
a 10/11 day cruise anywhere in the world.
include an endless litany of bus rides.
They are excel-
lent targets for new cruises to Cuba, adventure travel Seniors & Retirees, 60-80, have the money to travel,
across the globe and cruises to mainstream destinations
copious amounts of time and have NO holiday or fami-
as long as the shoreside experiences meet their expec-
ly restrictions.
This makes them a great audience for
tation.
off peak travel.
They purchase well in advance would
rather spend more time traveling by ship than less.
Over Manage Your Clients
When I was at Orient Lines virtually all of our itineraries
I spoke to a travel agent partner who mentioned that
were structured as one way trips, and on a normal basis
roughly 40% of his guests repeatedly bought travel from
at least 30-40% of our guests were traveling on consec-
him, which he considered positive since mainstream
utive sailings.
And critically, they want itineraries that
cruise repeat hovers in the 25-30% range. I was some-
provide education, cultural fulfillment, completely new
what taken aback and said to him; that means 60% of
experiences and good value no matter the cost.
them are buying travel from someone else. Your clients are your ANNUITY in terms of repeat travel and even
Family travel exploded with the advent of 2 working
more importantly, referrals. Always remember the 3
parent households.
Working parents want these trips
R’s; RECOGNITION, REFERRALS, & REWARDS.
to be extra special and memorable, to make up for
Taking your clients through their travel progression
time apart. Pick the cruise lines that offer the right mix
from Millennial to Senior demographic status is how
of together time (meals and shows), activities segregat-
you sell upgraded travel and longer travel that have
ed by different age levels and special experiences
higher prices and yield more and more commission.
ashore.
And in more recent years, parents of middle
and older teenagers can be found on sailings through-
Travel Agent Professional
All the best for great success during 2017, and beyond.
6 Tours Of Your Bookshelf P a u l l T i c k n e r
Visit England recently announced that 2017 is to be the Year of Literary Heroes and this set me thinking about how you could convert this into a profitable UK travel experience. I opened up all sorts of possibilities for ‘Bookshelf Tours’ and I’ve highlighted some of the bright ideas you can put together for families and for lovers of Murder Mystery novels.
Children’s Literature June 2017 will mark 20 years since the release of J K Rowlings’ first novel, Harry Potter And The Philosopher’s Stone which put many of England’s historic landmarks on the map as Potter Pilgrimage sites. Major must visit attractions include the Warner Brother’s Studio Tour just north of London along with the Platform 9 ¾ Store at London’s Kings Cross Station. Paddington Station may be another top agenda item for a photo op with the statue of the much-loved bear.
By Paull Tickner I’ve been customising UK tours for over 35 years and if you need help in putting these showcase items into a wellconstructed and sensibly priced itinerary, email me at ptickner@customgb.co.uk For more bright ideas, check out my website at www.customgb.co.uk
February 2017
7 Much loved children’s literature gives enterprising travel agents the opportunity to develop an out of London tour liberally decorated with castles and other living history experiences by including the Harry (Potter) meets Alice (in Wonderland) walking tour of Oxford. If you’re travelling in early July, time your visit to coincide with the annual celebration of the first reading of ‘Alice’s Adventures in Wonderland’ by Lewis Carroll. You can then add to it a close encounter with the creative genius of Roald Dahl by visiting his former home, now an award winning and fantabulous Story Centre at Great Missenden. Other additions that will fire a young audience’s imagination include a train ride to Cardiff for a Dr Who Experience, a game of Pooh Sticks in 100 Acre
crime novel as well as die hard fanatics. It is also a
Wood in the Ashdown Forrest in East Sussex and
very good hub for a train ride to the English Riviera
The Wind in the Willows Exhibition at the National
aka Torquay, the former home to Agatha Christie,
Rowing Museum at Henley upon Thames (just up
the Queen of Crime Writers (annual festival every
the road from Windsor Castle) You can even take a
September). Returning to London, you could see the
tour based on some of the most popular English
Cotswolds through the eyes of Agatha Raisin, the
nursery rhymes.
