Monday, 29 June 2015

Piggybacking on the river boom

Piggybacking on the river boom

Craigslist
By Michelle Baran

Do you ever find yourself, as I often do, reflecting about a seemingly simple concept that has become incredibly successful (like Craigslist, the beyond basic classifieds website now worth hundreds of millions of dollars), and say to yourself, “Drats! Now why didn’t I think of that?!”

As the river cruise market continues to boom, some in the travel industry might be feeling that very sentiment about river cruising. They might have a little case of river cruise envy as it were — “If only I had thought to start building riverboats several years ago,” the regretful might muse.
Michelle Baran
Michelle Baran
But rather than bemoan the fact that they aren’t among the pioneering companies that built up the river cruising market, several factions of the travel industry have instead been working to benefit from the myriad of business opportunities that have arisen in light of the the river cruise industry’s success, and their piggybacking strategy is working.

For instance, the wholesale tour operator Avanti Destinations has been promoting its customizable FIT offerings as pre- and post-cruise city-stays that agents can tack onto a river cruise to increase their earnings.

“We encourage agents to ask their cruise clients about adding extra days — or even a week — to their itinerary,” said Harry Dalgaard, president and founder of Avanti. 

“We’ve had clients, for example, who start with a Danube cruise, add a few nights in Vienna, continue on to Salzburg and then head to Florence, the Tuscan countryside and Rome before returning home,” he added.

The result is that Avanti is seeing big booking windfalls in destinations linked to river cruising. In the past year, the company has seen bookings for Bordeaux and Lyon in France increase 85% and 100%, respectively; bookings for Budapest, Hungary, have grown 30%; and for Nuremberg, Germany, bookings have jumped a whopping 175%.
 
Consequently, Avanti has developed new pre- and post-cruise suggested itineraries geared specifically toward river cruisers, including a three-day Bordeaux package (from $725 per person), a three-day Amsterdam itinerary (from $595 per person), a three-day Nuremberg package (from $329 per person), and a three-day Vienna package (from $515 per person).

Travel agents too are getting in on the action. Several years ago, it was difficult to find any agents that were dedicated solely to the river cruise market or who knew very much about it. But today, there is a growing roster of river cruise specialists, including several that have been featured in Travel Weekly, that have built up an entire agency business and/or website focused only on river cruising.

Sometimes it doesn’t matter whether you had the good idea in the first place. What matters is whether you can make someone else’s good idea work in your favor. The river cruise industry isn’t just one business, it is a ripple effect of businesses and opportunities for those who choose to ride the wake.