Travel Market Report's Outlook on New to Cruise - Based on the Voice of the Travel Advisor
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Travel Market Report’s Outlook on New to Cruise Based on the Voice of the Travel Advisor
TH R E E B R AN DS .
LI M ITLE SS P OSSI B I LITI E S .
ROYAL CARIB B E AN ®
ODYSSE Y OF THE SE AS S M
It’s time to see just how far adventure can take your clients.
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or soak up the sun at a newly designed resort-style pool deck
that brings island vibes poolside. Take play time to the next level
at SeaPlex®. Or kick back and watch all the action from above at
PlaymakersSM Sports Bar & Arcade. This is bolder shore exploring
to every corner of the eastern, western and southern Caribbean —
arriving November 2021 in Fort Lauderdale.
CE LE B RIT Y CRUISES
CELEBRIT Y APEX
With an innovative outward-facing design and visionary spaces
that stand apart from anything else at sea, the new Celebrity
ApexSM will revolutionize the way your clients experience the world.
They can discover the unparalleled luxury of The Retreat®.
Unwind in transformational accommodations that blur the
boundaries between indoor and outdoor living. Soar above the
sea on the Magic Carpet®. Surrender to the carefree pleasures of
the Rooftop Garden. And embark on a culinary journey through an
unrivaled collection of restaurants, bars, and lounges.
SILVE RSE A
SILVER MOON
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all-inclusive and intimate design that makes your clients feel like
the ship is their very own. Your guests will be pampered by our
signature butler service in the spacious all-suite accommodation.
They will also enjoy a wealth of venues, including the all-new
S.A.L.T. (Sea and Land Taste), where guests have the opportunity
to experience gourmet cuisine and delicious cocktails that will
change with every place visited, as well as other culinary activities.
Every day brings a discovery, on Silver Moon.
Images and messaging for Odyssey of the Seas reflect current design concepts and may include artistic renderings and/or images of other Quantum Class ships. All ship features, experiences and itineraries are subject to
change without notice. ©2021 Celebrity Cruises Inc. Ships’ registry: Malta and Ecuador. ©2021 Silversea Cruises. Ships' registry: Bahamas. ©2021 Royal Caribbean Cruises Ltd. Ships’ registry: The Bahamas. 21075746 • 3/25/2021
LETTER FROM THE PUBLISHER
Dear Travel Advisor,
Successful advisors are increasingly trying to both expand their client base and sell
different types of vacations to their most loyal customers. One of those types of
vacations, which has traditionally been the most difficult to market to clients who
haven’t experienced it yet, is the cruise vacation.
And while COVID-19 has, perhaps, made that sell that much more difficult, the team
at Travel Market Report wanted to do what we could to help answer the questions
of what is the best strategy for advisors to use in order to successfully convert land
vacationers into cruise clients. To do so, we queried over 800 advisors on what they
found was their best strategy, including what destinations proved most attractive and
what the best sales strategies were. The result was this Outlook on New Cruisers.
The survey, which we sent out to our readers before COVID-19 really started to
impact the industry, should provide the insight and the knowledge necessary for
advisors to succeed with those clients who haven’t been brought into the cruise
market just yet. While COVID-19 has certainly changed the landscape, we believe
that advisors can still learn from what their colleagues have said about how they’ve
successfully converted land vacationers into ocean goers. New methods will be
born out of the next few months, but as the demand for cruising roars back post-
pandemic, it’s imperative that advisors have their sales processes down, and know
how to target that first-time cruiser.
The bottom line is that, though the conversions could prove more difficult than ever,
once advisors are able to make the initial sales, they’ll gain loyal repeat customers
and will be able to introduce them to a growing world of cruise offerings. As always,
we want to thank those who took the time to complete our survey, as well as our
sponsor, Royal Caribbean Group. We truly hope that this will help advisors gain
knowledge and a bedrock of skills that can benefit them now, as the industry readies
itself for the post-COVID demand, and in the future.
Sincerely,
Anne Marie Moebes
Publisher
3
2020
IGHT-HUNDRED AND FOURTEEN (814)
E
TRAVEL ADVISORS LOCATED IN NORTH
AMERICA RESPONDED TO THIS SURVEY.
KEY
FINDINGS
The majority were advisors (65%) – including
independent contractors and employees –
while about one out of three (36%) were
agency owners.
he foundation of strength in new to cruise
T
sales is experience – 59% HAD MORE THAN REFERRALS (86%). SOCIAL MEDIA ALSO plays
11 YEARS OF EXPERIENCE, WHILE 40% OF a huge role in discovery, with 68% attesting to it
THOSE HAVE BEEN SELLING TRAVEL FOR as the source of new business.
MORE THAN 20 YEARS.
IXTY-NINE PERCENT (69%) OF ADVISORS
S
The Caribbean was decidedly the most sold ACTIVELY RECOMMENDED CRUISES TO
destination to first-time cruisers – 90% OF HISTORICAL LAND TRAVELERS WHILE CLOSE
RESPONDENTS SAID SO, FOLLOWED BY TO 40% OF ADVISORS proactively reach out to
ALASKA AT 52% OF RESPONDENTS. either existing or potential clients for cruises.
INETY-FOUR PERCENT (94%) OF ADVISORS
N SIXTY-NINE PERCENT (69%) OF ADVISORS
TICKED OCEAN CRUISES AS THE MOST WHO ACTIVELY PROMOTED CRUISING
POPULAR CRUISE FOR FIRST-TIMERS. As TO FIRST-TIMERS DID SO BY SHARING
expected, the most widely cited second choice THEIR PERSONAL CRUISING EXPERIENCES.
was RIVER CRUISES (83%). EXPEDITION Therefore, it was no surprise that almost an
CRUISES was selected as the third-most equal share of 70% of the advisors prefer
popular first-time cruise product by 87% of the familiarization trips as part of their cruise
respondents. training.
espite the rise of digital marketing with actual
D
ship videos, THESE WERE RANKED SECOND
BY 59% OF ADVISORS.
mong 59% of the advisors, the most prominent
A
age range for first-time cruisers was 35-54
YEARS. ALSO BRIMMING WITH POTENTIAL
WAS THE 18-34 AGE BRACKET, WHICH WAS
THE PROMINENT AGE GROUP FOR 22% OF
THE ADVISORS.
