As we start 2024 and prepare for a busy peaks season, here at ECN we reached out to some of the more experienced members of our travel trade community and asked them to share their expertise in selling this incredible form of exploring the world.
From learning as much as possible about the destinations, different operators, and the ships, to experiencing expedition cruising yourself - these are some of the top tips from our members who sell expedition cruising regularly. Happy reading!
Mary Anne Nelson (pictured above), Travel Expert and Agency Sales Contact, Journey Latin America, UK
Expedition cruise destinations sold: Antarctica and Galapagos
What does your company do: We have been offering unique and innovative tailor-made holidays and leading small escorted group tours to every country in Central and South America since 1980 which makes us the UK’s No.1 specialist in travel to Latin America. We also offer Mexico, Cuba and expedition cruises to Antarctica.
As we only specialise in Latin America, we can offer a vast range of holiday styles from off-the-beaten-track self-drive adventures to cultural highlights holidays and from wildlife explorations to active trekking trips.
We cater for couples, honeymooners, solo travellers and families and we offer a huge selection of accommodations to suit most styles and budget: family run guesthouses, first-class hotels, wilderness lodges, luxury boutique hotels and 5-star resorts.
Our team of Travel Experts are incredibly knowledgeable and can offer practical advice based on first-hand experience – everything we sell has been tried and tested by ourselves and we ensure that each and every one of our holidays meets our environmental and social sustainable travel policies.
Your favourite expedition cruise destination: Both Galapagos and Antarctica, but I’d say the latter is on top. So far!
Your top tip for the beginners in selling expedition cruising: Get to know the destination as much as possible: check maps, read accounts, study itineraries, find out as much as possible how and why you would sell it. Ask for training – ALWAYS ask as many questions as you can! Then check the offerings: what’s out there, who sells what and what makes each vessel and each company different and unique. Try to get to see the vessels, so take any opportunity to do so. Information is always key to know how to pair a client with the right company and the perfect itinerary.
John Galligan, M.D. , 'Expedition Johnnie', John Galligan Travel (JGT.ie), Dublin
Expedition Cruise Destinations sold: Antarctica, Galapagos, Arctic, Northwest Passage
Your top tip for the beginners in selling expedition cruising: Expedition cruising is a very specialised niche. Expedition clients have researched the subject (often for years) and know their stuff. You have to know the product better than your competitors and deal with clients from a position of knowledge and experience. If you try to spoof them, they will spot it a mile away and you will lose them forever. We have become the No 1 reseller of Silversea Expeditions in Ireland and are regarded as industry leaders for Antarctica, Galapagos, Arctic etc. It has taken over a decade of learning to get us here. But we know our expeditions better than any of our competitors and we can talk to clients in a way that gains their trust.
Emma Sanger-Horwell, Head of Cruise, Kenwood Travel, UK
Expedition Cruise Destinations sold: global destinations.
What does your company do: We specialise in all expedition cruises. I have a genuine passion for them and I think I mirror the majority of mainstream cruisers who have been doing cruises for over 30 years. Expedition cruising for me is the "next stage" - a more immersive, relaxed way of cruising.
Your favourite expedition cruise destination: I am lucky enough to have done quite a few expedition cruises. While I loved the penguins in Antarctica and the polar bears in the Artic, for me Aldabra in the Seychelles just has the edge for me. Hardly anyone cruises there and it is a very special magical place.
Your top tip for the beginners in selling expedition cruising: It's all about immersive travel, be prepared for changes in the itinerary which makes it more exciting. Plus don't forget there is more to expedition than just the Polar Regions... Expedition cruising now covers most of the world and if some one has "Done the Med to death" but doesn't want to travel too far... Offer a European expedition cruise, it will be quite a different experience.
