It is well-known that it is easier for travel advisors to sell a product they truly love. This concept was leveraged by Embark Beyond and Silversea Cruises when they decided to host a group of top-selling Embark advisors on the Silver Nova’s maiden voyage to Alaska. The aim was to introduce luxury cruises to advisors who had not traditionally sold cruises, and the results were surprising.
Embark founder Jack Ezon highlighted the importance of capturing not only a new generation of travelers but also a new generation of travel advisors. Many newer advisors tend to overlook cruises, assuming they do not cater to the bespoke experiences their clients seek. However, the Silver Nova offered spacious, elegant cabins and a plethora of interesting activities that appealed to even the most discerning advisors.
Among the advisors who had never sold cruises before, there was a noticeable shift in perspective after experiencing the Silversea sailing firsthand. Amy Warren, one of the advisors, immediately recognized the appeal of luxury cruises for her clients. She saw it as an opportunity for clients who prefer to stay in one place for a week to explore Europe or Antarctica in the luxurious setting of a cruise ship.
Shinny Bickoff, a former fashion retail professional turned travel advisor, was initially hesitant about selling cruises due to concerns about the environment. However, her experience on the Silver Nova changed her mind. She appreciated the small group sizes for activities, the focus on regenerative travel, and Silversea’s signature culinary program, S.A.L.T. Bickoff found that luxury cruises offered a more sustainable way to travel while still delivering exceptional experiences.
Veteran travel advisors also saw the potential of luxury cruises, particularly in the lucrative expedition cruise market. Between indulging in spa treatments, exciting excursions, and fine dining experiences, advisors like Marla Fowler saw the value of luxury cruising for their upscale clientele. Fowler emphasized the importance of the spa experience and upfront pricing as key selling points for luxury cruises.
The Silver Nova’s inaugural Alaska sailing not only showcased the allure of luxury cruises but also sparked a paradigm shift in how travel advisors perceive and sell cruise products. The experience highlighted the importance of capturing new generations of travelers and advisors, promoting regenerative travel practices, and positioning luxury cruises as a premium travel option for discerning clients. As the travel industry continues to evolve, luxury cruises are poised to become a staple in the portfolios of travel advisors seeking to offer unparalleled experiences to their clients.
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