THE MAJORITY OF FIRST-TIMERS
DISCOVERED THEIR ADVISORS THROUGH
4
TABLE OF CONTENTS
Letter from the Publisher . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Key Findings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Advisor Demographics
Chart 1: Advisors By Type . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Chart 2: Years Of Travel Sales Experience . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
Chart 3: 2019 Gross Sales Volume . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
The First Taste Of Cruising . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chart 4: Top Destinations For First-Time Cruisers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Selling First Time Cruisers By Segment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chart 5: Selling By Cruise Segment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
Cruise Preferences And The Growing Interest In River Cruising . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chart 6: Cruise Preferences Among First-Time Cruisers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
The Life Stage Of New Cruisers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chart 7: Description Of New Cruisers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Who Are These First-Time Cruisers? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chart 8: The Target Age Range . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
The Lure Of Cruising . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chart 9: New Cruisers Join In . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Features That Factor In For New Cruisers
Chart 10: The Appeal Of The Cruising Phenomenon . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20
Advisors Weigh In On Influences
Chart 11: Top Influencers For Recommending Cruise . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
Fielding Questions: The Responsibility Of Developing A New Segment
Chart 12: They Come With Questions! . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
Chart 13: This Must Be Included, Right? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28
First-Timers Heed The Recommendations Of People They Trust
Chart 14: Influential Marketing Tools In Selling Cruise . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
Chart 15: Advisor Influence In Selling First-Time Cruisers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31
Getting Ready For The First-Timers
Chart 16: Tools To Assist In The Sales Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Chart 17: Key Qualifying Questions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
All Arrows In The Quiver
Chart 18: Sharpening The Saw . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34
Chart 19: Preferred Cruise Training Programs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
Conclusion
5
INTRODUCTION
Each year, an estimated 6% of North Americans make the transition from being exclusively land travelers to
cruising for the first time. While this represents a huge influx of first-time cruisers, creating a universal profile to
identify them can be a challenge. A new cruiser can belong to any age bracket, can choose any cruise segment,
and can select any cabin type. They could also have a diverse range of previous travel experiences. Therein lies
both the novelty and the challenge of this segment. As one advisor aptly sums it up, “I sent a first-time cruiser
on a 21-day Antarctica trip. You never know!”
However, despite the wide spectrum of new cruiser profiles throughout Travel Market Report’s Outlook on New
Cruisers, we will reveal how to narrow your focus, identify the most likely “new to cruise” prospects, ask a
finite list of qualifying questions, and engage in the best sales strategies, to increase your likelihood of success.
Our findings indicate that the sky’s the limit on converting land travelers to cruisers – whether it is to ocean,
river, or even expedition sailings. Interest in cruising is high from both existing clients and from new prospects
who seek to find a qualified travel advisor. While there is no cookie-cutter strategy to target first timers, the
importance of referrals is revealed to be one of the universal truths among advisors.
A huge differential in working with new cruisers is experience. Clients, particularly first-times, look for assurance
from a trusted travel advisor. And, while this survey was taken pre-COVID, that’s a sentiment that has also been
boosted by the advent of the pandemic as consumers seek more answers and more expertise before making
their vacation decisions. Consumers, now more than ever, depend on the advisor to navigate the complexities
of pricing and promotions, as well as to understand how things like COVID could impact their plans.
Advisors need to up their game to prepare in responding to an indefinite number of questions.
What often begins as a self-guided online search by the traveler, ends in immense personal attention and
handholding throughout the customer journey by the cruise specialist. Advisors are able to clearly demonstrate
their worth, resulting in loyal repeat customers for themselves and for the cruise industry. First-time cruisers
are looking to get a taste of the cruising world and it is the advisor’s responsibility to make a perfect match.
While respondents took this survey before the emergence of COVID-19 and its massive impact, not only on the
cruise industry but on the larger travel industry and the world, we still believe the insights into the thinking of
consumers and the success of advisors in the space provide an excellent resource for travel advisors. However,
because it is difficult to predict how the industry will look once COVID-19 has passed, we have decided to
eliminate the prognosis section, retaining only the more ‘experiential’ elements of our advisor respondents.
6
ADVISOR DEMOGRAPHICS
Travel Market Report surveyed 814 travel advisors who had varying degrees of experiences and belonged to
diverse set-ups. Sixty-five (65%) of them were front line travel advisors (see Chart 1).
ADVISORS BY TYPE
Travel Agency Owner/
Manager
Travel Advisor –
Independent Contractor
36%
45%
20% Travel Advisor –
Employee
Data rounded up and may not total up to 100%
CHART 1 | 7
ADVISOR DEMOGRAPHICS
YEARS OF TRAVEL SALES EXPERIENCE
Less than 2 years
12%
22%
3-5 years
14%
6-10 years
11-15 years
18% 16-20 years
14%
20-30 years
8% 11% 30+ years
Data rounded up and may not total up to 100%
The respondents represented a good mix of experience – from less than 2 years to more than 30 years. This brings
out a variety of advisor perceptions about the first-time cruiser. An impressive 60% of advisors had more than
a decade of experience (see Chart 2). This is a true testament to their knowledge and ability to provide feedback
on servicing first-time cruisers.
8 | CHART 2
ADVISOR DEMOGRAPHICS
Looking back at total 2019 sales, 59% of respondents had over $500,000 in sales with one-third selling more than
$1 million (see Chart 3).
