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If you’re new to group business, selling group cruises offers a fantastic opportunity to boost your income while making the most of your passion for travel.
Not only do group bookings bring more fun into the process by organizing exciting shared experiences, but they also help you earn more than by booking individual travel. In fact, group cruises offer more profitability, ease of selling, and the chance to create long-term success by attracting repeat clients.
“You’re doing what you do every day, only when you put a group together, you make it more profitable for yourself.”
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Outline for Group Cruises Guide
- Overview of why group cruising is more profitable than individual bookings.
- The opportunity to leverage groups for higher commissions and long-term success.
- Higher Profits: Group bookings provide more revenue than individual travel (FIT).
- Ease of Selling: Once a group is established, it's easier to fill spaces without constant back-and-forth.
- Lower Competition: Group cruises face less direct competition from other agents, leading to higher profitability.
- Repeat Business: Group cruisers often become repeat clients.
- First-Time Cruisers: Groups attract first-time cruisers who may not travel alone but will with a group.
- Diversification: Allows you to tap into various markets like affinity groups, family reunions, corporate events, etc.
- Affinity Groups: Clubs, organizations, or people with a common interest (e.g., Shriners, Elks, church groups).
- Special Interest Groups: Music lovers, book clubs, health-conscious travelers, and hobby enthusiasts.
- Family and Friends: Multi-generational trips, family reunions, etc.
- Corporate Incentives: Reward programs or corporate retreats (though currently slower to recover post-COVID).
- Fundraising Groups: Charity organizations looking to raise money through group cruises.
- Identify Decision Makers: The most influential person in the group may not always be the official leader.
- Community Involvement: Start within your community to build relationships and identify potential group leaders.
- Branding Yourself: Position yourself as a group cruise specialist in your community and network.
- Develop an Elevator Pitch: Be ready to explain why cruising, why your agency, and why now.
- Patience and Persistence: Be prepared for a longer sales cycle; groups require ongoing communication.
- Qualify the Group: Identify common interests, communication vehicles, and group leader expectations.
- Hot Buttons: Learn the specific needs, wants, and motivations of the decision-maker to tailor your proposal.
- Blocking Cabins: Anticipate different room types and overestimate the initial number of cabins to ensure availability.
- Negotiating Amenities: Secure perks like onboard credits, cabin upgrades, or group leader benefits.
- Handling Deposits and Payments: Understand the group's timeline for deposits and final payments. Pay attention to cruise line recall dates.
- Cruise Line Partnerships: Leverage the benefits of working with major cruise lines that cater to groups (e.g., Norwegian, Royal Caribbean, Celebrity).
- Group Management Tools: Use systems that simplify group booking management, such as CRM systems or group accounting software.
- Team Leader Assistance: Utilize the experience of team leaders for complex group bookings or large groups.
- Escorted Cruises: Promote cruises where you or a group leader will be present to provide personal attention.
- Tailored Experiences: Create themed group cruises (music, wellness, educational) to attract niche markets.
- Long-Term Strategy: Focus on building long-term relationships with group leaders for repeat bookings.
- Managing Expectations: Ensure that group leaders have realistic expectations regarding pricing and benefits.
- Complicated Groups: Recognize when to involve higher-level support for complex groups (e.g., large corporate events).
- Dealing with Rejection: Be resilient, and move to the next opportunity if a group doesn’t pan out.
- Provide a few examples of different types of group cruises and their success (e.g., music cruises, fundraising cruises, family reunions).
- Recap of the key points: higher profit, ease of selling, and diversification.
- Call to action: Start branding yourself as a group specialist and seek out group opportunities in your community.
Introduction to Group Cruising: Having More Fun, Making More Money!
If you’re new to group business, selling group cruises offers a fantastic opportunity to boost your income while making the most of your passion for travel. Not only do group bookings bring more fun into the process by organizing exciting shared experiences, but they also help you earn more than by booking individual travel. In fact, group cruises offer more profitability, ease of selling, and the chance to create long-term success by attracting repeat clients.
“You’re doing what you do every day, only when you put a group together, you make it more profitable for yourself.”
Why Group Cruising is More Profitable than Individual Bookings
One of the biggest advantages of group cruises over individual bookings is the profitability. Here are some key reasons why:
- Higher Commissions: When you book a group, you’re handling multiple cabins at once, which often comes with commission bonuses or extra amenities that increase your revenue.