amateur sleuth aka M C Beaton before reaching
For Murder Mystery Fans
Oxford where a walking tour of the famous Colleges take on a very different aspect when you follow in
Given its popularity, Sherlock Holmes makes a good
the footsteps of Inspector Morse, Sargent Lewis and
foundation for an imaginatively themed tour that
the young Endeavour.
starts in London with a special walking tour that includes the Sherlock Holmes Museum at 221B
If you’re an avid readers of Dick Francis novels you
Baker Street and the Sherlock Holmes Pub. Then
can take a special tour that reveals the sources of
head out into the English countryside to see the per-
inspiration for his stories in Newmarket, the capital
manent ‘Study in Sherlock’ Exhibition at the
of British horseracing. If Ellis Peters’ medieval who-
Portsmouth Museum, the tiny All Saints Church
dunnits are more your thing, a couple of days in and
Minstead the last resting place for Sir Arthur Conan
around Shrewsbury will help to locate some of the
Doyle and a tour of the locations in the great mar-
towns, villages, abbeys and monasteries immortalised
itime city of Bristol used for the filming of ‘Sherlock’
by Brother Cadfael.
with Benedict Cumberbatch and Martin Freeman. For further information contact Paull Tickner on
Bristol is also the host city for the annual Crime Fest,
ptickner@customgb.co.uk and check out his website at
a convention for people who like an occasional
www.customgb.co.uk
Travel Agent Professional
8 Don’t Go It Alone C i n d y B e r t r a m
By Cindy Bertram Cindy's Inside Cruise & Travel Track, LLC
Today, the business world has really embraced the working from home model. With advanced and ever growing technology options available, it’s easier to do. In the travel industry, we’ve seen the same evolve, as the home based travel agent professional sector continues to grow. But sometimes the challenge of doing everything by yourself comes up, and we wind up feeling like “we’re going it alone. February 2017
9
Tackling the “Working from Home Alone” Routine Creating a work schedule and routine is important if you have a home based office, isn’t it? But there is also a need to reach out to other professionals. If you think about your everyday life, you do have to rely on different resources for help as they come up. In my case, I can paint a fence, but could I ever build one? No. Would I ever think about trying to change the brakes on my car? No. I go to a shop that specializes in that. The same holds true in business. Business owners have expertise their field but need support in other areas. When it comes to the travel industry, I really believe that the ongoing support available is what differentiates it from other industries. We are so fortunate to have wonderful resources – the key suppliers, from cruise lines and tour companies to specialized product companies that we work with and use when booking our clients. They become our partners and are there when we need them.
Travel Agent Professional
10 Insights from Dondra Ritzenthaler, Senior Vice President, Celebrity Cruises Celebrity Cruises has always offered terrific support to travel agents with wonderful resources, so they (travel professionals) “don’t have to go it alone,” so to speak. When talking with Dondra Ritzenthaler, Senior Vice President of Sales, Trade Support & Service, North America, UK & APAC, for Celebrity Cruises, I asked her a bit more about that. Dondra explained, “At Celebrity, we have a commitment to our Travel Partners. In fact, it’s called the Celebrity Commitment. Our promise to the trade is Real Tools, Real People, Real Solutions, Better business. Being authentic in everything we do is at the core of what we do. From Espresso, our industry leading booking and marketing tool, to best in class Travel Agent guides, to our newly announced Travel Partner loyalty program, the tools we offer are genuine and authentic. 100% of Travel Partners have an assigned Sales Manager as well, someone that can help them continue to grow and evolve their business.” Dondra further explained, “Every Sales Manager’s goal is to become their Travel Partner’s trusted advisor. That philosophy is important to us, and we continue investing in our Sales Managers, so they can continue investing back in their Travel Partners and their business. Our Sales Managers are equipped with many tools at their disposal as well. CoOp/Marketing dollars, cruise night tools, and the ability to go with their Travel Partner to pitch a large group or piece of business are just a few of the tools our Sales Managers can offer. Our Sales Managers also are kept up-to-date on the most current technology and industry trends, so they can help their Travel Partners be on the cutting-edge. Those are just a few of the ways we are ‘committed’ to our Travel Partners.”
