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Discover a Different Way to Cruise Canada and Europe

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At the beginning of autumn, we all closely soon as possible. It will also be an autumn that followed the trajectory of the now-infamous promises to be full of events from your suppliers: Hurricanes Irma and Maria. Travel agencies, brochure launches, destinations and others. tour operators and airline companies worked We have participated in and covered many tirelessly to come to the aid of travellers in industry events in our various e-magazines since the affected destinations. August. It seems that every year there are more and more – don’t you think? You are all working to find new destinations in order to continue selling from now until the end In this month’s magazine, our associate editor of the season. It’s almost a certainty that for the Blake Wolfe sits down with Norwegian Cruise winter of 2018, many hotels will not be available Line’s national senior director, sales, Dana on time. Gain, for a conversation about her journey in the travel industry, and a closer look at how Does that make the industry vulnerable? In any she manages the task of leading her Canada- case, it costs a lot for agencies and suppliers, wide group of business development managers. both in terms of time and money, an amount that’s We also talk to the company’s sales team about difficult to quantify. their own paths in travel, and their top tips for selling cruise. I’m thinking, also, of the people who live in the devastated islands and who are heavily dependent Despite a difficult start, I wish on tourism. How will their lives look for the coming you an excellent season, months? How can we help these people? After and leave you to read PAX all, we can’t divert the path of a hurricane. magazine for November. The answer is by returning as soon as the damage is repaired. These islands are dreamlike places, with We will meet again for our beaches often stretching as far as the eye can see, combined December/ and such friendly people too. January issue, which will include a very special You can rest assured that PAXnews.com will supplement. It’s not to continue to give you updates on the situation be missed! President in these islands, and will relay any news as For the best travel industry news : PAXnews.com PAX 3 Publisher Uguette Chiasson Vice President - Media Karine Lefebvre Associate Vice-President Nancy Benetton-Sampath Editor-in-Chief Kerry Sharpe Associate Editor Blake Wolfe Journalists Christine Hogg Fergal McAlinden Benoît Schmautz Janice Strong Marie-Eve Vallières Contributors Nolan Burris André Desiront Michael Pihach Ming Tappin Graphic Design Alexandre Foisy Web Developer Juan Carlos Lora Circulation Coordinator Nathalie Manouvrier Accounting and Administration Kathleen Chartray Special thanks to Murray Kelsey, general manager, Toronto Airport Marriott Hotel (901 Dixon Rd, Toronto, ON) for providing the location for this month’s Up Front photoshoot. ADVERTISING INQUIRIES Karine Lefebvre Nancy Benetton-Sampath 450 689-5060, ext. 226 416 581-1001, ext. 304 [email protected] [email protected] CIRCULATION INQUIRIES Nathalie Manouvrier 450-689-5060 ext. 221 [email protected] Canada, 10 issues (one year): $49.50 (plus tax) Canada, 20 issues (two years): $79.00 (plus tax) U.S., 10 issues (one year): $110.00 (plus tax) International, 10 issues (one year): $195.00 (plus tax) OFFICES Toronto Montréal 2 Carlton Street, Suite 602 782 rue Principale Toronto, ON, M5B 1J3 Laval, QC, H7X 1E6 416 581-1001 450 689-5060 Printer: Impart Litho imprimeur Distribution: Canadian Publications Mail Product Sales Agreement No. 42658017 Legal deposit: Bibliothèque Nationale du Québec & National Library of Canada Legal deposit number: ISSN 2367-9921 PAX magazine is published by Founder Uguette Chiasson Corporate website: logimondemedia.com Travel industry news: PAXnews.com, PAXnewsWest.com, PAXnouvelles.com 416-581-1001 ext. 300 All rights reserved: Logimonde Media No part of this magazine may be printed or otherwise duplicated without permission from the editor, Kerry Sharpe ([email protected]). The opinions, endorsements and all content in this magazine are not necessarily representative of those of the publishers, editor, journalists and other contributors, and these parties shall not be responsible for any reliance theron. #HomeOf Denizli, Turkey PAMUKKALE Are you looking for the perfect place to relax? Turkey’s famous thermal springs at Pamukkale are just the place. At first glance it looks like a snowy hill. Look more closely and you will see it’s actually a natural wonder. The white cascades