POLAR CRUISE SALES PERFORMANCE:
LOOKING BACK, LOOKING FORWARD
Looking back, 2019 was a good year for the advisor respondents, as 8 in 10 disclosed that their gross sales increased
year-over-year in 2019. Business growth rates for the advisors varied widely from 10-50%; but the most – 37% –
reported an increase of 11-25% year-over-year (see Chart 5). For the same year, 42% stated their Polar sales also
increased at an even greater rate, with 54% growing Polar sales by 50%.
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CHART 5
Polar Sales Performance: Looking Back
Increased over 50%
Increased under 10%
Decreased 11-25%
Advisor Gross
Sales
Advisor Polar
Travel and
Cruise Sales
Increased 26-50%
No change
Decreased 26-50%
Increased 11-25%
Decreased under 10%
Decreased over 50%
12%
8%
4%
10%
4%
24%
54%
2%
37%
22%
14%
5%1%
Overall and Polar Sales Performance,
2018 vs. 2019, Annual Change (%)
© Acacia Johnson
Looking ahead, according to industry sources and
Cruise Industry News, we can expect up to 40 new
expedition ships to be delivered between now and 2023.
While these ships are smaller, making them quicker
to production than a standard ocean liner, the overall
capacity of vessels that are in all likelihood purpose-built
for the poles will double.
Preliminary estimates by International Association of
Antarctica Tour Operators (IAATO) for 2019-20 indicate
that the destination will attract 78,520 travelers this year.
The excitement about the expanding number of Polar
Cruises is not lost on advisors. This is shown in a very
healthy prediction on sales in 2020. Eighty-six percent
(86%) predict their total sales to increase this year with
just 10% forecasting a 50% increase. By comparison, 61%
say their Polar sales will also increase in 2020, with an
impressive 34% projecting a 50% increase in Polar sales.
(see Chart 6). It is important to note that these survey
results are from a time before COVID#19 (coronavirus)
made its presence felt globally.
POLAR CRUISE SALES PERFORMANCE:
LOOKING BACK, LOOKING FORWARD
CHART 6
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Polar Sales Performance: Looking Forward
Increased over 50%
Increased under 10%
Decreased 11-25%
Advisor Gross
Sales
Advisor Polar
Travel and
Cruise Sales
Increased 26-50%
No change
Decreased 26-50%
Increased 11-25%
Decreased under 10%
Decreased over 50%
14%
40%
26%
10% 2%
3%
34%
34%
20%
5%
Estimated Overall and Polar Sales Performance,
2019 vs. 2020, Annual Change (%)
6%
2%