Although China’s 188bet market started late，But it is developing very rapidly，Now it has become a battleground for major 188bet companies in the world，Highly regarded。In recent years，Revolving around the operation and distribution model of 188bet ships，There are many discussions in the industry。

September 22，The second China 188bet Summit hosted by Northstar Travel Group's "Travel Weekly China" was successfully held in Beijing。Meeting，Royal Caribbean、Costa、Princess、Norwegian、Executives from MSC Mediterranean and Skysea Cruises gathered together，Each expressed their respective views on the Chinese 188bet market，And jointly discussed the future development trend of China’s 188bet market。Zhihui organized and processed the content of his speech，Share it here with colleagues in the industry。

Seminar guest:

Dr. Liu Zinan, President, North Asia Pacific and China, Royal Caribbean International&Chairman of 188bet Lines International Association North Asia Chapter

Mo Xingcui, President of Costa 188bet Asia

Anthony H Kaufman, Executive Vice President, International Operations, Princess 188bet

Harry Sommer，Executive Vice President, International Business Development, Norwegian 188bet Line Holdings, Inc.

Huang Ruiling, President of MSC Cruises Greater 188bet

Fan Min, Chairman and CEO of Skysea 188bet

Q1: How do you view the supply and demand status of China’s 188bet market?

Anthony H kaufman: We are not saying that there is not enough demand for 188bet ships from Chinese tourists，Chinese tourists are becoming more and more aware of cruises，As their understanding of the value of a 188bet increases，We will also slowly improve customer satisfaction，So when will the ideal state of 188bet awareness be achieved？Competition between 188bet holidays and land holidays，The development of land tourism can also give us some inspiration。For example, a travel agency，Especially travel agencies with a large number of tourists，Has a very large influence，They can play a role in awareness education。High value and high customer satisfaction are the essence of a 188bet ship，So in mature markets around the world，The loyalty between tourists and 188bet lines is very high，Consumers should know these。

We can see the future development potential of China’s 188bet market，So we need to make the necessary efforts，Seize this opportunity。Because it is possible that we can to a large extent、Keeping our customers long into the future。We want to create the concept of "lifelong customers"，And take this as a long-term goal。The customer-based 188bet industry should take this as its development concept。

Fan Min: The current Chinese 188bet market seems to be oversupplied，But this is just an appearance，The potential demand in the market is actually huge。I think the current challenge 188bet Chinese market is how to obtain more reasonable demand，Instead of low price、Just use it as a means of transportation。188bet companies and travel agencies need to work together on this point，Ensure we create such high-quality products and services。From a global market perspective，These travelers who will make repeat purchases are actually very loyal。Short-term 188bet travel is not perfect for them yet，It’s just the difference between land and sea travel，This is also the challenge we will face in the future，I think this is a very critical issue。Every 188bet company needs to cooperate with travel agencies，Reattract tourists to 188bet ships。

Mo Xingcui: Speaking of supply growth，What we should focus on is the ticket price，So we need to cooperate with all the 188bet agency colleagues here，To improve customer acquisition methods、Sales method，Put our business on the B2C model，And do better。We are looking for the right customers，To increase investment in sales capabilities，Let our supply and demand reach a more reasonable level。

Harry Sommer: China had more than 100 million outbound tourists last year，But less than 1% on 188bet ships，And this number is 2% worldwide，So the growth of the Chinese 188bet is actually disproportionate，The essence of the Chinese 188bet may be that supply exceeds demand。For example, these 188bet pioneers，The price in China is now very close to the international price level。So it is not necessarily oversupply now，It is the process of balancing supply and demand。

Q2: What do you think of the current 188bet distribution work of travel agencies?

Liu Zinan: I think some travel agencies in China are actively participating in the 188bet business。A private board statement was posted online yesterday，There are two sentences that moved me very much，I think it is very true。The first sentence is to say that they are very grateful and recognize Royal Caribbean、Costa and Princess Cruises have been exploring the market for many years、Historical contributions in increasing consumer awareness of 188bet ships and building a distribution platform。But I want to say that we did not just make historical contributions，We must also highlight our historical contributions、Make more contributions。The second sentence is that travel agencies should develop more new sales models under the new situation。Indeed，Travel agency in the past 6 years，Achievements in the charter ship model and other model innovations，Unprecedented in the world，So I very much agree with these two sentences。

