Cruise editor Rebecca Tobin caught up with Oceania Cruises
chairman Joseph Watters during Oceania's inaugural sailing of the
Regatta.
Q:Even though this is a new cruise line with a
new name and new faces, there's a lot of history with Renaissance
Cruises. Do you think you can ever escape the specter of
Renaissance?
A: Absolutely. I think Renaissance will be
forgotten very quickly. I think Renaissance passengers who are
cruising with Oceania soon will feel this is taking the Renaissance
ships and making [them] into something better. Philosophically,
this is an entirely different company -- the way we deal with
travel agents, the way we handle the product. Give us a year, and I
think Renaissance won't be mentioned anymore.
Q:At any point were you concerned about
attaching your name to a company that was so unfriendly to
agents?
A: Definitely. When [CEO Frank Del Rio] and I
first got together, the critical issues were, No. 1, this had to be
the highest quality possible. This couldn't be a "me-too" cruise
line. And the other thing was that this had be a 100% pro-travel
agent company.
Q:You said this is not a "me-too" cruise line.
You don't have all the glitz and glamour of a big ship; you don't
have rock-climbing walls. What do you have?
A: An Oceania experience is not based on
gimmicks. It's substantive elements we know experienced cruisers
are looking for. In-depth itineraries, fine dining, a comfortable
environment. The [ship] ... is very warm and inviting; the chairs
are plush and comfortable. It's like being in a fine home.
Also, the price is at the premium level, but it's a luxury
experience. So the value proposition is attractive to cruisers.
Q: What's been the greatest challenge so
far?
A: The greatest challenge is to take a company
from zero and become fully established. We had a challenge in
getting quality people to come to our company. In all departments,
we've been able to get some very good people. We've got some great
people in sales that know how to deal with agents.
Q:What are agents asking you? What do they want
to hear?
A: I admire the travel agents who have booked
us for their leap of faith. They had a belief that I wouldn't be
associated with a line that didn't deliver. I think that belief has
been justified.
Q:Oceania is a start-up. What do you tell
skeptical agents?
A: Get feedback from the travelers. Our first
eight cruises are sold out, our holiday cruise is sold out. People
are coming to Oceania and feel real comfortable with the idea of
being with us.
Q: At what point does Oceania start working
with online agencies like Travelocity and Expedia?
A:The distribution channel is dynamic and
changing. We want to work with companies that can make this line
successful.
Get More!
For more details on this article, see Oceania's Regatta sets sail.