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TMR OUTLOOK ON RIVER CRUISE
“Too Expensive” was the top obstacle — 55% of agents
said they have clients who are deterred by price. It was
mentioned by 71% of Canadian advisors, a statistically
significant difference for the overall sample.
“While the river cruise industry has definitely grown since
I have been selling river cruises over the past six years, it’s
becoming harder as more people are being attracted but
they are mostly not good prospects because of income
level,” said one respondent.
Other agents said price objections have more to do
with showing value to a prospect. They would like more
support from lines in explaining the value of River Cruises
to clients (See Section 14: Support Most Needed).
Beyond that, all respondents said re-routings and
disruptions due to low water (53%) are a barrier,
followed by lack of interested clientele (24%), not
enough personal experience to sell with confidence
(23%), and lack of inventory for the times and places
my clients want to go (23%).
Nearly a quarter of advisors (24%) said they have no
obstacles to increasing sales of river cruises, while
only 11% said they had seen a decline in customer
interest, and only 2% said quality of current river
cruise ships is lacking.
Agents also commented on other roadblocks mentioned
by clients including “boring” evening entertainment, small
cabins, not enough larger suites, lack of solo cabins, access
challenges for travelers with disabilities, side-by-side
docking, and extended advance payment requirements.
Obstacles to Selling More River Cruises
What are the biggest obstacles to selling more River Cruises?
(check all that apply)
0%
10%
20%
30%
40%
50%
60%
70%
10%
24%
14%
2%
23%
11%
55%
10%
53%
23%
Too expensive
Concerns about re-routings and
disruptions due to low water
None, I have lots of clients who are interested
Not enough personal experience
to sell with confidence
Lack of inventory for the times and
places my clients want to go
A lot of my clients have previously taken River
Cruises and want to do something else
Customer interest in River Cruises isn’t as
strong as it was a couple years ago
Not enough sales and marketing
support from River Cruise lines
I don’t have many clients who are
interested in River Cruises
Quality of current River Cruise ships is lacking
CHART 9
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