🚢 Cruise Sales 2025–2027: Turning Record Growth into Lasting Revenue

NFC - Nuno Fonseca Consulting
Sep 29
3 min read

By Nuno Fonseca – NFC - Nuno Fonseca Consulting , the only global consulting practice specialized in Onboard Cruise Sales.

The latest State of the Cruise Industry Report from CLIA confirms what many of us in the industry feel: cruise is entering its strongest growth era yet.

31.7 million passengers sailed in 2023—already 107 % of 2019 levels.
Passenger volume is forecast to reach nearly 40 million by 2027, a 10 % capacity increase from 2024.
71 % of international travelers are considering their first cruise, and 82 % of past cruisers plan to sail again.
Millennials and Gen Z are leading the surge, bringing younger, repeat guests into the market.

This growth is extraordinary—but only if brands can capture it across every revenue stream.

1️⃣ Onboard Future Cruise Sales: The Momentum Channel

When guests are onboard, immersed in the experience, they are most inspired to plan the next voyage. Yet many brands still treat Future Cruise Sales as a service desk rather than a strategic engine.

With the right structure and training, onboard teams can:

Secure bookings at the lowest cost of acquisition
Drive loyalty and retention—especially with the growing new-to-cruise audience
Increase booking conversion
Feed high-quality leads directly into global sales funnels

2️⃣ Global Cruise Sales: The Scale Channel

Shore-based sales and marketing teams excel at:

Trade partnerships and travel advisor relationships
Digital direct channels and loyalty programs
Data-driven campaigns across every market

But too often, onboard insights and guest data don’t flow seamlessly to these global teams, leaving re-booking potential untapped.

3️⃣ Why Bridging These Two Matters

The CLIA report shows cruise is still only 2 % of the total travel & tourism sector—meaning the upside is enormous. Yet if onboard and global sales continue to work in parallel instead of together, brands risk:

🚫 Missed rebooking opportunities

🚫 Slower revenue capture

🚫 Higher acquisition costs and weaker loyalty

4️⃣ Practices for the Next Three Years

Based on CLIA’s trends and my 20+ years in cruise sales and operations leadership, winning brands will:

Integrate onboard and global CRM systems so guest momentum becomes immediate, trackable leads
Set shared KPIs for both onboard and shoreside teams
Train onboard agents as brand ambassadors, not just order-takers
Engage first-time cruisers early, securing lifetime value while competitors wait
Align sustainability messaging with sales strategies to meet rising guest expectations

5️⃣ Where NFC - Nuno Fonseca Consulting Makes the Difference

This is precisely where NFC – Nuno Fonseca Consulting delivers value:

Onboard Cruise Sales Optimization – auditing processes, training teams, and building structures that lift Net Ticket Revenue.
Global Cruise Sales Integration – aligning onboard data, loyalty programs, and shoreside campaigns to convert one sailing into a lifetime of bookings.
Executive Leadership Mentorship – coaching onboard and shoreside leaders to inspire teams, strengthen decision-making, and sustain long-term sales growth.

No other consultancy focuses exclusively on bridging onboard and global cruise sales—turning CLIA’s growth forecast into measurable results.

Ready to Capture the Next Wave?

The cruise market is set to surpass 40 million passengers by 2027. Brands that synchronize onboard momentum with global scale will own the next decade of growth.