Why are ship visits important for travel advisors?
- Jun 1
- 5 min read
If you sell or have been considering selling expedition cruise, you might have been invited on a ship visit. These visits provide an excellent opportunity for travel advisors to deepen their understanding of the product - but there’s so much more to gain that makes these trips worthwhile!
Recently, Expedition Cruise Network co-hosted a ship visit with National Geographic-Lindblad Expeditions, exclusive to our members. 20 travel trade professionals joined us in Edinburgh to learn all about the brand, and were able to step on board the National Geographic Endurance and appreciate it up close. It was a fantastic chance to see the impressive ship, hear from the expert team, and learn about the onboard experience - and led to a booking just a few days later!
Expedition cruise is a unique, complex, and high-value travel niche - so strong knowledge of the product is essential. Travel advisors can gain vital insight from ship visits, making them an invaluable tool in your selling arsenal.
What can I expect on a ship visit?
Ship visits vary, but will always revolve around an opportunity for you to step on board an operator’s vessel and see it from the clients’ perspective.
Most visits will require you to travel to a town or city with a port - like Greenock or Portsmouth - to meet the ship. Bear in mind that many ship visits take place while the vessel is repositioning or as she prepares for the season; it may be many months before she’s back in an easily accessible location, so grab the opportunity to visit while you can, even if some short-distance travel is required.
Some operators will arrange other activities in the area or on the ship - such as a presentation, lunch or even an overnight stay - but the main focus will be the actual ship visit. You should be able to tour the vessel, exploring cabins, dining areas, lecture spaces, and any other key features of the ship that will help you sell it to the right clients with confidence.
Why should travel advisors go on ship visits?
First-hand experience of the vessels:
Although the focus of expedition cruising is undoubtedly the destination itself, the ship is often one of the key differentiating factors between operators. Clients are likely to have a lot of questions about the size, style, features, and capabilities of their floating home - and being able to share from personal experience is both more effective and more trustworthy.
Aboard the National Geographic Endurance, our members had the chance to explore the whole ship and appreciate details that just can’t be conveyed through photos alone: the spaciousness of the cabins, the ambience of the restaurant, the friendliness of the crew. If clients have questions about amenities like the panoramic yoga studio or the on-deck glass igloos, it’s incredibly useful to be able to answer from first-hand experience and even share personal photos.
Meet the experts:
One of the most valuable aspects of a ship visit is having the experts at your disposal to answer any questions you have.
Clients want as much assurance as possible before investing in an expedition cruise; they may be nervous about seasickness, curious about cabin configurations for larger groups or eager to understand how getting on and off the ship will work. You can ask all of these questions and more when on board yourself, and get in-depth answers from the sales representatives, as well as the people who live and work on board the ship. Their expertise and personal experiences add valuable context and insight that goes beyond what can be read from a factsheet.
On our tour of the Endurance and during the light lunch we enjoyed afterwards, travel advisors were able to deepen their knowledge of National Geographic-Lindblad Expeditions’ offering. The chance to hear from crew members who had been on countless expeditions was incredibly helpful as these experts understand not just the product, but the customers too. Not sure what you should be asking? They know exactly what guests have commented on and enjoyed, trip after trip, and are eager to share their knowledge.
Connect with other travel advisors:
Ship visits are often limited to small groups of travel advisors, thus providing an intimate, business-focused setting that’s ideal for networking. Attendees are typically focused on a similar niche, which makes it easy to connect and share advice.
On our Edinburgh ship visit, some travel advisors were brand new to selling expedition cruise whilst others were seasoned experts; it was great to see shared discussions broadening everyone’s perspective. You can gain a lot from a ship visit, regardless of your experience level.
Enjoy amazing experiences:
If you’re lucky, the operator organising your ship visit might also arrange additional activities for while you’re there. This could be a delicious lunch that offers you the chance to sit down with the team and your fellow advisors, or even an excursion that gives you a taste of the expedition experience.
National Geographic-Lindblad Expeditions put on a fantastic event in Edinburgh, planning a city walking tour that captured the cultural and historic elements that are key to many expedition cruises. Later in the evening, National Geographic Photographer Nick Cobbing shared a shorter version of the onboard presentation he gives to guests, and the advisors put their new photography skills to the test the next day as they explored the Endurance.
Activities like these are a great way to immerse yourself in the uniqueness of expedition cruise, which is traditionally focused on education rather than entertainment. They also offer advisors a deeper, more personal understanding of the product and allow you a taster of the client experience.
Are ship visits worth it?
If you make the most out of the opportunity - taking the chance to ask questions, take your own photographs, and connect with your fellow advisors - then the value of a ship visit cannot be overstated.
From a client’s perspective, having an advisor who has seen the ship in person and can speak from their own experience is hugely valuable. It’s also beneficial to you, as a good understanding of the differences between ships and the nuances of each operator will help you match the right client to the right expedition.
To hear about the latest ship visit opportunities - including exclusive events just for ECN Members - sign up here and be sure to subscribe to our newsletter.
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