LETTER FROM THE EDITOR ..................................................................... 3 KEY FINDINGS ................................................................................ 4 INTRODUCTION................................................................................ 6 METHODOLOGY ............................................................................... 7 ADVISOR DEMOGRAPHICS 1: Advisors By Type, Share (%) .................................................................... 8 2: Business Classification, Share (%) ................................................................ 9 3: Agency Annual Gross Sales ($), 2019............................................................. 10 4: Advisor’s Age, Share (%) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 5: Years Of Travel Sales Experience, Share (%) ....................................................... 12 6: Advisors Age By Years In Business, Share (%) ..................................................... 13 7: Annual Gross Sales By Advisor’s Age, Years In Business & Business Type, Share (%) ...................... 14 AFFILIATIONS MATTER 8: Agency Affiliation By Type, Share (%) ............................................................ 15 9: Trade Association Affiliation, U.S. Agencies, Share (%) ............................................... 18 10: Trade Association Affiliation, Canadian Advisors, Share (%) .......................................... 19 11: Advisors Affiliation By Brand, Share (%) ......................................................... 20 IN THE LAP OF LUXURY 12: Sell Cruise Vacations, Share (%) ............................................................... 21 13: Cruise Segments Sold, Share (%) .............................................................. 22 14: Share Of Cruise Vacations In 2019 Annual Gross Bookings (%) ....................................... 23 15: Share Of Cruise Vacations By Segment (%) ...................................................... 23 16: Perception Of Luxury In Cruising, Share (%) ...................................................... 24 CLIENT DIFFERENTIATION 17: Key Motivators For Taking Luxury Cruise Vacations, Share (%)........................................ 25 18: Prime Influencers In Booking Luxury Cruise Vacations, Share (%) ..................................... 26 19: Factors In Luxury Cruise Sales Conversion, Share (%) .............................................. 27 20: Destinations Sold, Share (%) .................................................................. 28 BRAND PERCEPTION IN LUXURY CRUISE 21: Advisors’ Classification Of Luxury Cruise Lines, Share (%) ........................................... 29 22: Typical Challenges Faced In Recommending Luxury Cruise Vacations, Share (%) ......................... 30 23: Supplier Support To Enable Higher Sales Of Luxury Cruise Vacations, Share (%) .......................... 31 THE TRAINING NEEDS 24: Advisor Training, Preference By Format, Share (%) ................................................. 32 25: Preferred Training Programs, Share (%) .......................................................... 33 Conclusion .................................................................................. 35 TABLE OF CONTENTS