2019 GROSS SALES VOLUME
Do Not Want to Discuss
Not Sure/Do Not Know
12%
$4 Million + 4%
3%
$2.1 Million-$4 Million 3%
41%
$1.5 Million-$2 Million 6%
10%
$1 Million-$1.5 Million
22%
$500,000-$999,999
Up to $499,999
Data rounded up and may not total up to 100%
CHART 3 | 9
THE FIRST TASTE OF CRUISING
The ‘first cruise’ destination plays an important role for
both the advisor as well as the client. It offers cruise lines
a chance to make the ultimate first impression that will
convert a first-time cruiser into a lifetime cruiser.
Among the advisors surveyed, more say their first-time
cruisers take a cruise to the Caribbean rather than to
any other destination at a whopping 90% (see Chart 4).
Alaska (52%) and Europe (31%) followed at a fairly distant
second and third choice, respectively, for top destinations
requested by first timers.
TOP DESTINATIONS FOR FIRST-TIME CRUISERS
Carribean 90%
Alaska 52%
Europe 31%
Mexico 29%
Hawaii 12%
South America 5%
South Pacific 5%
Asia 3%
10 | CHART 4It’s time to see just how far adventure can take your clients. Introducing the newest Royal Caribbean ®
gamechanger, Odyssey of the Seas SM. They can spring into action on the Sky Pad ®, or soak up the sun
at a newly designed resort-style pool deck that brings island vibes poolside. Take play time to the next
level at SeaPlex ®, with bumper cars, glow-in-the-dark laser tag, and VR games. Or kick back and watch
all the action from above at Playmakers SM Sports Bar & Arcade. This is bolder shore exploring from Aruba
to Curaçao to Cozumel — and even our private destination, Perfect Day at CocoCay — sailing the best of
the Eastern, Western and Southern Caribbean. And it all begins November 2021 from Fort Lauderdale.
L e a r n M o re a t C r ui s i n g power.co m/L oya l ToYo uAl wa ys
Images and messaging for Odyssey of the Seas reflect current design concepts and may include artistic renderings and/or images of other Quantum Class ships. All ship features, experiences and itineraries are subject to change without notice.
©2021 Royal Caribbean Cruises Ltd. Ships’ registry: The Bahamas. 21075659 • 03/17/2021SELLING FIRST-TIME CRUISERS BY SEGMENT
New to cruise sales have seen a progressive upswing over the past decade as upscale cruise lines dedicate their
marketing efforts towards converting more land travelers. While 54% of first timers buy a contemporary product,
46% purchase a cruise ranging from Premium to Ultra-Luxury (see Chart 5).
CRUISE SEGMENTS SOLD TO FIRST-TIME CRUISERS
1%
4%
Contemporary
11%
Premium
Deluxe or Upper Premium
54%
31%
Luxury
Ultra-Luxury
Data rounded up and may not total up to 100%
12 | CHART 5CRUISE PREFERENCES AND THE GROWING
INTEREST IN RIVER CRUISING
Not surprisingly, a majority of advisors (94%) sold ocean
cruises to first-timers, followed by river cruises at 83%,
and expedition at 87% (see Chart 6). Despite being second,
river cruises have all the makings of becoming the premier
choice even for the neophyte--the demand is there and
it is really a matter of raising awareness about cruising
as an option, whenever it exists. Most travelers simply
aren’t aware yet that cruising is indeed a vacation option.
Another reason that river cruising has so much poten-
tial for attracting first time cruisers is they are very land
focused, highlighting the geography, culture and history
of a region. As one river cruise company declares, “ocean
cruising takes you to countries, river cruising takes you
through countries.”
One final point on selling river and even expedition cruis-
ing to first timers, is the all-inclusive pricing. Smart agents
will point out the all-inclusiveness when selling luxury lines
to first timers as most river and expedition cruises tend
to include excursions, drinks, and low or reduced airfare.
Cruise Preferences Among First-Time Cruisers
TOP SELLER SECOND CHOICE THIRD CHOICE
1% 2%
5% 12% 5% 11%
94% 83% 87%
Ocean River Expedition
CHART 6 | 13THE LIFE STAGE OF NEW CRUISERS
So, who are these first-timers? Fifty-five percent (55%) of advisors converted couples into first-time cruisers,
followed by friends and family at 46% (see Chart 7). For an industry that was built on retirees, seniors now lag
behind and represent just 32% of all new cruisers, according to respondents.
Description of New Cruisers
PROMINENT GROUP TYPES
Couples 55%
Friends and family 46%
Multi-generational famiy 41%
Seniors 32%
Young professional 31%
Empty nesters 30%
Groups 23%
Millennials 22%
Nuclear families 12%
Solo travelers 9%
Students 2%
Corporate clients 2%
Incentive/ conference groups 2%
Other 1%
14 | CHART 7WHO ARE THESE FIRST-TIME CRUISERS?
Nearly 60% of first-time cruisers fall between 35 and 54
years of age, whereas almost a fifth of the advisors report
that millennials are their first-time cruiser target (see
Chart 8). That shows that the first-time target audience
has shifted from seniors to millennials and pre-empty
nesters. Only 21% are 55-plus, which is rather surpris-
ing to an industry that has made its name sailings baby
boomers for almost three decades.
And it’s going even younger! As per CLIA, Generation-Z
is set to become the largest consumer generation by the
year 2020 — outpacing even the millennials. Families
(46%) and multi-generational groups (41%) crack the door
of opportunity wide open when selling to first timers.
Overall, the trend in new cruisers is going to younger and
more active clients who value experiences over things.
The Target Age Range
AVERAGE CLIENT AGE
1%
4% 18-24 years
21%
16%
25-34 years
35-44 years
45-54 years
25%
55-64 years
34%
65+ years
Data rounded up and may not total up to 100%
CHART 8 | 15ADVISOR QUOTES
AND ‘BEST PRACTICES’
SELLING NEW TO
CRUISE
First time cruisers expect the same
Many first timers want the shorter as an all-inclusive. That is where the
cruises, preferably river cruises or biggest market changeover is.
something where they are not out in
the middle of the ocean. A precious part of selling a cruise is
to bring upfront the benefits that the
Our first-time cruisers are looking customer may have never thought
for something exceptionally niche; about is complimentary on a ship.
such as river cruises and expeditions When do the “good times” happen
(Galapagos, Asia and Antarctica) and where? It is all over the ship and it
is complementary.
