Cruise Adviser Preview Guide 2016 by Cruise Adviser

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PREVIEW GUIDE 2016

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EDITOR’S TITLE LETTER

is the ultimate desination for those selling cruises. This Preview guide is full of cruise news, features and analysis for 2016

cruise adviser

Cruise Adviser

Preview Guide 2016

CRUISE ADVISER PREVIEW GUIDE 2016 CA-6

2015 was a huge year for cruise. We’ve seen the launch of cutting-edge new ships — in the shape of Britannia, Anthem of the Seas and, more recently, Norwegian Escape — and river cruise’s continued renaissance. We’ve seen new destinations open up, new companies launch and new roles taken up by new and familiar faces. Of course, as cruise-selling agents you’ve played a huge part in this success. While this guide, our first Preview edition, looks ahead at what is coming in 2016, it’s true that some of 2015’s biggest announcements are set to become 2016’s biggest stories. Indeed, the most eye-catching news of 2015 was that of Crystal Cruises, the subject of our cover feature (p28), which announced massive expansion plans in July. It has brought forward its entry to the river cruise market forward by a year to 2016 as it prepares to also expand into yacht and air. Edie Rodriguez, Crystal’s CEO and president, talks us through the plans on p34. The continuing China boom, which has seen several cruise lines announce plans to move and launch ships there is explored on p23, while Carnival Corporation’s new social impact brand, Fathom is introduced on p50. Elsewhere we have an InFocus look at CroisiEurope, the family-owned river cruise line that celebrates its 40th anniversary in 2016 (p42), and we have industry predictions from some of cruise’s major players, beginning on p7. The details behind Greenwich’s proposed cruise terminal are explored on p46. Our How To Sell guide (p54) focuses on the wave period, while our extensive directory (p71) provides contact information for all the major cruise lines. We hope you enjoy reading. PREVIEW GUIDE 2016

Sam Ballard and Anthony Pearce Publishers of cruise adviser CRUISE-ADVISER.COM

Anthony Pearce publisher anthony@cruise-adviser.com +44 (0)783 576 8383

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CONTENTS

Cruise Adviser

CRUISE ADVISER

Preview 2016

is here to entertain and inform. In the ﬁrst half of this guide you will ﬁnd in-depth features and opinion, while the second half has our extensive listings in the form of the How To Sell guide and Directory.

cruise adviser

PREVIEW GUIDE 2016 CA-6

Features Industry predictions

Seven experts from across the sector share their thoughts and explain where they think cruise is heading in 2016

Crystal clear cruise adviser’s Sam Ballard joins the

PREVIEW GUIDE 2016

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––––– CRYSTAL CLEAR SAM BALLARD PUTS THE RAPIDLY EXPANDING LUXURY LINE THROUGH ITS PACES ON HIS HONEYMOON

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ultra-luxury line on a Mediterranean cruse for his honeymoon, while Edie Rodriguez, the company’s president and CEO, and Philip Ordever MD of Crystal River, discuss the line’s huge expansion plans

full year of meticulous planning, with every detail catered for and a whole weekend put aside to celebrate with your nearest and dearest. This will sound familiar to anyone who has organised a wedding. They will also know that no matter how hard you try and cling on to it — your wedding day is as long as any other day. Before you know it, you are waving your guests off and thanking them for coming. That’s it. The happiest day of your life, over! How can you go back to work on Monday after having a party that has taken a full year to plan? The answer is that you can’t and the solution is to go away. The honeymoon industry itself is worth an

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eye-watering amount of money. Statistics in the US suggest that American honeymoons alone are worth $12 billion per year. It seems that for an overriding majority, the only way you can keep the magic alive after celebrating a wedding is to go straight on holiday. And, who are we to buck the trend? With that in mind, my wife and I packed our bags and headed off on our cruise adviser honeymoon. The trip would see us take in some of the most romantic destinations in Europe: Capri, Kotor and Venice. Of course, we would be travelling by ship. With that in mind we boarded our plane at Manchester airport and flew to the Italian coastal city of Naples, where we

joined the ultra-luxury vessel Crystal Serenity in the stunning town of Sorrento. Having never stayed on board one of the six-star lines before, neither of us was sure what to expect. How can one line be so different from another, given the similar canvas all cruise lines have to work with? What could Crystal do that was so different to other luxury and premium lines? I knew the facts — all-inclusive, crew to passenger ratios etc — but I wanted to know if I would feel a difference in the quality of the product. I can now 100 per cent say that you do. When you walk on to a six-star cruise line you are hit by the differences straight away. From the diligence of the crew to the

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InFocus: CroisiEurope

––––– INFOCUS CROISIEUROPE

We get to know the river cruise line which celebrates 40 years in the business in 2016

Make a difference

AN IN-DEPTH LOOK AT THE RIVER CRUISE LINE CELEBRATING ITS 40TH ANNIVERSARY IN 2016

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Tara Russell, president of Carnival Corporation’s new ‘social impact’ brand Fathom, talks us through the line’s ambitious plans

How To Sell

n 2016, CroisiEurope celebrates 40 years in the business. Founded by Gérard Schmitter in Strasbourg, France in 1976, the line remains 100 per cent family owned and has maintained its reputation as a pioneer and provider of excellent value-for-money cruises. It is now one of the largest and most innovative river cruise lines in the world. This year is set to be a big one. The Princess Elbe, which launches in April, will join Princess Loire as the only paddlewheel ships in Europe, while the Ms Daniele and Deborah, both barges, will also join the fleet. At Clia’s recent River Cruise Convention, the company announced exciting plans to sail on the Mississippi and Amazon. CroisiEurope has several events lined up for the year, including a spectacular 40-day cruise, comprising ‘flashback’

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voyages, which cover Europe, from Andalusia to Amsterdam, and then down to the Black Sea. Furthermore, the line will continue its World War One commemorative cruises, which take in Flanders a century after the Great War. They look set to be hugely popular with British cruise lovers. We spoke to Michel Grimm, international sales director, about what makes CroisiEuorpe unique and what passengers and agents can expect in 2016.

Can you tell us more about CroisiEurope’s 40th birthday plans? We have one big event [in particular]: a 40-day cruise through Europe. It’s a cruise that starts in Spain and ends at the Black Sea. It’s a cruise you can only do once in your lifetime. From Spain we reach Portugal, then the Seine. From there we transfer

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––––– MAKE A DIFFERENCE

Our unique walk-through selling guide featuring some excellent ex-UK, river, luxury, family and exotic cruises

FATHOM IS A NEW ‘SOCIAL IMPACT’ BRAND. BUT WHAT DOES THAT MEAN IN PRACTICE? TARA RUSSELL, ITS PRESIDENT, EXPLAINS

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Directory

athom is Carnival Corporation’s 10th and newest cruise line, but can confidently claim to be unlike any other. Positioning itself as a ‘social impact’ brand, the company promises immersive and ethical travel to customers who want to have a “positive impact on people’s lives, and aren’t always sure where to begin.” Fathom markets itself in a quite unique way. For the moment, only serving two destinations, it also barely mentions the word ‘cruise’ in any of its literature, except in reference to its only ship, the R-class Adonia, which had been operating for P&O Cruises, also of Carnival. Most the customers Fathom is targeting are not your average cruise dwellers — and even the company’s president, Tara Russell, a social enterprise entrepreneur, is from outside

Listings of the major players in the cruise industry 50

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the industry. We sat down with her to discuss the ideas and objectives behind Fathom and what customers can expect from its cruises to the Dominican Republic and Cuba, which has opened up to American passengers (see box-out, p53).

Firstly, what is social impact travel? The idea of social impact travel is a new category that we’re defining. It’s this idea of creating an opportunity and an experience for people who love to travel, but also want to make a difference and have a fantastic time all in one. We believe it’s a holistic solution. You’re probably familiar with the term ‘voluntourism’ — and while there are elements of that [in what Fathom does], we go deeper into one destination. A lot of people have asked, ‘Why wouldn’t you go to

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––––– WHAT NEXT FOR CRUISE? ––––– Seven industry experts share their predictions for 2016

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OPINION

The director Andy Harmer, Clia UK & Ireland

he cruise industry will be setting sail into 2016 with very fair winds. We will not only see the continued worldwide growth in cruise passengers but will also witness more than 32 ocean and river ships being launched to the tune of more than $7.8 billion. That’s a very strong message showing the strength and determination of the industry to grow the market while providing amazing experiences for today’s holidaymaker. UK and Ireland will remain a major source market and I am sure that the introduction of a number of new ships in 2015, including P&O Cruises’ Britannia, Royal Caribbean’s Quantum of the Seas and Cruise & Maritime Voyages’ Magellan has helped enormously in promoting cruise holidays to those yet to step on board. But what is different and exciting about 2016 is that new ships will be launched across all sectors showcasing the great diversity of cruising and highlighting that the industry continues to set the pace for innovation and creativity. There will be more than 20 new river vessels sailing on the

world’s waterways offering amazing itineraries taking in America, Europe, Africa and Asia. And then there are 12 new ocean ships providing memorable experiences for those with a lust for adventure

Andy Harmer, Clia UK & Ireland director

through to those seeking ultra luxury holidays. I’m sure there will be a number of hot spots in 2016 including Cuba and China. One of the key

2016 is also likely to see the rise of the ‘Bleisure’ traveller - someone who mixes business with pleasure and, according to recent reports, something which has never been so popular. The technological advances found on today’s ships means that a cruise holiday can perfectly fit the requirements of the Bleisure traveller. We will be celebrating the 10th anniversary of our Clia Conference in 2016. There have been some amazing changes that have taken place over the last decade – the launch of the largest cruise ship in the world, recognisable high street brands on board ships and the opening up of new destinations to name but a few. I have no doubt the next 10 years will continue to bring unimagined change and given the exciting opportunities

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One of the key advantages in having assets that move is that cruise lines can respond quickly to the continually changing travel landscape advantages in having assets that move is that cruise lines can respond pretty quickly to the continually changing travel landscape.

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that lie ahead, we at Clia are focusing on the revolution that is happening within cruise with the 2016 Clia Conference.

