Travel agents limit their ability to sell luxury travel by underestimating the potential of their clientele, according to the boss of Seabourn.
Rick Meadows, president of Carnival’s highest-end brand, said agents can tend to overlook clients on their database who would be right for a luxury cruise line such as Seabourn.
“There is an initial hurdle that some agents have to get over,” he suggested. “Some agents tend not to identify that they have luxury travellers in their existing set of business.”
But he bemoaned the relative lack of penetration of cruise within the luxury travel sector.
“Cruise itself is still woefully under-represented,” he insisted. “And if you look at the proliferation of high-end hotels and premium cabins on aircraft, cruise still clearly has much room for growth at the luxury end of the market.”
Demonstrating the value of an ultra-luxury cruise is key to agents selling a product like Seabourn to first-timers, he continued.
“Consumers know what they pay for the holiday, but they don’t know what they pay when they check out. If you compare Seabourn - where there is no tipping onboard and all the bars are included – to a land-based resort, we are great value.
“And agents are missing out on a lucrative opportunity to up-sell if they aren’t selling luxury cruise.”
However much potential Meadows might see in the luxury cruise market, he is currently in the comfortable – if rather frustrating – position of having more demand than he has supply.
With the line’s older three ships, Pride, Spirit and Legend, all sold last year, capacity in 2016 is limited to its three Odyssey-class ships, Odyssey, Sojourn and Quest.
That changes next January, when Seabourn Encore, the first of a new 600-capacity class vessel, sails its inaugural itineraries, with a second, Seabourn Ovation, due in Spring 2017.
With a design by Adam Tihany, renowned for his work with chefs such as Heston Blumenthal, and hotels including Mandarin Oriental Las Vegas, the new class ships have one deck more than Odyssey-class, with a “yacht-like feel”.
