Virgin Voyages today revealed details on how the company will be ‘brilliant to do business with’ for all travel advisers, or First Mates as the cruise line refers to them.
The sales strategy was built from research conducted with travel professionals and potential sailors, with the aim of abolishing long-standing pain-points. The company confirmed the elimination of non-commissionable fares (NCFs) for First Mates and is banishing nickel and diming for both potential Sailors and First Mates.
No part of a booking with Virgin Voyages is non-commissionable, so First Mates will earn across their client’s entire transaction. This includes add-ons like flights, hotel stays, voyage protection, Shore Things (excursions), spa treatments, any premium package, Sailor Loot (onboard credits) and even taxes and fees.
Virgin Voyages is introducing a base commission of 10 per cent on the entire transaction, with nothing held back or excluded. In addition, all First Mates or affiliated organisations can earn a Red Hot Bonus paid annually on sailed revenue up to an additional six per cent if they meet certain production thresholds.
“The underlying issue travel professionals have is not being compensated for their hard work on the entire sale. With Virgin Voyages you will be,” said Stacy Shaw, vice president of sales for Virgin Voyages. “With our combination of premium pricing that includes so much more, no NCFs and the ability to earn on everything you sell, total dollars earned with us will be more. Percentages don’t matter, total dollars do.”
Virgin Voyages unveiled further details on its value proposition for Sailors, including abolishing gratuities, penalties and change fees. With a more inclusive Rebellious Luxe experience, First Mates have the opportunity to sell voyages based on the total value proposition rather than price and to reach a new client base, which translates to more commission earned.
Firstmates.com is currently registering travel agencies and individual travel sellers to do business with Virgin Voyages, in advance of the company opening voyages for bookings on February 14. The cruise line will also host an immersive learning campaign beginning February 6 called Cabin Fever, which will help First Mates learn about cabins and RockStar suites, a key product differentiator.