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M s Kon i ng s daM Arrives Spring 2016 The first in a new, but still mid-sized Pinnacle class, 2,650-guest Ms Koningsdam will blend a fresh, contemporary styling in harmony with our classic elegance. Interiors by Adam D. Tihany, one of the world’s pre-eminent hospitality designers, will be inspired by the “architecture of music” – focusing on fluid curves, graceful lines and light-filled places. The ship’s increased size will mean exciting public spaces, venues and innovative new features. The newest ship of any major cruise line to sail in Europe in 2016, Ms Koningsdam will debut in the Mediterranean cruising from Rome, then summer in Northern Europe, with convenient departures from Amsterdam. Winter 2016-7 Caribbean sailings will be from Fort Lauderdale!

MEDITERRANEAN • NORTHERN EUROPE • TRANS-ATLANTIC • CARIBBEAN

Ways to book: POLAR online – register on Polar@hollandamerica.co.uk Reservations by phone – 0844 338 8600 Online training – www.halacademy.co.uk Visit www.hollandamerica.co.uk

Save upto Plus

FREE Door-to-Door Private Transfersˆ on all 2016 river cruises

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Indulge and discover with Europe’s most luxurious river cruise line Discover our unique 5-star collection, with 2016 river cruises starting from just £1,495 per person. Explore the rivers of Europe with Scenic and experience the ultimate in all-inclusive luxury aboard our state-of-the-art-fleet. Choose from an incredible collection of itineraries and book before 29 February 2016 to save up to 40% plus receive free door-to-door private transfers when you book a balcony suite^. With everything you could wish for included in the price of your cruise, all that’s left to do is indulge and discover with Europe’s most luxurious river cruise line.

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Terms and Conditions: Price of £1,495 is based on two people sharing a Cat.E Standard Suite on the 8-day Treasures of the Rhine cruise departing on 14 November 2016 and is subject to availability at the time of booking. Savings of 40% based on two people sharing a Cat.E Standard Suites on Beautiful Bordeaux. Supplements apply for upgraded suites with balconies. Butler services vary. Laundry restrictions apply. A 1.5% credit card charge (1.95% AMEX) may apply when booking. Offers valid for new bookings only made before 29 February 2016. Prices correct at time of going to print (December 2015). For full itineraries and booking conditions, please visit scenic.co.uk. *All drinks are included on-board except for a very small number of rare, fine and vintage wines, champagnes and spirits. ˆFree door to door transfers only apply when booking a balcony suite and is valid on Europe, France and Portugal itineraries on selected dates only. Mileage restrictions of 75 miles applies for door-to-door private transfers, £2 per mile excess will be charged thereafter, UK mainland only.

OPINION

The family man Giles Hawke, MSC Cruises

s there another sector of the travel industry that’s doing more to innovate and get itself future-ready than cruise? I don’t think so – and that’s why it’s so exciting to work where I do. After years of being dogged by a fusty and old-fashioned image, cruise lines are now leading the way when it comes to giving consumers what they want. One of the most obvious trends is the desire people of all ages now have for experiences. From millennials to young-atheart over 60s, everyone is seeking fun that they can talk about and share on social media. Why go shopping for a novelty fridge magnet when you could be soaring over Stockholm in a helicopter? (hint: you can do this great excursion on an MSC Baltic cruise, folks!) The message that cruise is spectacularly good value is spreading, in part due to the good work the lines and Clia are doing with the trade. For 2016 and beyond, I see the demand for balcony cabins increasing. Having more luxury goes hand-in-hand with experiencing more. As a consequence, clients have to book early to get what they want, giving agents

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an opportunity to make the most of these higher-value products. Alongside that is the increasing demand for all-inclusive options. Beer, wine, cocktails, ice creams and fancy coffees — everyone loves to indulge on holiday. Packages such as our Allegrissimo take the budgeting headaches away.

Giles Hawke, MSC Cruises, UK & Ireland managing director

I expect even more 3G cruising — bigger family groups across three generations sailing together. Ships are increasingly able to offer attractions and entertainment for all ages, with customisable family cabins taking large groups. Alternatively, grandparents can opt for a tranquil retreat — like our sumptuous MSC Yacht Club — once they’ve had their fill of family fun. On my wish list is the

desire to see agents recognise that cruise can be a good second or third holiday. Forget selling long weekends in the UK – there’s a whole world of brilliant short-break cruises out there for impulsive and inquisitive clients. In that vein, I’m expecting to see winter cruising continue its upward trend. We’ve got options in the Caribbean, Cuba and Emirates that are superb for the adventurous sun seeker. Why sell a boring land-based stay when clients are increasingly demanding variety? Of course, no overview on future trends could be complete without recognising the threats the tourism industry faces. None of us can ignore the fact that security issues are sure to play on the minds of consumers and cruise is sure to benefit due to the flexible nature of the itineraries to avoid troubled destinations. Oh, one last thing. We’re working hard at MSC Cruises to make sure that agents and consumers in the UK recognise the quality and difference of our products. That will certainly continue as the business becomes an even bigger player in the global cruise market!

OPINION

The river man David Winterton, Emerald Waterways

s we come to the end of our second year, cruising on some of the most notable rivers and waterways of Europe, we have been overwhelmed by the accolades and awards won over this period. The travel trade is at the very heart of our ethos and work, and to be viewed in such high regard as a travel-friendly river cruise line is testament to the hard work our team, across the board, puts in to making Emerald Waterways a success. In 2016 we will launch our fifth ship, the Emerald Belle, with signs of more ships on the horizon giving us the opportunity to expand our offering and explore more of the world’s most picturesque rivers. With more ships coming into the market place in 2016, it is more important than ever that lines, such as ourselves, look to educate those new to river cruising of the great benefits they offer. River cruise itineraries sail directly into the heart of towns and cities, which our ocean cruise counterparts just cannot offer in the same way. From places of historical significance, to beautiful

cities and idyllic towns, river cruising offers guests a truly holistic experience allowing them to immerse themselves in the culture of a particular city. The variety and type of excursions on offer are constantly adapting to the changing wants and needs of our guests. More than

David Winterton, Emerald Waterways brand manager

ever, guests are looking for unique experiences as standard among itineraries on offer, and these often play a deciding role in which they choose. We believe this trend will continue to become more crucial in 2016 and moving into 2017 with specialist experiences and excursions becoming standard. It’s for this reason that we personally place such importance on our extra special excursions with

Emerald Plus, which have become an integral part of our itineraries and offering. As the waterways receive even more rivers ships in 2016, it is vital we spend more time educating both our trade friends and guests of the differences of our fleets. Phrases such as “luxury”, “fivestar”, “all-inclusive” are all used far too easily. At Emerald Waterways we will continue to work hard on our innovative approach showcasing our onboard facilities backed with what is and isn’t included in the our great value price. An approach that has led us to the 2015 Cruise Critic’s Editor’s Pick for Best River Cruise Line for Value. A fundamental consideration for 2017 will also be the changing type of guests that choose river cruising. Although the traditional couples cruise continues to play an important role within river cruising, an emergent trend and change to individual travellers of all ages needs to be considered. The design and development of new ships, we predict, will begin to reflect this by catering for singles with greater numbers of individual suites available.

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CRUISE FROM PERSON £1,295 PER TO SAVING UP

COUPLE £1,000 PER PLUS BOOK WITH A

LOW DEPOSIT OF PERSON £250 PER

Experience award-winning value with Europe’s most deluxe river cruise line Experience the future of river cruising and let the treasures of Europe come to you on a fully-inclusive voyage aboard an award-winning Emerald Waterways Star-Ship. Book your 2016 river cruise today and save up to £1,000 per couple.

UNFORGETTABLE ITINERARIES AWARD-WINNING SHIPS Our itineraries range from 8 to 17 days and feature up to five different countries in one journey. You can cruise the classic Danube, fall in love with the picturesque Rhine or unwind on the idyllic Moselle and look forward to an included excursion in almost every destination you visit.

Our Star-Ships are more like boutique hotels than river cruise vessels. Each one features stylishly appointed suites with an ingenious indoor balcony system, a chic Horizon Bar & Lounge, panoramic Sun Deck for soaking up the endless scenery and a heated pool which transforms into an evening cinema.

IT’S ALL INCLUDED Return flights from a choice of UK airports All on-board meals Extra-special EmeraldPLUS experiences All port charges, airport taxes & transfer costs All tips included, saving up to £235 per couple 2014 Editors’ Picks

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Best New River Ship

Terms and Conditions: £1,295 based on 8-day Danube Explorer river cruise departing in April 2016 and includes a saving of £600 per person. Price is based on two sharing a twin cabin, subject to availability and is correct at time of print (December 2015). The up to £1,000 per couple saving and low deposit of £250 are for new bookings only on 2016 river cruises. 1.5% (1.95% for Am Ex) credit card charge will apply. Other T&C’s apply, please call for details. For full itineraries and booking conditions, please see our 2016 river cruise brochure or visit www.emeraldwaterways.co.uk.

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OPINION

The agent Phil Nuttall, rivercruising.co.uk

e don’t need no education! Remember those famous lyrics written by Roger Waters of Pink Floyd back in 1979? If there was ever a time for education about river cruising as a mainstream holiday, it is now. Roger Waters wrote this song, not because he stood against education, but quite the opposite. He was a huge advocate of education, but education that was relevant, interesting — education that taught you something that you could use in life. How many of us remember our first and subsequent geography lessons in senior school where your aspiration to learn about places, people and cultures was blown apart in approximately 30 minutes? We didn’t want to spend the next five years listening to just the facts and politics of global farming and population explosions. Speaking as a travel agent, the reason we chose travel as a career is because we love to travel, we are excited about travelling, about exploring new destinations and sharing those experiences with our colleagues and — most importantly — our customers.