- Less Competition: Selling group cruises means you’re not constantly competing with other agents. Once a group is established, it's exclusive to you, and clients tend to book within that framework.
- Group Pricing Benefits: Cruise lines often offer reduced rates or additional perks for group bookings, such as onboard credits, complimentary cabins for group leaders, or upgrades. This makes the overall package more attractive without cutting into your earnings.
“It’s more profitable. Your opportunity is there in a controlled environment not to have to compete with other travel agents and give your valuable commission away”.
Leveraging Group Cruises for Higher Commissions and Long-Term Success
Group cruises offer a tremendous opportunity to build long-term success. Once you’ve booked a successful group cruise, it becomes easier to sell future ones. Group bookings can lead to repeat business, as satisfied travelers return for more.
Here are several ways to leverage group cruises:
- First-Time Cruisers: Many people who haven’t cruised before will join a group because they feel more comfortable traveling with friends or organizations. Group dynamics encourage first-timers to book.
- Crowd Dynamics: When people see that a group they’re familiar with is traveling, they often jump on board. “It attracts first timers... now they’re pulled in by this crowd dynamic, by this group dynamic”.
- Repeat Business: After a great experience, group travelers often book their next vacation with the same agent, generating repeat business and boosting your client base.
To sum it up, the group cruise market is an untapped goldmine for new travel agents. With proper planning, patience, and a commitment to building relationships, group sales can quickly become a major revenue stream for your travel business.
1. Why Sell Group Cruises?
Group cruises offer a wide range of advantages for travel agents, especially those new to the business. By focusing on group bookings, you not only increase your earnings but also simplify the sales process and create opportunities for long-term success. Here’s why selling group cruises is a game-changer:
Higher Profits
Group bookings allow you to generate more revenue compared to individual travel bookings, often referred to as FIT (Free Independent Travel). When you sell a group, you're handling multiple cabins at once, and cruise lines typically offer incentives such as commission bonuses or complimentary cabins for group leaders. This significantly increases your potential earnings without the need to sacrifice part of your commission.
"You're doing what you do every day, only when you put a group together, you make it more profitable for yourself."
Ease of Selling
Once a group is established, selling becomes easier. Rather than dealing with individual preferences and itineraries, the group dynamic simplifies the process. Group members generally stick to the same destination, itinerary, and cabin type, reducing the back-and-forth negotiations that can occur with individual bookings.
"When you get a group in place... the process becomes easy." "All you need to ask is, 'What category would you like, and how would you like to deposit?'".
Lower Competition
Group cruises tend to face less direct competition from other travel agents. Once you establish a group, you’re the primary contact for that booking, making it less likely that clients will price-shop with competitors. This controlled environment allows you to offer a unique package tailored to the group’s needs, which sets you apart from other agents.
“Your opportunity is there in a controlled environment not to have to compete with other travel agents and give your valuable commission away”.
Repeat Business
One of the great benefits of group cruising is that it often leads to repeat business. People who cruise with a group for the first time tend to enjoy the experience and book again, either with the same group or for a future individual trip. This creates a steady stream of returning clients, which is essential for long-term success as a travel agent.
First-Time Cruisers
Groups are particularly effective at attracting first-time cruisers. Many people may hesitate to cruise alone but will happily join a group because it provides a sense of community and security. This crowd dynamic can help you reach new clients who may have otherwise never considered a cruise.
“It attracts first-timers... they want to be with the Shriners, they want to be with the Elks, they want to be with the Red Hatters on their social events. They may not have cruised before, but now they’re pulled in by this crowd dynamic”.
Diversification of Markets
Group cruises allow you to diversify your client base. You can cater to a variety of markets, including affinity groups, family reunions, corporate retreats, and even special interest groups like health and wellness or music fans. By diversifying, you create multiple revenue streams and reduce your dependence on a single type of client.
There’s no shortage of opportunities, from senior organizations to fraternal groups. “The opportunities are endless. You just need to get out there, just walk around, talk to people and keep your nose to the ground”.
By selling group cruises, you not only increase your profitability but also position yourself to grow a sustainable, diverse business with repeat clients. It’s a powerful strategy for travel agents looking to make a significant impact in the cruise industry.
