Not surprisingly, a majority of advisors (94%) sold ocean
cruises to first-timers, followed by river cruises at 83%,
and expedition at 87% (see Chart 6). Despite being second,
river cruises have all the makings of becoming the premier
choice even for the neophyte--the demand is there and
it is really a matter of raising awareness about cruising
as an option, whenever it exists. Most travelers simply
aren’t aware yet that cruising is indeed a vacation option.
Another reason that river cruising has so much poten
-
tial for attracting first time cruisers is they are very land
focused, highlighting the geography, culture and history
of a region. As one river cruise company declares, “ocean
cruising takes you to countries, river cruising takes you
through countries.”
One final point on selling river and even expedition cruis-
ing to first timers, is the all-inclusive pricing. Smart agents
will point out the all-inclusiveness when selling luxury lines
to first timers as most river and expedition cruises tend
to include excursions, drinks, and low or reduced airfare.
CHART 6
|
13
Cruise Preferences Among First-Time Cruisers
CRUISE PREFERENCES AND THE GROWING
INTEREST IN RIVER CRUISING
94%
83%
12%
5%
11%
87%
5%
1%
2%
Ocean
River
Expedition
TOP SELLER
SECOND CHOICE
THIRD CHOICE