Each and every person has dreams.
I make them a reality and come I am honest and do not over-
equipped with facts and prices that are exaggerate. I show photos and videos
hard to find elsewhere. In other words, for first-time cruisers to understand
I put in the time to know the client. the concept of cruising. I usually
place my clients mid-ship and not
If you can find out what makes a higher than 5-6th on ship for first time
family/person happy then it is easy to cruisers.
sell the ship company that is a twin to
his desires. My approach depends on the
customer’s level of travel experience.
Most 1st timers have zero clue about
what is included or not. It is a very I have made visual aids for my cruise
different experience and takes at least rookies. They like to be informed so
an hour to explain. I walk them through a typical cruise
journey so they will know what to
Some do think alcohol is included, but expect. I am there for them during the
I clarify that early in the sales process. entire booking process to answer their
questions and handle any add-ons, sell
Most people are looking for more of a ups, excursion questions, etc.
true ‘all inclusive’ experience, so they
can do something different other than I am prepared to spend as much time
a land vacation at a real all-inclusive as required with first time cruisers. I
property. They want a vacation from take them by the hand and lead them
thinking about their spending and through the cruise process.
worrying about costs, etc. They want
it taken care of ahead of time. Cruises It all depends on the client. Each
would be even more popular if they approach is personalized. There is no
truly were all-inclusive like that of their cookie cutter sales strategy that will
competing resort suppliers. work when selling clients a cruise.Qualify, ask questions about what they
liked or didn’t from previous vacations.
Personal approach - get them to trust I ease up with hitting a first-time
me. I am interested in finding the best cruiser with flat in the face with
fit for their travel style. ‘everything’ that is great about a
cruise. A good slow approach works
I let them lead the conversation. I like for me giving them enough information
to listen to them and offer answers in to ask other questions. I try to answer
a non-sales way. I don’t want to force the questions they ask and pour on
anyone into something they don’t some information they did not know to
want. ask about. Nice surprises sell.
I explain how they can visit so many I try to take the confusion away by
destinations in one week. I also work explaining everything and if there are
on upselling them – for $X (a price) beverage packages included, I send
you can be in a balcony and it will them links to what is included in the
spoil you. I go into how much fun the beverage package they have.
entertainment is and how the staff
is just incredible. I paint a picture for As most of my first-time cruisers
them. are referrals through joining a group,
I share information catered to their
I walk them through the cruise from questions and concerns. They already
home, day-by-day on the cruise and want to go but fear of the unknown
back home. Education is key! may be gripping them. Asking and
answering questions along sharing
A lot of handholding. But I do take other experiences helps to calm this
extra time with them, to make them fear.
feel comfortable and I do provide
them with solutions to any issues they Find out what their perfect trip would
think they may have on a cruise. By be and where, and always ask their
addressing them and being upfront budget.
with them, they begin to feel more
comfortable, and appreciate my I like to listen to what they are
honesty and openness about all things wondering about first, or what they are
cruise related. I do not “sugar-coat” hoping for on the trip.
the realities of a cruise. Honesty is
certainly the best policy, I believe. Unless a client insists on a particular
They go forth being “more educated cruise line or voyage, I always want
cruise passengers”. to learn more about the stories
they want to tell when they return.
I tell them they only have to unpack Then use my advisor skills to make
once and can use the ship as their recommendations. There is no one
hotel for the whole week or more size fits all.
if they are traveling to multiple
destinations.THE LURE OF CRUISING
Friends and family recommendations play a
key role in motivating a first-timer, which in
turn underlines the ‘word-of-mouth’ strategy
that continues to be the backbone of gener-
ating new cruise sales. Advisor recommen-
dations came in at number four with 39%
respondents checking the option (see Chart
9). The second-highest rank source for new
cruisers is self-motivation (57%). Whether
they got the idea from a friend, colleague, or
another advisor, online search plays a key
role in influencing and piquing a new cruis-
er’s interest.
This serves as a reminder to always ask
every land-based client as they may have
been considering cruising for some time. It’s
worth mentioning that nearly 40% of clients
are motivated by their travel advisor. Advi-
sors clearly play a strong role in bringing new
entrants into the category.
New Cruisers Join In
MOTIVATIONS TO TAKE A FIRST-TIME CRUISE VACATION
Friends and family recommendations 60%
Motivated to try a first cruise 57%
Personal/special occasion 48%
Advisor recommendations 39%
I need a vacation (stress, need to get away) 37%
It suits my family needs 22%
Close to home vacation for drive market 21%
It will make my spouse happy 11%
I need to use my vacation time 7%
Weddings 4%
Other 1%
18 | CHART 9INTRODUCING OUR NEWEST
CARIBBEAN AND EUROPE SAILINGS.
We’re excited to announce that two of our revolutionary ships,
Celebrity Edge ® and Celebrity Apex®, will be island-hopping
in the Caribbean and cruising through the islets of the
Mediterranean as soon as this summer.
Your clients can now choose from a variety of 7-night to
12-night sailings in some of the most stunning destinations in
the world. They can explore pristine beaches and ancient
architecture, swim or snorkel in the clear turquoise water, and
it enjoy it all at their own pace.
On board the award-winning Celebrity Edge and Celebrity
Apex, they’ll have extraordinary experiences at sea, including
beautifully designed spaces, luxurious accommodations,
globally-inspired menus, and exceptional service.
NOTICE: Prior to booking, please consult all applicable U.S. Centers for Disease Control travel advisories, warnings, or recommendations relating to cruise travel, at cdc.gov/travel/
notices. If a certain threshold level of COVID-19 is detected onboard the ship during your voyage, the voyage will end immediately, the ship will return to the port of embarkation,
and your subsequent travel, including your return home, may be restricted or delayed. Health and safety protocols, guest conduct rules, and regional travel restrictions vary by
ship and destination, and are subject to change without notice. Due to evolving health protocols, imagery and messaging may not accurately reflect onboard and destination
experiences, offerings, features, or itineraries. These may not be available during your voyage, may vary by ship and destination, and may be subject to change without notice.