2. Identifying Potential Group Cruise Markets
One of the most exciting aspects of selling group cruises is the diversity of markets you can tap into. From social clubs and hobby enthusiasts to family reunions and corporate events, group cruising appeals to a wide range of clients. By identifying and targeting these markets, you can build a successful and diverse travel business. Below are some of the most lucrative group cruise markets to consider:
Affinity Groups
Affinity groups are made up of people who share a common interest, activity, or organization. These groups can range from social clubs to professional organizations, religious groups, and more. Popular examples include the Shriners, Elks, and church congregations. These groups often cruise together for social bonding, shared experiences, or events such as conventions.
“Affinity or special interest groups... are pulled together by some common attraction, some common bond. This is the area we are going to focus on today”.
Special Interest Groups
Special interest groups provide a unique opportunity for themed cruises that cater to particular hobbies or passions. Whether it’s music lovers, book clubs, health-conscious travelers, or even paranormal enthusiasts, there is a group cruise for nearly every niche. You can organize cruises around concerts, wellness programs, or educational workshops to appeal to these special interests.
For instance, Vincent Vacations has organized themed cruises for music lovers, such as the "Do Wop Hall of Fame" cruise, and wellness enthusiasts like those following "The Zone Diet," which features health and weight management programs onboard.
Family and Friends
Family and friends often travel together for multi-generational trips, reunions, or milestone celebrations such as weddings, anniversaries, and birthdays. These groups appreciate the convenience of cruising, where various activities and amenities are available for all age groups, making it easier to plan large gatherings.
Family groups can also benefit from special offers such as discounted rates or complimentary cabins, making cruising a cost-effective option for large gatherings.
Corporate Incentives
Corporate group travel has long been a popular market for cruises, particularly for reward programs, team-building activities, or annual retreats. Although this segment has been slower to recover post-COVID, it remains a valuable market with enormous potential as businesses resume in-person events and conferences.
Many acknowledged the strength of this market before the pandemic, noting, “The corporate marketplace... was a massive market, $25 billion a year in travel before COVID. I believe it’s going to be the last part to come back”.
Fundraising Groups
Charity and nonprofit organizations often use group cruises as a means to raise money while providing an enjoyable experience for their supporters. Cruises are a popular choice for fundraising because they combine travel with a built-in social component, offering a memorable way to engage donors.
For example, Vincent Vacations has successfully run fundraising cruises with groups like the Elks, raising over $300,000 for charity since 1996.
By understanding and targeting these potential group cruise markets, you can diversify your client base and offer customized cruise experiences that appeal to a wide range of travelers. Each market presents its own set of opportunities for growth and profitability, helping you build a sustainable and successful travel business.
3. How to Find Group Leaders
Finding the right group leaders is key to building successful group cruise bookings. Group leaders can come from various backgrounds—affinity clubs, special interest groups, or even corporate settings—and they are instrumental in helping you sell the group cruise. However, identifying and working with these leaders requires strategy and relationship-building.
Identify Decision Makers
In any group, the most influential person may not always be the one with the official title. When targeting groups, it’s important to identify the real decision-makers. These are the individuals who can rally others and make key decisions about booking the group cruise. Don’t assume the group president or chairperson is always the right contact—sometimes the person with the most influence is someone behind the scenes.
"Be careful with this because it's not obvious... the decision maker is the person that you think it will be". Asking questions and learning about the group's dynamics will help you pinpoint who holds the decision-making power.
Community Involvement
A great place to start finding group leaders is within your own community. Whether through local clubs, professional associations, or religious groups, building relationships within your community helps you identify key individuals who may be interested in organizing group cruises. Attend local events, network, and participate in activities where you can meet potential group leaders.
"Develop community contacts because this is where the business is going to come from. It’s going to come right out of your community where you've already got the contacts, you've established them, and the people have faith in you and trust you".
Branding Yourself
Positioning yourself as a "Group Cruise Specialist" within your network and community is crucial for attracting group leaders. People need to see you as the go-to expert for organizing group cruises, and this starts with branding yourself effectively. Make sure your messaging reflects your specialization in group cruising, whether through business cards, social media profiles, or networking events.
"I started to brand myself as a group specialist, and all of a sudden I had group business coming in because people believed I was a group specialist".
