Two years ago just 22% of Sail in Greece’s bookings came through the trade, last year that figure rose to 29% and now it has jumped to 64%.
Alex Nastos, Sail in Greece’s managing director, told TTG the operator has recently added several new tour operators and agencies to its trade database, including Sunvil, Olympic Holidays, Travel Counsellors, Not Just Travel and Tui.
Nastos said around 70% of customers aged 18 to 35 generally booked direct, while around 90% of clients aged 50 and above booked via agents.
“There’s been a shift in the company’s focus,” he said. “We’ve been building up our network of travel partners and tour operators.
“We’ve been serving up a really good experience to our guests. I believe it’s come about because we offer more destinations and better partnerships with travel agents and tour operators.
“The travel trade has become the backbone of our UK growth.”
Nastos said Athens-based Sail in Greece has also boosted its trade relationships since agreeing a partnership with trade representation firm Galaxi.
Craig Vickors, Galaxi co-founder, added: “It’s been great to see the response and support from the trade for Sail in Greece. We plan to reach even more agents this year and beyond.”
Nastos said the company offered “a competitive level” of commission. “We also have kick-back policy when a partner reaches a specific level of sales,” he added.
But Nastos has credited B2B initiatives, targeted outreach and training support for the turnaround with the trade.
He added: “Agents have seen the quality of our product first-hand and their confidence has translated into remarkable booking numbers this year.”
Currently, the operator has a 16-ship feet, with 12 vessels owned outright by Sail in Greece. It plans to add four vessels before the 2026 season.
This year, Sail in Greece is offering a new cruise covering the Sporades Islands, the Greek archipelago.
Despite the rise in agent bookings, Nastos said the UK and Irish market is yet to become one of its top source markets – Australia, Italy, France, Spain and Germany.
Sail in Greece dismissed several negative Google reviews online seen by TTG and instead highlighted its “official” Tripadvisor account and its Reviews.io account which says 88% of 560 reviewers recommend the operator.
Nastos added: “We do not hold any official Google account, hence whatever there is online, is not official.”
