FACTORS IN LUXURY CRUISE SALES CONVERSION In most cases, advisors find that clients have already done some research. They could have a specific destination in mind but depend on an advisor to recommend the apt cruise product (90%). In other cases (86%), the clients had some idea about what to expect, they discussed their preferences with the advisors and explored their options before making a decision. Many times (84%), the client is sure of the cruise line, but all other details of the trip are suggested by the advisor. The role of advisors can not be emphasized enough in selling luxury cruises. CLIENT DIFFERENTIATION CHART 18 | 27 Clients had a destination(s)/itinerary in mind, and I recommended a specific luxury cruise product Client came with a general idea of luxury cruise, and we explored options Client had heard about cruise line/ship name and asked for my recommendations Client wanted a specific cruise line and I booked it Client wanted a specific cruise ship, and I booked it Clients found various types of staterooms confusing and asked for my recommendations Client was exploring all-inclusive vacations and I recommended luxury cruising Client was exploring luxury land vacations and I recommended luxury cruising 33% 57% 10% 14% 26% 60% 14% 18% 68% 16% 27% 57% 28% 21% 51% 32% 18% 50% 39% 14% 47% 38% 14% 48% Mostly Often Rarely