Recommend May2017 - 76

Celebrating 50 Years of Helping Travel Agents Sell Travel

Windstar Cruises

"We have a tremendous brand," says
John Delaney, president of Windstar
Cruises. "We have the three iconic
Wind ships, which are absolute favorites
of so many people, and then we have
the three small [Star] ships, which
are beautiful 212-passenger, all-suite
vessels. Windstar [is in a place] where
we can own the sweet spot of small ship
cruising with the six ships we have and
with a new global deployment."
Darci Upham, CruiseOne franchise
owner and vacation specialist, adds
that, "Windstar is almost like two cruise
lines in one-offering classic sailing
vessels and all-suite power yachts,

so clients can choose which style best
fits them."
She points out that, "Windstar gives
us a product to offer clients who want
the convenience of a cruise, but they
don't want to dress formally, they don't
want to be on a ship with thousands of
people, and they're not interested in the
ports that the mega-ships visit. They
want a more intimate environment with
exquisite dining; they want to visit offthe-beaten-path destinations; and they
want to stay longer in port."
In fact, says Delaney, Windstar
Cruises caters exactly to those clients
Upham points to, adding that "they

"Travel agents are critically important [for Windstar]. You have to have
travel agents who understand the brand and can put the right people
on the right ship. When you have an average transaction that's close
to $8,000, that's a complicated sell, and travel agents need to be able
to match product with consumer."

love the social ambiance of a small ship.
Our guests are very affluent, but they
don't show it off. We don't have formal
nights; they are on vacation, so they
want to be more casual."
To cater to this worldly clientele,
which, Delaney is quick to point out,
includes "folks who are in their late-30s
all the way to retirees," one of the main
pillars Delaney is focusing on-he was
appointed president of Windstar Cruises
in mid-2016-is creating what he calls
"destination authenticity.
"When you have only 200
passengers, for example, on a ship, you
can design your itineraries, your days in
port, your tours, your excursions,
in a very different and personalized
way. I really want to get to the real
cultural jewels in cities, be able to
offer private access."

- John Delaney, President, Windstar Cruises
76 may 2017

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