Selling Travel September 19

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how to sell
Northern Lights cruises
A Northern Hemisphere cruise is a cost-effective option for clients who have
seeing the Northern Lights on their bucket list, says Laura Gelder
Why sell it
Aurora Borealis – better known as the
Northern Lights – is nature’s own light
show and one of the most sought after
experiences that Mother Nature can offer.
Often as elusive as it is spectacular, this
phenomenon of green, purple, blue and
pink lights dancing across night skies is
caused when charged particles from the sun
strike atoms in earth's atmosphere.
The lights are only seen in the upper
reaches of the Northern Hemisphere,
and the further north the better – which
makes the Arctic Circle the top location
for Aurora gazing. These remote and
often frozen places are hard to access and
accommodation isn't ubiquitous and can be
expensive, which is why a cruise is a popular
way to package the experience.
A Northern Lights cruise means agents can
guarantee their clients a consistant standard
of service, while a curated programme of
shore excursions helps them access the
reigon's wild places.
Who to sell to
Target those who have enjoyed the rugged
landscapes of New Zealand's South Island
or North America's Rockies, and clients who
have expressed an interest in Scandinavian
city breaks or enjoy excorted tours or
cruises with a nature focus.
This could be a break-through sell for
cruise sceptics too because, depending on
the cruise line, the all-inclusive nature of a
WINTER SHORE EXCURSION
GODAFOSS WATERFALL, ICELAND
cruise means it can offer the best-value way
to see the Northern Lights. Scandinavia, in
particular, is generally expensive so keeping
costs down can be crucial to making a sale.
When to sell it
Darkness is required to actually see the
Northern Lights. They are observed at high
latitudes, where the midnight sun means
there is no darkness at all for many months,
so the lights are not a year-round attraction.
They are visible from late August to early
April (anytime during dark hours) but
from late September to March it gets dark
as early as 18.00, increasing that window of
opportunity.
Note that December isn’t always an
ideal month because popular viewing
destinations like Tromsø in Norway can see
70% probability of precipitation, meaning
cloud cover.
What to sell
Activities and excursions are hugely varied.
There are wildlife watching trips to see
whales, birds like puffins and eagles and
even polar bears. Active excursions include
hiking mountains and glaciers, kaying and
boat trips, as well as winter sports such as
husky or reindeer sledding, snow-mobiling,
snow-shoeing and cross-country skiing.
Cultural tours include meeting indigenous
people such as the Sami reindeer herders of
Scandinavia or the Innuit of North America.
Excursions also explore towns and cities,
giving an insight into their culture and
architecture – like Alta's futuristic Cathedral
of the Northen Lights in Norway. Cultural
experiences range from eating reindeer to
listening to a Sami Yoik choir.
Onboard, ships have lecturers on hand
BOOK IT WITH...CRUISE & MARITIME
Departing London Tilbury on October 12 2019,
the 12-night round-trip Iceland and Land of
the Northern Lights cruise visits the Faroe
Islands, Akureyri and Reykjavík in Iceland and
the Orkney Islands. Excursions include whale
watching, Iceland's Blue Lagoon, Orkney's
Standing Stones of Stenness and the Faroes'
Vestmanna Sea Cliffs. cruiseandmaritime.com –
0844 414 6140
sellingtravel.co.uk