Todd Smith, President and Founder at AdventureSmith Explorations, USA
Expedition Cruise Destinations sold: AdventureSmith Explorations is proud to celebrate 20 years in the expedition cruise industry this year. We work with small ships and expedition cruise lines around the world. Our top destinations are Alaska, Galapagos, Antarctica and the Arctic. We specialize in matching travelers with the top names in expedition cruising as well as more off-the-radar intimate boutique ships and yachts.
Your favourite expedition cruise destination: Picking a favorite expedition cruise destination is like picking your favorite child, so I don’t go there. But I am particularly excited about Greenland and feel this will be a top travel trend in 2024.
Your top tip for the beginners in selling expedition cruising: Experience as many cruises as possible in person. Each ship and operator have a distinct personality. Its important to be able to distinguish between expedition cruise lines to get your clients on the right trip for their interests, ability and budget. Also take negative online reviews with a grain of salt. Don’t rush to judgement if you read a poor review. I have found that negative reviews are often the result of a mismatch between the interests of the traveller and the style of cruise they were on. For instance, if a traveler is expecting extensive activity but books a cruise with limited options, they will be disappointed. This is another great reason to experience a wide variety of cruises and lines.
Liz Lunnon, Head of Product, Discover the World, UK
Expedition Cruise Destinations Sold:
One of the UK's leading independent specialist tour operators, Discover the World has been offering high-quality holidays for 40 years. Destinations include Iceland, Scandinavia, the Arctic and Antarctica, Canada, Alaska, New Zealand and Australia. From tailor-made independent holidays to wildlife watching, expedition voyages and fly-drive touring, there is something to suit every budget and taste. Our Polar programme is both adventurous and inspiring, focusing on the small ship experience for a more personal encounter. By working with a number of different voyage operators we are able to offer a wide choice of itineraries and vessels, to suit all requirements. Our team of specialists have first hand-experience of our ships and destinations so whether it’s your first time to the polar regions, you have a specific interest in wildlife or polar history, if time is limited or if you’re looking for a more in-depth exploration, we can help.
Your favourite expedition cruise destination: It’s impossible to pick a favourite; my first expedition cruise was to Antarctica, an experience I will never forget with incredible wildlife encounters and a fantastic expedition team who added so much to the overall adventure. Kayaking in Spitsbergen when a walrus popped up alongside us was a magical moment, and more recently I encountered 10 polar bears en route to the North Pole before exploring Greenland’s Scoresby Sund and with its spectacular icebergs and a display of the northern lights! All very different landscapes, history and people but all equally unforgettable experiences.
Your top tip for the beginners in selling expedition cruising: Expedition cruising is all about flexibility so its essential that client expectations are managed carefully. Routes are subject to weather and sea conditions, particularly in the polar regions, as well as maximising wildlife opportunities. It’s all about going with the flow and seeing what you discover along the way, not sticking to a set itinerary. A sense of adventure is essential, and the desire to learn about the natural landscapes, wildlife, history and geology of the regions you’re visiting.
James Turner, Commercial Director, Wildfoot Travel, UK
Expedition Cruise Destinations Sold: Antarctica, The Arctic & Worldwide Expedition
Your favourite expedition cruise destination: South Georgia
Your top tip for the beginners in selling expedition cruising: My top tip for beginners in selling expedition cruising is to intimately familiarise yourself with the destinations.
Read up on the landscapes, wildlife, cultures, and history of the regions.
Immerse yourself in the specifics that spark imagination: the crash of massive glaciers calving, penguins squabbling over pebbles, icebergs that glow electric blue. The more knowledge you gain, the better equipped you'll be to inspire wonder and curiosity in your clients.
Sarah Bolton, Gold Travel Counsellor (cruise specialist), Travel Counsellors
Expedition Cruise Destinations sold: Antarctica, Arctic. However more non-polar ones are being booked now, for example Kimberley region in Australia.
Your top tip for the beginners in selling expedition cruising: Do all the training you can – for example, with the cruise lines and expedition companies, with destination boards, through groups such as ECN and CLIA. Expedition cruising is so different to regular ocean cruising that the more knowledge you have the better.
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