Travel Weekly - April 19, 2004 Hand in Hand Silversea 'redefines' its ties with trade Claudette Covey Mary Jean Tully's travel agency has long been a strong supporter of Silversea Cruises. But now she believes her agency, Mississauga, Ontario-based The Cruise Professionals, stands to further boost its Silversea sales - thanks, in large part, to the line's new sales team. That team, headed by David Morris, senior vice president of North American sales, has made it a point not only to reward Silversea's travel partners but to listen to their input on the onboard product, Tully said. Silversea also created a travel agency advisory board, whose 40 members met for the first time last month in Dallas. "It's a huge step for Silversea to bring its top accounts together to talk about what's good about the product and what needs improvement," Tully said. Morris said "We're really redefining the realtionship Silversea has with agents. We're taking a good relationship a step further." One way in which that relationship is being boosted is with the creation of a agency recognition program and an online booking program, both of which were unveiled at the advisory board meeting. The recognition program features two levels. Associate-level retailers receive, among other things, enhanced override pay, 24-hour access to the new booking engine and reduced fam rates. Silver Society-level agents receive the same benefits as associate retailers plus a dedicated reservations desk, priority wait-list clearance and other perks. The advisory board meeting also included a detailed briefing on the onboard product and extensive feedback from agents. "We listened to what they thought and what they wanted," Morris said. A case in point: Agents at the meeting overwhelmingly agreed that Silversea ships were in need of a casual-dining option on formal nights. Morris said the line is testing such an option. In the end, Tully said she and her advisory board colleagues are pleased with the way in which Silversea is enhancing its relationship with travel agents. "David's made Silversea more agent friendly," she said. "He's instilled confidence in the direction the line is taking."   Back         Top of Page

maryjeantully.com home | mary jean tully's bio | mary jean tully's awards | press + media | contact information