Chan said the NCL group has been accelerating sales in Asia since 2015 when it began establishing offices in the region.
For the Regent Seven Seas brand Chan said, ‘we have a great product but need to raise awareness, especially for luxury cruises.’
One of Regent’s key selling points is that the all inclusive extends to shore excursions at the 420 destinations the line calls at, he added.
During a two month spell Hong Kong-based Chan has been flying across Asia to host events in port onboard 700-berth Seven Seas Voyager including as far afield as Mumbai.
He also shared that the Indian market has been growing rapidly, for NCL’s brands. High nett-worth Indians are known for bloc bookings for friends and relatives for celebrations.
Chan characterises sales efforts as a ‘relationship business’ with sales being ‘done on a long-term basis’. More than 60% on Regent are repeat guests, with a majority currently Americans. If they like the product and are comfortable they will keep coming back, is Chan’s philosophy: ‘They won't change their minds simply because someone else is offering a discount,’ he said.
Chan said wealthy Asians tend to go for luxury cruises outside Asia, in the Baltics, Mediterranean and Alaska.
Seven Seas Voyager which on its way from Asia to Athens, had a $40m bow-to-stern refurbishment late last year, but retains a certain classy old-world charm. The renovations were part of Regent Seven Seas Cruises current $125m refurbishment effort ‘for the level of elegance found throughout the fleet to the standard set by Seven Seas Explorer,’ Chan remarked.
Seven Seas Explorer, christened in July 2016 in Monaco, has 375 suites, including large luxurious suites that cost some $10,000 a night. Chan said that he has found that higher category suites have been easier to sell in Asia, than the smaller suites.
‘Once a couple are convinced of the product and sign on, they usually bring with them a few other couples of a similar ilk,’ he said.
The Asian outbound market differs from brand to brand. Chan said Asians tend to select NCL for shorter cruises for families.
‘Norwegian Jewel is based in Australia, and is also popular with Asians for near-range fly-cruises.
‘Norwegian Jade has lots of Asian guests who enjoy Mediteranean and Baltic destinations and select cruising over land destinations, especially where hotel rates are high.
‘Europe is also popular with Asians as it offers many destinations with not so many visa requirements. Alaska tends to be popular with Indians,’ Chan observed.
He disclosed there they have also had ‘a lot of interest in Cuba’.
The company continues to keep an eye on its fledgling business in North Asia with latest ship Norwegian Joy arriving soon.
Chan also expects the Japan inbound cruise market to grow, especially as Japan anticipates a tourism boom with its hosting of the 2019 Rugby World Cup and 2020 Olympic Games.
Hotels may get expensive then, and cruising could be seen to offer a great value-proposition, he concluded.
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