are little terraces filled with mineral-rich hot springs. Treat yourself to a visit to these mesmerizing therapeutic ponds. Discover Turkey, home of Pamukkale. Be our guest! HOME OF PAMUKKALE UP FRONT Of NCL’s Canadian sales team – standing (L-R) : Fatima da Silva, Mary-Jo Cutaia, Dana Gain (national senior director), Ian Smyth, Sabrina Greca; seated (L-R) : Ramon Jacinto, Alexandre Bergeron. here’s a quote from The Godfather Airlines (now Caribbean Airways) and have a team call every Monday to III which Norwegian Cruise Line’s serving as director of sales at Corporate touch base on what’s going on – it’s Dana Gain cites as the perfect Travel Incentives – Gain recalls that she one of our only chances to stay in touch description for how her Canadian sales initially thought the job would be filled as a group. We tried every two weeks team works together. by someone more experienced. As it but that doesn’t work – it’s a long time turned out, Carnival was looking outside for messages to get lost. “‘We need to make sure all of our ships the travel industry for its next sales are sailing in the same direction,’” Gain manager – the perfect opportunity for “If more than a couple of days goes says. “I always think of that phrase, not Gain to take the next step in her career. by without a text, that’s a real surprise. just because of the word ‘ship’ but It’s a great way to get a quick answer – because that’s how the team operates Thirteen years later (“I remember thinking I don’t recall texting so much!” – we’re heading in the same direction. If that I would give it 15 months,” Gain you asked any team member about our says of when she first entered the cruise Beyond technology, Gain attributes goals for Canada, they would all give sector), Gain joined NCL as the line’s much of the team’s success to “the you the same answer. It’s kind of magic.” Canadian sales director in 2015. That year, trust factor,” which she also describes as NCL doubled its Canadian sales team her most important leadership attribute. For Gain, what may have started as a as part of its long-term growth strategy chance entry into the cruise sector of travel for Canada, placing Gain at the helm of has since grown into a career, starting out the team which covers all territories across as a business development manager and the country. With no central or regional taking that experience to lead a nation- offices, Gain says it’s a unique role with a wide Canadian sales team. She explains unique set of demands. that her own introduction to the cruise world came, somewhat ironically, as the “It’s a job that’s very isolated – they’re result of a sign to move on from her time on their own, in their home office, in the supermarket signage business. running their territory,” she explains. “Being home-based is a very unique “I started as an account executive experience in terms of a job, but it can and I was the only salesperson they also make you very isolated. You have had,” Gain recalls of her former career. to do things on your own – which is a “The person who hired me left after a certain personality type that you need month and he was the general manager. to have for this job – and having done It appeared to me that the hole needed the job, the tendency is to go it alone or filling so I went to the owners and told talk to just one other person on the team. them I was more than happy to take on With our team, we have a synchronicity the role. But the company wasn’t doing – we’re always reaching out to each well; I had enough people come into other. We’re very collaborative.” my office to tell me to dust off my resume 'because this place is going down.'" While working with a cross-Canada team can present some unique challenges in The job hunt led Gain to a posting from terms of communication, between social Carnival Cruise Line, which was looking media and smartphones, collaborating for a new BDM for Eastern Ontario and across great distances has been made Atlantic Canada in 2002. While she much easier in recent years. had “little bits and pieces” of travel industry experience on her resume – “We text each other a lot – all hours of including a high school job at BWIA the day and night!” Gain jokes. “We 10 PAX Gain explains that the importance of “I have to rely very much on instinct “Every chance I get I put the team in placing trust in her team members and trust; does that imply that having front of the trade and say 'this is Team stems from her time as a BDM, during a remote team is harder to manage Canada' so everyone knows who we which she says “it was incredibly than in an office? One hundred per are.
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