Cruise sales and management powerpoint

CRUISE SALES AND MANAGEMENT

Introduction to Cruise Management

Definitions and Beginnings….

Cruise- is a vacation by ship. This excludes traveling by water for purely business purposes sailing to one’s own small pleasure craft, or travel on a vessel for primarily transportational purposes.


Cruise- is primarily a leisure vacation experience, with the ship’s staff doing all the work.


Herodotus- traveled aboard just to experience the far flung ports

- during his sailing he compiled a list of the most interesting manmade things he saw (The Seven Wonders of the Ancient World)


•The Pyramids- Giza, Egypt


•The Hanging gardens of Babylon- Baghdad, Iraq


•The Statue of Zeus at Olympia- Greece


The Temple of Diana of Ephesus- Greece


•The Mausoleum- Helicarnassus, Turkey


The Colossus- Rhodes


•The Pharaohs Light House- Alexandria, Egypt

The Arrival of Leisure Sailing

• In the 1800s, shipping companies rediscovered that they could increase their profits by booking passengers aboard their merchant ships. A few of these travelers were wealthy patrons looking for adventure in faraway lands.


•STEAMSHIP- primarily purposes was to transport people but not cargo.

- Technology helped make it possible, as wooden ships with sails were replaced by steel-hulled vessels that were driven by coal, oil and steam-not wind


•The Steamship era began in 1840- SIR SAMUEL CUNARD pioneered the first translantic-scheduled liner trips.

The Luxury Palaces

•World War I- most ocean-crossing vessels were converted into troop transport ships. After the war they were joined by a new generation of ships: bigger, sleeker and above all faster.

The Luxury Palaces

•Speed became the most important goal-BLUE RIBAND was awarded regularly to whichever ship could cross the North Atlantic in the least amount of time.

The Luxury Palaces

•1920s to 1930s- ocean liners did begin to provide more entertainment, attract more of the middle class and provide much of the pampering were associated with cruising.

The Luxury Palaces

•Ships continued to become larger, with their costs often subsidized by governments. Nations used ocean liners as symbols of their prosperity, taste, might.

The Luxury Palaces

•Queen Mary- now an attraction in Long Beach, California- was Britain’s Pride, while the France-now the Norway- was everything French achievement could be.

The Birth of Contemporary Cruising

Each year millions of travelers choose to cruise:

• The cruise industry is the fastest growing segment of the leisure travel market. It has experienced tremendous growth since 1970 at more than one thousand percent- according to CLIA- (a non-profit association representing a 24 cruise lines)


• This growth is expected to continue at an average rate of 7.9% for the next five years.

• 2002- cruise passengers reached 7M. 12 new ships were introduced to accommodate more than 20,000 additional passengers.

• 2003- 14 more ships entered the worldwide fleet to accommodate 30,000 passengers.


• 2006- the number of passengers that can be accommodate exceeds 260,000.

Ship Agenda can be:

• Round Trip or circle itinerary- with the vessel leaving from and returning to at the same port.

Example: a ship could sail from Vancouver, head northward through the Alaskan Inside Passage, turn back at say, Skagway and return to Vancouver (stopping at interesting ports along the way.)

Ship Agenda can be:

•One way itinerary - the cruise starts at one port, but finish at another.

Example: A ship could leave Vancouver, but finish its trip to Anchorage.

Ship Agenda can be:

•Open jaw itinerary- when an air itinerary features a return from different city than the one first flown to.

Ship Agenda can be:• During the cruise, passengers experience

a wealth of onboard activities example: meals, shows, contests, lounging at the pool, which takes place primarily on AT SEA DAYS (when the ship is traveling a long distance without stopping at any ports)

• ON PORT DAYS(usually the ship docks early in the morning and leaves in the early evening, passengers have the option of going ashore or staying on the ship.)

Who Cruises and Why?- Cruising is indeed a global

phenomenon.a.Younger people prefer the 3-7

day cruisingb.Older people- take cruises of

seven days or less.c.The elderly usually join the

round-the-world cruises.

Cruise Prices- Every cruise brochures spells out the

exact price for each sailing, as well as what’s included and what’s not.

- The price basis is TWO or DOUBLE OCCUPANCY- it’s per person, based on two passengers to a room. Price depends upon where the desired stateroom “category” is located on the ship

Cruise Prices• Outside Staterooms (which have

windows) are generally more expensive than inside or staterooms (generally without windows)

• Large staterooms on a given ship are usually more expensive than smaller ones.

• Staterooms with balconies generally cost more than those without.

Cruise Prices

•Outside staterooms whose views are obstructed (by lifeboat) often cost less than those with unobstructed views.

Other factors that affect price:

• Booking 6-9 months or more in advance usually yields a savings.

• A last minute sale when the ship isn’t fully booked also results in lower prices.

• To encourage early bookings or to energize slow sales, cruise lines often offer special promotional fares, such as two-for-one price

Other factors that affect price:

•If there’s third or fourth person sharing the stateroom, their per-person price is often much less than for the first and second persons.

Roadblocks to Purchase

1. Cruises are too expensive2. Cruises are boring3. Cruises are only for older people4. Cruises are stuffy and too formal5. Cruises are too regimented6. There’s not enough time in ports7. The ship environment is too

confining

Roadblocks to Purchase8. Aren’t you forced to socialize with

people?9. Eating too much and put on weight10. Are ships really shape?11. Terrorism12. It’s too far to fly to the airport13. Passengers get sick14. Don’t know enough about cruises

Cruise sales and management powerpoint

Education

Transcript of Cruise sales and management powerpoint