CHART 15 | 23 Their high cost makes selling expedition cruises a challenge. Another challenge is the lack of expertise. This is certainly a point of intervention for suppliers who can give the advisors adequate training to sell such a complex and niche product. One advisor said, “My clients find the airfare from Canada to be a detriment to choosing some of the expedition trips available. Some tell me they will do this when they retire.” Another said, CHALLENGES IN SELLING EXPEDITION CRUISES Total cost of expedition cruising too high Schedule did not match with client’s vacation time/preferences Not enough expertise to sell with confidence Clients are not interested in expedition cruising I do not have strong BDM relationships Not enough sales and marketing support from the cruise lines Geopolitical tensions disrupting sea routes Limited training resources Customer interest in expedition cruising is not as strong as it was Product variety is limited I am unaware of new products/brands Unattractive commissions None, I have plenty of clients interested in expedition cruising 68% 45% 37% 9% 20% 51% 19% 40% 18% 15% 17% 8% 17% 7% 15% 17% 15% 14% 11% 4% 9% 17% 6% 1% 7% 2% TRENDS IN EXPEDITION CRUISE Expedition is tricky for me. The clients that are young and fit enough to get excited about expedition do not have the time off to do it. Those with the time and means are often too old and/or unfit to be able to use critical equipment, like the Zodiacs, on Expedition. Advisors selling expedition cruises Advisors NOT selling expedition cruises