Advisor Speak

Tips on Selling Celebrity Cruises and Explora Journeys as Sales Rev UpBy Lydia GregoryWith $18 billion in global revenue for 2022 and an expected $25 billion by the end of this year, the cruise industry has given every indication that the “full recovery” predicted by Cruise Lines International Association (CLIA) has come to pass. Cruising has been shown to be a popular vacation choice for any age, and the cruise lines are vying for potential passengers’ attention in myriad ways (see the Cruising Adventure feature on page 18 for a look at some great ideas for your clients). Considering how selling cruises can positively affect your bottom line, we caught up with executives from two of the industry’s top names and asked them for some tips on selling their product. Recommend Standard Image TemplateCelebrity CruisesCelebrity Cruises recently celebrated the successful launch of Celebrity Beyond, the third in its Edge series, and they’re already preparing to break out the bubbly once more. Celebrity Ascent, the fourth in the series and sister to Celebrity Beyond, finally touched the water in France and work on the interior is already underway. The new ship will debut in December 2023 with a 7-night Caribbean itinerary as its maiden voyage, departing from Ft. Lauderdale. Selling Celebrity, says Katina Athanasiou, v.p., sales, the Americas, is “all about connecting [your clients] to the right product, and Celebrity ships are the perfect offering for guests looking for a relaxed luxury resort at sea. Celebrity also offers unmatched value for the money, when compared to land vacations, with more space, more luxury and more happening on board. Our all-included offering is especially attractive, with accommodations, meals, beverages, WiFi and so much more included in the price. Foodies, cultural enthusiasts and indulgence seekers should look no further.” As an important side-note, she adds that travel advisors can earn more than ever before selling Celebrity Cruises. “Both the All Included and The Retreat options are rolled into the commissionable cruise fare; and our trade partner loyalty program, Celebrity Rewards, offers the ability to earn more money per booking based on the stateroom categories booked. We’ve also added new automated tools and more marketing materials and support than ever before.”Recommend Standard Image Template-1677587434Explora JourneysThis is indeed a banner year for Explora Journeys, the new ultra-luxury brand from MSC Cruises, with Explora I, the first of four luxury best-in-class ships, preparing to take its first foray this summer from Southampton in the UK. The brand’s debut itinerary—A Maiden Journey into Epic Fjords and the Arctic Circle—will be a 15-night jaunt through Northern Europe with calls to 12 ports in four countries. Not only that, but by 2024, Explora Journeys will debut a second ship, Explora II, with the remaining ships expected to be ready to set sail between 2026 and 2028. Explora Journeys is aiming to separate itself from the “luxury cruise” category and move into an entirely new realm, the “ocean journey,” which means you might want to look at selling a little differently, too. “[Advisors will want to] leverage the deep immersive storytelling we have available using the Story Collection,” says Chris Austin, chief sales officer, “and share with clients that our brand has been designed with guest centricity, designed with space, choice, design and privacy and offer transformative ocean experiences allowing our guests to discover their ocean state of mind and destinations on a slower more immersive pace.” Austin also recommends travel advisors register on the Explora Travel Advisor Center to take advantage of the tools and resources there to market your clients. “Share our unique points of difference, our vocabulary, i.e., ‘hosts’ not ‘crew,’ ‘terraces’ not ‘balconies,’ etc.,” he adds. “Connect with our world-class commercial team and ask for a training or how they can support your marketing needs,” and, finally, “take a tour of the ship using our VR EXP360 technology, and arrange for our teams to host a TEAMS or in-person consumer event.” Of note: Explora Journeys also touts an “industry-first” commission program that pays on all funds received, plus bonus commissions are paid on add-ons and there are no NCFs. Contact InformationCelebrity Cruises: cruisingpower.comExplora Journeys: explorajourneys.com/int/en/travel-advisors/login

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