Expedition cruise operators 'need to explain' their differences to engage with agents

The expedition sector needs to develop a better definition of what it does to help agents sell the product, delegates heard at the annual Clia Conference.

In a pre-conference survey, 68% of delegates said they have little or no knowledge of expedition cruising, 33% cited lack of knowledge as their biggest barrier, 34% said they do not have the right customers.

Only 3% said expedition cruise sales represented 25% of their businesses.

Ponant group deputy chief executive for global business Belinda Hindmarsh acknowledged there was “a real need to explain what we do” in expedition and she could empathise with new-to-cruise customers and agents as she had experienced “a steep learning curve” since joining the line two years ago.

She said: “Expedition is about pioneering and exploring all the remote parts of the globe and taking guests to places that they wouldn’t otherwise reach.

“I had never been on cruise before taking the role, and I certainly hadn’t been on expedition cruise, and I was equally lost on what on earth this was all about.”

Meanwhile, Quark Expeditions Seward highlighted expedition operators needed to emphasise their differences to engage with potential agents and customers.

He highlighted the regulation and management in place for fragile environments like the poles as a key factor, adding: “One of the important things to know when selling this sort of expedition travel is that different size vessels have different access and capabilities.

“Small vessels like ours are able to get closer and take passengers out several times a day, while others have to stay further out from the coast.”

Shorter six-night fly-cruises to Antarctica, seven to eight-night Svalbard expeditions, eight-night or seven-to-nine-night European river cruises would be “ideal” options for new-to-cruise and new to expedition travellers, Seward and Hindmarsh said.

Both leaders highlighted “a big range” in pricing for expedition cruises, dependent on itinerary and vessel, with Hindmarsh saying it could be between £6,000 and £130,000 for its fleet, while Seward said it would be between £7,000 and £80,000.

Hindmarsh said the inclusions like food, drinks, jackets, boots and excursions were important talking points, while Seward highlighted “flexibility and choice” throughout the season and commission opportunities for agents.