“In case you can journey collectively, you are able to do something collectively,” mentioned Gregory Luciani, president and CEO of TravelOnly.
The ability of connecting in individual was on full show this month as TravelOnly held its signature Symposium at Sea, bringing collectively 75 journey advisors and 12 suppliers on board the MSC Seashore, a Swarovski crystal-infused ship that MSC Cruises debuted in 2021.
The land-and-sea occasion from Nov. 12-20, which PAX
covered solely, marked TravelOnly’s first cruise-focused symposium since 2018.
The week’s program revolved round a post-pandemic theme of being “Stronger Than Ever” – a message the family-run-and-owned host company additionally promoted at its national conference last June.
Canadian journey advisors are arguably busier than ever because the pent-up demand for journey reaches all-time highs after greater than two-and-half years of pandemic-related setbacks.
READ MORE:
TravelOnly’s 2022 Symposium at Sea kicks off amid “record-breaking” sales
The truth that companions took time to hitch a convention at sea within the Caribbean for per week spoke volumes.
“They’re investing of their enterprise when it’s busy and onerous to get away,” Luciani mentioned. “However they’re doing it, and that is a testomony to the ability of our Symposium at Sea.”
There’s a particular camaraderie that varieties when journey advisors acquire entry to suppliers and friends in an organized (but informal) setting, Luciani defined.
“All of us work at home, independently. It’s simple to generally really feel remoted,” he mentioned. “Journeys like this break that boundary down.”
Making the connection
The symposium, which started on Nov. 12 with a cocktail get together hosted by WestJet Holidays on the AC Lodge by Marriott Miami Brickell, aimed to assist advisors re-connect, strengthen partnerships and purchase new abilities that may be carried out instantly.
Helping this aim had been provider displays – MSC, Viking, Superstar, Air Canada Holidays, Transat, Royal Caribbean, Hurtigruten, Seabourn, Goway, Palace, Uplift and Manulife participated – in addition to advertising and marketing and social media workshops (considered one of which PAX co-hosted) and tech coaching.
One-on-one classes the place advisors met not solely with suppliers, but additionally with one another, had been additionally organized.
(TravelOnly, notably, has a mentorship program that connects its most skilled and profitable brokers with new and rising stars inside its community of 750 companions).
Brokers spent their evenings with suppliers at MSC Seashore’s onboard eating places and bars. Even a festive Christmas-themed pub crawl was scheduled.
MSC – the “gelato” of cruise strains
MSC Seashore, in the meantime, floated into sun-kissed ports of calls alongside the best way, together with The Bahamas – the place MSC owns a marine reserve, Ocean Cay – Puerto Rico (San Juan), St. Thomas (Charlotte Amalie) and the Dominican Republic (Puerto Plata).
On constructing product information, “Having that first-hand expertise [on a ship] is paramount,” mentioned Patrick Collins, BDM for Ontario and Atlantic Canada at MSC Cruises.
“Partaking all 5 senses on board is how brokers change into that authority when speaking to visitors,” Collins mentioned, noting the current success of MSC’s Fly and Cruise program, which is obtainable out of Montreal and Vancouver (and shortly Toronto).
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PAX explores MSC’s new “ultramodern megaship” World Europa in Doha
MSC, which opened a devoted Canadian workplace in 2019, is a family-friendly, Swiss-Italian multi-generational cruise line.
MSC Seashore, with six onboard swimming pools, a water park (together with a digital actuality waterslide) and 18 bars and lounges, will quickly be joined by a brand new flagship, MSC Seascape, which might be named in New York Metropolis in December.
MSC’s new megaship, World Europa, additionally recently launched in Doha, Qatar.
“If shoppers consider their favorite cruise strains as ice cream flavours, MSC is the gelato,” Collins informed PAX. “It has that further European flavour.”
“Advisors got here ready”
As a venue for experiencing a cruise, constructing relationships, and selling locations to shoppers, TravelOnly’s symposium yields an “rapid” payoff, Gregory Luciani informed PAX.
“Advisors’ gross sales go up as a result of cruises are a higher-price ticket merchandise,” he mentioned. “But additionally, the common charge of fee goes up as a result of cruise strains pay the best within the trade.”
For Jordana Botting, director of enterprise growth at Viking Cruises, the week was an “glorious alternative” to have “many discussions” with TravelOnly advisors.
“Advisors got here ready with nice questions and enterprise plans,” Botting informed PAX. “I’m wanting ahead to serving to members develop their enterprise (and delight their shoppers!) in 2023 and past.”
Brenda Lynne Yeomans, key account supervisor for Canada at Superstar Cruises, praised the Symposium’s versatile format for serving to “reignite” relationships.
“There’s time to schedule these one-on-ones, whether or not or not it’s over breakfast, lunch, or dinner, which is one of the best ways to create methods,” Yeomans mentioned.
Development for 10 years
The occasion unfolded as journey advisors see a surge in bookings following the gradual elimination of journey restrictions in Canada.
Since April, when pre-departure testing in Canada ended, gross sales have “ballistically” been rising, Luciani mentioned.
How lengthy will the increase final?
