Speaking onboard Celebrity Beyond on Sunday (24 April) during a two-night trade preview, chief executive and president Lisa Lutoff-Perlo said she believed the line’s commercial strategy and Always Included pricing proposition was “unbelievably advantageous” to trade partners.
Responding to a question from an agent as to whether Celebrity could reduce trade commission levels in future, Lutoff-Perlo questioned why agents weren’t currently taking advantage of its earning benefits.
“I sit and scratch my head and think ‘why the hell aren’t we getting way more business?’ I think you [agents] need to ask yourselves the question – where can you make the most money?
“We all need to make more money coming out of the pandemic and we’re all trying to get back, as it’s taken us a lot longer than any of us would’ve liked.”
Lutoff-Perlo recalled her first job in the travel industry working as an agent and the difficulties faced when choosing which suppliers to work with.
“I know how hard it is and I know there are a lot of choices out there. I have a good perspective, and your jobs are tremendously challenging, but if we think about where we are and what we should be focusing on, we’re always thinking as a team about how we can better support our partners – that’s why we do the things the way we do, that’s why we’re priced the way we are.
“The sales you’re commissioned on [Always Included] is a nice fare because there are so many inclusions. We’re such a good-value proposition for both consumers and the trade.”
Lutoff-Perlo also voiced her frustrations that Beyond was not sold out during its summer season in the Mediterranean.
“I’m like, why? This ship is spectacular. What guests get with our inclusions is unparalleled in our sector of the market. The way you earn more money is to support the brands whose price level is respectable and you can earn a good living out of it,” she urged agents. “Sell where you make the most and all will be good.”
Speaking alongside Lutoff-Perlo, Celebrity’s vice-president and managing director EMEA Jo Rzymowska insisted “the trade is at our core as a business and will always will be”.
She later told TTG the line has received strong feedback from agents during the pandemic for its conduct and support of agents.
“We didn’t disappear, we kept communicating with the trade and have seen a lot of positive feedback and we hope that continues. It is a two-way thing, and we’re very committed to that partnership.”
Assessing why Beyond had not currently sold out its maiden Med season, Rzymowska attributed the shortfall to consumer confidence issues impacting the wider travel market.
“I think it’s linked to what’s going on in the world at the moment from a consumer confidence point of view – but we feel confident of that changing now we’ve had the ability to showcase Beyond.”
She anticipated a rise in guest levels as the summer season progressed, due to customers choosing to book “much later” than in previous years.
