Agents have to be able to match clients to the right product if they are to succeed in attracting new customers to river cruising.

Speaking in a three-way panel discussion, Riviera Travel head of agency sales Joseph Grimley said customers don’t know the river cruise companies and their points of differentiation so agents must learn the USPs so they can get clients on the right ship.

APT sales and commercial manager Angela Waite said the company has new cycling cruises in Europe next year that should be targeted at cycle groups. When selling Asia river cruises, agents should focus on younger passengers who have travelled on long-haul touring holidays.

She said: “We offer cooperative marketing and training to help agents develop their knowledge.”

Scenic cruise director Werney Beyer (standing) suggested a two-week Amsterdam to Budapest sailing for new-to-cruise clients who want ‘showtime’ every day and the French rivers for those interested in wine.