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River Cruising is the fastest growing sector of the travel industry, yet probably the least understood in terms of the product and geography. Most people on the street will not have considered a river cruise for a holiday and to be honest will be hard pressed to

Phil Nuttall, rivercruising.co.uk managing director

name a river cruise line. If you are lucky, you may get “I know that one off the telly during the adverts!” However all that looks set to change with the introduction of ocean cruise line Crystal Cruises into the river cruise sector. This brings a certain brand identity to river cruising, a bridge between ocean and river which is great for travel agents and customers because they can relate to Crystal Cruises in terms of their onboard experience

such as the service levels and dining experience. I believe their entry into the river cruise market is a huge confidence boost for the industry as a whole. It will create a greater awareness of river cruising and of the river cruise lines currently operating on the rivers of Europe. However, this is only part of the story. If regular cruise customers or even land based customers who will not ocean cruise because of the fear of “sea sickness” are to take the leap from ocean to river — then travel agents have to go back to school! Education is the key. Knowledge of Europe, its rivers and the logistics are all important ingredients in becoming a river cruise expert and these are something that Clia agents can gain through the extensive online and onboard training modules available. Why invest so much time and energy? Because there is nowhere else where you can spend a week or more travelling at leisure with a panoramic 360 degree view of the countryside, villages, and cities of Europe where local history is almost always only a few minutes walk away.

OPINION

The head of sales Rachel Poultney, Princess Cruises

here are lots of I’ll be making sure that we developments under are going down the same way at Princess path and are easy to do Cruises to make us very business with. excited for 2016. I am also coming into the As the company’s new role at a very good time. head of sales it is going to We have done a huge be my job to help guide our amount of work over the sales team and make sure last couple of years to help we are doing everything we our relationship with the can to help our travel agent trade. From our ‘Frontline partners. For the last three years I have worked for Princess Cruises as a sales manager for our major accounts, including TUI, Iglu and Bolsover Cruise Club. That means that I know front-line agents. I know sales managers and I know commercial teams. I am going to use that experience to take the brand forward in the UK. I’ve always been close to my accounts and I Rachel Poultney, Princess Cruises head of sales don’t want that to change. However, I will be stepping back from the day-to-day First’ initiative to our One management of them Source booking platform, and instead I will now be we have made engaging looking at things from a with the trade a priority more strategic point of — and done more than view. We have five sales just pay lip service to their managers across a wide feedback. We have invested distribution of agents and in new technology and

done everything we can to make our relationship with the trade better. Our biggest bit of news for next year is going to be the arrival of Emerald Princess to the UK. The ship, which will be our main ex-UK vessel in 2016, has been through an extensive refurbishment and come out the other side with some very exciting new areas on board, including our Salty Dog Gastro pub and ‘Share’ restaurant. We will be trying to get as many agents as possible on board to see the ship and eat in those venues so that they can confidently sell Princess Cruises to their customers. I also want to really develop our agent toolkit to give the trade the tools they need to be able to sell Princess Cruises. By the end of 2016, if we ask a travel agent and they say that we are easy to do business with, they are familiar with our brand and are confident in selling our product, then we will have done a good job.

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Our biggest bit of news is the arrival of Emerald Princess as our main ex-UK vessel in 2016 – it has been through an extensive refurbishment

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OPINION

The operation Phil Evans, Cruise Nation

t’s been a fascinating year for the industry with new ships, new onboard features and a real sense that cruise is entering the mainstream holiday market. Cruise Nation has seen record sales as we built upon the change in cruise perceptions with more and more people taking a cruise for the first time. As an agency we’ve been looking forward and analysing trends for 2016 that will have the biggest impact on growth in the industry. I think 2016 will be even bigger for the cruise industry with more consumers realising that cruising can cater to a number of traveller’s preferences ranging from luxurious, relaxing escapes to active adventures. With the development of their newest ships, cruise lines are stamping their personality on board by providing skydiving simulators and robotic bars. There are several game changers in the industry that are helping cruising become a serious proposition for a wider range of travellers including ‘voluntourism’ with Carnival launching Fathom and Holland America Line’s ‘Cruise with Purpose’ excursions. We’ve also seen more recognisable

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brands on board, innovative ship designs and the fact that luxury brands are embracing cruising. The competition is no longer just between lines but the travel industry as a whole and this wider view of the industry is helping to push cruising to the next level.

Phil Evans, Cruise Nation managing director

There will significant growth opportunities within the Chinese market, especially with new ships like the Ovation of the Seas from Royal Caribbean being based there. We’ll also continue to see cruise lines forging relationships with brands for their entertainment, dining and family facilities such as MSC and Lego and Carnival and Dr Seuss. MSC has also just signed a deal with Cirque Du Soleil to create

bespoke shows on board their fleet. We’ll see destinations follow examples set by purpose built cruise ports such as Icy Strait Point in Alaska which offers excellent facilities for cruise guests and incredible excursion opportunities. I also think there will be an increase in cruise deals and promotions such as onboard spend, cabin upgrades and allinclusive trips. Wi-fi will become a priority with cruise lines recognising the importance of guests being able to champion the onboard experience via social media. In terms of destinations, Scandinavian cruises will become more popular with new budget airlines opening up the region to more affordable fly-cruise packages. Cruise Nation will move into our new offices in 2016, which will enable us to grow the team significantly. There will also be a retail space where customers can come in and book cruise holidays in person as well as over the phone and online. The cherry on top will be our new TV studio where we’ll be presenting live broadcasts via social media and filming videos about cruising to provide resources for our customers.

OPINION

The tech man James Werth, Cruiseo

t looks like 2016 will be a huge year for cruise. From the launch of eight new ocean ships to further growth on our rivers, we will also see a range of hardware coming online across the spectrum; from luxury ships to more mainstream vessels. While there may be a variance in quality and onboard amenities, the ships are likely to feature the latest cutting-edge innovations, especially when it comes to highspeed onboard wi-fi and connectivity between fellow passengers (no more walkie-talkies please!). For example, Norwegian Cruise Line’s new ships offer an app to enable passengers to book restaurants, review charges as well as text and call friends and family on board. In the air-travel industry, airlines need each new

“

James Werth, Cruiseo cofounder

the existing cruise market is not the answer. It is crucial for new demand

New ships are likely to feature the latest cutting-edge innovations, especially when it comes to high-speed onboard wi-fi

plane to be more high tech and luxurious than the last. There is now an expectation for aircrafts to feature onboard wi-fi and

larger touchscreen TVs. Airlines that do not keep up have seen customers shift from one carrier to another. New ships mean a significant increase in cabins that cruise lines (with the assistance of travel agents) need to sell. Appealing solely to

to be created by raising the number of first-time cruise passengers. In my view, first-time cruisers react well to

”

technology that allows the end-to-end transaction (from research, booking, customer service and the cruise experience itself) to be smoother and respond to their needs. This improvement in travel bookings doesn’t appear to have happened in cruise. Travel agents and the cruise lines should deliver a better experience to encourage new cruisers. As a new entrant to the industry, Cruiseo will focus on improving the booking experience. We will continue to improve technology through a unique algorithm developed to identify the perfect cruise match for users. Cruiseo only works with cruise lines that can allow our website to feed into their live database to check availability. In order to grow, cruise lines should encourage the industry to reach out to new markets to enable the industry to develop faster and let us continue to enjoy working in it.

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Rising in the east

With a rapidly growing middle class and a population of 1.4billion, China has become the new battleground for cruise expansion. Carnival Corporationâ&#x20AC;&#x2122;s Roger Frizzell explains why

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CHINA

n 2013, more than 530,000 Chinese holidaymakers took a cruise — a staggering 165 per cent rise on the year before. Although still eclipsed by the cruiseloving lands of Italy, Australia, Germany, the UK and US (where 11 million passengers cruised that year), the increase got industry insiders nattering excitedly and began, in earnest, the scramble east. The headline prediction was that China could — and in all likelihood, would — become the world’s second largest cruise market by just 2017. The country has been long earmarked as the potential future of cruising, but the rate of growth was remarkable. The question now is how long before Shanghai replaces Miami as the cruise capital of the world? A study carried out by the Hong Kong tourism board estimated that China has the potential to deliver 83 million cruise passengers a year, which would represent a complete domination of the current industry (where 23million passengers cruise worldwide). With an evergrowing middle class, in a population of 1.4billion, who have seemingly fallen head over heels for cruising, it’s clear these numbers aren’t fanciful. The last few months have seen the China boom step up a gear after a spate of announcements. With state-of-the-art ships

moving to China and new ones on the way, 2016 could see the cruise industry change forever.

The shift east Carnival Corporation is perhaps the key player. It led the way in 2006 when a refurbished Allegra, from Costa Cruises, was moved to Shanghai, while Royal Caribbean International and Star also sent ships (see box-out). Carnival Cruise Lines’ Jubilee — via P&O Cruises Australia — was sold to Chinese brand HNA and renamed Henna, becoming part of a smaller group of domestic lines. In October 2015, Carnival Cruise Lines announced it would move Miami-based Carnival Miracle (above) to China in 2017 and Los Angeles-based Carnival Splendor in 2018. The same month its parent company announced it would be building a ship for the Chinese market in a joint venture, while its Costa, Aida and Princess brands announced expansion. The

latter’s Majestic Princess, will launch in summer 2017, designed with Chinese passengers in mind. Here, Roger Frizzell, Carnival Corporation’s chief communications officer, talks us through the moves.

How will purpose-built Chinese ships differ from North American offerings? Like all Princess cruises in China, Majestic Princess will showcase the brand’s exclusive Princess Class experience, designed specifically for the Chinese market. These enhancements enrich the travel experience of each cruise guest: authentic, classic events like the World Leaders Dinner and Traditional English Afternoon Tea; special culinary experiences such as the Lobster Grill, Ultimate Balcony Dining, and an ocean-view hot pot dinner option; and an unparalleled duty-free shopping experience, featuring designer brands.

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CHINA

Does this mean North Americans will lose out on the best ships? The North American market is still the largest cruise market by far and will remain vital to the industry over the long term based on the amazing and convenient experiences for cruisers travelling to a multitude of destinations. This market will continue to get great new ships across the brands, and we are expecting to receive delivery of 18 new ships between 2016 and 2022, so our guests around the world will have a tremendous opportunity to sail on our innovative new ships in the coming years.