February 2017
11
Making Sure the Vacation is an Investment Dondra and I also talked about how people do research online first, prior to making a purchase, even when it comes to making travel arrangements. I asked Dondra about how travel agents could combat the issue that sometimes comes up when people want to make a travel purchase totally based on the lowest price. Dondra said, “Travel Agents need to make sure guests understand their vacation is an investment, and not a purchase. Purchases are transactional. Investments usually require assistance and help from someone you trust. Travel Agents should be ready, willing and able to help a guest plan the perfect vacation from start to finish. Proving their ‘value’ to the guest is the absolute best way to overcome price.” Then I asked Dondra if she had any suggestions on what travel agents should be doing to keep that client, so they don’t just book once and never rebook again. Dondra mentioned, “They should stay engaged with their clients. Be visible to them where their clientele is. Stay engaged through social media. Create a community where the Travel Agent is providing great tips on future vacation destinations, not just trying to sell a promotion.”
Travel Agent Professional
12
The Importance of Branding Over the years, companies go through different branding initiatives, and cruise lines do that as well. Although we might not think of ourselves as having a brand? That whole aspect is become much more important. Travel agents also need to think about building and conveying their own brand. When I asked Dondra about this she mentioned, “Our current brand tag line is Sail Beyond Borders; however, we continue to offer a Modern Luxury experience. Successful branding takes time and effort. Be fully convinced of your brand and live and breathe it every day. Too often businesses confuse their customers by sending mixed messages to their customers. Know your brand and promote it in everything you do. They should also make sure they are memorable and stick out from the crowd. This industry can be very ‘me too.’ Be bold and don’t be afraid to be different. Lastly, keep it simple. Businesses tend to get too cute or they overcomplicate things that cause customers to go elsewhere where it’s easier to do business.”
February 2017
13 Providing Support Celebrity Cruises does provide support in diverse ways to travel agent professionals. And in turn, travel agent professionals provide support, including behind the scenes efforts to their clients. Dondra said this needs to also be part of the travel agent’s branding, and explained, “Vacations are an investment that require a professional. Make sure that’s part of the brand and any advertising and/or marketing they do. A part of selling is servicing, this should be part of every conversation or campaign. “We are here to help you before the cruise, during the cruise and after the cruise. A client wants to be ensured they can call someone if an issue arises, so just say it.”
A “Don’t Have to Go it Alone” Success Story I asked Dondra if she had a success story about a travel agent who helped out a client when that client encountered an unexpected challenge, so the client “didn’t have to go it alone.” She said, “Sure, this one’s easy. This is typical of all good Travel Agents, but this one was just brought to my attention in the last couple of weeks.” Dondra then explained, “We have a Travel Agent in Wisconsin, Michele Mergener Duquqine. She’s a firecracker of an agent. She builds great rapport with her clients and they know when they book with her, she is their biggest advocate and guardian angel if you will. Well, Michele had a couple travelling and they ran into flight delays, cancellations and the missed their arrival. Michelle was with them every step of the way and she rebooked them on new flights, got new hotels arranged. The guests travelled with confidence because they knew Michele had their backs and would take care of them. They continue to use and refer Michele to their friends and family. That’s exactly what you’re hoping for from any guest.”
We help Clients so they don’t have to go it Alone Being able to rely on our preferred travel suppliers for help as we need it, so we’re “not going it alone” is critical. But where travel agents also provide value is helping clients so they don’t have to go it alone. And being that “guardian angel.”