©2021 Celebrity Cruises Inc. Ships’ registry: Malta and Ecuador.FEATURES THAT FACTOR IN FOR NEW CRUISERS
Once a client is motivated to consider cruising, our research
reveals some interesting facts about what features most
interest them. It may surprise you to know that 78% of
respondents were most interested in pricing, promotions,
and deals (see Chart 10).
However, when you consider that most start their research
online, those self-motivated clients who have a genuine
curiosity about cruising are led to pricing and promotions
by the cruise lines themselves.
Ports of call and itinerary tie price as a top motivator for
newbies. Land travelers who are not yet familiar with
life onboard are highly influenced by the destinations a
ship sails to.
Ease and convenience appeal to 58% and is worth mention-
ing in a sales process, especially when compared to a
land vacation.
Shipboard amenities play a role more than half the time
and can be leveraged to appease the wide range of needs
within the large family market.
The Appeal of the Cruising Phenomenon
TOP FEATURES FOR FIRST-TIME CRUISERS
Price, promotions or deals 78%
Ports of call visited as part of the cruise itinerary 78%
Ease and convenience 58%
Shipboard amenities 54%
Interesting shore excursions 44%
A variety of dining options 42%
Entertainment options 40%
Scenic views 24%
Looking for an adventure 24%
Other 1%
20 | CHART 10ADVISORS WEIGH IN ON INFLUENCES
Shifting to the advisors’ perspective, they view
the same features as important in the buying
decision. Promotions and price, ports, and
itinerary all factor in at over 69% of the time.
However, the most important factor that influ-
ences their recommendation is the experience
and reputation of the cruise line. Seventy-five
percent (75%) of advisors who responded
stated that this was critical to what influenced
their buying decision (see Chart 11).
TOP INFLUENCERS FOR RECOMMENDING CRUISE
Experience and reputation of the cruise line 75%
Promotions/price 69%
Ports visited/itinerary 69%
Shipboard amenities 59%
Size of ship 55%
Duration of the cruise 50%
Customer service 45%
Onboard entertainment 40%
Age of ship 39%
Local BDM/ Sales Support 32%
Cruise ship reviews 31%
Onboard dining options 30%
Onboard guest services 26%
Higher commissions 20%
Variety of shore excursions 20%
Shore excursions 18%
CHART 11 | 21NEW
ITINERARIES
2022/2023
Now,
more all-inclusive than ever.
Welcome to an exceptional season of luxury sailing featuring our new collection of 2022/2023 itineraries. Our largest ever, your clients are able to choose
from over 300 breathtaking journeys across all seven continents, with 660 destinations in 114 countries and over 60 new ports of call. The numbers are only
half the story, however, as this rich collection features enhanced classic itineraries and magical overnights in iconic destinations. With five unprecedented
Grand Voyages and stunning new expeditions across the Indian Ocean and on the Amazon River, your clients will find a new favorite corner of the world with
us. And - for the first time ever - they’ll enjoy shore excursions available to them in every port of call, now included with every voyage.
FOR MORE INFORMATION, PLEASE CONTACT YOUR SILVERSEA AREA SALES DIRECTOR OR OUR SALES SUPPORT TEAM AT 1.800.722.9955FIELDING QUESTIONS: THE RESPONSIBILITY OF
DEVELOPING A NEW SEGMENT
Naturally, first-time cruisers will
have many questions. According
to the survey, the biggest concern
for them was the kind of inclusions
they would get (86%). For 70% of
the advisors, their clients were curi-
ous about additional charges (see
Chart 12). Close to 60% had ques-
tions about the inclusion of alcohol.
They Come with Questions!
FREQUENTLY ASKED QUESTIONS BY FIRST TIME CRUISERS
What is included in the total price 86%
Are there any additional charges 70%
What is the cost of alcohol 59%
Do they need a passport 58%
Is there a charge for internet/ WiFi 54%
What are the available dining options 31%
Is there a charge for food 31%
Will the dietary concerns, preferences be catered to 19%
How can they celebrate a special occasion 18%
How to use currency onboard and in ports 16%
Other 1%
CHART 12 | 23A DV ENT URE T HE
WO R L D OVER WITH
ROYA L CA RIB B EAN
Calendars all across the country are waiting to
have vacation dates filled in. And with newly
released Royal Caribbean global adventures for
2022 and 2023, your clients can gear up for their
most exciting vacay yet.
The new Odyssey of the Seas
Sailing from Fort Lauderdale, November 2021
Bermuda, Canada, New England, Eastern and
Southern Caribbean, plus Perfect Day at CocoCay.
Baltimore and Boston also get in on the action in 2022,
serving as home ports for Enchantment of the Seas
and Voyager of the Seas, respectively.
Confucius Shrine —Nagasaki, Japan Sk y Pad ®
A N AWES O ME WAY TO SE E ASI A ADVENTU RES THAT G O ALL OU T
Just a few years ago, Spectrum of the Seas made For your clients who want to cash in a few
headlines as the first Royal Caribbean Quantum more vacation days, the 2022-2023 season is
Ultra Class ship. And in 2022, your clients can Per fect Day at CocoCay, Bahamas packed with adventures that go full-throttle. The
experience Spectrum out of Beijing for the first new Odyssey of the Seas and four
time ever, on 4 to 7-night itineraries to iconic SPE CTACU LAR SHORTS Oasis Class ships — Oasis, Allure, Harmony
Japanese ports like Nagasaki and Sasebo. They and Symphony of the Seas — plus other Royal
When it comes to short getaways, Royal Caribbean
also have the option to set sail from exciting Caribbean classics are set for 7 to 11-night sun-
delivers escapes that certainly go the distance
Shanghai. soaked getaways from four Florida ports as well
in travel memories. The 2022-2023 collection
as fun-filled Galveston and vibrant San Juan. Your
includes eight ships sailing 3 to 4-night cruises
NEW A DVENTURES FROM clients can visit top-rated destinations like St.
