DESTINATIONS 1
“Use images and videos in your marketing materials”
Monique joined Aurora Expeditions in October 2020 after more than 25 years in the travel industry. She has worked in expedition cruising for seven years, with previous roles at Ponant and Paul Gauguin Cruises, and will oversee the launch of new ship Sylvia Earle in October.
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Monique Ponfoort chief executive, Aurora Expeditions
Dive deep into the experience in any way you can by watching documentaries, attending virtual industry events and webinars, signing up to newsletters, and really familiarising yourself with the products on the market. Also, make sure you have strong images and videos in your sales and marketing materials, as these breathtaking polar regions can really sell themselves. It’s also important to remember that passenger
numbers really matter in these regions. Only 100 people can be on land at any one time in Antarctica or the Arctic, so it’s important to make sure clients are aware of this when choosing which expedition operator to travel with. Larger ships can mean fewer or rotational landings each day, whereas a smaller ship will ensure more time on land. In terms of practical tips, suggest clients pack
two batteries for their cameras – batteries drain much more quickly in the cold. On the flipside, encourage your clients to live in the moment and not be completely behind the camera lens! When it comes to trends, consumer attitudes have definitely changed. We are seeing a move towards booking one incredible trip per year, rather than taking several smaller holidays. Passengers are also choosing more carefully. They want to travel with an ethically minded company that respects the wildlife and fragile environments they visit.
travelweekly.co.uk SELLING EXPEDITION | CRUISE
“Understand the USPs of each ship”
Joseph leads Scenic’s trade sales channel in the UK, supporting agents with marketing, training and incentives. He has worked in travel for 33 years including two-and-a-half years at Scenic, and travelled on flagship Scenic Eclipse during its inaugural season.
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Joseph Grimley director of trade sales UK, Scenic
My top tip for trade partners would be to highlight the many benefits of booking a luxury expedition cruise: remote locations, highly personalised experiences, smaller groups and passenger numbers, plus full immersion in the culture, nature and wildlife of a destination – all led by onboard experts. It’s also important to understand the USPs of each ship. For example, guests on Scenic Eclipse can explore further with two onboard helicopters and a submarine, Scenic Neptune. In terms of destination, for an experience
that very few have had the chance to enjoy, I would recommend the Northeast and Northwest Passages in the Arctic. These voyages explore some of the greatest seaways in the world, covered in ice for most of the year. When it comes to trends, itineraries across
the Antarctic Circle and our first-ever itineraries to Japan and the Russian Arctic are proving especially popular for 2022-23. Bookings are steadily picking up with plenty of pent-up demand. Recent bookings include the very best suites available, suggesting customers are willing to spend more to make up for lost time. Booking trends also indicate that travellers are starting to plan for late 2021, 2022 and beyond.
“Be one step ahead with destination knowledge”
Lynn has worked for Carnival Corporation for more than 20 years and spent two years as chair of the Clia Executive Committee. She received the Clia Outstanding Achievement Award in 2013 and was also voted as one of the top-60 women in the travel industry in 2014 by the AWTE.
Lynn Narraway managing director UK & Ireland, Seabourn
One of my biggest pieces of advice for agents is to research some of the places on your clients’ wish lists and make sure you are one step ahead of them with destination knowledge. For example, you need to know the best time of year to travel to each destination. Expedition ships ‘migrate’ from season to season – so are deployed in the Arctic and Antarctic during their respective summer seasons, when sunlight, ice and weather conditions allow for off-ship activities and when wildlife are there for breeding and rearing. For clients yet to experience a polar voyage,
we recommend they take an Arctic expedition first – one that may take in the northern lights, Svalbard and Greenland – for birdlife, polar bears, other wildlife and incredible natural beauty. Next on their list should be Antarctica to see penguin colonies, bubble-net feeding by whales, glaciers, ice stations and more. For warm-weather expeditions, Panama and South America (from September to November) will include snorkelling, swimming, dolphin and whale-watching. The Amazon (from March to April) is also the perfect destination for a smaller expedition ship, as it will be able to navigate tributaries and seasonally flooded forests, offering guests opportunities to take Zodiac trips to see sloths and howler monkeys and visit local villages.
20 MAY 2021 31
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