paul sharp presentation

THE RIVER CRUISE CALENDAR

The World of River Cruising

•Demand for River Cruising is growing YOY.

•Stock sells out fast.

•River cruising attracts a diverse blend of passengers

who will try different itineraries.

•River cruise operators continue to grow despite

market the current economic conditions.

The one thing we all have in common is the rivers that we

sail on and when we sail on them.

•Unlike Ocean Cruising, River Cruise Operators are

dictated by tidal conditions.

•High water levels prevent

us from sailing under bridges on particular rivers.

•Low water conditions

prevent us from sailing up the rivers.

Where and when do river cruises

sail?

•February – March: The Nile, Yangtze & Mekong

•March – April: Paris Cruises, Dutch Waterways & Rhine

Singles Cruises

•May – September: Rhine, Moselle, Neckar & Main River,

Douro

•July – October: Scottish Highlands

•August: Seine: Saone, Rhone & Russian Waterways

•September: Danube & Yangtze

•November - December- Rhine & Christmas Cruises, Douro

This ensures:

•The client gets the cruise and cabin

they want.

•The Travel Agent protects their commission.

•The River Cruise Industry does not become a discounting battlefield.

As a rule of thumb, UK clients will generally book their river cruise with

their travel agent 6 months (if not more) in advance of the

day of departure.

•February – March: The Nile, Yangtze & Mekong

•March – April: Paris Cruises, Dutch Waterways & Rhine

Singles Cruises

•May – September: Rhine, Moselle, Neckar & Main River,

Douro

•July – October: Scottish Highlands

•August: Seine: Saone, Rhone & Russian Waterways

•September: Danube & Yangtze

•November - December- Rhine & Christmas Cruises, Douro

AUGUST/ SEPTEMBER

NOVEMBER/DECEMBER/JANUARY FEBRUARY/MARCH/APRIL/MAY

SEPTEMBER/OCTOBER

JANUARY/FEBRUARY

FEBRUARY/ MARCH

MARCH/APRIL

AUGUST/SEPTEMBER

AVERAGE BOOKING TIMES

The Clientele

•In 2010, the UK river cruise marker grew by 8% to reach over 142,000 passengers.

River Cruise Holidays (pax 000s), 2009 - 2011

•The clientele used to be 70-plus but the age band is dropping and many

cruisers are now 50-70.

•River cruises appeal to the kind of people who like to have something to

do all the time.

•The majority of passengers on board river cruise ships are empty nesters.

•River cruises are a popular choice for

customers who like escorted tours.

Small cruise ship experience

City Breaks

Coaching/Escorted Holidays

Rail Holidays

Group Travellers

Large cruise ship passengers

In Summary...

•Understand the river cruise calendar. •Work your marketing and advertising around booking patterns. •Make adverts informative and editorial. •Understand that there is sense of urgency when selling a river cruise due to capacity and let your clients know this. • Protect the healthy levels of commission on offer. •Learn about the ports of call and each river cruise line’s USP’s •Understand the fundamental differences between Ocean and River Cruising. •Review your database of clients – river cruise passengers already exist within it.