Cruise Trade News caught up with CEO and co-founder of the Expedition Cruise Network (ECN), Akvile Marozaite, at the organisation’s inaugural conference in London, where she spoke about the importance of agent engagement to the sector

What was the motivation behind launching ECN’s inaugural conference?

As a fairly new B2B travel organisation, we saw that there is a need to establish an organisation where expedition cruising is the main topic. Hosting a conference like this was a natural progression. We have been very successful in the last year-and-a-half, so it made sense to bring our knowledge and expertise together and set up a conference that covered expedition cruising exclusively.

A lot has been said about the growing interest in expedition cruising. How do you see the sector evolving over the next 12-18 months?

It’s the fastest growing sector in the cruise industry and in the last five years it has doubled in size. It’s at a plateau at the minute because there aren’t as many new-build ships, but it is growing. It’s also diversifying. There’s more choice in how people can travel to these destinations. I also see a lot more interest in warm-weather expedition cruising. People are now familiar with destinations like the polar regions and now they’re looking to explore other wild places around the world that are not necessarily in these colder realms.

Do warm weather destinations represent an area of growth for lines and agents?

That for sure is something we’re seeing. The interest in polar regions and the Galapagos Islands will not subside because that’s the only way to explore these regions, but travellers want to replicate these experiences elsewhere. There’s much more on offer than there was 10-15 years ago in terms of where operators are putting their ships.

How important is the trade to the future growth of the sector?

The majority of expedition cruise operators rely entirely on the trade as a channel for bookings. Therefore, trade really is the most important channel for expedition cruise lines and I can’t see that changing in the future. Lines invest a lot of money in education and offering fam trips and ship visits.

Expedition cruising is quite an expensive way to travel. Very often people find expedition cruising not because they’re looking for a cruise but because they want to travel to certain destinations. If a client is interested in going to Antarctica, it’s important they make the right choice because it’s probably a once in a lifetime experience. They need to ensure they choose the right ship and operator. Very often they’ll go to trade partners to get their advice on the best choice of cruise company to go with.

What advice would you give to agents who are looking to pitch expedition cruising to clients for the first time?

The main thing is to understand that expedition cruising is very much about the destination. If you want to be successful in selling expedition cruises, you need to understand the destination first and foremost. Then, understand the key differences between the operators. We aim to put the right client on the right type of ship and there is now enough variety so you can choose between luxury expedition cruising, adventure-style as well as micro cruises. It’s about ensuring you put the right client on the right ship.

What kind of traveller is best suited for expedition cruising?

If someone wants to have a more relaxed style of cruising and sip a cocktail by the pool, then they are not going to enjoy this type of travel. Sometimes it might not be the right option for guests with limited mobility because of the places the ships travel to. Typically, expedition cruising appeals to people who like active holidays. They are very curious and want to engage with the destinations. It’s also very much suitable for solo travellers because people get to know each other quickly, it’s a nice way to explore the world in a very safe way and make friends.

How can agents who want to learn more about expedition cruising engage with ECN?

We run monthly webinar sessions where our expedition cruise members come together to share expertise on specific topics, from destinations to the type of expedition cruising. We will also be continuing with the bootcamps; we hosted our inaugural camps back in July, after which we had people place their first expedition cruise booking so we know they work. Today we are at our inaugural conference and judging by the audience and enthusiasm for this type of travel I foresee this becoming an annual event.