Travel Agent Professional
14 A Wardrobe of Hats L e s - L e e R o l a n d
Being a travel agent means what? We don’t get the credit for having to wear so many hats. We have to be knowledgeable about the destinations we sell. We have to create good relationships with our suppliers. We have to be organized to be efficient. We have to excel in marketing to get our names out there. We have to make good business decisions every day. From researching and buying office supplies, phone plans, ink for the printers, and all the behind apparatus that we can’t function without. By Les-Lee Roland Owner of The Package Deal
And the advertising, Yellow Pages, newspapers, e-mail blasts, website construction and monitoring, internet search placement. I get at least 4 phone calls a week from companies saying they just want to update my Google listing. Then they go into the spiel about search engines and how my clients can’t find me. But for x amount of dollars monthly, they will guarantee placement on the first page. These calls are pre-recorded and tie up my phones. My option is to hang up, or press 1 to wait for a live person, or press 2 to be taken off the call list. Do Not Press 2!! It only gives them the exact number they randomly called, and your phone will be ringing from them and companies who get that list. For our clients, we have even more hats to wear. We have to be interviewers, conversationalists, mind readers, psychoanalysis’s, hand holders, educators, matchmakers, and even more. They will judge us if we do not meet their expectations. First impressions are more than a firm handshake, or a smile in the voice if on the phone. We are supposed to know their budgets and find the right cruise or land trip for their needs. You meet someone who says going to Italy is on their bucket list. Should it be the Med, the 3 major cities of Rome, Florence and Venice. What do they know about Tuscany? That’s not a city. Many don’t even know where Sicily is. Should it be by car, by
February 2017
15 guide, or by train? Could they handle the language problems and board trains on their own? There is an art in interviewing someone. Some people feel like they are being interrogated with questionswhere have your traveled, which cruise lines, what hotels have you stayed in, and the crucial question – What Is Your Budget??? And that’s where you can lose them. So many people hate that last question. Answers like “I want a deal, I don’t want to spend a fortune, I see deals on the internet.” Only a handful of times in my over 25 years selling travel, have I ever had clients who gave me the perfect response. Three times, and I remember them distinctly, the clients pulled out their credit card, and said just put it together and use this card. My very first FIT client when I was getting started was a neighbor. He trusted me, and wanted a 6 week trip to Australia. He didn’t want a tour, he and his lady wanted to do everything on their own – with the daily schedule I would offer. He gave me his card, told me to keep it for all the expenses, and to return it when the deal was complete. Total was close to $35,000, and this was 25 years ago. They even called me from Australia, to ask about booking some local things for them. Added another $3,000. This was before the internet, and tickets for everything were paper and not electronic, and I had to fed ex documents to him down under. Oh, the good old days. It was work, but it was forcing me to learn quickly how to find the right supplier, build relationships, and develop confidence in what I was doing.
Travel Agent Professional
16 There are no places for travel agents to learn this
I had a great rep from INSIGHT, who would call
today. Maybe that’s why so few younger people are in
every couple of months. We had pleasant
the business. And the vets in the industry, nicknamed
chitchat. She knew that I work with 2 hosts, one was
the dinosaurs by media, have to keep up with the
not even in her territory. But she just wanted to keep
constantly changing advances in travel. Unless they
me in the loop. She retired recently, and I don’t even
want to remain stagnant with what they currently sell.
know who her replacement is. Sure, I can get on the phone and call them, and introduce myself, and ask
There are on the average up to ten webinars a
questions. But I don’t.
week. It’s impossible for me to be at 2 or 3 of them simultaneously since they are usually on Tuesdays,
And as I am working on a new website and monthly
Wednesdays and Thursdays between 1 pm and 3pm.
newsletter, I have to rely on my instincts to promote what I think will be hot destinations or good deals for
Oh how I miss the early morning breakfast meetings
the next 18 months. Yes, add being a predictor of
with the BDMs, or lunch or even dinner. I seemed to
trends to our list of hats. And also a weather fore-
learn more in person, with a good presentation, no
caster. Three phone calls yesterday from clients ask-
distractions from the phone ringing. And I learned so
ing about the hurricane hitting the Bahamas. “Will this
much from the interaction with other agents there at
affect my port stop in Turks and Caicos next
the table. Yes, some people came for the meal and
Feb.?” Sorry Ms Worrywart, I am watching CNN as
for the giveaways. I was never that desperate for the
you are, and I have nothing to add to the report.
scrambled eggs, or the chicken dinner. But boy did I learn, and bond with the BDM.