In a new environment，Both 188bet lines and travel agencies need to change，Need to shift from current business model to future model。I think the 188bet agency industry as a whole，They dare to take risks、The spirit of exploration，Made a lot of innovations；Their innovation in business model，Probably more than in other industries、More enthusiastic。There have been a lot of online and offline innovations in China in recent years，Coupled with this is the booming development of China’s e-commerce，So I have no doubt that in the next three to five years，From wholesaler to retailer，People will pay more and more attention to the needs of consumers。

Huang Ruiling: 188bet companies need to carry out different differentiated development，Differentiated positioning，To help consumers、Help travel agencies choose different products。So we need to cooperate with travel agencies，Different information passed to the travel agency。I personally have great confidence in China’s 188bet market，Because China’s 188bet market will continue to expand。China’s travel agencies have made a lot of efforts in wholesale and retail，They want to match the best consumers，Give consumers the best 188bet service。I think we need to cooperate with travel agencies，To build the future of the 188bet industry，I am confident in these aspects。

Q3: In terms of sales methods，Which one is more suitable for 188bet, focusing on wholesale or mixing wholesale and retail?？How to achieve the perfect balance between wholesale and retail？

Liu Zinan: I think if there are no wholesale and chartered these customized routes，Without the rapid development of China’s 188bet industry。Because before，Our consumer awareness is relatively low，The 188bet company’s sales team is relatively weak，So this kind of customized route，Laid a good foundation for us。In the future，Chinese cruises will still develop rapidly，And I don’t think 100% of them will take the wholesale route，There will definitely be more diversified distribution models in the future，Except wholesale mode，There are some other distribution models that coexist。So on the one hand we now want to further cooperate with existing travel partners，Develop this cake together。Meanwhile，We are also developing private purchasing channels for consumers，For channels that are more popular with consumers，We are also very welcome。I think it may take a long time to form a diversified distribution 188bet，But it’s bound to happen。

Mo Xingcui: Doing business in China，Interpersonal and social relationships are very important，So if you want to build a strong relationship，It requires a two-way process。When we are cooperating with partners in the 188bet industry，Whether it is wholesale，Still in a team，Still a personal tour，These are the basis for our business development。This also means if we have large wholesalers，We will cooperate deeply with wholesalers，Then ensure the best service combination，To ensure a successful and profitable wholesale business。In this regard，It has been very effective in expanding the market in the past few years，But I think our distribution model will continue to deepen and diversify。We need to realize，Focus solely on the wholesale model，It will bring certain risks，We need to cooperate with the tourism industry to eliminate these risks，Find a solution to explore the 188bet market together，This is very important。

Anthony H kaufman：I think this wholesale model is more successful in China，And gradually become the main cornerstone of China’s 188bet market，This is because it allows travel agencies to better control the customer experience、Improve customer experience。Because these customers enjoy this service independently，They will not mix cabins with other travel agency consumers and customers，So they have unique、Private experience，At the same time, this model also has certain price advantages。But this model is also changing。I think it is necessary to charter a boat，Also depends on the travel agency and 188bet line’s strategy，And the needs of different markets。It may not necessarily be said that it is universally applicable，It cannot be suitable for every market，There will definitely be some hybrid distribution models in the future。

I think as time develops，Supply and demand will definitely become more and more balanced，Because our 188bet ships are movable assets，It is necessary for everyone to put 188bet resources on the most profitable destinations and routes with the largest destinations，This is also a requirement of the board of directors。So as our market further matures，Shipping companies or 188bet companies will have more choices，They will allocate resources better，Choose the most profitable route and itinerary。

Harry Sommer：In the first year, we 188bet definitely choose the chartered ship model that is already very mature in China。Can the chartered ship model be successful，First of all, we must understand why China has a history of chartered ships。Because in the past Costa、When Royal Caribbean officially entered China，Each company may only have one ship，But many charter companies or travel agencies are very large，Even an independent travel agency is bigger than a 188bet company。And like North America and Europe，and the rest of the world，There is no such large-scale travel agency，So it is China’s travel agency that has the largest volume、Large scale，Promoted the development of charter ship model。Now we find out，In fact, travel agencies are better at selling these tickets and 188bet services than 188bet companies。