Develop an Elevator Pitch
You need to be prepared with a quick and compelling way to explain why group cruising is a great opportunity, why they should choose your agency, and why now is the best time to book. This elevator pitch will be crucial when you meet potential group leaders, allowing you to make an impact and spark interest quickly.
Your pitch should cover:
- Why cruising? Explain the benefits of cruising for groups, such as affordability, ease of planning, and a variety of onboard experiences.
- Why your agency? Highlight your expertise and the support your agency provides, from booking to managing logistics.
- Why now? Stress the pent-up demand for travel and current promotions or incentives that make it an ideal time to book.
“Start the process of branding yourself tomorrow. And what do I mean by brand yourself? You are no longer just a travel agent. You are a group cruise specialist”.
By focusing on these strategies, you can successfully identify and engage with group leaders who are instrumental in booking group cruises. Building relationships, positioning yourself as a specialist, and delivering a strong elevator pitch will help you land more group business and grow your travel agency.
4. Selling Group Cruises: The Process
Selling group cruises is a rewarding but more intricate process than selling individual travel. It requires a different approach, particularly when it comes to dealing with group leaders, managing group dynamics, and coordinating logistics. Understanding the key elements of the group sales process can help you close more group bookings successfully.
Patience and Persistence
Selling group cruises requires a longer sales cycle compared to individual travel. From the initial inquiry to final bookings, the process often involves multiple stages of communication, negotiations, and follow-ups. Group leaders may need time to rally their members, finalize details, and gather deposits, so be patient throughout the process. Persistence is equally important—regular check-ins and follow-ups ensure that the group stays engaged.
"You've got to be patient and persistent on the front end of this process, because virtually every group... somebody in front of you has already contacted about doing group business". Staying committed to the group leader and maintaining open lines of communication will set you apart from competitors who may give up too soon.
Qualify the Group
Before investing significant time and effort into selling a group cruise, it’s essential to qualify the group. Ask the right questions to determine if the group is viable and if the leader has realistic expectations. Identify the group’s common interests and ensure they have the right communication channels (email, social media, or regular meetings) to promote the cruise effectively to their members. Understanding how they communicate can make the difference in getting enough participants to meet your group’s booking goals.
A successful group needs several key factors: "Some common interest, a large target, history of travel, communication vehicle, [and a] strong group leader". These elements indicate whether the group has potential for a successful booking.
Hot Buttons: Focus on Needs, Wants, and Motivations
Each group leader has specific "hot buttons"—the unique needs, wants, and motivations that drive their decision-making. Understanding these hot buttons is critical when tailoring your proposal to secure the group booking. For example, some group leaders may prioritize financial benefits like complimentary cabins or onboard credits, while others might focus on creating a memorable experience for their members. Learning what the group leader values most will help you craft a more compelling offer.
"Identify the decision maker’s hot buttons—what the hot buttons are, the decision maker’s needs, wants, and interests. If you put together a proposal that meets the decision maker’s needs, wants, and interests, you are well on your way to getting group business".
By focusing on patience, persistence, and understanding the unique dynamics of each group, you can significantly improve your chances of success when selling group cruises. Qualifying the group early on and tailoring your offer to the leader's specific needs ensures a smoother process and increases the likelihood of repeat business.
5. Managing Group Logistics
Successfully managing group cruise logistics is crucial for ensuring a smooth experience for both the group leader and the travelers. From blocking the right number of cabins to securing enticing perks, your attention to detail during the planning phase will greatly impact the success of the group cruise. Below are the key logistical elements to focus on when organizing group cruises.
Blocking Cabins
When managing a group cruise, it’s essential to block enough cabins to meet demand while anticipating the various room preferences within the group. Cruise lines typically allow you to block a set number of cabins in different categories (inside, oceanview, balcony, etc.), but it’s always a good idea to overestimate slightly to ensure availability as the group fills up.
"If you think you're going to need 20 rooms, it might be a good idea to block 25 or 30 with a couple extra balconies or ocean views in the mix". This strategy helps you avoid last-minute shortages, especially as certain cabin types may sell out quickly.
Negotiating Amenities
One of the advantages of booking a group cruise is the opportunity to negotiate added perks for the group, such as onboard credits, cabin upgrades, or even free cabins for the group leader. These amenities can enhance the appeal of the cruise and incentivize more people to book. Knowing what amenities are available and how to leverage them effectively can make a significant difference in the success of your group booking.