And I don’t know which hat this one is. Clients just returned from 2 Tauck back to back trips. They had
A major cruise line BDM in my area tells me she can-
some complaints- very minor to some people, but
not call on me since she now only calls on maybe 10
that doesn’t minimize the situation. They filled out
bigger sellers or host agencies. But she will assign me
their survey while on the trip, and mentioned the
to an inside agent. I have yet to bond with any inside
items that were a problem. Tauck sent them a follow
cruise rep, recently. I used to have one with RCL who
up letter, telling them they appreciated their com-
called regularly and was very informative, and after
ments, would notify the hotel manager, but – now
each call, I was enthused and more productive. But
get this- THEY SHOULD MAKE THEIR COM-
she has gone on to another position, and her replace-
PLAINTS KNOWN TO THEIR TRAVEL AGENT. So
ment – well, I don’t even know her name. Most of
they called me and read me the letter. I called Tauck,
these inside agents just say to call them if I need any-
and they couldn’t give me any explanation as to what
thing. They have so many people to take care
I was supposed to do to better the situation. So now
of. Well, inside agents, I need hand holding, I need
I wear another hat – Mediator. Talk about passing the
info, I need encouragement, I need to know my busi-
buck! Well Tauck, this is not a game of hot potato,
ness is appreciated.
and if it is, the potato has just been sent back to you. I just put on my Juggler hat!
February 2017
!
Showcase
OASIS Agent Parent Company Named Royal Caribbean International’s Southeast Partner Of the Year 2016 Palm Coast Travel, parent company of Host Agency OASIS Agent has been recognized as “Southeast Partner of the Year – 2016” by Royal Caribbean International. Vicki L. Freed, CTC, Royal Caribbean’s Senior Vice President, Sales and Trade Support & Service commented: “Congratulations to Palm Coast Travel on being selected as our 2016 Southeast Partner of the Year! This recognition speaks volumes to your unwavering loyalty and commitment to your clients and Royal Caribbean. Our shared principles of passion, commitment and innovation are what continue to strengthen our partnership. We look forward to another year of great success! Congratulations, again. “ In accepting the award, Palm Coast Travel CEO, Lee Smolinski remarked: “This is truly an honor, especially in consideration of the highly competitive Southeastern market. It is testimony to the power of partnership and the one we share with Royal Caribbean International is one all of us at Palm Coast and our divisions covet”.
About OASIS AGENT: OASIS AGENT is the Host Division of Palm Coast Travel, a Signature Travel Network Member, has been hosting agents since 2009.
OASIS offers 4
plans and is a member of ARC, CLIA, NACTA, IATAN, PATH and the Better Business Bureau. For additional information please call 1.561.393.7274 X5120 or visit oasisagent.com
Travel Agent Professional
Showcase 2017 On Pace to be Record-Breaking Year for CruiseOne, Dream Vacations & Cruises Inc. $1 Million in promotions, groups concierge drive agents’ success; luxury and Europe top consumers’ wish lists Monumental sales and an increase in higher-priced purchases indicate that travel agents affiliated with home-based franchise opportunity CruiseOne and Dream Vacations, and business opportunity Cruises Inc. are on track to have a recordbreaking 2017. Committed to helping agents increase their individual earnings and run profitable businesses, CruiseOne/Dream Vacations and Cruises Inc. continue to launch new innovations that increase the bottom line and improve efficiencies. “Our agents’ success is our only business, so everything we do is to support our franchisees and independent agents,” said Debbie Fiorino, senior vice president. “We are committed to maintaining the best support staff to agent ratios in the industry, and in 2017 we are funding more than one million dollars in marketing promotions and launching a personal concierge service to assist agents in building their groups business.” It’s Snow Secret Promotion It’s Snow Secret that the first exclusive promotion of the year, which offered an onboard credit on cruises and a vacation credit for resort stays, led to record-breaking sales. As a result of this headquarters-funded promotion, agents individually experienced an average of 43 percent growth in sales and a 27 percent increase in bookings. In addition, 2017 bookings exhibit that consumers are purchasing more balconies and suites, and their destination of choice is still the Caribbean, while Europe is making a strong comeback. “The richness of the offer coupled with our agent’s engagement and utilization of marketing assets contributed to the overall success of this promotion and stellar start to 2017,” said Rosemarie Reed, vice president of sales & marketing. “Cruise lines’ shift in marketing strategies to focus on value-adds rather than price coupled with our rich exclusive promotions has resulted in consumers buying higher-priced vacation options. We expect this trend to continue through wave season and beyond, and we are thrilled because it means our agents are earning more.”