How does China’s growth affect the industry as a whole? For the cruise industry, the growth and opportunity in China is significant. We are excited about the possibilities in China, and as an industry, our growth and commitment to cruising in China is aligned with the government’s vision to make cruising a priority for the travel industry in the market. More Chinese travellers are trying cruising for the first time and we are creating word of mouth organically and on social networks, which is a plus and helping fuel doubledigit annual growth. China will continue to be a growth-driver for many years to come in cruising, and will eventually be the

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largest market in the world, so we are dedicated to keeping our leadership in the market. We have nearly half of the market share in China, carrying more than 500,000 guests this year and approaching one million in 2016 potentially.

Can Shanghai replace Miami as the cruise capital of the world? There are currently 100 million or so outbound travellers in China each year and only about one million cruise annually, so the growth and upside for the industry is very strong. The industry is early on in its development in China, so as ports and infrastructure grow in China, the itineraries and destinations can expands, so it is hard to say whether individual port cities in the future will be larger or smaller than one another. At the same time, the cruise industry expects to grow passengers and demand around the world.

How will Southeast Asia in general benefit from the China boom? As the market matures, we see great potential for growth in new offerings and destinations in China and all of Asia as well. Out of Shanghai, we are able to visit Japan and Korea, both of which show increasing demand for cruising. As you may know, the Chinese government is keen to develop cruising and has

Leaders of the pack It’s not just Carnival Corporation moving east. Royal Caribbean International’s Quantum of the Seas – one of the lines most advanced ships – will join Mariner and Voyager of the Seas in the region, increasing the company’s capacity there by 66 percent. The line also revealed that a 4,200-passenger vessel – ready for delivery in 2017 – will be devoted to Chinese travellers Norwegian Cruise Line’s second Breakaway Plus-class ship, originally named Norwegian Bliss, will be designed specifically for the China market and delivered in 2017, while MSC Cruises will deploy the 2,600-passenger MSC Lirica to Shanghai. Chinese cruise lines are also investing heavily. Bohai, which runs a ferry service between China and Japan, has bought Costa’s 836-passenger Costa Voyager (renamed Zhong Hua Tai Shan).

supported the of a number of new cruise terminals throughout China. Based on weather in the region, it is important for us to cruise out of Southern China on a more consistent basis, which is what we call our “Miami opportunity” in the region.

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CELEBRATING FIVE YEARS OF QUALITY

ince it was founded in 2011, Cruising Excursions has built a reputation as the independent market leader in shore excursions for cruise passengers. With the help of travel agents – from independents to multiples and consortia – the business has gone from strength to strength. It is because of this support that the company is where it is now, expanding to offer around 12,000 excursions at more than 700 ports worldwide. The product line-up has grown too, to include port transfers, familyfriendly tours, accessible excursions, small groups and tailor-made luxury tours for those who want a more intimate experience. Cruising Excursions has become the one stop shop for the cruise industry’s ancillary sales.

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Its team are all experienced cruisers and know what it is that makes a cruise such a good holiday. That knowledge has lead to the company curating an amazing offering with its local partners. From an Essential Collection tour (see box, right), which gives access to the key sites in a port of call, to highend experiences, which include free wi-fi on luxury coaches. All brilliant value and usually considerably less expensive than the excursions offered by the cruise lines. The company has invested heavily too, and now has representation outside the UK – in Europe, Australia, New Zealand, Canada and the USA.

Trusted by agents

That is why Cruising Excursions offers a 16% commission rate. The company was built around giving customers great value on their experiences and allowing travel agents to maximise each and every cruise booking they make.

Loyalty scheme The generous Port Points agents’ loyalty scheme is proof of an ongoing commitment to the trade. All an agent has to do is book their client onto any excursion or transfer and they will collect points to spend on whatever they want. One agent recently exchanged their Port Points for a new sofa! Sometimes a travel agent will make more commission selling excursions than they will from the cruise itself!

Agents are absolutely key to the company’s success.

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Five things to remember 1. We guarantee to get guests back on to the ship 2. English speaking, professional guides 3. If the ship doesn’t port, the guests don’t pay 4. Meet and greet at the port, not destination 5. Guaranteed to be cheaper than the cruise line

More than 30 personnel are based at Cruising Excursions’ Cannock HQ but the people you are most likely to meet are: Damien Mooney managing director

Simonne Fairbanks chief operating officer

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Michelle Burge travel trade training manager

The Essential Collection Cruising Excursions’ Essential Collection is the best way to see the key sites in a destination and perfect for first-time visitors. They are available in cities around the world and always offer the industry’s best value excursions. Here’s what you would get with the company’s popular St Petersburg Essential Collection excursion: - A guided tour of the world-famous Hermitage museum - Sightseeing tour of Nevsky Prospect, Palace Square, Statue of Peter the Great - Church of the Spilled Blood and St Isaac’s Cathedral - Visas arranged at no additional cost by Cruising Excursions - Bottled water - Air conditioned vehicle

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––––– CRYSTAL CLEAR SAM BALLARD PUTS THE RAPIDLY EXPANDING LUXURY LINE THROUGH ITS PACES ON HIS HONEYMOON

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CRYSTAL CRUISES sumptuous and high-quality décor, fixtures and fittings. And the food! We’ll get to the food later. As your eyes become accustomed to being dazzled, you start to pick up on the number of tiny finishes and touches that all go into making the experience a better one for those on board guests. For those who are new to the cruise industry, Crystal sits among exulted company at the top of the pile. Its peers — such as Seabourn and Regent Seven Seas — each compete to see who can achieve new heights in the ultra-luxury market. Whether that’s Seabourn offering caviar in the surf (where paddling guests are served delicacies by Seabourn’s dedicated crew) or Regent’s 2,917 square feet Regent Suite, there seems no end to the lengths these operators will go to to ensure their guests are not just well catered for, but are treated like royalty. However, even by the mind-blowing standards set by its competition, Crystal’s announcement earlier in the year took many by surprise.

01. The view from on deck 02. Sailing out of Kotor 03. The entrance into Venice 04. Montenegro’s hilly terrain 05. A gondoleer relaxes 06. Up on high in Capri 07. The Santa Maria Della Salute church in Venice 08. The famous Grand Canal 09. Kotor in the sunlight 10. A typical Venice canal 05 30

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Having been bought by Genting Hong Kong, the company is now embarking on the heaviest expansion programme of its history, introducing a river line, new ships, a Dreamliner and even residences at sea. Back on board, we are taken to our penthouse balcony cabin and receive a call from Engin, our butler, who will be looking after us during our stay. He tells us that we each get a bottle of our favourite spirit in the cabin, as well as a regularly restocked minibar which has champagne, wine, beer and soft drinks already chilling nicely inside. The one issue with staying somewhere so luxurious is that you donâ&#x20AC;&#x2122;t want to get off. Or, when you do, the idea of coming back is all too appealing. However, given that we are in one of the prettiest towns I have ever seen we tear ourselves away and tender across the Bay of Naples and into Sorrento. Perched precariously on the coastal cliffs, Sorrento is the perfect place to begin our honeymoon. Its narrow, cobbled streets are broken up only by picturesque Italian squares and rustic churches. We saunter aimlessly through them, taking in the atmosphere and discuss whether to buy a gelato or sit down at one of the many cafĂŠs that spill onto the streets and have a beer. We opt for a pizza in the bustling Marina Grande

CRYSTAL CRUISES and sit by the startlingly blue water, among the yachts of the well-heeled Italians and watch the sun go down over the Mediterranean Sea. The next day would be spent at sea, and we have ample opportunity to do absolutely nothing on board. We start with breakfast at the Lido Cafe. The extensive choice of the hot buffet as well as breads, cereals and fruits was enough to keep even my particularly fussy wife happy. We took a table out on deck and enjoyed the morning sun and a glass of orange juice along with a coffee and perused the day’s programme to see what was happening. Should we take in a lecture? Perhaps a film in the cinema? In the end we opted for spending some time on one of the many sun loungers that dutifully line up by the side of Serenity’s swimming pool. Staff were on hand to top up our drinks and attend to our every need as we lazily, leafed through the pages of our books — in between snoozes. That evening we had dinner reservations in Crystal’s speciality Italian restaurants, Prego, which means ‘you’re welcome’, and was arguably my favourite venue on board. The lobster ravioli was unbelievable, the mushroom soup in a bread bowl was excellent and the veal was the

best I have ever tasted. We were well attended to by a sommelier who recommended wines based on our own preference and course. We went to bed with full stomachs — and after more than a couple of glasses of excellent red wine. The next morning we awoke to find ourselves in Kotor in Montenegro, a small town nestled within the Gulf of Kotor, commonly known as Europe’s most southerly fjord. It is no exaggeration to say that it is a place that doesn’t feel of this time, the Unesco World Heritage site is a masterpiece of winding alleyways and medieval squares. The area has been fought over for centuries and was at various points part of the Venetian Republic and the Ottoman Empire. It wears its influences on the surface too — bearing a striking resemblance to the Queen of the Adriatic — and is a real gem on our itinerary. We walked the streets — dodging the numerous cats that dotted our route — and carved our own path through the town rather than taking one of Crystal’s guided tours. Kotor’s Old Town, despite being small, is dense, and exactly the type of destination that a Mediterranean cruise was made for. It would have been wonderful to have spent longer there, but within a couple of hours it felt like we

had walked most of its labyrinth of walkways. I have heard cruises criticised before — mainly by people who have not been on them — for not letting you spend enough time in one place. Admittedly that can be true sometimes, but with more lines offering overnight stays in ports, it is less of an argument than it once was. What I would say is the opposite — it lets you see more places than a traditional, landbased holiday. It is unlikely that we would have found a place like Kotor on our own — and less likely that we would have booked a two-week holiday here. However, on the back of a cruise, I was transported to this beautiful, tiny town and spent a day getting to know it. Tomorrow we will be somewhere different and the next day, too. All of this while only having to unpack once. Our final stop would be Venice, arguably one of the most famous cruise ports in Europe. For both myself and my new wife it would be our first time here. We have been told that we won’t forget it in a hurry. The city itself is made up of six districts, each with its own characteristics and unique quirks. The most popular is San Marco, which houses the famous square as well as the basilica and the Doge’s palace. The most famous bridge in Venice — the Rialto — connects San

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Marco to San Paulo, its less heavily populated brother. Before going, we took the advice of cruise adviser co-publisher Anthony Pearce to spend less time on the major sites and more time walking into the neighbourhoods of Venice. Tread the pavements walked by real people — rather than the hoards of tourists jousting with their newly-acquired selfie sticks. After taking the water bus to St Marks and slowly threading our way through the beautiful — albeit heavily crowded — square we crossed the Rialto and breathed a sigh of relief. This is the Venice you know. Carry on walking, through the tight, winding alleyways and be prepared to get lost in what must be one of the densest networks of streets and canals in Europe. The beautiful, renaissance buildings are resplendent as they perilously nod towards each other and the channels of water that lie below.