It's important to negotiate perks: "Find out what the amenities are... maybe it's onboard credit, but maybe it's an upgrade". Understanding the full scope of available amenities allows you to offer an enticing package that meets the group’s needs and expectations.
Handling Deposits and Payments
Managing the timeline for deposits and final payments is one of the most important logistical elements when organizing group cruises. Cruise lines often require a group deposit upfront to hold the cabins, followed by periodic payments before the final balance is due. Understanding these timelines and ensuring that the group leader and participants adhere to them is essential to keeping the booking on track.
Additionally, it’s crucial to pay attention to cruise line recall dates. This is when the cruise line may reclaim any unsold group cabins, often resulting in price increases or reduced availability. "If the cruise line specifies that because the group is over X number of rooms... you’ve got a deposit on that group to confirm the space, hold the space". Missing a recall date could mean losing valuable cabins or having to rebook at higher rates, so staying organized with timelines is key.
By carefully managing group logistics, you can ensure that everything runs smoothly from the initial inquiry to final payment. Blocking enough cabins, negotiating valuable amenities, and keeping a close eye on payment deadlines will help you provide a seamless experience for your group clients, ultimately leading to repeat business and referrals.
6. Tools and Support Available
When selling group cruises, having the right tools and support can make all the difference in managing the complexities and ensuring a successful booking. Leveraging cruise line partnerships, utilizing group management tools, and working closely with team leaders are key strategies that can streamline the process and help you deliver a seamless experience for your clients.
Cruise Line Partnerships
One of the biggest advantages of selling group cruises is the ability to partner with major cruise lines that specialize in catering to groups. Cruise lines like Norwegian, Royal Caribbean, and Celebrity offer dedicated support for group bookings, from providing discounted rates to offering valuable amenities. By working with these cruise lines, you can tap into their resources and ensure that your group clients receive the best experience possible.
Partnerships are important, saying, “Norwegian, Celebrity, Royal Caribbean... were the ones that seemed to have what we needed to make groups work”. These cruise lines are known for their group-friendly policies, making them ideal partners for your group bookings.
Group Management Tools
Managing a group booking can be complex, but with the right tools, you can streamline the process. Using customer relationship management (CRM) systems, group accounting software, or specialized booking platforms helps you keep track of participants, manage payments, and coordinate logistics more efficiently. These tools simplify communication with both the group leader and individual travelers, reducing the chances of errors and ensuring a smooth booking process.
Vincent Vacations, for example, has a robust system in place to help agents manage group bookings: “A system which is available to you... very few, if anybody else, has available to them”. Leveraging these tools can save time and allow you to focus on providing a great experience for your group clients.
Team Leader Assistance
For complex or large group bookings, having access to experienced team leaders is invaluable. Team leaders can offer guidance on everything from negotiating contracts with cruise lines to handling the logistics of larger groups. If you’re working with a group that has special needs or unique requirements, team leaders can provide the expertise and support you need to ensure success.
Rely on team leaders: “The team with years of experience is going to come in to help you out”. By collaborating with team leaders, you can tackle challenges more effectively and ensure that even the most complicated bookings run smoothly.
By leveraging cruise line partnerships, using the right group management tools, and working closely with team leaders, you can confidently handle group cruise bookings of any size. These resources provide the support and infrastructure you need to succeed in the group travel market.
7. Differentiating Yourself in the Group Market
In a competitive travel industry, standing out as a group cruise specialist is essential. By offering unique value through escorted cruises, tailored experiences, and building long-term relationships with group leaders, you can set yourself apart from other agents and create a sustainable, successful business in the group market.
Escorted Cruises
One way to differentiate yourself is by offering escorted cruises, where either you or the group leader will be present to provide personal attention to travelers. Escorted cruises offer clients peace of mind, knowing that there is someone available to handle any issues that may arise during the trip. This added level of service reassures travelers, especially for groups with less experience in cruising.
There is much value in escorted cruises, “It tells people that you are going to be there to take care of them if anything should come up that requires personal, individual attention”. Promoting escorted cruises shows your clients that you’re committed to their satisfaction, further enhancing your reputation as a group specialist.
