Sunday,  November 28, 2021  10:05 pm

NCL asks agents to rethink their sales strategies based on demographics

NCL asks agents to rethink their sales strategies based on demographics
From left: (of NCL), Fatima Da Silva, BDM for Western Canada; Derek Lloyd, national director of sales for Canada, Ramon Jacinto, BDM, Western Canada
Ming Tappin

Ming Tappin is a cruise industry expert and is the owner of Your Cruise Coach.

The Norwegian Cruise Line (NCL) team was in Vancouver Wednesday night (Nov. 28). to share their latest news and selling tips. 

Derek Lloyd, NCL's national director of sales for Canada, asked travel agents to rethink their strategy when selling Norwegian: 

“Instead of selling Norwegian to just one type of client, consider changing your perspective. Our new ships offer so many amenities, they really cater to a broad perspective of clients,” Lloyd said. 

Using the newest ships Norwegian Joy and Norwegian Bliss as examples, Lloyd demonstrated how Norwegian can be easily marketed to three different demographics:

The relaxed vacationers: well-traveled affluent couples can seek pampering in the Haven enclave, with luxury suites, exclusive lounge and restaurant, and butler service. Other places to indulge include the Mandara spa, and specialty dining experiences at the French Bistro, Teppanyaki room, Ocean Blue seafood, and Cagney’s Steakhouse. 

For young families, Norwegian offers a variety of accommodations, including the two-bedroom Inside Family Concierge Suite onboard Norwegian Joy. Families can take advantage of extensive aqua parks, Splash Academy kids club, outdoor race track, and laser tag. 

The adventurist friends who are young adult couples or friends travelling together, will enjoy the multiple bars and lounges such as the Cellars Wine Bar, The Cavern Club, and night clubs such as Spice H2O. 

Cruise into savings 

Selling Norwegian is easy with the Free At Sea offer. Travellers in an inside stateroom can select either an unlimited open bar ($1,250 value), specialty dining ($140 value), shore excursion credit ($200 value), wi-fi (250 minutes, $130 value), or free third and fourth fares($1,000 value). Oceanview, balcony and mini suite guests can select three amenities, and guests in the Haven category receive all five. 

As of last week, free or reduced airfare has been added as a sixth amenity. 

Canadian gateways include YYZ, YOW, YUL,YWG, YYC, YEG and YVR, with sample reduced fares from YVR of $199 to Hawaii, $599 to Singapore, and $799 to Rome (all prices are in U.S. dollars, amenity value based on seven-night sailing).  

“We do not discount to fill our ships, we add value to fill them. With Free At Sea, we will get as close to all-inclusive as we can, which means a great deal for the clients, and good commission for you,” Lloyd said. 

Looking ahead

The Norwegian Joy will spend 2019 fall and winter sailing to the Mexican Riviera from Los Angeles, the first west coast based Norwegian ship since 2000. With a short and inexpensive fight to Los Angeles, Lloyd expects this itinerary to be very popular with Western Canadians.

Norwegian is also continuing its aggressive growth. Beginning with Norwegian Encore debuting in November 2019, the company has six more ships on order. By 2027, Norwegian will have 78,100 berths. For the existing fleet, the Norwegian Edge Project will see every ship being completely refurbished. 

“We’re not just refreshing carpets and changing the curtains. We’re bringing everything down to the studs and rebuilding them to be brand new ships," said Lloyd. A new cruise terminal in Miami is currently under construction and will be ready in November 2019.

Agents can log onto for marketing materials, answers to frequently asked questions (NCL Help), as well as a comprehensive training program on NCLU.