TOUR 21-CRUISE SALES AND MANAGEMENT

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Tour 21cruise sales and management

• Professor Chori T.Infante

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HISTORY OF CRUISELINES

• 1816- Black Ball Line Liverpool packets, First
  shipping Company to offer regularly service from
  the United States to England .
• 1830- steamships were introduced and dominated
  the transatlantic market of passenger and mail
  transport.

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History of cruise lines

• July 4, 1840- Britannia , the first ship under
  the Cunard name, left Liverpool with a cow on
  board to supply fresh milk to the passengers on
  the 14-day transatlantic crossing.
• 1844- PO Cruises started ,popularly advent of
  pleasure cruises known as Peninsular Steam
  Navigation Co.begun.
• 1850s and 1860s -a dramatic improvement in the
  quality of the voyage for passengers. Ships began
  to cater solely to passengers.
• 1867, Mark Twain was a passenger on the first
  cruise originating in America, recorded his
  experiences in the book Innocents Abroad

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History of cruise lines

• 1880s - leisurely pleasure cruises
  transatlantic travel. Ships began to carry
  immigrants to the U.S in steerage class.
• 1887- POSH word coined Port Out, Starboard
  Home
• Early 20th century -superliner was developed and
  Germany led the market in development of floating
  hotels.
• Mauritania and the Lusitania- owned by Cunard
  Line of England.(started the tradition of
  dressing for dinner and the romance of the
  voyage)

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History of cruise lines

• White Star Line, owned by J.P. Morgan, introduced
  the most luxurious passenger ships ever seen in
  the Olympic (complete with swimming pool and
  tennis court)
•  Titanic. Space and passenger comfort now took
  precedence over speed in the design of these
  ships.
• 1900- Golden Age of cruising started
• 1912 sinking of Titanic devastated the White
  Star Line.

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History of cruise lines

• 1916- Brittanic the sister ship of Titanic sank.
• World War I-Leisure cruising ceased. Ships were
  converted to cruise ships including Cunard Ship
  Lines Queen Mary and Queen Elizabeth.
• 1934-Cunard bought out White Star the resulting
  company name, Cunard White Star. With a total of
  25 vessels.

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Cunard white star
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History of cruise lines

• World War II- Cruise liners again were converted
  into troop carriers and all transatlantic
  cruising ceased until after the war.
• European lines then reaped the benefits of
  transporting refugees to America and Canada, and
  business travelers and tourists to Europe.
• The first non-stop flight to Europe in 1958,
  however, marked the ending of transatlantic
  business for ocean liners. Passenger ships were
  sold and lines went bankrupt from the lack of
  business.

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History of cruise lines

• European lines then reaped the benefits of
  transporting refugees to America and Canada, and
  business travelers and tourists to Europe.
• 1958- the advent of the first commercial non-stop
  trans-Atlantic flight to Europe, cruising
  continued to decline. Lines went bankrupt and
  passenger ships were sold.
• 1960- Modern cruising emerged,
• 1977-1986-Cruise ships came laden with amenities
  and entertainment options, immortalised in the
  hit television series The Love Boat, which and
  starred Princess Cruises.
• 1990s- development in the cruise industry
  continued, emerge of several cruiselines.

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EVOLUTION OF THE CRUISE LINE
1800s
1900s
EARLY
INDUSTRIAL REVOLUTION
STEAMSHIP
CRUISE LINE
OCEANLINER
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History of cruise lines

• 2010-divergence between companies building larger
  and larger ships . Companies like Royal
  Caribbean have been busy building megaliners
  capable of carrying up to 3,000 passengers. These
  vessels continue to add more and more amenities,
  such as virtual reality gaming rooms, ice-skating
  rinks, and multi-story shopping centers, as well
  as special services
• 2012-Allure of the Seas was build..
• 2014- Quantum of the Seas was build
• 2015-Harmony of the Seas was build., several
  cruiseline continued to be build.

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Motivations why people cruise

1. DEGREE OF INCLUSIVENESS
2. FACTORS AFFETCING THE PRICE OF THE CRUISE

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MOTIVATIONS

• WHY DO YOU WANT TO CRUISE?

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WHY DO PEOPLE WANT TO CRUISE?

•  Party time
• Family togetherness
• No housekeeping
• Dining and trying new foods.
• Get unplugged for a week.
• Gambling
• History.  This can be on an anywhere-in-the-world
  cruise
• Get back in shape
• New or adventure experiences.
• See the world without flying! 
• Business
• You know what you are paying for
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Motivations on why people cruise?

