销售Celestyal邮轮:戈登的采访Dirker
经过Stacey Zable/
Regional Greek cruise line, Celestyal Cruises, is expanding its offerings this year and into 2020/2021 as it turns its focus on year-round departures. The once seasonal, all-inclusive operator will see its two ships sailing for a longer season on its Greek Islands itineraries plus regional Eastern Mediterranean offerings and Adriatic voyages for the first time.
beplay客服旅行市场报告与北美业务发展副总裁的戈登·德克(Gordon Dirker)一起坐下来,供塞莱斯蒂尔·克鲁斯(Celestyal Cruises)聆听有关克鲁斯线的最新动作的详细信息以及旅行顾问如何最好地出售它。
beplay客服旅行市场报告:代理商如何将Celestyal定位为航行希腊岛屿和东地中海的最佳选择?它独特的卖点是什么?
戈登·德克(Gordon Dirker):首先,Celestyal在船上和船上提供了目的地。我们有内幕连接。我们是一条希腊的巡航线,也是雅典杰出的家庭移植邮轮。我们知道文化,食物和葡萄酒以及您应该在哪里探索的地方。
第二是全包方面。我们确实是包罗万象的,从技术上讲,客户在整个巡游中根本不必触摸钱包。我们包括技巧,港口费用,两次较短的巡游和三次岸边游览,以及较长的巡游,以及载式饮料,餐点和表演。
第三,我们参观了一些友好竞争对手不去的地方。例如,米洛斯(Milos)不在大多数美国人的范围内,这确实是一个美丽而独特的希腊岛屿。
第四,我们有中型船。借助Celestyal,目的地是英雄,我们的两艘船是探索的绝妙方式。如果您带着5,000艘船去圣托里尼(Santorini)这样的地方,那就像入侵。如果您在那里有900人的船只,那就更令人愉快了。
TMR:Celestyal上的“目的地英雄”如何?
GD: We offer local immersive excursions. Our seven-night “Idyllic Aegean” itinerary features a slow pace to discover the Greek Islands, with overnights in Mykonos and Santorini. If you’re in port for longer, you have every opportunity to explore. The fast-paced 3- or 4-night “Iconic Aegean” itineraries are often booked combining multi-European destinations. If agents were to book three- and four-night trips to Greece on their own, it would take a lot of time to cut-and-paste ferry boats and hotels. We offer an off-the-shelf island-hopping program. Our new “3 Continents” voyage is a good bucket list of destinations featuring Greece, Turkey, Cyprus, Israel and Egypt.
TMR:Celestyal的车载功能可以帮助代理商结束销售?
GD: Celestyal recently invested over 6 million euros on our two ships, including refurbishment of public areas and suites. We have a Greek deli on deck where we have Greek barbecues. We weave in the destination in our entertainment, with Greek mythology and Greek dancing. We do a demonstration of a Greek wedding in a show format. It all speaks to where you are.
TMR:谁是Celestyal Cruises的合适客户?
GD: Our cruises are for travelers, people who like to travel the world. Travel agents should look in their database for who they sold a river cruise to; we are like river cruises, where you are close to the action in town, and shore excursions are often included. They should also look at tour customers; there is so much sightseeing and learning involved that our cruises are similar to what you get on an escorted tour. The heritage market is also big; those with Greek blood want to explore the country and their ancestry.
TMR: What about group business?
GD:我们做了很多宗教团体,跟随保罗的脚步,牧师与他们的团体一起来。Celestyal可以针对这两个组和个人定制设计游览。我们拥有所有当地联系人。可以使用本地设置和连接轻松进行私人游览。
TMR:Celestyal为什么决定研究全年航行?
GD: In order for us to grow as a company, we need to become year-round. Up until last year, our ships were closed for winter and it was very costly. It also allows us to retain our crew year-round. We are able to venture to new destinations, with itineraries including Venice, which as a small ship, is no problem, and sail all the way to Croatia and Greece. We are still 99% in the Eastern Med, and the majority is Greek Islands, but we are venturing into the Adriatic.
TMR:Celestyal如何与旅行社合作?
GD:我们的预订量接近80%是通过旅行社。我们于2017年开设了美国办事处,并在两年内看到了我们巡游中的美国人的比例从30%以下到45%。Celestyal在美国拥有四名业务发展经理:芝加哥/美国中部,西海岸和两个在东海岸。他们为业务服务。
我们的基础委员会的起点为12%。即使您的代理商不是首选,您也可以赚钱出售产品。Celestyal全年提供60%的旅行社FAM费率和各种有组织的FAM旅行。我们计划在未来三到六个月内启动代理培训计划。我们的代理门户允许代理商在www.celestyalcruises.com。我们在美国也有一个电话中心877-337-4665。