Citing the most recent from Cruise Strains Worldwide Affiliation (CLIA) and The Worldwide Air Transport Affiliation (IATA), Luciani believes the robust demand for journey will proceed for the subsequent ten years.
The trade’s actions paint a affluent image, too, as manufacturers “develop, develop, develop” with extra ships, plane, motels and merchandise, Luciani mentioned.
As for what’s promoting proper now, “It’s every part,” mentioned Gregory’s mom, Ann Luciani, TravelOnly’s proprietor and CFO.
“All people got here out of COVID, eager to do their bucket record,” she mentioned.
Shoppers are additionally nonetheless paying extra for higher-end experiences, she mentioned, noting how the worth of a sale has up 20 to 30 per cent.
Penthouses, suites and worldly excursions had been already promoting like hotcakes earlier than the pandemic started.
The distinction now, Gregory famous, is stock. “In case you’re attempting to e-book a premium house on the final minute, chances are high you’re not going to get it,” he mentioned.
“Develop your database”
That is one purpose why TravelOnly advisor Pat Probert of the Bob Household Journey crew begins selling cruises years upfront.
Probert has locked in ship charters from now by means of 2024, together with a river cruise with Uniworld alongside the Nile in Egypt (with an add-on tour in Jordan), in addition to a Normandy and Juno Seaside crusing out of Paris with the identical model.
He’s additionally bought cruises with Regent Seven Seas developing, together with an itinerary exploring smaller Caribbean islands, resembling St. Vincent, Grenada and St. Barts, in addition to a Tahiti and Bora Bora voyage.
In truth, Probert is already mapping out 2025 as he eyes suppliers for Antarctica.
“Individuals are spending more cash than they’ve ever spent,” Probert informed PAX. “The typical journey we’re doing is $10,000 plus air, plus tour, plus resort. And most excursions promote out.”
As a mentor, Probert spent his symposium assembly with advisors to share his ideas and recommendation (the President’s Membership member has additionally been recognized to host workshops actually within the sea).
“The standard of brokers approaching these journeys is getting higher and higher,” famous Probert, who urged his friends to “deal with shoppers like gold” with well timed service, good offers and elevated experiences.
He recommends brokers “develop their database” with journeys that create a household ambiance the place visitors shortly change into pals and, in consequence, will journey collectively sooner or later.
In lots of circumstances, Probert’s shoppers span virtually 4 generations of oldsters, youngsters, grandparents and grandkids.
“And 100 per cent of our shoppers are referrals,” added Probert, who holds common shopper webinars with suppliers to generate curiosity and buzz.
“A second household”
Amanda Beaver of Glow Journey and Occasions is seeing the same uptick in enterprise as shoppers “really feel comfy with flying and cruising once more.”
Beaver, who makes a speciality of vacation spot weddings, was lucky to have a lot of her group bookings roll over by means of COVID and he or she’s now seeing a rise in cruise and household journey.
TravelOnly, in the course of the pandemic’s hardest moments, “was a second household” to us, famous Beaver, who can be a President’s Membership member.
“They’ve been so supportive in serving to us transfer ahead,” she mentioned, lauding the advertising and marketing and social media classes that had been shared at this 12 months’s symposium.
Danielle Freeman of TravelOnly with Danielle, who has labored within the trade for 25 years, mentioned this 12 months is among the many finest she’s ever had, noting an increase in multi-generational journey.
“It has been superb to reconnect with suppliers after a three-year hiatus,” Freeman informed PAX.
Marcia White of Marcia Loves Journey, which makes a speciality of cruises and group journey, appreciated listening to her friends on the symposium share inside ideas for managing teams.
The convention additionally highlighted suppliers “I’ve by no means considered earlier than,” White mentioned, resembling Seabourn, which was showcased by the road’s new senior supervisor of nationwide and strategic accounts Maxine Gundermann.
“You are feeling like household on this firm,” White mentioned, applauding TravelOnly’s assist crew.
Goodbyes & hellos
TravelOnly’s Symposium at Sea doubled as a send-off for Ian Elliott, who begins at Ensemble this week as senior director of accomplice relations, Canada.
Elliott, who was TravelOnly’s vice-president of gross sales and advertising and marketing since 2015, known as the transfer “a really troublesome resolution,” however mentioned he appears to be like ahead to constructing on partnerships and connecting with extra advisors within the Ensemble community.
READ MORE: Ian Elliott departs TravelOnly for partner relations role at Ensemble
Commenting on Elliott’s transfer, Gregory Luciani mentioned: “We all the time need what’s finest for our individuals.”
“It’s unhappy to see somebody of that stage of expertise go, however we’re pleased it’s with Ensemble as a result of that’s our consortium. In the long run, he’s not too distant. Ian’s a real skilled and he’s left an important legacy,” he mentioned.
The TravelOnly CEO mentioned he’s presently hiring extra employees within the areas of expertise, coaching, gross sales and advertising and marketing – and can proceed to welcome extra companions
“We count on to be at 1,000 brokers within the subsequent two years,” Gregory mentioned.
Along with onboarding skilled brokers, sourcing expertise outdoors of the journey trade, from academics to well being care professionals, is a key a part of TravelOnly’s progress technique.
“We have introduced in new individuals from each province since June,” Luciani mentioned. “We have been very fortunate.”
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