• http//www.cruisemaven.com/top-10-reasons-for-a-cr
  uise-vacation

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Degree of inclusiveness

• ALWAYS OR ALMOST ALWAYS INCLUDED
• Stateroom accommodations
• Stateroom amenities
• Meals
• Entertainment
• Onboard activities
• Ship transportation (tenders)

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Degree of inclusiveness

• Accommodations. Certain beverages, entertainment
• Airfares, shore excursions, gratuities, alcoholic
  beverages,
• Port charges, government fees, valet services,
  transfers, and taxes
• Never included are meals offshore, departure
  port,shopping,gambling,phone calls, medical
  services, babysitting,massage, hairstyle, spa,
  insurance.The ship usually sell trip
  cancellations,interruption, lost damaged luggage
  insurance.

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DEGREE OF INCLUSIVENESS

• SOMETIMES INCLUDED, SOMETIMES NOT.

• USUALLY NOT INCLUDED.

• Airfares
• Port charges
• Government fees
• Taxes
• Transfers

• Shore excursion
• Gratuities
• Alcoholic beverages
• Optional activities
• Laundry

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Factors affecting the price of the cruise

1. The higher the deck the stateroom is on, the
   higher the price.
2. Outside staterooms (which generally have windows)
   are more expensive than inside stateroom (
   staterooms with window are usually called ocean
   view).
3. Larger staterooms in the ship are usually more
   expensive than the smaller one.
4. Staterooms with balconies generally cost high
   than those without.
5. Staterooms with obstruction , usually cost lesser
   than those without any obstruction on the outside
   ocean view.

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Factors affecting the price of the cruise

• 6. Booking 6 months or even earlier gives a good
  discount.
• 7. Last minute sale, when the ships not really
  fully booked, gives sales.
• 8. Third or fourth person sharing in the room,
  will have lesser price.
• 9. Seasonability- when off season cruises are
  less priced.(high season or low season)
• 10. Repositioning Cruises
• 11. Past passenger sale or Alumni Sale.

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Styles of the ship

1. DIFFERENT TYPES OF SHIPS
2. CLASSIC VS. MODERN SHIPS
3. SIZING SHIPS

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• CLASSIC OCEANLINER-epitomizes the Golden Age of
  Cruising. Sleek,streamlines , and build to knife
  their way to the open oceans.

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• CONTEMPORARY CRUISE SHIPS-speed is no longer a
  prime consideration. tapered, knife like hulls,
  nice staterooms, bigger , another term is
  megaships

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• SMALL SHIPS-smaller which accommodates at least
  200 passengers, more intimate cruise ships,
  miniature cruise ships.

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• MASTED SAILING SHIP- they have must and sails and
  generally powered by wind. In some cases, there
  are cases when they are technologically
  computered, controlling the sails. The ships have
  motors in case the wind died downs.

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• RIVERBOATS-paddlewheeleroften modeled after the
  great steamboats oto explore Americas
  greatrivers. This is to experience legendary
  great rivers, which Mark Twain did.

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• BARGES- flat-bottomed boat for carrying freight,
  typically on canals and rivers, either under its
  own power or towed by another.

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• FERRIES-a ferry is a merchant vessel used to
  carry passengers, and sometimes vehicles and
  cargo as well, across a body of water.
  Most ferries operate regular return .

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Multipurpose ships

• MULTIPURPOSE SHIPS- vessel (MPV) is a seagoing
  ship that is built for the carriage of a wide
  range of cargoes. Examples of these cargoes are
  wood, steel, building  cargoes.

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...

• MiscellaneousYatch-is a recreational ship. The
  term originates from the Dutch word jacht hunt
  and was originally defined as a light fast
  sailing vessel used by Dutch navy to pursue
  pirates and other transgressions.

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CLASSIC VS. MODERN SHIPS

• Older, Classic Ships

• Newer, Modern ships

• Much use of wood, brass other natural
  materials.
• Modest-sized public areas.
• Can travel up to 30 knots.
• Nostalgic appearance.
• Hulls have deep drafts some ports are.
• Small windows.
• More obstructed stateroom views.

• Synthetic materials more common.
• Large public areas(atriums, showrooms, malls)
• Travel at 20-25 knots.
• Modern appearance.
• Hulls have shallow drafts ports more accessible.
• Larger windows.
• Fewer obstructed stateroom views.

