Fam trips took the top spot at 70% followed by online training at 60% (see Chart 19). Similarly, up to 60% of the

respondents undertook some type of training in selling cruises in the last 12 months.

CHART 19

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35

ALL ARROWS IN THE QUIVER

PREFERRED CRUISE TRAINING PROGRAMS

70%

60%

58%

28%

24%

23%

4%

1%

3%

Familiarization trips

Online training

Webinars

Office training by BDM

Live seminars

Printed materials

Hq training

None of the above

Other

For many travel consultants, selling a cruise to a first-timer can be challenging, and rightfully so. It is a

complicated booking with many itineraries and cruise lines to consider before they can match to the client.

They also have to field a lot of questions. But advisors must take heart; it’s not as difficult especially since

cruising has become as accessible today as any land-based vacation package.

COVID-19’s impact on the industry has certainly changed things in the short-term and possibly the long-

term, and while it may make the task even more difficult for travel advisors, we can still expect to see the

number of first-time cruisers increase over the coming years, as more and more people realize the benefits

and value a cruise holiday offers. This is largely due to the brilliant work travel advisors and cruise compa

-

nies put in to encourage more travelers to choose cruise – often for the first time. To attract the first-time

from independent travel. Cruising is still a Baby Boomer industry in North America but advisors need to

seriously look at younger travelers as a growing part of the consumer mix.

Reflecting this evolution, cruise lines are looking to modernize their offerings by providing more variety

in dining and entertainment, more onboard activities and shore excursions that involves the local culture.

They’re also investing in technology with apps that appeal to the tech-savvy consumer and improve the

passenger experience. Even the décor on ships is evolving to make it more ‘Instagram-able’. The onus of

educating the first time cruiser, therefore, lies on the advisor and they must fall back on their experience

and ingenuity to spot a prospective cruiser.

CONCLUSION