cruise sales & management 2

8/4/2019 Cruise Sales & Management 2

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B Y : M R . S H A R I F F B . E B O Y

CRUISE SALES &

MANAGEMENT



LIST OF OBJECTIONS

> cruises are too expensive

> cruises are boring

> cruises are only for older people

> cruises are stuffy and too formal

> cruises are too regimented

> there’s not enough time in ports

> the ship environment is too confining

> aren’t you forced to socialize people?

> I'll eat too much and put on weight



> are ships really safe?

> I'm worried about terrorism

> it’s too far to fly to the port

> I'm worried about getting sick

> I don’t know about cruises



HOW DOES THE CRUISE INDUSTRY MEASURE ITS SHIP?

1. by the number of staterooms

2. the number of pax it can accommodate

3. by the gross registered tonnage (measures only enclosedspace available to passengers)

• very small – under 10,000 GRT; under 200 pax• small – 10,000-20,000 GRT; 200-500 pax• medium

–20,000-50,000 GRT; 500-1,200 pax

• large – 50,000-70,000 GRT; 1,200-2,000 pax• megaship – 70,000 GRT; 2,000 pax or more



BENEFITS OF A LARGER SHIPS

> offer many more facilities, activities, choices and options

> are often more dramatic-looking

> are able to serve a wider spectrum of guest types

> easily accommodate groups

> are generally quite stable in the water



BENEFITS OF A SMALLER SHIPS

> offer more intimate atmosphere

> can sail into smaller places

> permit easier embarkation and disembarkation

> make it simple for passengers to get to know the ship and

others on board



One other function of ship size issomething called the SPACE RATIO

> the SPACE RATIO of a vessel is determined by dividing

the GRT by passenger capacity.

i.e. if a vessel has a 30,000 GRT and can carry 1,000 pax,

its SPACE RATIO is 30

> the SPACE RATIO number conveys the “space” or

“elbow room” each person will have a sense of the ship’s

“roominess” the hallways and stairs will be less crowded,

there will be more space between tables in the dining

room.



DOES A HIGH SPACE RATIO

NECESSARY TO THEENJOYMENT

OF CRUISE EXPERIENCE?

QUESTION:



SPACE ON A SHIPCAN BE DIVIDED INTO THREE TYPES

A. Stateroom Space

B. Private or Crew Space

- crew cabins

- dining areas

- recreational activities

- bridge

- galley

C. Public Space



THREE TYPES OF STATEROOMS

1. Outside Staterooms

2. Inside Staterooms

3. Suites



PUBLIC SPACE ARE:

> the reception area

> the dining room

> alternate dining areas such as Lido Deck/Café/Al Fresco dining

> the showroom

> the pool area

> the health club

> the children’s area

> the gift/florist shop

> the medical facility



> the movie theater

> the photo gallery/art auction

> the internet center/library

> the casino

> conference/business center

> tuxedo rental shop

> card rooms/game rooms

> cigar/smoking lounges



DECK PLANS ARE IMPORTANT BECAUSE:

> the guest can select the exact stateroom that they

want

> the higher the deck, the higher category and price> it is always often note certain special stateroom

circumstances

> helps examine the relationship of the stateroom tothe ship’s public spaces



OTHER MISCLELLANEOUS CONSIDERATIONS:

> the name of the country where the ship is

registered is usually pointed on the exterior of the

vessel’s stern and the ship flies the country’s flag

- FLAG OF CONVENIENCE



OFFICERS & ADMISTRATIVE PERSONNEL

> captain

> chief engineer

> chief purser

> chief steward

> ship’s doctor

> cruise director



1. BEFORE YOU BUY; AFTER CONFIRMATION

deposit; documents; color coded tags;immigration and custom forms; insurance;

itinerary; air tickets and hotel info;embarkation port info; leaflet on howship-to-shore communication works; list ofshore excursions and how to sign up for

them; a card that will serve as your IDthroughout the trip in order to chargethings



3. ON BOARD THE SHIP

finding your way to the stateroom (open) escortedby a crew member, settle in, read to find out

what’s going to happen next; off the explore theship to confirm your dining room seating; registeryour credit card; etc. upon your return, you findthat your luggage is waiting for you and yourcabin steward introduce himself/herself to you

attend a lifeboat drill; (w/in 24 hours of departure.Fumble for that ORANGE LIFE JACKET



4. DEPARTURE

A ship’s departure is one of the most energeticmoments on the cruise; there will be band

members on the pool deck; staff members sayingHORS D’ OUVRES; after enjoying that activity,you go back to your stateroom and prepare for 1st cocktail reception, 1st dinner at sea

seating = first seating 6:30pm= second seating 8:30pm

after dinner, there will be shows



5. A DAY AT SEA

free to choose what you want to do;breakfast; lunch; attend “port talk”

6. A DAY IN PORT

ship’s dock; excursion; shopping



after several days, countless events,countless ports, and memorable meals

where once the waiter will be dressed inred, white and blue to perform; it’s time foryour great vacation to end. As perinstructions, you keep a few overnight

things with you and put the rest insideyour luggage; place your suitcase outsideyour door

7. LAST NIGHT AND THE FOLLOWING NIGHT



leave gratuity for your cabin steward andtable staff

fill out customs forms and comment card;settle bills

early breakfast; wait for disembarkationannouncement; color coded tags; runs likea clockwork; motor coach thenimmigration



TIPPING GUIDELINES (suggested)

RESTAURANT SERVICE

Waiter $3.50; Assistant Waiter $2.00;Maitre D’ $.75

STATEROOM SERVICE

Butler (suites only) $3.50; StateroomAttendant $3.50; Chief Housekeeper $.50



KINDS OF TRAVEL

AGENCIESTHAT ARE LIKELY TO

SELL CRUISES



privately owned and unaffiliated with any

larger institution; limited leverage w/suppliers; findit a challenge to negotiate higher overridecommissions and preferred status.

INDEPENDENT AGENCIES



size and reputation provide them with

economic clout, they can negotiate for preferredstatus.

- wholly owned agencies

- franchised-brand recognition

AGENCY CHAIRS



association or partnership w/a consortia who

provide them w/training support, financial adviceand marketing aide.

CONSURTIUM-AFFILIATED AGENCIES



are specialist, they pride themselves on their

especially deep knowledge of ships, cruise linesand ports; they may sell air and lodging, but only inconjunction with cruises.

CRUISE-ONLY AGENCIES/

CRUISE-ORIENTED AGENCIES



may offer better cruise deal than competitor

may offer value-added benefits w/no extra charge

may allow access to inventory that others cannot readilyget

since agents have to master only a few products, theycan better explain those products to their customers (fam)

it’s easier to resolve when problem occurs

commands higher commission

WHAT ARE ADVANTAGES

OF BEING A PREFFERED AGENCY?



opportunity to see the world and get paid for it

gratuities

opportunity to meet interesting pax

meals, accommodations and laundry are taken care of

WORKING FOR THE CRUISE LINE

(What are its benefits)



must be psychologically equipped; daily working hours arelong; split shift; 6 or 7 days a week

salaries are relatively high for officers and senior staff; therest are paid well below minimum wage

little job security and few workers rights

accommodations are tight and spartan

DOWNSIDE



contact the cruise line itself

contact a concessioner that does the hiring for the cruise

line

HOW DO YOU GET THE JOB?

cruise sales & management 2

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