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As we head back to the ship, walking along the Grand Canal, we both agree that we will return to Venice. Perhaps during the off-season, so that we can take in some of the more famous sites and visit a few of the areas even further afield. Crystal has been a fantastic host to us on this trip. The much talked about expansion plans that the company is beginning to mount on the sector are ambitious, but not misplaced. The customers we spoke with had an appetite for Crystal. They want to stick with what they see as ‘their brand’. Up until now that has meant sampling more itineraries on either Serenity or Symphony. As we prepare to leave, we discuss the merits of taking a cruise for your honeymoon. It seemingly makes perfect sense: what could be better than relaxing in the lap of luxury while working your way through an itinerary of romantic destinations? A cruise within this context

is for the couple that want total relaxation, but aren’t too sure about staying on the same beach for two weeks. Personally, I would rather marry the two — have the luxury of relaxing by a pool, or sunbathing on a balcony, while being able to visit somewhere new each day (if you can drag yourself away from the ship that is). The important thing is offering that choice, which in many ways is the most luxurious thing about this type of holiday. A cruise must be one of the best-kept secrets of the honeymoon sector, albeit not intentionally. However, it is undoubtedly one to bear in mind. It won’t be for every couple — but neither will the increasingly common two weeks in the Maldives. Next time you have a customer that comes in asking about suggestions for their honeymoon, a cruise would not be a bad place to start. See Directory, p77. Turn over to find out more about Crystal’s expansion

CRYSTAL CRUISES

––––– Q&A EDIE RODRIGUEZ CEO & PRESIDENT

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The massive Crystal expansion presumably means you will need to go beyond your current customer base to fill the extra ships (and planes). How do you intend to do this? This expansion is no accident, nor is it being flippantly executed. We have studied the data and found that the new experiences speak directly to the interests found within the overall luxury

travel community. Our new owner, Genting Hong Kong, and our Chairman Tan Sri Lim Kok Thay are very bullish on Crystal, and are ready, willing, and able to invest in moving the luxury brand forward.

What markets do you intend to source your passengers from to fill the extra capacity? Historically, a Crystal guest is 45+, well-educated, affluent, and well-travelled. Our mix has become quite international, and our baby boomer and senior guests are more active than ever. We will continue to draw this particular demographic with our new experiences, while also attracting the emerging and influential niche of affluent millennials with the introduction of our new experiences, including Crystal Yacht Cruises that will offer immersive land and water adventures — including three-person submarine, and Michelinstarred dining.

Has interest for Crystal Air mainly come from Crystal passengers, or clients of other luxury brands? Following our expansion announcement in July, travellers and travel partners expressed a strong interest in all-inclusive luxury air travel with a wider range of itineraries. Based on this feedback, we announced the purchase of a Boeing 777-200LR to add to our fleet.

How important are travel agents to your strategy going forward? More than 90 per cent of our cruises are booked through the trade, and I anticipate this trend will continue with the expansion. We are investing more and more in the trade, providing them with the knowledge and resources of Crystal’s revolution to further grow their business with us, and meet the needs of the ever-changing global luxury consumer.

What advice would you have for an agent who is looking to sell more holidays from the Crystal portfolio? I encourage travel partners to take our education programmes. It is the extra knowledge that will help them grow their Crystal business. They have to be willing to do their homework and to invest in themselves to selling our expanded luxury travel and hospitality experiences.

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––––– PHILIP ORDEVER MD OF CRYSTAL RIVER

––––– What can you tell us about the river brand? Crystal River Cruises reimagines the current European river cruising experience with luxurious, spacious, state-of-the-art vessels that marry Crystal’s award-winning six-star service and amenities with the well-recognised benefits of river cruising to deliver immersive, expertly curated river journeys into the heart of Europe.

Where do you think guests will come from? Our own loyal guests as well as those from other luxury brands. We have

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a 25-year history with passengers who are open to a new Crystal product and in-depth destination experience and who trust the Crystal brand to provide the best travel experience. And we have loyal agent partners willing to recommend to guests who know and love Crystal.

What will be different about Crystal River to other luxury river lines? We will offer an allencompassing luxury experience: butlers for every suite; six-star service and truly exceptional food; unique Crystal Adventures that deliver memorable destination experiences — Crystal will redefine luxury river cruising. Our yachts are built for either 84, 110 or 160 discerning guests, depending on the waterway selected. We will provide the highest staffto-passenger ratio in all of European river cruising.

How engaged will you be with the trade? Ninety-seven per cent of our sales come through

the trade, no other cruise line (river or ocean) can claim that. Detailed launch information was distributed on 30/11. After that we will have a website and the same UK sales team who look after ocean, will be also be supporting the trade on river.

What advice would you have for agents looking to sell Crystal River? Carefully review our itineraries as they will see that in most cases they are a little longer than our competitors and this is by design. All of the itineraries either have an overnight (or double overnight) at the beginning or end of the sailing, so eliminating the need for guests to book a pre or post-cruise stay, this is obviously much more convenient for a guest as there is far less packing and unpacking involved. Additionally, the longer itineraries will mean a higher price than a competitor’s itinerary, which has the added benefit of higher earnings for an agent.

––––– THE CLASS OF 2016 A HUGE NUMBER OF OCEAN AND RIVER SHIPS WILL ARRIVE THIS YEAR

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NEW SHIPS A remarkable number of cruise ships are coming into service in 2016 — from intimate river yachts to the new largest passenger vessel in the world. Here, we look at some of the new builds and ships transferring over from one line to another, beginning with ocean-going vessels.

Fathom

Oceania Cruises

Adonia April: P&O Cruises Adonia will be reassigned to Fathom, Carnival Corporation’s ‘social impact’ brand (see p50), from April 2016. The 826-passenger ship will sail from Miami.

Sirena April: Currently sailing as Ocean Princess for Princess Cruises, Sirena will undergo a 35-day, £26 million refurbishment in Marseille before joining Oceania. The 826-passenger ship was built in 1999, first sailing under Renaissance Cruises.

Holland America AIDA Cruises AIDAprima April: AIDAprima, is the first of two upcoming ships for German line Aida Cruises, part of Carnival. The 3,300-passenger, 125,000 tonne vessel will be the largest in its fleet.

Carnival Cruise Lines Carnival Vista May: Built at the Fincantieri shipyard in Italy, the 133,500 tonne, 3,936-passenger Carnival Vista will be the largest in the lines’ considerable fleet (this will be its 25th ship) and first in the Vista Class. It will feature a mini golf course.

Koningsdam April: Koningsdam will become the biggest ship in Holland America’s fleet and the first in its Pinnacle Class when it launches in April 2016. Following its maiden season, the 2,650-passenger ship will homeport in Fort Lauderdale, Florida.

Regent Seven Seas Regent Seven Seas Explorer July: The largest in Regent Seven Seas’ fleet, Explorer will feature all-balcony suite accommodation, including the Regent Suite, which is a staggering 3,875 sq ft (including the balcony). There will also be a twostorey theatre.

Hurtigruten MS Spitsbergen May: The environmentally friendly 320-passenger vessel, first built in 2009, will initially sail on the company’s Norwegian coastal route. It will replace MS Midnatsol, which will be redeployed in Antarctica.

Royal Caribbean International Ovation of the Seas April: Royal Caribbean’s third Quantum Class vessel will follow the bells-andwhistles style of Quantum and Anthem of the Seas with SeaPlex and North

Viking Ocean Cruises’ Viking Sea, will join sister ship Viking Star, below, in 2016

Holland America Line’s forthcoming Koningsdam

Star pod. It will depart on an inaugural 52-night cruise from Southampton to Tianjin in China, where it will homeport (see p23). Harmony of the Seas June: The third in the Oasis Class, Harmony of the Seas will surpass Oasis and Allure of the Seas by 2,000 tonnes to become the largest ship in the world. It boasts the Bionic Bar (usually on Quantum-class ships) and will begin Royal Caribbean new love affair with waterslides, previously not seen on its ships. Empress of the Seas February: The 1,840-passenger ship was first built in 1990 for RCI. It will return to the line after eight years with Pullmantur.

Seabourn Seabourn Encore December: The first of a new class, the Fincantieribuilt Seabourn Encore will be the ultra luxury line’s fourth and largest ship. All of the vessel’s rooms will be suites with balconies.

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Celebrated designer Adam D Tihany has taken charge of the ship’s interiors

Thomson Cruises Thomson Discovery June: Splendour of the Seas, a Vision-class cruise ship, operated by Royal Caribbean International will transfer to Thomson Cruises in the summer, taking the name Thomson Discovery. The 2,076-passenger vessel, built in 1995, will sail from Palma following some modernisation work.

Variety Cruises Callisto April: Callisto is a classic motor yacht that can accommodate 34 passengers. It was renovated in 2015 and will take guests to Greece in the summer and Costa Rica and the Panama Canal in the winter.

Ocean Cruises ship, its sister ship Viking Sea, will debut in spring 2016. The 930-passenger ship will have a sports deck, theatre and on-deck dining venue By 2020, it will be one of a fleet of six. See p40 for Viking River Cruises’ new ships.

River cruise continues its remarkabe growth with a series of new ships.

AmaWaterways April: The 158-passenger AmaStella will debut in spring, followed shortly after by the AmaViola. Both are sister ships to the AmaSerena.

American Cruise Lines May: The 185-passenger America will sail on the Mississippi, Ohio, Tennessee, and Cumberland rivers.