Tailored Experiences
Creating themed group cruises is another powerful way to differentiate yourself and attract niche markets. Tailored experiences can focus on specific interests such as music, wellness, education, or even paranormal investigation. These unique cruise experiences appeal to special interest groups and provide them with a customized travel adventure that caters to their passions.
Several examples of successful themed cruises, including music cruises like the “Do Wop Hall of Fame” and wellness-focused programs like “The Zone Diet” cruises. By offering such tailored experiences, you can carve out a niche in the group cruise market and attract travelers looking for something beyond a traditional cruise.
Long-Term Strategy
Success in the group market requires a long-term strategy that focuses on building lasting relationships with group leaders. Once you establish yourself as their go-to travel agent, these group leaders will likely return to you for future bookings. By consistently delivering excellent service and personalized attention, you can secure repeat business and create a reliable revenue stream.
We encourage this approach, “The group leader does a couple things: he’s energetic, he pulls people in, but he also is the person on the cruise that takes care of the people”. By nurturing these relationships, you not only create satisfied clients but also establish yourself as the trusted expert for future group cruises.
By offering escorted cruises, developing tailored group experiences, and focusing on long-term relationships with group leaders, you can successfully differentiate yourself in the group market. These strategies not only help you stand out from competitors but also foster client loyalty and long-term success.
8. Handling Challenges in Group Sales
Selling group cruises comes with its own set of challenges, from managing group leader expectations to handling complex bookings. By preparing for these challenges and knowing how to navigate them, you can avoid common pitfalls and successfully close group bookings.
Managing Expectations
One of the most important aspects of working with group leaders is ensuring they have realistic expectations about pricing, group benefits, and overall logistics. Group leaders may sometimes expect more perks or discounts than are feasible, and it’s your job to help them understand the value of the cruise while managing their expectations.
“The group leader can't expect a group of 100 paying passengers to support his traveling party of 20. The math has to work”. If a group leader seems unreasonable early on, it’s a red flag that issues may persist throughout the booking process. Setting expectations clearly from the beginning helps avoid misunderstandings later.
Complicated Groups
Not all group bookings are simple. Larger or more complex groups, such as corporate events or special interest groups, may require higher-level support and coordination. In such cases, it’s important to recognize when to involve your team leader or seek help from specialized resources within your agency. Trying to manage a large or complicated group booking on your own can lead to avoidable mistakes or overwhelm.
“If you’ve got a really large group with very real potential... come talk to us. And sometimes we are able to get the cruise line to give us a little bit of flexibility as it relates to deposits”. Using available resources for complex bookings can make the process smoother and ensure everything is handled properly.
Dealing with Rejection
Rejection is an inevitable part of selling, but in group sales, it’s especially important to remain resilient. Not every group booking will pan out, and sometimes despite your best efforts, group leaders may choose another agent or decide not to proceed. When this happens, it’s crucial to pick yourself up and move on to the next opportunity.
“You make the out and you wait till you get back up again next time and get back in the batter’s box. If you hit 300, which is 30%, you're in the Hall of Fame”. Understanding that rejection is part of the process allows you to keep moving forward with confidence.
By managing expectations, recognizing when to seek help for complicated bookings, and maintaining resilience in the face of rejection, you can overcome the challenges that come with selling group cruises. These strategies will help you stay focused and build a successful group sales business.
9. Examples of Successful Group Cruises
Group cruises can be incredibly diverse, ranging from music-themed voyages to family reunions and fundraising efforts. By tailoring cruises to specific interests or causes, you can create memorable experiences that attract large groups and generate repeat business. Below are a few examples of successful group cruises that highlight the variety and potential in this market.
Music Cruises: “Do Wop Hall of Fame”
Music-themed cruises are a great way to bring fans together for unique, onboard entertainment. One successful example is the “Do Wop Hall of Fame” cruise, which brings together bands from the 1950s and 60s for a series of performances on board. This cruise caters to music lovers, providing them with concerts and exclusive meet-and-greets with their favorite artists.
“We've been doing the cruise, which is the Do Wop Hall of Fame of America cruise... we've been very, very successful”. Music cruises like these attract passionate fans and provide them with an experience they can’t get anywhere else, making them a popular choice for group bookings.
