While Praising New Ship, Agents Urge Celebrity to Raise Fares

Celebrity Cruises’ new 3,030-passsenger Celebrity Reflection elicited kudos from travel sellers for its new suites and impressive level of food and service, during a two-night preview cruise from Miami.

But travel sellers onboard were more abuzz about the cruise line’s vow to be more targeted in its marketing – focusing on those U.S. markets with the wealthiest populations. They were also quite vocal in telling Celebrity executives it’s time to stop discounting and raise fares.

Ship’s features
Like its four Solstice-class siblings, Reflection, which will sail the Caribbean in winter and Europe in summer, boasts a half-acre of real grass lawn up on top and more than a dozen restaurants. It also features sleek, contemporary decor and an impressive modern art collection.

The ship debuts new accommodations including the line’s first AquaClass Suites and a whole wing of private Signature Suites on Deck 14, set aside in an area with keycard-only access. Getting attention is the 1,636-square-foot Reflection Suite, with its jaw-dropping, pentagonal-shape shower that extends off the side of the ship, with the sea visible many feet below.

Travel Market Report spoke with agents about the Reflection during the preview cruise.

Would you like to see Celebrity raise fares?
“I would love to see them raise their fares. I think they deserve to get more than they do for the product.” – Jeff Duncan, Holiday Cruises & Tours, Newtown, Penn.

“One of the things so many agents don’t understand is the higher the ticket the more money you are going to make. It does me no good or them no good to have a rock bottom price, a value price. There are some sailings that are going to be more difficult to sell than others like this time of year. But get the price you deserve.” – Patti Macchi, Perx, Austin, Texas.

What do you like best about this ship?
“The feeling of space, the airiness of the ship, the very subdued colors. It’s a lovely, lovely ship. It truly is the culmination of the whole entire Solstice class. They’ve taken everything and made it better.” – Patti Macchi

“Celebrity never fails to impress. They basically expanded on the Solstice class and made it into something even more spectacular than the others. Just the little touches, with the artwork and the whole service level at the alternative restaurants, it’s phenomenal.” – Jeff Duncan

“The ship is very sleek and modern and contemporary and I like that. And the people are very friendly. The staff smiles and says hello as you pass.” – Valerie Dorsey, Cruise Planners Charmed Vacations, Royal Palm Beach, Fla.

“They do a great job with the modern luxury. They incorporate everything that is in the advertising for it. The cushions on the seats by the pool are plusher than on other ships, the towels are richer, there’s just little nuances here and there that just make you feel special.” – Kristy LaCroix, Cruise Planners Carefree Cruises and Wheelchair Escapes, Newton, N.H.

What on the ship made you go “wow?”
“The whole ship, I went wow.” – Jeff Duncan

“The options available on the ship are incredible. You have your choice of doing whatever program you wish to do, including in terms of dining.” – Patti Macchi

“For me, the Presidential Suite. That is a gorgeous suite with huge closets, huge bathroom, huge balcony. There’s enough space to have a major party. I just have to find the right client to sell it to. It’s not for everybody.” – Valerie Dorsey

“Having the opportunity to play bocce ball at sea on the lawn is a unique experience. A lot of ships have mini golf, but Bacci Ball is a little different.” – Kristy LaCroix

Would you use the transparent shower in the Reflection Suite?
“I don’t know about that. I think my clients might. It’s more of a talking point.” – Jeff Duncan (Editor’s note: The Reflection Suite’s all-glass shower extends over the edge of the ship.)

Anything you’d change about the ship?
“The only thing I was a little disappointed in was the pool area in that it has four relatively small hot tubs.”  – Don Gable, Packer Society Hill Travel, Philadelphia

“It is very strange there are only two banks of elevators. I would also change the storage in the cabins. The bathrooms are fantastic. But there is usually shelving, and I just found it disconcerting there wasn’t.” – Patti Macchi

“I would change the height of the beds in the wheelchair accessible cabins. They are too high.” – Kristy LaCroix

How do you plan to sell this ship? What’s the client pitch?
“Service, food, entertainment, the all-around premium experience. Fortunately, Celebrity is pretty well known on the East Coast now and as years go by the brand recognition is improving.” – Jeff Duncan

“I’d stress the variety that is available onboard. The ability you have to choose what you want to do. You can either do it all or kick back. I’m not a sun person, a pool person but I had plenty to do. And I love some of the quiet places around the ship. I enjoyed sitting and reading my book.” – Patti Macchi

“The hardest part of Celebrity is getting a client to experience it for the first time. Once they do, they come back over and over. Once you get a client on here, I think they’re a client for life.” – Valerie Dorsey

Can you sell the Reflection’s fancy suites?
“I do have clients who would go for the size and amenities of these very large suites. The harder sell would be to convince them to take this large and expensive suite on a ship with this many passengers. They are used to buying high-end suites on ships with fewer passengers.” – Don Gable

How does this ship differ from its four sister ships?
“I think it’s even more special than the others in the Solstice class with the artwork and the service.” – Jeff Duncan