to the Caribbean’s most popular destinations,
T H E NORTHEAST including Grand Bahama Island, Cozumel, Perfect
Thomas, Aruba, the Dominican Republic and
beyond, plus more stops at private destination
Speaking of east, look to the northeastern U.S. Day at CocoCay and beyond. Your clients can
Perfect Day at CocoCay. The choices are many,
where there’s no shortage of Royal Caribbean also gear up for four and 5-night cruises across
but each offers a trip of a lifetime.
vacations to quench your clients’ thirst for the Western Caribbean and Mexico. And with
discovery. From Cape Liberty, longtime family home port options that include Miami, Orlando,
favorite Adventure of the Seas returns along
Learn more and download
Fort Lauderdale, Tampa and Galveston, your
with Quantum Class stunner, Anthem of the clients have never had more adventures at their your marketing assets at
Seas, for a range of 4 to 11-night sailings visiting fingertips. LoyalToYouAlways.com/deployment/
*All features are subject to change without notice. Images and messaging for Odyssey of the Seas reflect current design concepts and may include artistic renderings and/or images of other Quantum Class ships. All ship features, experiences and itineraries are subject to change without notice.
Images and messaging for Perfect Day at CocoCay may include artistic renderings. Perfect Day and CocoCay are registered trademarks of Royal Caribbean. ©2021 Royal Caribbean Cruises Ltd. Ships’ registry: The Bahamas. 21075658 • 03/17/2021Wonder RETURNS
A NEW WORLD IS WAITING
The newest in our award-winning Edge® Series, Celebrity ApexSM
spends its inaugural summer sailing through the Mediterranean.
There’s no better time than right to book your client’s fantastic
summer vacation with family and friends. Especially because
when they book any stateroom on a Mediterranean sailing,
drinks, Wi-Fi and tips are Always IncludedSM.
EXPLORE THE GREEK ISLANDS
With gorgeous sun-drenched beaches, awe-inspiring
natureal landscapes, exceptional cuisine, and fascinating
mythology, the Greek Islands have captivated travelers
for centuries. Discover the rich colture and history that
TREAT YOUR FAMILY
awaits on a remarkable journey.
Step aboard and experience the unparalleled
luxury of The Retreat®, complete with stunning suites,
a private restaurant, and an exclusive sundeck and
lounge where the whole family can unwind. There’s
no better way to make new memories in the Old World.
Plus, book The Retreat and enjoy a shore excursion
credit, premium drinks, streaming Wi-Fi, tips, and an
onboard credit to use however you choose.
NOTICE: Prior to booking, please consult all applicable U.S. Centers for Disease Control travel advisories, warnings, or recommendations relating to cruise travel, at cdc.gov/travel/notices.
If a certain threshold level of COVID-19 is detected onboard the ship during your voyage, the voyage will end immediately, the ship will return to the port of embarkation, and your subse-
quent travel, including your return home, may be restricted or delayed. Health and safety protocols, guest conduct rules, and regional travel restrictions vary by ship and destination, and are
subject to change without notice. Due to evolving health protocols, imagery and messaging may not accurately reflect onboard and destination experiences, offerings, features, or itineraries.
These may not be available during your voyage, may vary by ship and destination, and may be subject to change without notice.
©2021 Celebrity Cruises Inc. Ships’ registry: Malta and Ecuador.NOW, MORE ALL-INCLUSIVE THAN EVER
Embrace the brilliant thrill of an all-inclusive cruise
ENJOY THE BEAUTY OF HAVING IT ALL
It’s all included with Silversea. Yes, that’s right. Everything. From shore INCLUDED SHORE EXCURSIONS
experiences to 24-hour gourmet dining, butler service to award-winning
entertainment, first-class wines to premium spirits, it’s all in there. Shore excursions are currently included on all
Whether your clients want to enjoy the in-depth discovery of a destination Expedition voyages and, beginning on June 2022,
or simply be pampered by their butler, they can relax in the knowledge one excursion per port, per day will be included on
that there will be no extra price tag at the end of their cruise. It simply Classic voyages.
doesn’t get any better than this.
INCLUDED AIR
Roundtrip air is now always included in the cruise
fare. Business upgrades are also available in select
destinations.**
Savour our chefs’ culinary creativity ** Air Credit available for clients that do not wish to purchase air through Silversea.
FOR MORE INFORMATION, PLEASE CONTACT YOUR SILVERSEA AREA
SALES DIRECTOR OR OUR SALES SUPPORT TEAM AT 1.800.722.9955CAPTIVAT E YO U R C LI E N TS W I T H
A New Way To Cruise
Santorini, Greece
Athens, Greece
Immersive Travel Redefined letting your clients unpack just once and
sending them to a balanced mix of marquee
With Azamara®. and hidden gem ports in one single country.
Invite them to open a treasure chest of
When it comes to luxury clients who are new
authentic moments on our 10-night Greece
to Azamara, we know they crave authentic,
Intensive Voyage and explore new cultures
local experiences that allow for deeper
Ionian Islands, Greece
from their boutique hotel at sea. Our three
immersion. That’s why each one of our
Azamara voyages is infused with the promise of sister ships are perfectly sized to cross oceans
Destination Immersion® — in-depth travel and sail through intimate rivers, visiting smaller
experiences that connect people with the ports that larger ships can’t reach, such as the
heart of local culture. With our carefully tiny island of Patmos or the medieval village of
crafted itineraries featuring unique port visits, Monemvasia.
longer stays, and more overnights than any
other cruise line, your clients will have more time
to absorb the history, arts, cuisine, and customs In-depth travel It's more than a cruise, it's a specialized travel
experience that reveals both the hidden gems and
experiences that
that make each place so special.
iconic landmarks of a destination — all while
being led by local experts. Invite them to uncover
connect people
Adding a layer of storytelling will definitely
Athen’s mythological wonders before traveling
inspire your clients to embark on new
through Northern Greece — the home of
experiences that only Azamara voyages can
with the heart of
Meteora’s ageless monasteries and generations-
offer, such as those found in our all our
old vineyards.
