20 May 2008

Agents urged to avoid cruise discounting

Agents should let cruise lines lead discounting rather than indulge in price cutting themselves, UK Cruise Convention delegates were told.

The message came from Princess Cruises marketing head Pieter ven der Schee who said good agents were paying their staff more as a result of their up-selling techniques.

He claimed that 7O% of potential cruise passengers were not looking for a discount but rather wanted advice and help from their agent.

"Some may be bargain hunters later on but many will be loyal to their agent," van der Schee said.

He admitted that cruise goers like a deal but said cruise lines offering discounts at the launch of programmes were providing that option to customers.

"We are doing it for you. These discounts from the cruise lines are generating the interest, you don't have to do it any more," he said.

"A lot of successful agencies are paying their staff by rewarding them for not discounting too much."

While he conceded that discounting was a fact of life, van der Schee urged agents to create their own packages and develop personal service to create successful businesses.

by Phil Davies

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