Sam Seward, President Quark Expeditions: “Look at your database. Look at the number of people who are taking safari holidays or who are cruising. Those are your expedition cruise opportunities and let your passion for the polar regions come through.
“Start with one ship, start with one itinerary, start with one set of experiences and get comfortable with it and then present that to that audience.”
Helen Beck, Managing Director, Global Commercial, Windstar Cruises: “Take advantage of travel advisor appreciation fares to sail with as many of us as you can whenever you’re doing your own personal travel so that you experience our products.
“If we’re not hosting a famil, look at our appreciation fares so you can sell with us. Invest in yourself.”
Mario Bounas, Chief Commercial Officer, Swan Hellenic: “I’d say sell expedition. Select the destination that you are passionate about – we spoke about passion earlier and it’s really important – and get specialised in that destination.
“It’s transferable to your client, but it’s also about finding the right suppliers. Find the select partners you want to work with and know the difference between each one and it will reap rewards for your agency.
“Because as soon as you find the right person, the right ship, the right company, the repeat business will continue to go through. It’s so important.
David Siewers (left) and Jason Krimmel
David Siewers, Chief International Sales Officer, Azamara Cruises: “I’d say embrace the headwinds as your opportunity. Don’t let the perception that people want to wait be what dictates your business.
“Go out there and talk about locking in price for multiple vacations, and really, there’s never been a better time to say travel with a travel advisor. Articulate the benefit of having someone in their corner, both for the planning and if something goes wrong, and I think you could really bring on some new clients.”
Jason Krimmel, Chief Sales & Marketing Officer International, Norwegian Cruise Line: “I want to circle back to the value proposition again. I don’t think any of us do a phenomenal job of bringing to life the value proposition that all of us bring compared to other holiday sectors.
“So I’d say that’s where we need your help the most. But then you know today people shop for experiences, so make sure you’re selling an experience and not necessarily a product.”