Avalon Waterways Viking Ocean Cruises Viking Sea April: Following Viking Star, the second Viking

April: The 128-passenger Avalon Imagery II will launch in 2016 and sail on the Rhine. It will have

NEW SHIPS 52, 200 sq ft suites and 12 staterooms

April: The 166-passenger Avalon Passion will sail the Upper and Lower Danube River.

cruise market a year earlier than planned (see p40) after it bought the MS Mozart. The 160-passenger ship will be known as the Crystal Mozart.

Emerald Waterways CroisiEurope April: Celebrating its 40th anniversary (see p40), CroisiEurope will debut the Princesse Elbe in spring 2016. Accommodating 80 passengers in 40 cabins, it will sail on the Elbe and Moldau April and July: MS Daniele, a hotel barge, will accommodate 24 passengers in 12 cabins and travel on the Briare Canal between Burgundy and the Loire Valley. The 24-passenger Deborah Barge will sail France’s Garonne Canal, making stops in Toulouse, SerignacSur-Garonne and Damazan.

June: The 182-passenger Emerald Belle will follow the 2015 launches of the Emerald Dawn and Emerald Sun, becoming the fifth ship in the three-year-old river line’s fleet

Tauck River Cruises April: The American company, which celebrated its 90th birthday in 2015, will launch the 130-passenger Ms Grace and MS Joy in 2016.

Lueftner Cruises The MS Amadeus Silver III will join its sister ships, Amadeus Silver I and II, all of which have been commissioned in the last three years.

Scenic January: Sailing on the Mekong, the 68-passenger Scenic Spirit is the first of three new ships launching for the luxury river line in 2016.

Crystal River Cruises July: Ultra luxury line Crystal will enter the river

a staff-to-guest ratio of almost 1:2. It is purpose built for Portugal’s Douro September: The 44-passenger, all balconysuite Scenic Aura will launch on the Irrawaddy river in 2016

April: The 96-passenger Scenic Azure will have

Uniworld February: The luxury cruise line will launch its Ganges Voyager early in the year. The 185 ft, 56-passenger ship will sail exclusively on the India river it is named after.

Viking River Cruises On top of launching another ocean-going ship (see p39), Viking will launch five new longships in 2016: the Alruna, Egil, Kadlin, Rolf and Tialfi. Each will carry 180 passengers.

Emerald Waterways’ Emerald Belle, will join sister ship Emerald Sky, below

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Where do cruise ships go when they die? As the last three pages demonstrate, the cruise industry is fast expanding, with dozens of ships launching each year. Some lines – such as Royal Caribbean International – are not simply expanding to get more customers on board, but to innovate. Its newest ships are not only its biggest, but boast cutting-edge technology, new features and restaurants, meaning the older ships can feel like different lines all together. It’s one of the reasons that line in particular so often retires and transfers its ships – with lines such as Thomson Cruises and Pullmantur operating its older vessels. But while these still-excellent ships are put to good use and are beloved by cruise passengers and ship enthusiasts, there are others that are perceived to have gone beyond their sell-by date, often when vitally needed repairs become too expensive or difficult to carry out. Song of Norway, Royal Caribbean’s first-ever ship, for example, was built in 1970 and stayed with the line until 1997 when it was sold to Sun Cruises, and then on again a few years later. In April 2012, following a series of technical problems, it was sold to China and used as a floating casino. Just a year later, however, it was sold for scrap in 2014. Ship breaking – as this is known – is a fate suffered by many ships. Nordic Prince, Royal Caribbean’s second ship (built in 1971), ended its life in Alang, India, home to what may well be the world’s largest graveyard of ships (pictured below). According to the journalist William Langewiesche, it is “a six-mile stretch of oily, smoky beach [where] 40,000 men tear apart half of the world’s discarded ships” – a strange end to these once majestic vessels. Some ships, however, are simply left to rot. The most infamous example is of Queen Elizabeth 2, Cunard’s flagship for 40 years, which now lies derelict after plans to turn it into a luxury hotel stalled. Dubai World docks paid $100m to Cunard to acquire the vessel in 2007, but now lays “filthy, forlorn and neglected”, as a campaigner put it to The Telegraph, in Port Rashid. Images from inside the ship show it in a dreadful state, in part thanks to the humid climate, with mould climbing its stateroom walls, and mountains of rubbish cluttering up its corridors. London Major Boris Johnson started an improbable campaign to get the ship, which was named by the Queen in 1967, back “home” in the English capital (ignoring the logistical problem of navigating the Thames Barrier). In October 2015, the vessel was moved a short distance for the first time in two years, its engines having been previously turned off, yet its future remains unclear. Dubai World to did not respond to cruise adviser’s request for comment.

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––––– INFOCUS CROISIEUROPE AN IN-DEPTH LOOK AT THE RIVER CRUISE LINE CELEBRATING ITS 40TH ANNIVERSARY IN 2016

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INFOCUS people to the Rhine, then from Amsterdam down to the Black Sea it is non-stop on the rivers!

What sets CroisiEurope apart from other river cruise lines? It’s still a 100 per cent family owned company, so all the decisions are being taken by the family. We are not only a river cruise company — we build, we own, we operate and we sail cruises, which means we have complete control, from the day we buy the metal until we serve the coffee on board. It means we control the costs and this allows us to provide the best value for different markets. We have some exclusive destinations — such as Loire and Tisza in Hungary — and a large choice of cruise duration: the shortest is three days, the longest is 19 days. The company has always been a pioneer in cruise development, which is why

we have this new ship — the paddlewheeler — that we operate on the Loire, and that we will now also operate on the Elbe. The technology is there to provide a solution to a cruising problem — those rivers are well known for being a challenge because of the water levels.

Croisi is known for its food — what can guests expect on board? I don’t know if it’s a good argument, but let’s say it’s French quality. So if you

say French food is not too bad, I would take it as positive! It’s true we have a very good reputation for our food. We have partnerships with Michelinstar chefs — such as [Paul] Bocuse and [Marc] Haeberlin — which means what we provide on board is of a very good quality, in terms of taste and style. Our improvement now, as we become more and more international, is to provide an adaptation with the way we serve food, maybe including a buffet. And with the wine — your drinks are included — Our guests are very happy — especially after their lunch!

What is the future for CroisiEurope? We do want to develop our Asian market, which is why we’re building a new ship [due in 2017], but we want to grow step-by-step. The choice of developing a new destination or new ship depends on our needs. We develop new ships for new destination,

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Q&A

but we also build ships to replace old ones, so in the near future, we’ll have more destinations, more ships, but also a higher level of ships.

Tell us about the Flanders cruises We started these in 2015. We have small ships that operate in Belgium, so we had the idea to build specific itineraries through Flanders and the cruise is exactly where all this big World War One battles happened, such as Ypres and Passendale. So we have this unique programme, between Ostend and Lille. This year we had two departures, next year we will have two and, in 2017, we will have four. We try to build new programmes that are unusual, that provide you with a very original way to travel and discover these places, and the culture and history they contain. See CroisiEurope in Directory, p77

VITAL STATS Founded: 1976 by Gérard Schmitter Fleet: 43 ships Website: croisieurope.co.uk Did you know? The line remains a family-run business

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Gabrielle Alam, head of sales and marketing, UK What are the unique selling points of CroisiEurope? In addition to the tried and tested itineraries, we offer places and rivers where no one else goes. For example, the river Loire in France – there is no one else there except for CroisiEurope. Secondly, there is our value for money. We are a four-star premium company. Our average value is £30 per person per day and that is all inclusive, meaning full-board and drinks at the bar.

Do you have an international clientele? There is a wonderful atmosphere on board; 50 per cent of our clients are international guests, so the languages on board are English, French and other European tongues. Of those, the highest proportion of international guests are British and Scandinavian.

What can we expect from the Elbe Princess? The Elbe Princess, which is launching in 2016, is the sister ship of the Loire Princess, the only European paddlewheeler, which is how we can sail the river Loire. On the Elbe there are similar challenges, with water levels, and therefore we decided to build a second paddlewheeler. It can navigate very low water levels – with only a 90 cm draft – which is needed on the Elbe, especially if you want to sail into Prague.

How travel agent-friendly is CroisiEurope? We are delighted to work with travel agents. We have a UK-based call centre in London, so we are able to assist travel agents and process their booking. About 60 per cent of our cruises are sold through the trade.

If an agent wants to start selling more CroisiEurope cruises what is the best way to do so? We love to hear from travel agents – they can call 020 83281 281 or email resuk@croisieurope. com to find out more. As part of our 40th anniversary, we’re launching a number of FAM trips, which includes cruises on the Danube and Seine in Paris, making sure agents are well immersed in our product.

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GREENWICH

Planning permission for a port in Greenwich was first granted in 2009 – now, a terminal in London could well be upon us. But what would it mean for cruise?

lans for the capital’s new international cruise terminal, which has been named the London City Cruise Port in the borough of Royal Greenwich were submitted earlier in the year following extensive discussions with the cruise industry, government and interest groups. But what will a cruise port in central London mean for the industry? The cruise terminal, to be located at Enderby Wharf on the Greenwich Peninsula, received the support of the Mayor of London and the Royal Borough of Greenwich in 2012 when planning permission was originally granted following a detailed report for the Mayor in 2009. While the facility has had to overcome some planning issues within the last six years, it has more recently started to move forward again after plans were resubmitted and approved. The facility now plans to operate turnaround cruises, rather than just using it as a port of call. This will mean more time spent in the capital, more money for the local economy and more of a pull to overseas cruise passengers, who will no longer have to tender across to ships moored by HMS Belfast. The Royal borough of Greenwich has a long and

distinguished maritime history with vessels from around the world visiting the peninsula on a regular basis, including the recent Tall Ships Regatta, which was held at the end of 2014. It was also home to the United Kingdom’s world famous naval college and now has the Maritime Museum. The new cruise terminal aims to continue this wellestablished and prestigious maritime relationship. It will be focused on bringing luxury vessels to Royal Greenwich from 2017. David Margason, managing director of Westcourt Real Estate, which is overseeing the development of the terminal in association with its investors, said: “The cruise industry is hugely enthusiastic about the London City Cruise Port, and we are confident that London will become a key cruise destination. “Longer stays will mean more employment and ship provisioning, resulting in cruise operators, visitors and crew spending more time and money in the locality — a move which is welcomed by London authorities together with business and tourist organisations. “It will make a significant economic contribution to the Royal Borough of Greenwich and it is our aim to ensure that LCCP

is a jewel in the crown for the area, offering a lively and enjoyable public space which can be enjoyed by visitors and residents alike.” James Blakey, of LCCP’s planning consultants Cavendish, added: “We have worked hard with a variety of governmental bodies and interest groups alongside the cruise industry to create an enhanced package of proposals which builds successfully on the previous approval that was unanimously supported by the mayor and the royal borough. The enhanced design will create a destination of true quality with spectacular viewings at this outstanding location on the River Thames whilst meeting the need to deliver a fit for purpose ship to shore terminal facility in the heart of the capital as part of a mixed use offer including a skills and training academy.”

