You can learn a lot from an online course, but as independent advisors selected for the recent Air Canada Vacations/Celebrity Cruises Seminar at Sea were reminded, there’s nothing like full immersion.
Having already been required to complete specialist courses on the products of Celebrity Cruises and Air Canada Vacations, some feared the two mornings of seminars aboard Celebrity Ascent would be a rehash. They were pleasantly surprised by what they learned from ACV’s Area Sales Manager for Independent Agents Tina Kensett and Celebrity Cruises Canada’s Strategic Sales and Market Manager Brenda Yeomans.
“I’ll admit, I was a bit apprehensive about the training portion of our Seminar at Sea,” said Ange Fuller, who runs Explore With Ange, a Go Travel member agency in New Brunswick. “We had already completed the ACV@Home and Celebrity Cruises training to qualify for the event, and I was concerned it might just be a repeat of that content.”
But Fuller says Kensett and Yeomans delivered “different and incredibly valuable sessions.”
Beautiful spaces on Celebrity Ascent elevate the brand experience. (Photo Credit: Bruce Parkinson)
“Brenda’s insights on the ship, the fleet, future developments, and timing for promotions were particularly helpful. Tina broke down a wealth of information into manageable pieces, including many tips I’m excited to share with colleagues. Both did an outstanding job with this Seminar at Sea.”
First-time cruiser Falin Dilts of Alberta-based Away From Home Travel, cleverly worked in Celebrity Cruises’ new advertising tagline “Nothing Comes Close,” when describing the Seminar at Sea experience.
“Of course regular training, webinars, and research are important as well, but there’s only so much we can learn from sitting behind our desks all day. Our personal experiences, expertise, supplier connections and relationships, plus networking with other travel agents is so important and a really crucial part to being successful in this industry,” Dilts added.
So what kind of message will first-time cruiser Dilts bring home to her clients?
The beautiful restaurant Blu is exclusive to Aqua Class guests on Celebrity Ascent. (Photo Credit: Bruce Parkinson)
“First of all, I have to say that I was absolutely wowed by the beautiful ship, and all that it offers. Celebrity Ascent most definitely exceeded my expectations, most notably when it came to how friendly and attentive all the staff were, how beautiful, spacious and very clean the ship is and that it offers so much to see and do — day and night! As much as I didn’t want to have to say goodbye, I was so excited to get home and share my experience with clients, friends and family.”
That sounds like a win for Yeomans and Celebrity.
Leduc, Alberta-based Tracy Sheehan learned some things from Tina Kensett’s presentation on Air Canada Vacations, like the 5% commission on air for cruise and flight packages, and the fact that there is no deposit required for flights, which are fully refundable up to 24 hours prior to travel.
“I didn’t know ACV was offering European Beach Holidays,” said Sheehan, “and I always second guess free checked bag with ACV, so it’s nice to know its included in all packages.”
Norman Seidler and Sharon Wu, who run Unique Travel & Adventure, said Kensett and Yeomans “gave us very relevant information about their respective products without the tedium of long classroom sessions.” The couple also noted the bridge tour as a highlight of the trip.
In her elevator pitch for the brand, Yeomans called Celebrity’s ships “floating resorts at sea that offer the intimate feel and thoughtful service of a smaller ship, with the variety and excitement of a bigger one.” That feels like an accurate description of our experience on Ascent, which was operating at maximum occupancy on the seven-night journey from Athens to Rome.
The three-level Eden is one of Celebrity Ascent’s most captivating spaces. (Photo Credit: Bruce Parkinson)
Yeomans reminded advisors that many of their host agencies block space with Celebrity when deployments are just announced and prices are at their lowest. Group rates always include Celebrity’s Classic Drink Package and Free Wi-Fi, boosting base commission.
“Selling groups with us can be a game-changer. Many advisors double their client base, double their commission and double their retention rate selling Celebrity groups.”
As the first ACV Seminar at Sea exclusively for independent agents, Kensett’s message was all about partnering with independent advisors for mutual success. She offered the good news that ACV’s commitment to independents will soon see the announcement of a second specialist Area Sales Manager based in Toronto.
Celebrity Ascent viewed from Santorini. (Photo Credit: Bruce Parkinson)
To help advisors grow their ACV business, Kensett and her soon-to-be-announced colleague offer things like training opportunities, virtual or in-person meetings, support for trade shows, events and consumer nights, co-op marketing dollars and more. They will also welcome positive feedback, constructive input and escalation requests for clients.
Kensett encouraged advisors to define a unique selling proposition – something that she says few of the 4,400 agents in the ACV@Home program are able to do.
“Figure out your USP and run with it. Then learn us inside out. We have so much product around the world. We have everything. And you’ll be able to speak with confidence.”
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