FORT LAUDERDALE -- Sales executives told travel advisors at Travel Weekly's CruiseWorld on Wednesday that they are keen on helping them grow their business, but they must step up and be noticed.
During the Masterminds panel discussion, Norwegian Cruise Line senior vice president of North American sales John Chernesky called the advisor sales force a "crowded space" that requires sellers to be "politely persistent" to get noticed.
"If you ask the first time, and you're trying to make that connection, and you don't get an answer you like, it's OK to ask again," Chernesky said. "Make sure you connect with your local [business development manager] to get the support and attention that you need. Don't be shy, because the shy people are not going to get that attention."
Vicki Freed, Royal Caribbean's senior vice president of sales and trade support and service, said Royal's challenge is "finding you."
"So many of you have gone home to work, which is fine, but we don't know where you are. We need your help. We want to run the race with all of you, we want to help you succeed, but we can only do that if you let us know where you are," Freed said.
All about relationships
Princess vice president of sales Carmen Roig said that once advisors reach out, the Princess sales team is looking to make a big impression.
"It's all about relationships, you sell the people you like," she said. Roig noted that travel advisors have many product choices and that it's "really critical" for Princess to engage advisors when they reach out for assistance.
Carnival regional vice president of trade sales Kirk Neal urged advisors to make use of the Carnival Independent Agent Team (CIAT), which has a Facebook group and a YouTube channel.
He called CIAT a "game-changer in this business that is designed for everyone in this room."
MSC Cruises might not be as familiar to advisors as other brands, which is why vice president of field sales Wendy Whitener recommends that they tune into monthly webinars that introduce advisors to MSC, a cruise product that merges "European style with American comfort."
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Jennifer Suarez, Celebrity's vice president of sales for the Americas, touted the Celebrity Commitment website as a crucial advisor resource for all things Celebrity. She also encouraged advisors to visit Celebrity's booth at CruiseWorld to get the conversation going.
Advisors new to the industry may want to keep things simple and focus on learning about one or two brands, said Rob Coleman, vice president of North America sales at Holland America Line.
"There might be a temptation to drink from the firehose to learn every brand," he said. "Start with things that resonate with you and start slowly."
The Masterminds panel was moderated by Travel Weekly editor in chief Arnie Weissmann and Travelmation president and founder Adam Duckworth.