In China，We feel that the model is also changing，This depends on a development in the future market。I think in the short term，Many 188bet sales models will begin to change，In the past, a single travel agency chartered this 188bet ship，Slowly starting to accept the form of shared cruises，The main demand driver is travel agencies。I don’t think chartering a boat is bad，We need to understand the origin of this history，Consider whether to switch from chartered ship mode to non-chartered ship mode，And how many years it will take to complete such a journey。

Huang Ruiling: I think before I comment on which mode is better，I must respect reality first。Because the reality of China’s tourism industry must be observed。We have always discussed it，There are not enough 188bet in China，Or there is not enough awareness promotion，But in fact there are many large 188bet in China。

Secondly,We have many online agents developing 188bet rapidly in China。They have different needs，Some travel partners pay more attention to high profit margins，Some people attach great importance to the rapid development of industry market share。For 188bet lines，We respect the demands and purposes of different travel industry partners。

Of course we also need to see which travel partner better meets the 188bet company’s own needs。I think the chartered ship model will still exist in the future，Especially for large online travel agencies，The chartered ship model is the most effective。Meanwhile，Some small agents also have their needs，They also want to start selling 188bet services。They can start wholesale as a team，Or you can further explore the charter boat model。As my leader just said，Our company is the only company in the 188bet business，We want to meet the cooperation needs of travel industry partners。For example，We will give them different choices，A chartered boat is available、Non-charter form，We try to take our cruises as far into different destinations as possible，Then we can also sell our 188bet services in many small cities。I think our model needs to be determined by market changes。All existing foundations have historical origins，We need to look at the 188bet line’s perspective，Respect these changes in market demand，Achieve a mutually beneficial and win-win situation with travel industry partners。

Fan Min：I want to make a bold prediction，I think the next ten years，There 188bet no longer be a chartered ship model in China。But now I think，The charter model is still the most effective，And the most likely to be profitable。So I expected，The chartered ship model may still remain strong，But in the near future，In the near future，There will be big changes。In cooperation with travel agencies and even traditional travel agencies，OTA will play a very important role。188bet companies will distribute products through OTAs and travel agencies。The profits of OTAs and travel agencies will come from commissions，Not just like now，Need to make this trade-off。I’m sure，In the next five to ten years，There will be such a trend，The entire industry will also have a healthier development model。

Q4: What can Chinese 188bet learn from Western 188bet，Or what Western 188bet can learn from Chinese 188bet？

Fan Min: I think in the short term，The chartered ship model is a very effective model。China’s 188bet have made a lot of contributions in promoting the charter model。

Huang Ruiling: As far as our audience today，Maybe they are more interested in what they can learn from their Western counterparts。If you say it in one sentence，188bet is an industry with very profitable prospects，I think this is an industry where you can achieve lifelong success，You always have room to sell，This is what can be learned from our Western counterparts。

Harry Sommer: For 188bet，If you can send your passengers to the mail ship，He had a good experience，He will definitely become your repeat customer。So，Be sure to choose the right valuable products and services。Ensure their vacation experience，It will also bring us business growth。

Anthony H Kaufman: American travel agencies have done a very good job in product learning，They take the time to invest in the product，There are also many tools that travel agencies can use。Once you have acquired the knowledge about the product，They will be able to sell easily。So we have to differentiate our customer base，To match customer groups and products。Another point is that 188bet companies around the world are working very hard，They make millions、Even a product created with tens of millions of investments，Or the characteristics of a certain product，Actually, I want to convey a value，But sometimes it is not easy to convey this value to consumers，This is also a challenge faced by many 188bet companies。

Mo Xingcui: In China we are always busy dealing with the speed of China’s development，But I don’t have time to do product planning，188bet is a relatively large risk，We must pay attention to product planning。

Liu Zinan: I think what Western travel agencies can learn from their Chinese counterparts is the spirit of adventure，The registered capital of many Chinese travel agencies may only be 3 million yuan，But a chartered ship is 3 million US dollars，If there are 10 charters, the amount will be greater，So their adventurous spirit is really admirable。What Chinese travel agencies can learn from Western travel agencies，The chartered ship model is not necessarily equal to its wholesale model，For example, you charter two or three 188bet ships from a 188bet company，This does not mean you are a wholesaler，You can still do retail。Another example，Big travel agencies in the United States also make a lot of reservations，Their reservations are also sold from the global retail network，So what I want to say is that chartering does not mean wholesale。

*188bet article was compiled by Zhihui reporter Qiu Wei，Personal WeChat ID: MissQiuWei，Welcome to follow and communicate！