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CRUISE IN NUMBERS

22 MILLION WORLDWIDE CRUISERS

3.4% YEAR ON YEAR INCREASE CRUISE PASSENGERS BY REGION

1.64M

1.77M

GERMANY

840K

12.16M NORTH AMERICA

450K SPAIN

ITALY

590K FRANCE

1.10M

REST OF EUROPE

2.4M

ASIA/PACIFIC

1.09M

REST OF WORLD

83 MILLION 139,400 POTENTIAL SIZE OF CHINESE CRUISE MARKET (AS ESTIMATED BY THE HONG KONG TOURISM BOARD)

BRITISH RIVER CRUISE PASSENGERS COMING IN 2016

8 NEW OCEAN SHIPS

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20 NEW RIVER SHIPS

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––––– MAKE A DIFFERENCE FATHOM IS A NEW ‘SOCIAL IMPACT’ BRAND. BUT WHAT DOES THAT MEAN IN PRACTICE? TARA RUSSELL, ITS PRESIDENT, EXPLAINS

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FATHOM Haiti and Honduras and Jamaica with the first Fathom ship?’ and while we absolutely considered the opportunities that might exist, it’s very important to us that we make a genuine impact and authentic impact in one place, versus this speed-dating thing!

Can you give us any specific examples of any Fathom activities? The before, during and after [cruise] experiences are being uniquely designed around the social impact experience. On board we’ll have a lot of fun, engaging activities and experiences that take you from Miami, our homeport, into the region, even before you arrive. It’s about contextual immersion into the countries — so we’ll have Cuban and Dominican food, film, music, art, entertainment, and conversational Spanish workshops. Then when you get to the location, it depends on the traveller. There’s an enormous amount of flexibility: you won’t be mandated to do one or many things, but you’ll have the opportunity. Part of your trip purchase includes three social impact activities on the ground. We’ve focused our energies around education, the environment and economic development. We’ve got creative arts, music and sports workshops that we’re offering [Dominican] kids. We’re trying to empower

the future of youth in the country. We will have English workshops for youth and adults. We have also partnered with a variety of small co-operative and local businesses who have pretty significant challenges. We have a women’s cooperative, 30 women, who produce organic chocolate. They have just got a contract with a supermarket chain in the country — but they don’t have ample workers or the resources to hire a bunch of workers. So our travellers are going to produce chocolate! Everything we’ve designed is a side-byside activity, it’s not us foreigners coming in with the solutions. It’s us coming alongside to learn, immerse and serve in such a way that we amplify the positive impact they’re able to have.

Is Fathom aimed at a younger audience? It’s built for an audience that we see as eight to 80 [years old]. In terms of those who are booked in, that’s fairly accurate so far. We have three primary target groups: one is the purpose-driven millennial, a young person who hops on the ship and can’t wait to run out and save the world. The second group is the mindful family; people who want to go on a trip that goes deeper, and want their kids to be able to enjoy

this uniquely enriching experience, [that’s also a] tremendous education experience. The third group is intergenerational families and more seasoned travellers, such as someone who is 50 to 80, who has more time and disposable income who may volunteer back home and want to do something quite different.

Your background is outside of cruise — how did you end up at Carnival? I spent my first ‘career’ in the corporate word — with General Motors, Nike and Intel — and a lot of that time was in crosscultural and overseas work in Shanghai. These last 16 years I’ve been busy building social enterprise companies from the ground up. It really [came about] because I have a long friendship with Arnold Donald [president and CEO]. Initially it was just a hunch and an idea I discussed with Arnold, with no intention of being involved in that exploration. It wasn’t that they found me — it was serendipitous.

Would Fathom exist if it wasn’t for Cuba opening up? The opportunity didn’t exist there when we began the Fathom adventure. We began the conversation in August 2013; it wasn’t until December 2014 that the travel restrictions for Americans eased to Cuba. It wasn’t until we were

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The Havana club waist deep in our Dominican Republic that we began to consider [Cuba]. In some ways the stars aligned! We believe wholeheartedly in the opportunities there; we’re tremendously excited to be the pioneer to enter the changing Cuban landscape. We also feel this tremendous responsibility. The experience there will be different [to cruises to the Dominican Republic]. It won’t be a servicefocused trip — it will be about cultural immersion. Our travellers will have the opportunity to really connect to the Cuban people; to learn the stories of the Cuban people through food and art and music and film. We have a long learning curve: it’s important we spend time learning about the Cuban people before we start dreaming about what the opportunities for social impact might be there in the future.

Will Fathom change the perception of cruising? There is only room to grow, in terms of bringing in a very different and new customer. The cruise travel market is quite small compared to the international travel market. We not only hope to be that tip of the spear in terms of pioneering social impact but to also hope to spur innovation in the travel space, and helping companies think outside the box in terms of business development and social impact.

As Cuba begins to open up to US ships, we spoke with David Selby, the former managing director of Thomson Cruises, to get an idea of what challenges he faced when bringing his cruise line to Cuba for the first time in 2011.

What challenges did you face when bringing Thomson to Cuba? While Cuba’s cruise business wasn’t developed, there was a level of infrastructure already in place. They had ports and they had ferries that regularly operated. There was also a willingness for the operation to be successful; they were desperate for the American ships to come in, and there was some knowledge on the ground to make it happen. We also had experience in opening up the Red Sea with Sharm el-Sheikh. One of the biggest challenges we faced had nothing at all to do with Cuba, but was the Costa Europa crash in Egypt, which happened about the same time.

Why is there such interest in the country? We were the only cruise line that was going there at the time. It was a communist country and something completely different to back home. Going on a British cruise line, with the Thomson name, made it a lot safer in the eyes of our guests.

What does the Cuban government need to do to make sure it becomes a sustainable destination? There is no reason why Cuba can’t become a major Caribbean destination. What they must avoid is a situation like the one Alaska created with its Alaska Head Tax. Instead they need to introduce reasonable charges and prove that they are environmentally friendly and is safe for passengers. People are scared of the unknown.

David Selby is the managing director of Travelyields Consulting CRUISE-ADVISER.COM

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How To Sell

Research Go through all of the cruise lines in the area you wish to specialise and make sure you know them inside out. Take the training platforms and speak to the sales managers. Ideally get on board too. 54

Data Take a look at a typical cruiser and go deep into your own datalists. Remember that there is a cruise for everyone. If you need to, call your customers and get to know them better. Many will have considered a cruise but CRUISE-ADVISER.COM never booked.

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Pitch Once you have identified a cruise that is perfect for someone, it’s time to sell it. Spell out the benefits and never sell on price. Remember that cruise’s retention rates are among the highest in the industry! CRUISE-ADVISER.COM

Deal Now for the good bit – close the sale! Remember that once the deal is done the work is not over. Once your client is back from holiday always follow up and get their feedback. Maybe even send a little something their way as a thank you.

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Up to seven days Eight days or more

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FAMILY

sk most people what their overriding memory is of childhood and, chances are, a family holiday will feature in there somewhere. However, times have moved on from a rainy bank holiday in Bognor Regis — now the world is your oyster. We have selected these three cruises as familyfriendly options that all come in at a week or under, for the family who wants the best possible holiday, but are limited by either time or budget.

Line: Carnival Cruise Lines Departure port: Miami, Florida Departure date: June 2, 2016 Destination: Caribbean Duration: Four days Ship: Carnival Sensation Price: £1,093 for a family of four

Line: Disney Cruise Lines Departure port: Bahamas Departure date: August 1, 2016 Destination: Caribbean Duration: Four nights Ship: Disney Dream Price: £3,200 for a family of four

Line: Royal Caribbean International Departure port: Venice Departure date: July 9, 2016 Destination: Mediterranean Duration: Seven days Ship: Vision of the Seas Price: £3,46 for a family of four

Top tip: Shorter family cruises are perfect for those families who want to dip their toe into a cruise without committing to a longer sailing. Port intensive itineraries are likely to sell better, too — giving customers peace of mind that they can get off the ship if they are worried they won’t like being on board

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HOW TO SELL

FAMILY

EIGHT DAYS OR MORE

e’ve all heard the old addage: those who can, cruise, haven’t we? Well, these three trips are made for those who want a longer holiday and want to spend that holiday on the water. From the beautiful blue lagoon of Venice to Barcelona’s tranquil waters. These are family ships that have everything you could conceivably need — and a whole lot more besides — on board. Take a look at our favourites and do let us know what you think.

Line: Thomson Cruises Departure port: Venice Departure date: June 5, 2016 Destination: Mediterranean Duration: 14 nights Ship: Thomson Spirit Price: £3,550

Line: Norwegian Cruise Line Departure port: Venice Departure date: July 2, 2016 Destination: Mediterranean Duration: Eight days Ship: Norwegian Jade Price: £1,101.50 per adult and £838.50 per child

Line: MSC Cruises Departure port: Barcelona Departure date: July 1, 2016 Destination: Mediterranean Duration: Eight days Ship: MSC Poesia Price: £1,796 for a family of four

Top tip: Family ships are often — although not always — based in the sunnier climates such as the Mediterranean or the Caribbean. However, that’s not to say that the UK doesn’t have its fair share of family vessels. If you are taking a longer break it may well be worth investigating an ex-UK departure. The longer you have, the more time there is to get to the sunshine!

