In my July column, I shared how Asia will see a broader variety of cruise products this year. What it means for travel agents is the need to be more versatile in selling various types of cruises to maximise your sales profits.
With the plethora of products available, it is no wonder that travel agents and consumers alike might not know where to start. How do you differentiate one cruise brand from another?
An easy solution for travel agents would be to focus on the Unique Selling Points (USP) of each cruise brand. What should you focus on?
For each cruise brand, some of the areas you should concentrate on are:
- Their main USP
- What audience their USP generally attracts?
- What experiences do these USP’s generate for your clients?
- What excites their customers about their USP?
- How does their main USP align with other offerings or experiences that the brand offers?
Once you equip yourself with this knowledge, you will find it much easier to matchmake the right products to your customers.
If you want to find out more, join CLIA and cruise brands* at the upcoming cruise conference during ITB Asia on 19th October (Friday) 2018, 1130am-130pm at Marina Bay Sands, Singapore (Presentation Hub). Visit https://cliaasia.org/events/ for more information.
10 selected travel agents will receive a complimentary 1-day ITB Asia trade pass valued at USD65 on 19th October to attend the cruise session. Email your name, designation and company name with the email subject title: ASEAN Cruise News to firstname.lastname@example.org by 26th September 2018.
*Participating cruise brands – Costa Cruises, Dream Cruises, Norwegian Cruise Line, Oceania Cruises, Princess Cruises, Regent Seven Seas Cruises, Royal Caribbean International and Uniworld Boutique River Cruises.
Cruise Lines International Association (CLIA)’s membership offers a globally recognised online training and accreditation programme – specially designed for travel agents – with modules dedicated to cruising related topics, river cruising and key destinations. Visit www.cliaasia.org to join.
Jiali Wong is the Regional Manager for Asia, Cruise Lines International Association (CLIA)