Travel Agents Share Their World Cruise Expertise
Sponsored by Silversea Cruises
by
Kerry Tice
World cruises are no doubt high-touch transactions but they are not to be confused with time-intensive sales, say cruise industry experts. While attention to detail is required once a sale is closed, the initial qualifying process for a world cruise is equal in nature to the time it takes to book any cruise.
This is one of several myths that keep some travel agents at bay, while others reap the financial rewards of closing world cruising sales. Travel agents who excel in this area, and spoke to Travel Market Report this week, had plenty to share about this lucrative market, including one key piece of advice: Make sure you know as much or more about the sailing than your client does.
Considering selling a world cruise? Here’s the lowdown on what you need to know:
What can I earn?
Commissions for a world cruise can range anywhere from $3,000 for an entry level sailing on a premier cruise line to over $30,000 for a luxury cruise line experience. Obviously those numbers can rise considerably if you are handling groups.
Commissions for a world cruise can range anywhere from $3,000 for an entry level sailing on a premier cruise line to over $30,000 for a luxury cruise line experience. Obviously those numbers can rise considerably if you are handling groups.
Who takes a world cruise?
Typical world cruise clients include retired executives and former business owners – those with a high net worth. Another market is those seeking a celebratory trip, such as couples marking anniversaries or any major life event. “It’s important to get to know your clients and ask them what milestones they may have coming up,” said Beth Jenkins, senior travel advisor with McCabe World Travel in McLean, Virginia.
Keep in mind that some first-time world cruisers are first-time cruisers altogether. Don’t count anyone out. For the most part, world cruisers tend to be well-educated and curious. That also means world cruisers do their homework, so make sure you know more about their sailing than they do, which includes placing them with the right product.
Where should I look for world cruisers?
The best place to start is at high-end country club events and with donors at museum and art gallery exhibitions. Also zone in on special interest groups, savvy travelers and newly retired professionals. If they inquire with you first, take it seriously, qualify them, and make sure you’re giving the guest what they need. These purchases are not about price, they are about experience. One cruise industry expert added his thoughts on this: “Although many world cruisers cannot justify the rates on a luxury option, many others have high expectations of a world cruise that only a luxury line can provide.”
The best place to start is at high-end country club events and with donors at museum and art gallery exhibitions. Also zone in on special interest groups, savvy travelers and newly retired professionals. If they inquire with you first, take it seriously, qualify them, and make sure you’re giving the guest what they need. These purchases are not about price, they are about experience. One cruise industry expert added his thoughts on this: “Although many world cruisers cannot justify the rates on a luxury option, many others have high expectations of a world cruise that only a luxury line can provide.”
Also, be sure to plant the seeds early, as most world cruises are booked several years in advance. And you might want to discuss a gradual movement towards a world cruise by testing the waters with segments of a world cruise first. World cruises can range in length from 80 to 150 days.
Is it difficult to sell a world cruise?
“Once you have a qualified candidate, selling a world cruise is no different than usual,” said Julio Soto of AAA Travel. That being said, taking care of the details after the sale does require organization skills. Attention to detail can make all the difference, as there are more components to selling a world cruise, such as destination information, dining requests, luggage handling, visa requirements and shore excursion guidance (although some luxury lines handle many of these items). Do expect to answer the many questions your clients may have. Also, remind them about pet and home care while they’re away, as well as getting advance prescriptions from their doctors.
“Once you have a qualified candidate, selling a world cruise is no different than usual,” said Julio Soto of AAA Travel. That being said, taking care of the details after the sale does require organization skills. Attention to detail can make all the difference, as there are more components to selling a world cruise, such as destination information, dining requests, luggage handling, visa requirements and shore excursion guidance (although some luxury lines handle many of these items). Do expect to answer the many questions your clients may have. Also, remind them about pet and home care while they’re away, as well as getting advance prescriptions from their doctors.
Why are world cruises appealing?
“A world cruise offers a great value of time and money compared to visiting so many destinations by air and land in one or more trips,” said Jenkins. Considered the ultimate travel experience, world cruises allow you to encircle the globe and experience a vast number of cultures with few, if any, international flights in the mix, while forming lifelong friendships along the way.
“A world cruise offers a great value of time and money compared to visiting so many destinations by air and land in one or more trips,” said Jenkins. Considered the ultimate travel experience, world cruises allow you to encircle the globe and experience a vast number of cultures with few, if any, international flights in the mix, while forming lifelong friendships along the way.
Why is it important to work with cruise lines with low NCFs?
The luxury world cruise is typically an all-inclusive experience, which means much higher commissionable fares. Simply put, high NCFs can cost you hundreds of dollars in commissions.
The luxury world cruise is typically an all-inclusive experience, which means much higher commissionable fares. Simply put, high NCFs can cost you hundreds of dollars in commissions.
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