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Classic vs. modern ships

• Older, Classic Ships

• Newer, Modern ships

• Pedestrian flow through ship sometimes awkward.
• Stateroom verandas more rare.
• Smaller swimming pools.
• Promenade decks common.
• Many different-sized staterooms staterooms are
  relatively large rooms.

• Easy Pedestrian flow through views.
• Stateroom verandas more likely.
• Larger swimming pools.
• promenade decks less common.
• More standardized stateroom size some staterooms
  may be small.

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PUBLIC SPACES
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Public spaces
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private SPACES
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staterooms
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Anatomy of the ship

• READING A DECK PLAN

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ANATOMY OF A SHIP
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ANATOMY OF THE SHIP
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READING A DECK PLAN
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POPULAR CRUISE LINE DESTINATIONS

1. CRUISELINE DESTINATIONS
2. TYPE OF CRUISES

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Popular cruise destinations
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CRUISING NORTH AMERICA

• ALASKA
• Sitka
• Juneau
• Skagway
• Glacier Bay

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THE NORTHEAST

• One of the famous was the Fall River Line, made
  up of elegant steamers , that serve ass
  transportation between England and New York City
• Newport- Rhode Island-site of Americas greatest
  mansion
• Boston, Massachusetts-Cradle of Liberty in the
  USA
• Bar Harbor, Maine- gateway to gateway Acadia
  National Park.

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The northeast
BAR HARBOR,MAINE
BOSTON,MASSACHUSSET
S
NEWPORT,RHODE ISLAND
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CRUISING NORTH AMERICA

• Saint John-New Brunswick
• Halifax- Nova Scotia-two key cities of the
  Canadian Maritime Provinces.
• Quebec City, Quebec- a little bit of seventeenth
  century, France right here in N. America
• The Mississippi River and its Tributaries

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CRUISING NORTH AMERICA
SAINT JOHN
HALIFAX,NOVA SCOTIA
QUEBEC, QUEBEC CITY
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Mexicos Pacific Coast

• Cabo San Lucas-southern tip of Baja
• Mazatlan-dramatic golf course
• Puerto Vallarta-fishing paradise in Mexico
• Acapulco- Mexicos grand old resort

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Mexicos Pacific Coast
CABO, SAN LUCAS
MAZATLAN
PUERTO VALLARTA
ACAPULCO
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Eastern Caribbean

• Bahamas
• The Eastern Caribbean
• The US Virgin Islands
• The British Virgin Islands
• St Martin/ St. Maarten
• Antigua
• Guadaloupe and Martinique
• St. Vincent, Granada, and St. Kitts

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CARIBBEAN-FAVORITE PORT
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Southern Caribbean

• The ABC Island
• Trinidad
• Barbados

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Western Caribbean

• Cancun
• Cayman Islands
• Jamaica
• Haiti
• The Dominican Republic

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Different type of cruisers
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DIAL A CRUISER

•  This is the most common type of cruiser we've
  seen in our travels. They are usually of
  retirement age and have a pretty well appointed
  vessel in the 40-44 foot range. Some sold all
  their land-based assets to live aboard
  indefinitely but most have some sort of home
  ashore. Their uniform is decidedly "boaty"

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 Salty Sea Dog

• This is usually the old man in the anchorage who
  has sailed thousands and thousands of miles,
  usually alone. He is incredibly wise, perhaps a
  tiny-bit sketchy and has captivating stories from
  all over the world. His skin is perma-tanned and
  leathery and he typically has a beard. 

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 Minimalist

•   These cruisers scoff at anything and everything
  that will make their lives more comfortable at
  sea (more to fix, right?). A windlass? Psh. We've
  got muscle power!! A watermaker? Ugh. We wash and
  clean in the ocean!

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Sailing Athlete 

• This cruiser can be spotted a mile away by all
  the gear they have aboard. Kayaks, SUPs, and
  surfboards take up every space on deckt

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Hardcore Cruiser

• These cruisers are HARD CORE. They're similar to
  the minimalist but have more expertise. One or
  both usually carry a captain's license and
  they've traveled many miles at sea. They know
  things like celestial navigation, navigate with a
  hand bearing compass, and sail in extreme
  latitudes in extreme conditions.

