The Impala Adventure Travel agent was one of 20 advisors invited on the two-day fam trip onboard the National Geographic Endurance in Edinburgh.

Sowden joined agents from the likes of Travel Counsellors and Mundy Cruises to hear from Danielle Bates, head of UK sales for Lindblad Expeditions, and ECN chief executive Akvile Marozaite. They later had a hosted tour of the polar vessel, a three-course dinner at the Malmaison Edinburgh and took part in a photography workshop. 

Co-hosted by the Expedition Cruise Network (ECN), the immersive event aimed to educate agents on the US-headquartered brand and provide first-hand experience of its product offering.

The fam trip investment has already started paying off for Lindblad even though the fam trip only finished last week. Just four days after the event, Sowden secured a £40,000 booking from one of her most loyal clients. 

The adventure travel expert has now revealed how she closed the lucrative deal – despite never having sold Lindblad before.

“I sell quite a lot of Antarctica and Galapagos, so people always come to me with those enquiries,” Emma told TTG. “But to be honest, I didn’t know a lot about Lindblad. So when I heard about the fam trip, I knew I had to apply.”

Kate Selley PR

Sowden already had a client in mind whom she believed would be the “perfect” candidate for the expedition ship. “This man has been a client of mine for years, so I know what makes him tick,” she said. “However, I’d been struggling to find the right trip for his upcoming 70th birthday because he had very specific requirements.”

On the face of it, the client’s criteria was straightforward: he wished to take a solo luxury cruise to Svalbard in May 2027. He also wanted to return by the end of the month, to ensure he didn’t miss out on his gardening responsibilities, and to avoid any voyages longer than 14 days.

Svalbard’s cruise season window, however, is famously short. Most ships avoid sailing to the archipelago during winter and spring due to difficult weather conditions and strict environmental restrictions, both of which limit the passenger experience.

“I was concerned there would have to be a trade-off: either sending him on a non-luxury ship or sending him outside of his preferred dates,” Emma admitted.

'Itinerary could not have been better for him'

However, when she discovered the National Geographic Endurance was sailing to Svalbard in early May 2027, she realised he could achieve both goals. 

“Firstly, the itinerary could not have been better for him,” she said. “It’s going to sail all around the island, not just up the coast and back, for 10 days.”

Sowden also knew the ship, which was built in 2020, would appeal to her client’s modern tastes.

National Geographic Endurance offers an intimate experience with a capacity of just 138 guests in 76 cabins, 75% of which have private balconies. The interior design is also notably Scandinavian with light woods and floor-to-ceiling windows, distinguishing it from the traditionally darker style of older expedition ships.

“It was really new and beautiful, but not in a swanky way,” she said. “Endurance was not too big – the right sizing for the Arctic. Immediately I sent him a WhatsApp message with a video of two suites – specifically the Category 6 and 7 suites.”

The client replied with his approval almost immediately, having been particularly impressed by the size of their bathrooms and the balcony hammocks. 

'Over the moon'

It was a Bank Holiday weekend, which meant Sowden had to wait until Tuesday (26 May) to send over the quote to one of Lindblad’s business development managers. By Wednesday, the client had put down his deposit payment.

“I'm over the moon,” Sowden said. “I can’t express how valuable it was to see the ship first hand and have access to the UK team to ask questions and build relations over the two days.”

Sowden "loved" every minute of the fam, and has already identified other clients whom she believes Lindblad would be ideal for. “It’s so relaxed, informal and immersive,” she said. “It’s perfect for someone who wants to be more active.” 
 

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