An Andara Travel client made Antarctica their first ever cruise destination thanks to the enticement of Silversea. “They’d never done cruising before, let alone an expedition cruise,” the agency’s co-director Dave Allen explains. “They wanted to know the best way to travel to Antarctica and because we knew them from other bookings we said: ‘you’re not going to be happy unless you’re on a luxury ship’. That’s why we booked them on Silversea, and they had an amazing time.”

The cruise line had another Antarctic advantage, Dave adds: “If you are above 500 passengers, like the majority of cruise lines are, you can’t land, but all Silversea [expedition] ships can.”

Though not a cruise specialist, Andara began selling luxury cruises about 10 years ago, believing them to be a good fit with its core, luxury land-based product. It added expedition cruises from 2022, with Antarctica, the Galapagos, Australia’s Kimberley region and the South Pacific proving popular.

Silversea is a natural choice, says Dave: “We were [already] selling luxury hotels… we wouldn’t recommend a lower end cruise line for their expedition.”

First-hand experience

Dave and co-director Sandra Mutter were so keen to further their knowledge of the supplier that this year they cruised the Galapagos aboard 100-guest vessel Silver Origin. They booked at a discount through Touchdown and took their respective partners with them.

“The ship was amazing with glass floor to ceiling, amazing views out of the cabins but also an incredible expedition team,” enthuses Dave. “Getting back onto the ship after an hour or two’s snorkelling we were given a heated robe and heated towel… a nice hot drink as well. That to me is what differentiates a luxury product.”

The evening briefings on Silver Origin, supported by a “fantastic bar service” also impressed, as did dining in a “light and airy” indoor restaurant and another on the top deck.

Andara’s directors also praise Silversea’s S.A.L.T (Sea and Land Taste) concept, which means the menu and drinks reflect the ship’s location.  “Luxury is about quality but it’s also about those little touches you have,” comments Dave.

Sandra adds: “Silversea’s product is exceptional. The food is exceptional, the service is exceptional, and you don’t fully understand that till you’ve experienced it. It gives you the absolute confidence to sell it.” 

The directors have also previously experienced a Silversea Australia cruise. In fact, the line is Dave’s go-to for his own cruise holidays.

Not all the Andara team’s Silversea education has come via voyages, as they also take advantage of ship visits. Dave and Sandra spent a day onboard Silver Endeavor in Dartmouth, dining and listening to talks.

As Clia members, they were also able to visit six expedition ships, including Silversea’s, during the organisation’s recent conference in Svalbard.

With a Silversea Antarctic cruise for two plus business class flights typically worth between £40,000 and £60,000 and the equivalent holiday to the Galapagos £30,000 to £40,000 per couple, having the confidence to ask that of a client is critical, Sandra explains. “When you get the level of service, the level of cuisine you get on Silversea you realise, actually, that other cruise lines may be charging lots of money but they’re not necessarily a luxury product."

Exceptional trade resources

Beyond in-person experience, Sandra finds the ship information and deck plans in Silversea’s online Trade Partner Resource Centre helpful.

She also sends images to interested clients and posts videos on Facebook, both of which have been sourced from the website’s Marketing Central area. The line’s newsletters sharing booking trends and offers have also proved helpful.

Praising Silversea’s trade team, Sandra points out Silversea also excels at catering for dietary requirements. In fact, Andara has switch-sold several gluten-free clients from land-based itineraries to Silversea cruises around Japan where, beyond major cities, such restrictions are less understood.

She advises relationship building with the line is a two-way street: “Once you start making bookings, they can see that you’re serious, so they start investing in you… they can see you’ve got potential.”

Clients Andara has enticed from five-star beach holidays to Antarctic cruises, will often next request the Galapagos, or vice versa. Expedition sailing also emboldens its clients to try safaris and complex rail itineraries. 

Dave believes Silversea helps the agency build such lucrative customer loyalty. “If you’re giving people exceptional experiences, they’re likely to come back to you. “It’s about wowing the client, so they say, ‘I really enjoyed that, where next?’”