CRUISE SALES & MANAGEMENT

BY: MR. SHARIFF B. EBOY

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 theres not enough time in ports the ship environment is too confining arent you forced to socialize people? I'll eat too much and put on weight

> > > > >

are ships really safe? I'm worried about terrorism its too far to fly to the port I'm worried about getting sick I dont 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 enclosed space 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 is something 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 ships roominess the hallways and stairs will be less crowded, there will be more space between tables in the dining room.

QUESTION:
DOES A HIGH SPACE RATIO NECESSARY TO THE ENJOYMENT OF CRUISE EXPERIENCE?

SPACE ON A SHIP CAN 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/Caf/Al Fresco dining

the showroom the pool area the health club the childrens 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 to the ships public spaces

OTHER MISCLELLANEOUS CONSIDERATIONS:

> the name of the country where the ship is registered is usually pointed on the exterior of the vessels stern and the ship flies the countrys flag
- FLAG OF CONVENIENCE

OFFICERS & ADMISTRATIVE PERSONNEL

> > > > > >

captain chief engineer chief purser chief steward ships 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 howshipto-shore communication works; list of shore excursions and how to sign up for them; a card that will serve as your ID throughout the trip in order to charge things

3. ON BOARD THE SHIP

finding your way to the stateroom (open) escorted by a crew member, settle in, read to find out whats going to happen next; off the explore the ship to confirm your dining room seating; register your credit card; etc. upon your return, you find that your luggage is waiting for you and your cabin 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 ships departure is one of the most energetic moments on the cruise; there will be band members on the pool deck; staff members saying HORS 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 ships dock; excursion; shopping

7. LAST NIGHT AND THE FOLLOWING NIGHT after several days, countless events, countless ports, and memorable meals where once the waiter will be dressed in red, white and blue to perform; its time for your great vacation to end. As per instructions, you keep a few overnight things with you and put the rest inside your luggage; place your suitcase outside your door

leave gratuity for your cabin steward and table staff

fill out customs forms and comment card; settle bills

early breakfast; wait for disembarkation announcement; color coded tags; runs like a clockwork; motor coach then immigration

TIPPING GUIDELINES (suggested)

RESTAURANT SERVICE
Waiter $3.50; Assistant Waiter $2.00; Maitre D $.75 STATEROOM SERVICE

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

KINDS OF TRAVEL AGENCIES THAT ARE LIKELY TO SELL CRUISES

INDEPENDENT AGENCIES
privately owned and unaffiliated with any larger institution; limited leverage w/suppliers; find it a challenge to negotiate higher override commissions and preferred status.

AGENCY CHAIRS
size and reputation provide them with economic clout, they can negotiate for preferred status. - wholly owned agencies - franchised-brand recognition

CONSURTIUM-AFFILIATED AGENCIES
association or partnership w/a consortia who provide them w/training support, financial advice and marketing aide.

CRUISE-ONLY AGENCIES/ CRUISE-ORIENTED AGENCIES

are specialist, they pride themselves on their especially deep knowledge of ships, cruise lines and ports; they may sell air and lodging, but only in conjunction with cruises.

WHAT ARE ADVANTAGES OF BEING A PREFFERED AGENCY?

may offer better cruise deal than competitor may offer value-added benefits w/no extra charge may allow access to inventory that others cannot readily get since agents have to master only a few products, they can better explain those products to their customers (fam) its easier to resolve when problem occurs commands higher commission

WORKING FOR THE CRUISE LINE (What are its benefits)

opportunity to see the world and get paid for it gratuities opportunity to meet interesting pax

meals, accommodations and laundry are taken care of

DOWNSIDE
must be psychologically equipped; daily working hours are long; split shift; 6 or 7 days a week salaries are relatively high for officers and senior staff; the rest are paid well below minimum wage little job security and few workers rights accommodations are tight and spartan

HOW DO YOU GET THE JOB?

contact the cruise line itself contact a concessioner that does the hiring for the cruise line