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By-the-Book Cruiser

• This cruiser is new to cruising and has read
  every single book, blog, and article on the
  subject.. They will spout out theoretical
  information at an alarming rate and act like they
  know everything despite having sailed very little
  .

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Awkward Single-hander 

• These guys (because - sorry ladies - they are
  usually men) have a story, but you don't really
  know it. They tend to keep to themselves and, if
  they don't, conversation can be a little awkward
  since they are so used to being on their own.  

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Jack-of-all-Trades

•  This is the helpful cruiser in the anchorage who
  can do it all. "just in case". These folks are
  usually some of the most popular in the anchorage
  and are usually of the "learn by doing" variety.

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Young and the Restless

• They are the young cruisers, usually during the
  spring break we have several of theses cruisers.
  because they're having the time of their lives.
  No matter what, there is always plenty of time
  aboard. They get in with the local populous by
  frequenting their bars, smoking their pot and -
  in general - having a total blast.

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Dreamer Gone Awry 

• These are the cruisers who had the dream, made it
  happen, and then discovered they actually don't
  really like cruising at all. If they are a
  couple, they are often at each others' throats
  and they usually look and sound a little forlorn.
  They complain a lot about local food, local
  people and "island time".

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 Wealthy cruiser

•  They do exist - but they are few and far between
  in the cruising community. These folks usually
  come from a powerful background (doctor, lawyer
  CEO, entrepreneur) Some are retired but most
  still have a business or endeavor.

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Naked European

• The name says it all. They are usually French and
  have crossed at least one ocean. These folks are
  usually very good cruisers and wise expenditures,
  and - because they have been at it so long (and
  are European) - they have shed all inhibition and
  have no problem showering completely naked off
  the back of their boat in plain view

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Family Afloat 

•  These folks are very easy to spot and more
  common than you think. Their two or three
  tow-headed kids are perfectly tan and can be
  heard screeching and playing on the cruise all
  day long. They swing from the halyards, jump off
  the boom, and sail their little dinghies. They
  have no fear and an innate sense of adventure.
  The children are well spoken, imaginative and
  free to go around.

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Loner cruiser

• These cruisers want to be on their own. They
  prefer secluded , turn their noses up at things
  like "buddy boating" (herd mentalitybad
  decisions) and abhor pot-lucks and any other type
  of cruiser-y gathering. They intentionally avoid
  crowds, hardly ever stay at ports but are
  touristy

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Working Cruiser

• This cruiser is working as they go. They might
  run an internet business, or charter - whatever
  it is, they are making money. They usually have
  decent, well equipped personality (because they
  can afford them), and will indulge in meals
  ashore and happy hours more than the others
  because they actually have a reliable income,
  unlike most others who are living off of savings.

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Happy to Be Here Cruiser

• These are the ones that most of us can identify
  with. These folks are just so stinking happy to
  live this life. Every place has something to
  offer, there is always something new to be
  learned and every day brings a new adventure. The
  sights and sounds take their breath away and they
  revel in the simple delights of a lifting.

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CRUISE VACATION EXPERIENCE

• PRE AND POST CRUISE PACKAGE

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PRE CRUISE PACKAGE

• Clients will sometimes travel to their cruise
  embarkation point and go directly to the ship.
• Often, though, theyll spend a day or more
  exploring the port.
• The simplest of Pre-Cruise experience is the
  air/sea package.

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POST CRUISE PACKAGE

• Post-cruise packages are exactly like pre-cruise
  ones.
• Theyre sold the same way.
• They represent the same possible components,
  options and experiences.
• Some passengers prefer to do a package before
  their cruise, others after, still others before
  and after.

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CRUISE ITINERARIES

• Two major itinerary types exist Round-trip or
  Circle (the vessel leaves from and returns to the
  same port) and One-way (the cruise begins at one
  port and finishes at another.)
• Round-trip itineraries tend to predominate at
  mass-market destination such as the Caribbean.
• Cruise lines that serve mass-market customers and
  destinations will use a one-way itinerary when
  logistics dictate that they should.

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ACTIVITIES ONBOARD THE SHIP

• Intermediary Port Stops and Shore Excursions
• A Day in Port, A Day in Sea

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Intermediary Port Stops and Shore Excursions

• They may purchase a shore excursion through the
  cruise line.
• They may buy it through a shore excursion
  company.
• They may buy a tour or activity from vendors who
  usually await them at or near the dock.
• They may simply explore the port and its environs
  on their own.
• They may elect to stay onboard to relax, get some
  sun and feel like they have ship almost all to
  themselves.
• In a few rare cases (very upscale lines or
  river-based ships), some or all of the shore
  excursions are included in the cruise price.

