Norwegian Cruise Line reinforces its commitment to Brazil with a focus on business relationships and regional expansion
At WTM Latin America, André Marcanti, Sales Director of Norwegian Cruise Line Brazil, analyzed the company's strategy in the country, the role of travel agents, and the growth potential of a still developing market
What are Norwegian Cruise Line's goals and expectations for this event?
Currently, approximately 60% of our sales in Brazil are channeled through travel agencies and tour operators. Therefore, our main objective is to strengthen these relationships. The Brazilian market remains highly relational: direct contact and human connection continue to be key factors in the purchasing decision.
Although it may seem like a traditional practice in the face of technological advancement, this approach remains highly effective. It allows us to compete ethically while simultaneously generating higher levels of production.
Norwegian Cruise Line has been adding new ships. How does this impact your offering?
We are experiencing one of our best periods in terms of product. With our new class of ships, which began with the Norwegian Prima and continued with the Norwegian Viva, Norwegian Aqua, Norwegian Luna, and the upcoming Norwegian Aura, we have significantly raised our standard within the industry.
These ships introduce an innovative concept that combines a wide range of dining options, high-level entertainment, and a carefully designed capacity to avoid overcrowding on board. This translates into a smoother experience: quick embarkation and disembarkation, queue-free access to restaurants, and greater overall passenger comfort.
What level of interest have these new products generated during the event?
The response has been very positive. We've received a high volume of inquiries, especially about the new ships. Even the promotional materials sold out quickly, reflecting the strong market interest in these offerings.
What are the company's next steps in Brazil?
Our focus is on expanding distribution channels, especially in the northern and northeastern regions of the country, where there is still significant growth potential. We also aim to strengthen our work with tour operators, who are key strategic partners.
At the same time, each new ship implies the need to attract more passengers. In that sense, Brazil represents a great opportunity: it is a young market in terms of cruise culture. The Brazilian traveler is still in the process of discovering cruises, and the goal is to accompany and encourage that growth.