Mediterranean voyages. Inspire them to unravel
authentic moments every day in a new
destination and see a city’s true colors come to local culture. Whether your clients are new to cruising or
are seasoned luxury travelers, Azamara brings
life. We take this one step further with our
them closer to meaningful travel experiences
bespoke cultural evenings that bring
Our global guests come to us for the Destination that will leave them with a fresh perspective.
entertainment and artistic encounters alive, giving
your clients a glimpse of the sights, sounds and Immersion® experiences and the way we bring
moves of the destinations without leaving the ship. each port to life, but they return to Azamara for
the unforgettable hospitality on board. From
We also know that sometimes visiting a few the international crew members who smile To learn more, call 877.222.2526
ports within a destination is not always enough, with genuine warmth, to the host of inclusive or visit Azamara.com
especially for those who crave the road less amenities, such as beverages, gratuities
traveled. That is why we pioneered the concierge services, self-service laundry, and
concept of Country-IntensiveSM Voyages— more.FIELDING QUESTIONS: THE RESPONSIBILITY OF
DEVELOPING A NEW SEGMENT
Shedding further light on the complexities of cruis-
ing, are the new cruisers’ perception of inclusions.
Among 72% of the advisors, their clients incor-
rectly believe that soft drinks are included in the
pricing, while 44% perceive the same for alcohol
(see Chart 13).
“Most first-timers have zero clue about what is
included or not. It is a very different experience
and takes at least an hour to explain,” an advisor
added as a side note.
On the other hand, the experienced advisor knows
the advantage of being able to explain the many
benefits of the shipboard experience. For example,
while 87% expect that food is included, a skilled
advisor will draw out the quality and variety of the
dining options.
This Must Be Included, Right?
ITEMS FIRST-TIME CRUISERS EXPECT INCLUDED IN PRICE
Food 87%
Entertainment 77%
Coffee & tea 72%
Soft drinks 72%
Room service 58%
Alcohol 44%
Transfers to and from the airport 36%
Cabin steward or butler 32%
Specialty restaurants 26%
Shore excursions 17%
Trips ashore 15%
Airfare 12%
Wine tasting 6%
Pre- or post-night hotel 5%
Other 2%
28 | CHART 13Awaken Inspiration
By Land Sea
Meteora, Greece
TRANSFORMATIONAL PATHS
OF DISCOVERY AWAIT.
At Azamara® we connect adventurous spirits with people and cultures in the world’s most remote
corners through immersive itineraries, longer stays, and more overnights in harder-to-reach ports.
Sometimes, visiting a few ports within a country is not enough. That’s why we have pioneered the
concept of Country-IntensiveSM Voyages— itineraries that include the most iconic destinations as
well as hidden gems, all within a single country. Our signature Destination Immersion® experiences
go beyond the realm of cruising in ways that transform even the most seasoned travelers.
Explore Further SM
INCLUSIVE AMENITIES
To learn more, call 877.222.2526 or visit Azamara.com
©2021 Azamara. Ships Registered in Malta.FIRST-TIMERS HEED THE RECOMMENDATIONS
OF PEOPLE THEY TRUST
Eighty-six percent (86%) of advisors said their first-time cruise clients found them through word-of-mouth. This was
followed by social media at 68% (see Chart 14). These two influences are built on the same principle, that consum-
ers are more likely to engage with someone they know, like, and trust – especially now with so many unanswered
public health questions and concerns around COVID-19. In the new COVID-19 world, health and safety is likely to
become the overriding concern for most consumers and advisors will need to weave commentary regarding new
protocols and cruise line practices into their sales process. Advisors can create raving fans based on high quality
of service they are able to offer, and you can share client stories on your social media channels.
INFLUENTIAL MARKETING TOOLS IN SELLING CRUISE
Word of mouth, referral 86%
Social media 68%
Cruise event 57%
Advertising 52%
Digital marketing 52%
Networking 37%
Other 24%
30 | CHART 14FIRST-TIMERS HEED THE RECOMMENDATIONS
OF PEOPLE THEY TRUST
Advisors play a very proactive role in selling cruises. Sixty-nine percent (69%) suggest cruise to clients looking
for new travel ideas, 38% reach out to existing clients, and another 35% reach out to new clients, all in an effort
to suggest a cruise vacation (see Chart 15). Forty-one percent (41%) of advisors state that new cruisers find them.
This is a testament to both the advisors’ experience and to the fact that new cruisers are looking to book through
a trusted travel advisor.
ADVISOR INFLUENCE IN SELLING FIRST TIME CRUISERS
Clients come to me seeking new travel
69%
ideas, and I propose a first cruise vacation
New to cruise clients find me 41%
I actively reach out to existing clients who
have never taken a cruise vacation 38%
I actively reach out to new potential clients
for a cruise vacation 35%
I do not actively promote first time cruises,
but offer it if my clients ask for it 25%
I do not sell cruises 1%
CHART 15 | 31GETTING READY FOR THE FIRST-TIMERS
As much as things change, some things stand
the test of time. Deck plans have always been
a staple in helping customers make their final
cruise decision (see Chart 16). Three in four
(75%) advisors state that they are still one of
the most important resources when selling
to a first timer.
This is because factors such as cabin location
and ship layout help new cruisers visualize
their experience and make a well-informed
decision before putting their money down.
Other useful sales tools include ship videos
(59%) and sharing first-time cruiser specific
FAQ tools (58%).
