Which lines get the most productivity from advisors?
While we found at least some advisors who sold all of
the 59 companies we identified, Viking River Cruises
(41%), AmaWaterways (39%), Uniworld/U by Uniworld
(28%), Avalon Waterways (27%), Tauck River Cruises
(21%), and Crystal River Cruises (21%) had the most
advisors who said either they or their agencies had
been recognized as top producers.
We were also interested if a top producer for one line
was also a top producer for another.
Of respondents who told us they were top producers
for Viking, 65% said they were also top producers
for AmaWaterways, while 53% said they were also
top producers for Uniworld and 52% of Avalon. In
fact, 92% of Viking’s top producers also said they sell
AmaWaterways, 88% Avalon, 85% Uniworld, and
80% Tauck.
For AmaWaterways, it was similar with 69% of its top
sellers say they rank as top performers for Viking and
60% holding top status with Uniworld.
Agents explain holding top sales status with multiple
lines as matching clients to the company, ships, and
itineraries that best meet their needs. Similarly, advisors
say even if it means losing an override, they sell based
on making sure the customer gets the product that best
matches their needs, so while being recognized as a top
producer is nice, the client comes first.
For suppliers, it perhaps means digging deeper to
understand how their top producers perceive what
they are offering versus other lines, and then use those
insights to explain to advisors how they are able to
cater to those needs, if in fact they do.
I/My agency sells this company and has been
recognized as a top producer for this company
Viking River Cruises
41%
AmaWaterways
39%
Uniworld/ U by Uniworld
28%
Avalon Waterways
27%
Tauck River Cruises
21%
Crystal River Cruises
21%
Scenic Luxury Cruises & Tours
15%
Emerald Waterways
12%
Abercrombie & Kent
12%
G Adventures
11%
Chart 12-b continued on next page
28
|
CHART 12-b
Sales of River Cruise Companies
Which lines get the most productivity from advisors?
I/My agency sells this company and has been
recognized as a top producer for this company
American Cruise Lines
11%
American Queen Steamboat Company
11%
Amadeus River Cruises
6%
Belmond
4%
European Waterways
3%
CrosiEurope
3%
Victoria Cruises
2%
French Country Waterways
2%
St. Lawrence Cruise Lines
2%
A-Rosa
2%
APT - Australia Pacific Touring River Cruises
2%
CHART 12-b
|
29
Sales of River Cruise Companies
Chart 12-b continued