FAMILY

EIGHT DAYS OR MORE

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HOW TO SELL

UP TO SEVEN DAYS

EX-UK

s there anything easier than a cruise from a British port? No airports, no fuss. Before you know it someone has thrust a cocktail into your hand and you’ve got your Hawaiian shirt on. Even if you are on deck looking straight at Southampton Ikea, who cares? You’re on your holiday and you deserve it. Take a look at some of our favourite ex-UK departures for 2016.

Line: P&O Cruises Departure port: Southampton Departure date: June 18, 2016 Destination: Norwegian fjords Duration: Seven nights Ship: Britannia Price: £849 per person

Line: Voyages of Discovery Departure port: Portsmouth Departure date: June 6, 2016 Destination: France and Jersey Duration: Four days Ship: Voyager Price: £359 per person

Line: Cruise & Maritime Voyages Departure port: Hull Departure date: June 16, 2016 Destination: British Isles Duration: Six days Ship: Marco Polo Price: £909 per person

Top tip: Southampton is by far the most popular cruise port in the UK. However, that’s not to say that it’s the only one. Pick up your copy of cruise adviser’s Ex-UK guide next year to keep up to date with every single British regional departure.

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HOW TO SELL

EX-UK

EIGHT DAYS OR MORE

t’s pretty impressive, where you can sail to on a cruise ship. There are more destinations than ever before. Britain’s ports are a gateway to the world: from the mammoth world cruises that leave in January, to lines offering Australian voyages for those who want to create the journey made by past generations. Longer ex-UK cruises are a testament to a forgotten time, and they have an awful lot to offer.

Line: Cunard Departure port: Southampton Departure date: January 10, 2016 Destination: Transatlantic Duration: Eight days Ship: Queen Mary 2 Price: £899 per person including flights

Line: Fred Olsen Cruise Lines Departure port: Dover Departure date: March 18, 2016 Destination: Rivers of France and Spain Duration: 14 nights Ship: Braemar Price: £1,449 per person

Line: Holland America Line Departure port: Southampton Departure date: January 8, 2016 Destination: Far East Duration: 89 days Ship: Rotterdam Price: £4,398

Top tip: While the above cruises are all certified ex-UK departures, interestingly there is a whole new world of ex-UK coming online with the enhancements being made by Eurostar. Now, your clients can take an ex-UK European river cruise. Perfect for those who want to avoid airports at all costs — which is pretty much everybody.

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LUXURY

hat is more quintessentially luxurious than a high-end, ultraeverything cruise? Nothing. To be waited on hand and foot, by legions of dedicated and high-trained staff is a dream, which many only aspire to. However, that being said, a cruise is perhaps one of the easiest ways to reach holiday heaven. Take a look at our top tips to see just what we mean.

Line: Silversea Departure port: Baltra Departure date: April 2, 2016 Destination: Galapagos Duration: Seven days Ship: Silver Galapagos Price: £4,550 per person

Line: Crystal Cruises Departure port: Ancorage Departure date: July 10, 2016 Destination: Alaska Duration: Seven days Ship: Serenity Price: £2,131 per person

Line: Seabourn Departure port: Copenhagen Departure date: July 9, 2016 Destination: Baltics Duration: Seven days Ship: Seabourn Quest Price: £3,199 per person

Top tip: Make sure you know just what is included in the price. Do they all include alcohol? What about shore excursions? Know your cruise lines and make sure that you are ready, willing and able to break down a high-price point — a luxury cruise can offer surprisingly good value

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HOW TO SELL

LUXURY

EIGHT DAYS OR MORE

onger itineraries give the option to go to more places. That sounds obvious, but why take a seven day cruise if you have the time and budget to take a 14-night one? Options below include everything from European sailings right through to an extremely well-priced South American voyage. Just remember that purchasers of these high-value holidays want to talk to an expert. Get the knowledge and became the go-to agent for the well-heeled.

Line: Regent Seven Seas Cruises Departure port: Miami Departure date: December 4, 2016 Destination: Caribbean Duration: 14 nights Ship: Seven Seas Explorer Price: £5,499 per person

Line: Oceania Cruises Departure port: Lisbon Departure date: July 27, 2016 Destination: Paris Duration: 11 days Ship: Sirena Price: £2,699 per person

Line: Celebrity Cruises Departure port: Valpraiso, Chile Departure date: January 14, 2016 Destination: Argentina Duration: 14 nights Ship: Celebrity Infinity Price: £1,079 per person

Top tip: Research suggests that younger generations are more likely to use a travel agent than their parents. Now, while they might not be taking a luxury cruise just yet, why not find a way to identify these groups and guide them through their holidays? From backpacking, to family holidays and eventually on to the ultra-luxury ships

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RIVER

s there a better way to spend your time, than relaxing by the side of a river? Anyone who has taken a river cruise before will know that to sit on deck, and bask in the warmth of a waterway, with a cool beer in hand, is as close to bliss as one can get. Docking in the heart of a destination, no ports to negotiate, excursions often included and an altogether more intimate experience, all go together to explain just why this sector is booming

Line: European Waterways Departure port: Hampton Court Departure date: April 3, 2016 Destination: Henley on Thames Duration: Seven nights Ship: Magna Carta

Line: The River Cruise Line Departure port: Amsterdam Departure date: April 30, 2016 Destination: Amsterdam Duration: Four days Ship: Lady Anne Price: ÂŁ289 per person

Line: Shearings Departure port: Cologne Departure date: October 16, 2016 Destination: Frankfurt Duration: Seven days Ship: Esmeralda Price: ÂŁ959 per person

Top tip: A short river cruise is quite a difficult thing to find. However, if you know your onions then you will be able to unearth them. These three cruises were found by Ian Warren, of GoCruise, and are the perfect example of the different itineraries available

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HOW TO SELL

RIVER

EIGHT DAYS OR MORE

ruising on the river is no longer an industry purely populated by European waterways. While cruises on the continent still represent a majority of itineraries, there is more and more hardware coming online in Asia, Africa, North America and South America. These cruises are destination heavy, for passengers who want to see as much of a country’s interior as they possibly can.

Line: Emerald Waterways Departure port: Nuremberg Departure date: June 28, 2016 Destination: Moselle, Rhine and Main Duration: Eight days Price: £1,495 per person

Line: Avalon Waterways Departure port: Budapest Departure date: March 22, 2016 Destination: Rhine Duration: 15 days Ship: Luminary Price: £2,070 per person

Line: Riviera Departure port: Ho Chi Minh Destination: Baltics Duration: 15 days Ship: Mekong Prestige II Price: £2,799 per person

Top tip: A lot of river cruises can be associated with a certain theme (wine, food, history etc) and are therefore perfect to sell to groups. If you are just starting, why not pick a particular sailing and try and go out into your community and try to fill it?

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EXOTIC

n exotic cruise of seven days or fewer seems almost contradictory in terms, doesn’t it? However, they are no longer as big a commitment as they once were. Cruise lines are adjusting to passengers who can no longer afford to give up weeks on end to see a destination, and so are offering shorter itineraries to those big, bucket-list stopovers. Here are some of our favourite examples of shorter cruises which are off the beaten path

Line: Hurtigruten Departure port: Tromso Departure date: February 21, 2016 Destination: Arctic Duration: Six days Ship: Trollfjord Price: £749 per person

Line: Azamara Club Cruises Departure port: Nice Departure date: May 25, 2016 Destination: Monaco Grand Prix Duration: Five days Ship: Quest Price: £1,439 per person

Line: Fathom Departure port: Miami Departure date: from May 2016 Destination: Cuba Duration: Seven days Ship: Adonia Price: £1,184

Top tip: Cruises to the Arctic are going to be at least two days shorter than to the Antarctic, because of longer flights. So make sure you bear in mind travelling time when you get a customer who wants to go to the South Pole, but only has a few days

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EXOTIC

EIGHT DAYS OR MORE

onger exotic itineraries are the real bucket-list destinations, from the Antarctic to Japan or Africa. Do not be afraid of the high-price point of these trips: if customers want a life changing holiday then they have to be prepared for them to have a cost attached. These cruises take an awful lot of preparation and product knowledge, but the benefits are certainly worth going back to school for.

Line: Princess Cruises Departure port: Kobe, Japan Departure date: May 16, 2016 Destination: Japan Duration: Eight days Price: £1,639 per person

Line: Aurora Expeditions Departure port: Ushuaia, Argentina Departure date: March 9, 2016 Destination: Antarctic Duration: 18 days Ship: Polar Pioneer Price: £9,409 per person

Line: Ponant Departure port: Akoroa, New Zealand Destination: New Zealand and the sub-Antarctic Duration: 16 days Ship: Le Soleal Price: £4,253 per person

Top tip: Look at your datalist, read about the holidays your regular clients take. Are they becoming more adventurous? Would they like to if they knew that the option was there for them to do so? You’ll never know unless you try and offer these trips

EXOTIC

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HOW TO SELL

TRY SOMETHING NEW

ant to take a cruise that no one else has done before? Well, hardly anyone anyway. For our mystery cruise page we have picked three cruises that offer sailings on three brand new vessels. From Crystal River to Holland America’s Koningsdam and Royal Caribbean’s Ovation of the Seas. These are all game-changing vessels, each with a story to tell in their own right. Just be sure you know who wants to listen to each tale!

Line: Holland America Line Departure port: Civitavecchia, Italy Departure date: April 8, 2016 Destination: Mediterranean Duration: Seven days Ship: Koningsdam Price: £792 per person

Line: Crystal River Cruises Departure port: Vienna Departure date: July 13, 2016 Destination: Danube Duration: 10 nights Ship: Crystal Mozart Price: from £3,910 per person including flights

Line: Royal Caribbean International Departure port: Southampton Departure date: May 3, 2016 Destination: Gibraltar Duration: Seven nights Ship: Ovation of the Seas Price: £1,298

Top tip: Don’t underestimate the power of ‘new’. Clients love bragging about where they have been on holiday and the fact that none of their friends are likely to have been on these ships — within these incarnations — is a huge added bonus.

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