On The Deck: Martin Moll and Armand Cheveux

It’s pretty undisputable that Vietnam is a destination that is undergoing a surge in popularity. This year will see a continuation in the rise of tourists making the journey east and, as connections improve, that trend is not likely to slow down. One of the major lures for inbound tourists is a cruise within the picturesque Halong Bay, an interest which has led to a surge in luxury providers offering  an authentic experience. Au Co Cruises is one such company. Cruise News caught up with Martin Moll, director of sales and marketing at HG Holdings and Armand Cheveux business development manager at Au Co to find out more. 

Can you describe the developments which the company has undergone in 2012?

Armand Cheveux: We launched two new ships last year – one in April and one in October – taking the total number of vessels in our fleet up to 14. The main difference between our new ships and the existing ones is the itineraries. In Halong Bay most cruises are two days/ one night but with our new vessels we’re doing three days and two nights. We’re discovering new destinations in Halong Bay and going further out to the Gulf of Tonkin.

What does the longer cruise offer?

Martin Moll: If you go on the two-night cruise you will sail with roughly 450 other ships in the middle of Halong Bay. The Gulf of Tonkin is a far bigger area and we decided to cruise along not only the Bay but also the Gulf. It means that we now visit more remote locations, floating villages etc. It gives far more exclusivity to our passengers and an offering which was previously unavailable.

Have you found that that’s what your passengers are interested in?

Armand Cheveux: Certainly. We launched the product on the back of customer feedback so we knew that there was an appetite for this type of voyage! We did offer longer cruises for passengers who wanted to rent their own vessel but for those who couldn’t afford to do this and decide their own itinerary, length of stay etc this is a perfect solution. And also one that offers a great discovery of the Gulf of Tonkin that has never been featured before.

Where are most of your customers based?

Martin Moll: Our main customer base is the Australian market after that we’re seeing major growth in the US. After that it’s the UK, France and Germany and also Japan. Most people who are cruising with us are discovering Halong Bay for the first time in their life, so they’re sharing this incredible experience and it results in this great atmosphere on board.

Do you get many repeat bookings?

Armand Cheveux: Due to the nature of the cruise – it’s one that most people will take as part of a wider holiday – there aren’t too many repeat bookings. But we do see repeats in those booking the private cruises. They want to be able to choose their own itinerary, the ship and have total control over their voyage. These clients will rarely book the same itinerary but will want to get out and try something new.

What trends do you expect to see going forward for 2013?

Martin Moll: With new flights being launched going directly from the UK to Vietnam we expect these market to grow but we do not foresee anything toppling our Australian market, especially given the strength of the Australian dollar right now. The US market is also starting to pick up after about three years of being relatively quiet. There is also a growing appetite for our private cruises which can combine with any number of extras including a helicopters and completely tailor made voyages.

How well is your product targeted to the UK market?

Armand Cheveux: We have a product that is designed for travellers from all over the world that are willing to discover Vietnam. In our opinion that demographic is looking to experience Vietnamese culture; not a product which is made specifically for their native market. However it is important to get across that all our staff speak English.