10

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CHART 3

Seventy-seven percent (77%) of respondents currently sell expedition cruises (see Chart 3) — which can be further

broken down across 81% of agency owners and 76% of independent contractors. These figures indicate that the

respondents are experienced and knowledgeable advisors who manage to sell a niche product that requires a

high level of training and often personal experience.

EXPEDITION CRUISE SALES

EXPEDITION CRUISE SALES AND

ADVISORS BY TYPE

Travel Agency –

Owner/Manager

Travel Advisor –

Employee

Travel Advisor –

Independent

Contractor

ADVISOR DEMOGRAPHICS

19%

81%

70%

76%

30%

24%

77%

23%

Yes

No

I’ve enjoyed selling expedition cruises for over 20 years.

Of the advisors who don’t sell expedition cruise, 71% cited not enough demand as the main reason. However, this

can be remedied by focusing on resolving the points that follow. Thirty-one percent (31%) said they had limited

sales knowledge, 14% had limited training resources and 13% did not have information on new products. (see

Chart 4). This feedback is telling and by addressing these issues, suppliers can indirectly create more demand.

Active advisor engagement by way of training can yield results, possibly by enabling them to create demand and

converting their clients into expedition cruisers. Supply can often create its own demand.

CHART 4

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11

ADVISOR DEMOGRAPHICS

REASONS FOR NOT SELLING EXPEDITION CRUISE

Not enough demand

Limited sales knowledge

Limited training resources

Unaware of new products

Unattractive commissions

Limited product variety

71%

31%

14%

13%

3%

3%