Agents Assess the Suite Life on Avalon’s Newest River Ship

River line Avalon Waterways, part of the Globus family, last week christened its newest “Suite Ship” – the 166-passenger Avalon Expression.

Patricia Schultz, author of the bestselling 1000 Places to See Before You Die, performed godmother duties. U.S. agents were among those invited for a preview cruise on the Rhine.

The ship is the fifth in the line’s Panorama class, river vessels distinguished by their two full decks of open-air balcony cabins, with walls of glass that open to create a French balcony.

Travel Market Report asked agents onboard to share their impressions of the ship and their strategies for selling river cruises.

What most impresses you about the Avalon Expression?
“The size of the staterooms and the glass walls. Plus they really put a lot of emphasis on the beautiful bathrooms, with the large glass showers and little touches like nightlights and makeup mirrors.” – Sherry Callahan, president, Sherry Callahan’s Travel Associates, Sea Girt, N.J.

“I loved the layout of the room. I think that’s great. – Mary Hanigan, managing partner, Uniglobe Travel Partners, Lake Oswego, Oregon

“The ship in its entirety is so contemporary but yet so very warm, all the decor, the plants, the flowers, the colors, the artwork, the cabins, to die for. The wall-to-wall windows, it doesn’t get any better. I think that Avalon has nailed it.” – Linda Cherwin Gow, Posh Travel, Greenland, N.H.

“My first impression is comfort. I found the decor fits nicely in terms of the American consumer and I’m very impressed with the cabins and the way the furnishings are arranged with the walls of glass. It feels spacious. – Drew Daly, vice president of sales performance, CruiseOne

Is there anything you would change on the ship?
“The entertainment should be more youthful and updated [rather than a keyboardist playing old tunes one night].” – Mary Hanigan

“I’d like to see Avalon really relax their single supplement policy. It’s absolutely prohibitive for people to come single occupancy. They should offer a few cabins at maybe 125%. In their future ships they should have, say, four smaller cabins for single occupancy.” – Linda Cherwin Gow

What’s your pitch to clients when selling river cruises?
“The all-inclusive, all the shore excursions are included. That’s a big plus in our cruise market at home. Unlimited wine and beer at dinner, also a plus, and the size of the ship – where people really get to know one another.” – Sherry Callahan

“I think they really want the itineraries. They want to unpack once, the ease and convenience, the all-inclusive aspect, plus having people to manage things for them. You don’t have to pull out a guidebook and walk out and flag a taxi. It’s a way to do Europe, and an easy way to do Europe.” – Mary Hanigan

“People who have done European ocean cruises are a great market for it. Or people who just want to do escorted tours, for that matter.” – Drew Daly

Are more of your clients asking about river cruises?
“Everybody wants river cruises. There’s a lot more knowledge about river cruises right now. People are calling and asking about river cruises.” – Mary Hanigan

Everyone says the 55-plus demographic for river cruises is coming down. Would you sell a river cruise in Europe to a 40-year-old?
“Yes, if it were a themed cruise, something that would interest them such as wellness, cultural, food and wine, and Normandy is huge.” – Sherry Callahan

“I think river cruising has a really vast market because of the variety of destinations. People have the impression that river cruising is like, ‘When I retire and I’m 80 and in a wheelchair I’ll go on a river cruise.’ That’s not true. There’s so much to do off the ship, biking, hiking, included sightseeing, optional tours, wine with dinner. How bad could that be?” – Linda Cherwin Gow

“The river lines target a certain market based on their size and where they go.” – Mary Hanigan

“I know their demographic is 55-plus, but I think it’s open ended for anyone. I’m 40 and I’ve brought friends on this and they’ve loved it. I think there’s a perception of some agents that its only for an older demographic. They need to change that perception.” – Drew Daly

Do your clients ask why river cruises are so expensive?
“Yes, and I point out it’s all-inclusive, all shore excursions included. There is great value.” – Mary Hanigan

How important is the inland destination as a selling point?
“The difference between river cruises and ocean cruises in Europe is you’re right in the middle of these city centers. You visit Frankfurt and Vienna, say, and all the smaller villages, which I really think is where people want to spend time in Europe. It feels more European.” – Mary Hanigan

“The clientele who is attracted to river cruises has probably done all the European capitals on their own. Now they are at the next level. They want to see what life is like in the smaller places.” – Rich Lane, Uniglobe Travel Partners, Lake Oswego, Oregon

“The places they call on, it’s like opening up a history book. And you don’t see the big motor coaches coming in and hundreds of people getting off and invading a small town.” – Sherry Callahan

How will you advise your agents to sell the product?
“The biggest growth in river cruising that we’ve seen is when we encourage the agents to go themselves and bring a group. And after that you get repeat business.” – Drew Daly