Fundraising Cruises: Massachusetts Elks Fundraiser
Another great example of group cruise success is the Massachusetts Elks Fundraising Cruise, which has been running since 1996. This cruise serves a dual purpose: giving Elks members a fun and social experience while raising money for charity. Over the years, the cruise has raised over $300,000 for Elks charities, making it both a financial and community success.
“We have raised over $300,000 for Elks charities”, showing how group cruises can also serve philanthropic purposes. Fundraising cruises like these tap into the power of community and shared values to bring people together for a good cause.
Family and Friends: Multi-Generational Cruises
Family reunions and multi-generational trips are another popular form of group cruises. Families often choose cruises because they provide a range of activities for all ages, making it easy to plan a vacation that satisfies everyone, from kids to grandparents. These cruises give families the chance to bond, celebrate milestones, and enjoy stress-free travel, knowing that all their needs are catered to in one place.
Family and friends cruises are perfect for travel agents because they often lead to repeat business. After a positive experience, families are likely to book future vacations together, creating a reliable client base.
Niche Groups: The Zone Diet Cruise
Tailored experiences are a powerful way to attract niche groups with specific interests. For example, the Zone Diet Cruise catered to health-conscious travelers by providing weight loss and wellness seminars onboard, along with a specialized menu that supported the Zone Diet principles. This cruise appealed to people looking to maintain their health goals while enjoying a vacation.
“We give them the opportunity to go on vacation and eat food that's prepared in accordance with the Zone, so they can stay in that program.” This shows how focusing on a group’s unique needs can create an unforgettable, purpose-driven cruise.
These examples demonstrate how diverse and successful group cruises can be. Whether it’s through music, fundraising, family bonding, or health-conscious travel, group cruises offer incredible opportunities to tap into different markets and create meaningful, lasting experiences for travelers.
10. Summary and Action Steps
Selling group cruises presents an excellent opportunity for travel agents to increase profits, simplify the sales process, and diversify their client base. Throughout this guide, we’ve explored the many benefits of group sales, strategies for success, and examples of how group cruises can generate repeat business. Now, let’s recap the key points and provide action steps to get you started.
Key Points Recap
Higher Profits: Group bookings offer significantly higher revenue potential compared to individual bookings (FIT). Selling multiple cabins at once, earning commission bonuses, and securing complimentary perks for group leaders all contribute to increased profits. “You’re doing what you do every day, only when you put a group together, you make it more profitable for yourself.”
Ease of Selling: Once a group is established, the selling process becomes easier. Group members typically follow the same itinerary and destination, reducing the time spent on individual inquiries. “Once you get a group in place... the process becomes easy”.
Diversification: Group cruising allows you to tap into various markets, including family reunions, special interest groups, corporate events, and fundraising cruises. By diversifying your offerings, you create multiple revenue streams and broaden your client base. “It attracts first timers... people who may never have cruised before but want to be with their group”.
Action Steps
Now that you have a solid understanding of the benefits and strategies for selling group cruises, it’s time to take action. Here’s how you can start building your group cruise business:
Brand Yourself as a Group Specialist: Begin by positioning yourself as an expert in group cruising. “Start the process of branding yourself tomorrow. You are no longer just a travel agent. You are a group cruise specialist”. Update your business cards, social media profiles, and marketing materials to reflect this specialty.
Seek Out Group Opportunities in Your Community: Look for potential group leaders within local clubs, organizations, churches, or special interest groups. Build relationships and present group cruising as an exciting and profitable option. “Develop community contacts because this is where the business is going to come from”.
Create an Elevator Pitch: Prepare a short, compelling pitch to explain why group cruising is a great choice, why clients should work with you, and why now is the perfect time to book. Your elevator pitch is key to sparking interest and landing group bookings.
Leverage Available Tools and Support: Use the tools and resources provided by your agency or cruise line partners to manage group bookings efficiently. Whether it’s CRM software or team leader assistance, these tools will help you streamline the process.
By following these steps and implementing the strategies discussed throughout this guide, you can establish yourself as a group cruise specialist and unlock new revenue opportunities. Now is the perfect time to take advantage of the growing demand for cruising and start building a successful, diversified group cruise business.
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Online platforms provide an excellent opportunity for travel agents to demonstrate their knowledge and capabilities in planning corporate incentive trips. Agents can use their websites, blogs, and social media channels to share:
