The certificate is the search term. Somebody typing the name of a qualification knows what they want, is comparing schools rather than deciding whether to sail, and books within days.
Beginner searches are a different conversation. They come from somebody who has never been on a boat, and they are won by reassurance and clear practical detail rather than by a list of course modules.
The buying season is the opposite of the sailing season. Courses for July are chosen in January and February, so a school that becomes visible in spring is competing for whatever is left.
Weekday and corporate days fill what courses cannot. Team days and taster sessions run midweek, are searched with entirely different words and use boats that would otherwise sit idle.