Tools to Assist in the Sale Process
PROMINENT SALES RESOURCES
Deck plans 75%
Ship videos 59%
First-time cruiser FAQ tools 58%
Maps 32%
Content and shared stories 30%
Testimonials 28%
Brand videos 27%
Packing tips 21%
Group guides 7%
Other 5%
32 | CHART 16GETTING READY FOR THE FIRST-TIMERS
Despite adventure and experience being on top
of the clients’ minds, advisors need to strike
a balance between their clients’ wish list and
their budget. According to our survey, 80% of
advisors asked their clients about their budget
before recommending the best cruise option
(see Chart 17). A similar share of advisors also
probed the travelers’ past vacations. This is
a successful strategy as it allows agents to
create context when explaining the value of
a cruise vacation.
A very close third strategy for ensuring that the
client gets the right cruise package is asking
the main reason for taking the trip (76%). This
allows advisors to weave in special occasions,
along with a host of benefits that address their
vacation ‘why.’ Sixty-eight percent (68%) of
advisors ask clients why they chose a specific
cruise line. This can be extremely helpful in
gauging whether it would be a perfect match
or a complete mismatch.
Key Qualifying Questions
WAYS TO RECOMMEND CRUISE FOR FIRST-TIME CRUISERS
Ask budget 80%
Ask for past vacation experience 79%
Ask what is most important for their
vacation and ensure the line can deliver 76%
Ask why they chose this line 68%
Ask lifestyle questions such as where they live, dine,
entertainment choices, etc best option for them 68%
Ask who referred them to this line 43%
Other 4%
CHART 17 | 33ALL ARROWS IN THE QUIVER
Sixty-nine percent (69%) of advisors first
turned to sharing their own personal cruise
experience with their clients to convince them
to cruise (see Chart 18). You can see from
the research that cruise advocates are both
passionate and proactive about building up
their cruise business. Forty-seven percent
(47%) have taken specific training and ask for
referrals. A significant number of our experi-
enced advisors participate in industry trade
events for new ships, send newsletters to
clients, network in their community, and share
content and stories, to name a few.
Sharpening the Saw
PROMOTION TO FIRST-TIME CRUISERS
Share my personal cruise experience 69%
Undertaken training to be aware of new cruise
products 47%
Ask my clients for referrals 47%
Participate in trade events to learn about new
cruise products 45%
Send newsletters/e-mails to my clients who
have not taken a cruise vacation 41%
Network in my community 37%
Share content and stories 31%
Advertise 26%
Participate in local fairs, malls, markets to
attract new clients 22%
Host groups and invite clients to join them 21%
Call my clients who have not taken a cruise vacation 16%
Organize meet-and-greet events with potential
new clients 14%
Host group departures 13%
None of the above 5%
Cross market with other retailers 4%
Other 1%
34 | CHART 18ALL ARROWS IN THE QUIVER
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.
PREFERRED CRUISE TRAINING PROGRAMS
Familiarization trips 70%
Online training 60%
Webinars 58%
Office training by BDM 28%
Live seminars 24%
Printed materials 23%
Hq training 4%
None of the above 1%
Other 3%
CHART 19 | 35CONCLUSION 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 cruiser, the entire cruise product needs to be addressed in more creative ways to convert non-cruisers away 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.
TH R E E B R AN DS .
LI M ITLE SS P OSSI B I LITI E S .
ROYAL CARIB B E AN ®
ODYSSE Y OF THE SE AS S M
It’s time to see just how far adventure can take your clients.
Introducing the newest Royal Caribbean® gamechanger,
Odyssey of the SeasSM. They can spring into action on the Sky Pad®,
or soak up the sun at a newly designed resort-style pool deck
that brings island vibes poolside. Take play time to the next level
at SeaPlex®. Or kick back and watch all the action from above at
PlaymakersSM Sports Bar & Arcade. This is bolder shore exploring
to every corner of the eastern, western and southern Caribbean —
arriving November 2021 in Fort Lauderdale.
CE LE B RIT Y CRUISES
CELEBRIT Y APEX
With an innovative outward-facing design and visionary spaces
that stand apart from anything else at sea, the new Celebrity
ApexSM will revolutionize the way your clients experience the world.
They can discover the unparalleled luxury of The Retreat®.
Unwind in transformational accommodations that blur the
boundaries between indoor and outdoor living. Soar above the
sea on the Magic Carpet®. Surrender to the carefree pleasures of
the Rooftop Garden. And embark on a culinary journey through an
unrivaled collection of restaurants, bars, and lounges.
SILVE RSE A
SILVER MOON
Silver Moon pushes the limits of what’s possible in luxury, with an
all-inclusive and intimate design that makes your clients feel like
the ship is their very own. Your guests will be pampered by our
signature butler service in the spacious all-suite accommodation.
They will also enjoy a wealth of venues, including the all-new
S.A.L.T. (Sea and Land Taste), where guests have the opportunity
to experience gourmet cuisine and delicious cocktails that will
change with every place visited, as well as other culinary activities.
Every day brings a discovery, on Silver Moon.
Images and messaging for Odyssey of the Seas reflect current design concepts and may include artistic renderings and/or images of other Quantum Class ships. All ship features, experiences and itineraries are subject to
change without notice. ©2021 Celebrity Cruises Inc. Ships’ registry: Malta and Ecuador. ©2021 Silversea Cruises. Ships' registry: Bahamas. ©2021 Royal Caribbean Cruises Ltd. Ships’ registry: The Bahamas. 21075746 • 3/25/2021Please go to the following link to view the downloadable pdf version of this outlook:
https://www.travelmarketreport.com/library/tmr/newtocruise_outlook.pdf
Travel Market Report is a leader in the North American travel agency community with over 100 years of experience. Our award
winning editorial team leverages scientific data to uncover compelling insights and an “Outlook” on the future for travel advisors.
Travel Market Reports’ highly engaged audience is ideal for customized research on your behalf.
RESEARCH AUTHORS:
VIDEC Dan McCarthy, Editor
Anne Marie Moebes, Publisher
FOR MORE INFORMATION ON OUTLOOK RESEARCH PLEASE CONTACT SALES:
Brian Israel, Associate Publisher, bisrael@travelmarketreport.com or
Jennifer Arango, Regional Director of Sales, jarango@travelmarketreport.com
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