UK managing director Jos Dewing told TTG that AE Expeditions would target agents who “do not sell expedition”, as “most” UK-based polar specialists have already experienced the line’s ships.
Dewing, who previously held the role of managing director at now-defunct Voyages to Antiquity, revealed AE Expeditions would work with the Expedition Cruise Network (ECN) to identify new agent partners. The ECN recently published its 2023/24 insights, setting out the significant untapped market opportunities for agents.
“In 2024, we’re hoping to get up to 60 agents onboard,” said Dewing, adding: “Most of the polar specialists have already been with us on a fam trip. It’s now more about the new agents that do not currently sell any expedition. We work with ECN to identify agents. It will be collaborative approach.”
Dewing confirmed there would be ship visits in Scottish port Troon next summer after two fam trips early next year.
AE Expeditions hosted 50 agents in 2023 on three ship visits around the British Isles and on a fam trip, which Dewing described as “a big investment”.
The line has reported 53% year-on-year sales growth in 2022/23. “We’ve had to find more demand, now we’ve got two 130-passenger ships,” he said. “The UK has been a runaway success. I cannot say enough how much support we’ve had from the UK trade.”
Dewing revealed AE Expeditions will launch a trade training programme “imminently” and highlighted a change of trade strategy going forward.
In 2024, AE Expeditions will invite agents to join the line’s UK team at various travel showcase events, such as Destinations, and advise consumers to book through the agents present.
When asked when a third ship will join the AE Expeditions’ fleet, Dewing said: “Globally, Australia is the largest source market for us, but the US and the UK are relatively big now.
“We’re a company that has been growing. We’re looking to grow further. It’s not a secret that we’re looking at ship number three. We’ll have more information next year.”
Dewing said the ongoing cost of living crisis had not affected the line’s booking levels. “Our trips are higher end. We don’t consider ourselves to be a discount brand. We’re holding our pricing relatively well. We do not get involved with looking at other companies. Everyone has their own pricing strategy.”
He added: “People understand why our product is different and where the value is, and that seems to be working for us.”
