STATEMENTS REPRESENTING RIVER CRUISE CLIENTS Most clients come to the advisor with some awareness about a river cruise. It’s the advisor recommendation that helps move the needle. Ninety-two percent of advisors said that clients come with a general idea about river cruise lines and then discuss options with advisors. Advisors also said that often clients come with a destination in mind. One advisor said, “It will, of course depend on the destination they want to visit, and I often explain the alternative of a river cruise.” One advisor said, CHART 10 | 27 TRENDS IN THE RIVER CRUISE SEGMENT 0% 10% 100% 90% 80% 70% 60% 50% 40% 30% 20% 39% 43% 8% 8% 36% 56% 27% 60% 13% 30% 50% 19% 22% 55% 23% 21% 55% 24% 9% 56% 35% 10% 43% 46% Mostly Often Rarely Many clients are only familiar with a few ‘well known’ river cruise companies and are oftentimes surprised to learn of the variety available. They come with a general idea of river cruise lines they are interested in and then we discuss the options They come with a specific destination/itinerary/river they want to visit, and then we discuss the options They come with a specific destination/itinerary/river they want to visit, and I usually suggest a river cruise They generally aren’t familiar with the river cruise lines or ships, and they come to me for my recommendations They come with a specific river cruise line, but if I don’t think it’s right, I recommend something else Client was exploring land vacations and I recommended river cruising Client was exploring all-inclusive vacations and I recommended river cruising They come with a specific river cruise line, and I book it

The average river cruise client is typically a high spender. Fifty-seven percent of advisors said river cruise clients are among their highest spenders and money is not a concern. The clients remain value oriented, making their relationship with the advisor more integral to travel plans, not just for the one river trip, but any others that may be taken in the future. 28 | CHART 11 They are among my highest spending clients, where money is not an issue Their spending is about the same as my average clients They typically want to spend less than my average client CLIENTS’ BUDGET FOR RIVER CRUISE VACATIONS, SHARE (%) TRENDS IN THE RIVER CRUISE SEGMENT 57% 4% 39%