Photo courtesy of Carnival Corp.
Fathom's sailings to Cuba-the first U.S. cruises to that island nation in decades-can be an example of cruising's appeal for new-to-cruise clients, according to Carnival Corp. President and CEO Arnold Donald.
Donald spoke to travel agents at Vacation.com's annual international conference & trade show at the Diplomat Resort & Spa in Hollywood, Fla.
Fathom, Carnival's new brand, began service to Cuba with its inaugural sailing on the Adonia arriving in Havana earlier this month. The line will sail every second Sunday from Miami, said Donald.
"Many who would never consider a cruise would now," he said. "There's no better way to see Cuba and there is a huge demand for Cuba."
Given the poor state of Cuba's roads and the fact that hotels are difficult to find, seeing Cuba by ship is the best way to go, Donald said. And Fathom's "travel with a purpose" cruises, which feature ways for passengers to engage with and give back to local communities, also satisfy the stiff U.S. requirements in effect for people-to-people travel to Cuba, he added.
"How long before the 21st century goes rushing into Cuba?" Donald asked. "We don't know but my advice is to go now."
Donald told the Vacation.com agents that Carnival Corp.'s goal, which is the same as agents' goal, is to attract newcomers to cruising.
"Our challenge collectively is to get the new-to-cruise clients, to change their perceptions about what cruising is," he said. "That's where you make all the difference."
READ MORE: Carnival CEO Donald: Cuba Is 'Tremendous Opportunity'
New-and sometimes exotic-destinations like Cuba can help persuade some first-timers to cruise, according to Donald. Many great destinations around the world are best seen by ship and for many of them, a ship was the only way to see these destinations, he added. Cruisers to ports like Istanbul and Barcelona can see the city the way travelers used to when they came by ship.
"Cruising is a great value but it's not a great value if you're not on the ship," said Donald. "That's why you [travel agents] are so important. You are the matchmaker; you know your clients and can match them with the best cruise line."
Donald said Carnival Corp.'s ten different brands represent ten very different experiences.
"We have to blow them away and part of that is getting them on the right ship," he added. "Cruising with a spouse, sailing with grandparents or kids, are all different experiences. On a cruise you can spend as much or as little time with your family or friends as you like."
That's just one advantage to cruising and one that agents-and cruise lines-need to explain to new-to-cruise clients and those that are already sold on cruising, he said.
"That's our task collectively," Donald said.
Donald also said agents should pay attention to the China market, now the largest outbound tourist market in the world and a rapidly growing cruise market as well. Carnival Corp., he said, was the first cruise line to enter China.
Why should you care, he asked agents.
"Demand in that market will drive yields here," he said. "And as the cruise industry grows, it's a new opportunity for North American guests to experience China."
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