30 | CHART 19 TRENDS IN THE CRUISE SEGMENT When it comes to a cruise, an advisor is not selling a product. They are selling an experience. They are selling a dream and they are selling a memory. The cost of the cruise and reputation of a brand along with amenities provided were primary factors influencing an advisor’s recommendation of a brand to a client. The advisor’s own familiarity with the product plays a crucial role in how best they can convince a client to choose a particular cruise. FACTORS INFLUENCING ADVISORS’ RECOMMENDATIONS OF CRUISE BRANDS TO CLIENTS 71% 67% 65% 64% 61% 55% 54% 44% 43% 43% 41% 38% 37% 35% 35% 28% 28% 25% Experience and reputation of the cruise line Ports visited/itinerary Agent familiarity with product Shipboard amenities Promotions/price Customer service Size of ship Duration of the cruise Onboard dining options Age of ship Higher commissions Local BDM/ sales support Onboard entertainment Onboard guest services On-board passenger demographics Cruise ship reviews Variety of shore excursions Shore excursions