PHOTO: Watch the Partnership Pow Wow video of Michelle Fee interviewing Joni Rein.

Joni Rein, vice president of worldwide sales at Carnival Cruise Line, is responsible for global sales for one of the world’s largest cruise lines, which offers sailings for families and cruisers of all ages. I spoke with her to find out how travel agents can best sell her brand and what resources they can use to boost their business.

Michelle Fee: How should travel agents pitch Carnival Cruise Line to their clients?

Joni Rein: Our Great Vacation Guarantee is an excellent way to pitch Carnival. Who doesn’t want to be assured that they are going to enjoy their cruise with a one-of-a-kind, hassle-free, money-back guarantee? Designed to provide guests with complete peace of mind, our Great Vacation Guarantee allows guests to end their voyage early and receive a 110 percent refund, plus complimentary transportation home, along with a $100 shipboard credit for a future cruise, should they be dissatisfied with their cruise for any reason.

It’s a great lead-in to pitch the many other reasons they will enjoy the Fun Ship experience and it’s the perfect reminder at the end of the conversation as well.

Fee: How can an agent make the most of a relationship with a Carnival business development manager (BDM)?

Rein: Many of the most successful agents we work with start off the year by mapping out a strategy with their Carnival BDM and then meeting with him or her each quarter to discuss this plan. Our sales team has information on all of our latest tools and resources and can help agents develop a tailor-made strategy to help their Carnival business grow.

Fee: Carnival has more homeports than most other cruise lines, how can agents best leverage what’s in their backyards?

Rein: With the cost and hassle of air travel, many cruisers want to enjoy an affordable getaway that maximizes the days they have for vacation. Given that most of the U.S. population is within a five-hour drive of a Carnival homeport, agents can highlight the convenience of taking a Carnival cruise by encouraging travelers to drive to the port that’s closest to them. Sometimes clients have a particular cruise or vacation in mind, but they don’t even realize they can have a similar experience with a cruise on the Carnival ship nearest to them.

Fee: Carnival kicked off its Carnival Live concert series in 2014 and will continue with great artists in 2015. Can you tell us how successful agents marketed this in their local areas and share a real success story with us?

Rein: We worked with agents by helping them create strategies to partner with local radio stations to tap into the fan bases of the acts performing as part of Carnival Live. One agent went with her local BDM to a local radio station and told them about one of our country music acts performing in Carnival Live. Working with the station, they built an entire group around the act. It was a huge group business success story for the travel agent.

Fee: In 140 characters or less, why should an agent sell Carnival?

Rein: Once again, it’s our Great Vacation Guarantee. That’s how confident we are that your clients will love cruising with us.

Fee: What’s your best-selling technique to get land lovers to take a cruise?

Rein: Get them on board with family and friends or for an affinity cruise. This is often the best way to get new cruisers on board. If their loved ones enjoy it, they realize that they may enjoy it as well. In addition, they are less nervous when going with people they know. Affinity group cruisers also feel more comfortable cruising for the first time with like-minded individuals and have the added benefit of knowing they will spend a vacation dedicated toward a hobby or an interest that they love.