If knowledge is power, Royal Caribbean is making sure advisors are more powerful than ever.
If there’s one thing that’s true in our industry, it’s that cruising is becoming more and more popular. Only a few years ago, it was a mere 5% of the leisure market in Canada, and is now estimated at a whopping 30%, according to Royal Caribbean’s Maria Gibson, Strategic Account Manager.
So the choices are expanding and it’s getting more complicated to sort it all out – much less explain it to the client.
Which is why Gibson, whose territory comprises the GTA, Markham, and east to Brockville Ont., has been hosting a series of seminars for advisors. Venues have included Richmond Hill, Ajax, Cobourg and Maple. Open Jaw sat in on the Toronto session last week, which was packed with details about the fleet, itineraries, resources, selling tips and insider info.
“I love to see how energized the agents are after the lunch and learns,” Gibson told Open Jaw.”Above all, RCI is about entertainment, activities, innovation and options - and the audience learns about all of them.”
A nine-year veteran with the company (and in the industry since the 1990s), Gibson’s familiarity with the fleet, the itineraries and options is encyclopedic.
The Royal Caribbean fleet now comprises 24 ships from 2,000 to 6,000 pax, in seven classes of ship, including Oasis Class, the number one seller in Ontario. Two more ships are under construction.
Gibson was careful to stress that the line has something for every client – including the traditional sun and sand seeker.
“With our included Perfect Day in Coco Cay private island in Nassau, the private island stop in Labadee, Haiti, or coming in 2027, Perfect Day in Mexico on the Costa Maya, there’s something for the dedicated beach lover.”
Multi-gen? A cruise is perfect because there will be something for everyone in the family - and parents especially love the security of being on a ship. And with suites big enough to accommodate eight pax, with RCI it can be like staying together in a fabulous second home.
"We always want to make sure every member of the family gets the vacation they need," Gibson said. Multi-gens, she added, especially love experiencing Alaska together.
The range of activities seems endless, so it’s certain that even the most eye-rolling teen will be busy – and happy hanging with other teens, whether it’s rock-climbing, laser tag, zip-lining, ice-skating or basketball. All are included in the cruise price.
Clients who are new to cruising? Clients love a short (e.g. three night) cruise, just to give them a taste of what it’s all about.
“And we are adding more short cruises in ’26 and ’27, because we know they’ll experience all the ‘wows’ and want to come back for a longer experience.” Shorter cruises include “The World’s Biggest Weekend” on board the Utopia and “Wonder Weekend” on board the Wonder.
A five-day transatlantic crossing, as a portion of a 12 or 14-day itinerary, may be just the ticket for the flight-averse client.
It’s clear that Royal Caribbean’s engineers love to think outside the box. How about Utopia of the Seas’ 1800s style railway car resto, gently rocking like a real train as clients enjoy dinner, a show, and the authentic, changing “view” from the windows? Or the three-storey townhouse on the Icon of the Seas? Or, as part of the entertainment, 300 drones set to music?
Some of the many other tidbits Gibson shared with the group:
- Start selling 2026 and 2027 now. There is very little, if any space, left for 2025.
- Looking for pricing in CAD$? In loyaltoyoualways.com (RCI’s site full of news, fares and more) under “language” at the very bottom right hand corner, select CA and the prices will appear in CAD$.
- Group rates kick in with as few as eight staterooms/16 pax and meeting rooms for, e.g., incentive groups are at no charge. Gibson suggests you block group space as soon as a departure is deployed (i.e. goes on sale) to guarantee space: only 30% of a ship’s capacity is ever available to groups.
- Make payment easy for you and for the client by using flexpay. “Set it and forget it.”
- There are always more included dining options than optional specialty restos. Assure clients that menus are changed daily in the included venues so there’s no chance that boredom will set in.
- Bear in mind that repeat clients love to sail the new ships (partly for the experience and partly, I suspect, for bragging rights).
- Resources include a “ship locater” at cruisingpower.com so that you can find out which ship will be where and when. Handy if, for example, clients want to be in a given port on a special day.
- Shows (e.g. Mama Mia, Saturday Night Fever) feature not only full orchestras and Broadway performers but there are matinees as well as evening shows.
- Each ship has a wedding coordinator to assist with groups of 20 to 100 pax and who can also help with proposals and vow renewals. Same sex marriages are OK (depending on local laws).
The company produces a 240-page Travel Advisor Guide brimming with ship facility details, deck plans and procedures, which is an invaluable asset to anyone promoting RCI. Request your copy at cruisingpower.com.