Virtual Cruise Nights With only 20 percent of the population having been on a cruise, CruiseOne, Dream Vacations and Cruises Inc. believe that educating consumers about cruising will be instrumental in gaining market share among first-timers. Continuing its support of how its network of home-based travel agents educate and attract new business, Dream Vacations is launching a series of virtual cruise nights that are hosted by General Manager Drew Daly. Cruise line representatives will have the opportunity to share the latest news on what their cruise line has to offer, while listeners will be able to take advantage of exclusive promotions. The first virtual cruise night is with Carnival Cruise Line on February 13 at 7:30 p.m. EST. Visit http://bit.ly/2loSQod to learn how to sign up. Groups Concierge With cruisers learning the value of booking in advance and the benefits of group travel, the new Groups Concierge will revolutionize the ease in which travel franchise owners and independent agents capitalize on this travel trend by walking them step-by-step through the entire complex process — from group acquisition, contract negotiation and marketing to closing sales, data entry, servicing and booking for groups as small as eight cabins and as large as full ship charters. “Applause to the Operations team. We have been waiting for this kind of groups support,” said Dream Vacations Franchise Owner Neil Ralph from View Park, Calif. “We have a lot to celebrate in 2017 with all three of our agencies having an anniversary, and with this year shaping up to be one for the books,” added Fiorino. “Supporting our homebased agents has and always will remain our top priority.” Individuals who are passionate about travel, helping others and are eager to go into business for themselves, but not by themselves are ideal candidates to become travel agents. For more information on joining these award-winning agencies, please visit www.dreamvacationsfranchise.com to learn more about owning a CruiseOne/Dream Vacations travel franchise, and visit www.sellcruises.com to learn more about the Cruises Inc. business opportunity.
February 2017
THIS IS A DOUBLE DARING THRILL A MINUTE F A M I L Y A D V E N T U R E.
This is not a cruise. This is an all new way for your clients to adventure with the best and biggest ships in the world. Discover Allure of the Seas ® and Oasis of the Seas ® in the Caribbean, delivering a double dose of family thrills at an unbeatable value. Or experience Europe on a massive scale onboard the new Harmony of the Seas SM, debuting this May with all new activities, restaurants and gravity-defying slides like nothing ever seen at sea. Plus spacious accommodations ideal for big family adventures. No matter where your clients choose to go, there’s no better way to jumpstart a summer vacation than with our Oasis Class ships.
OASIS OF THE SEAS ®
ALLURE OF THE SEAS ®
HARMONY OF THE SEAS SM
Fort Lauderdale | Through Fall 2016
Fort Lauderdale | Year Round
Barcelona | Spring & Summer 2016 Fort Lauderdale | Fall 2016
Port Canaveral | Winter 2016
For more information visit www.LoyalToYouAlways.com/Oasis
Features vary by ship. Royal Caribbean Cruises Ltd. Ships’ registry: The Bahamas. 16050747 • 5/4/16
February 2017