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A DAY IN PORT

• Go ashore
• Go on shore excursion trips
• Stay onboard the ship

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A day at sea

• Shipboard newspaper
• Breakfast
• Shipboard activities
• Deck games
• Exercise
• Bingo
• Theater
• Port Lecture
• Shore excursion Sign up

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departure

• Ship departure on the embarkation port
• Dinner
• First Seating- the earlier of two meals
• Second Seating- the later of two meals
• Open Seating- passenger sit were they wish
• Dinner to be followed by entertainment

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LAST NIGHT AND THE FOLLOWING DAY

• Packing
• Last dinner onboard the ship
• Gratuity giving
• Fill up customs form and comment card
• Early breakfast
• Disembarkation

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Categories of excursions

• Shore excursions come in every size, shape and
  theme. They can be divided into three broad
  categories
• Sightseeing Excursions- a group of people on a
  motorcoach, train, submarine ride and walking
  tour.
• Sports Excursions- golf, tennis, snorkeling and
  many more.
• Miscellaneous Excursions- shore excursion, to a
  legendary shopping area or to a world-class
  museum.

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REASONS FOR A CRUISE

• A cruise is a hassle free vacation
• A cruise takes you away from it all
• Youre pampered like nowhere else.
• Your can do it all or nothing at all.
• You can sample a broad geographic area.
• A cruise is something new.
• Cruises offer a huge variety of events,
  activities and meals.
• A cruise facilitates shopping.
• 9. Its easy to make friends on a cruise.

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REASONS FOR A CRUISE

• Cruises lends themselves to groups.
• A cruise is a romantic experience.
• A cruise is a learning experience.
• Theres a cruise that can satisfy virtually
  anyone.
• Its a great way to celebrate a special
  event.Everybodys talking about how wonderful
  cruises are.
• Cruises represent a safe travel experience.
• Its a fabulous value for the money.
• 18. You know what youre paying for in advance.

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TIPPING GUIDELINES

• Head Waiter- 0.25/guest/guest/day
• Waiter- 3.75/guest/day
• Assistant Waiter-2.00/guest/day
• Stateroom Attendant- 5.00/guest/day
• Bar-10 of the drink

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JOB OPPoRTUNITIES IN A CRUISE LINE

1. SEA BASED
2. LAND BASED
3. OFF SHORE

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• JOB OPPORTUNITIE

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3 OCCUPATIONAL AREAS IN THE CRUISE LINE INDUSTRY

• Sea-based Operations
• Land-based Operations
• Off Shore Operations

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BENEFITS AND DRAWBACKS IN WORKING IN A SHIP

• If you work on a cruise ship, you travel to many
  attractive destinations and see interesting
  places.
• Although you spend most of the time aboard, there
  are some chances to go ashore and see the sites.
• You meet people from all over the world and may
  forge some enduring friendships
• You can earn quite a lot of money.
• Since you do not have many opportunities to spend
  the money aboard, you can easily save most of it.
  
• You get free accommodation and food. Moreover,
  you dont have to pay the utility bills

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BENEFITS AND DRAWBACKS IN WORKING IN A SHIP

• It is very difficult to get a job on a cruise
  liner.
• You will work long hours 12 or 14 hours a day,
  7 days a week.
• Accommodation for the cruise staff is very
  modest. On newer ships two people or, on older
  ships, even more share a small cabin and a
  bathroom. The crew cabins of the major cruise
  lines have televisions supplied. Most cabins are
  situated on one of the lower decks and they do
  not have windows. You have to give up some of
  your habits and get used to those of your
  roommates'.
• You will be at sea in all types of weather.
• If you suffer from severe sea-sickness, perhaps
  you should find a job ashore. Light forms of
  sea-sickness, however, are common amongst
  experienced seamen.

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COMPARISON WITH HOTEL LAND BASED AND SEA BASED
WORK

• Hotel Land Based

• Sea Based

• Achieve permanent friends
• Goes home with the family
• Go out after work.
• Other responsibilities at home
• Family to care or attend to your needs.
• Bonding with love ones and relatives
• With day off

• Experience home sickness.
• Away from family
• Independent
• Concentrated at your work
• Saves rental, electric water and food
• Better compensation
• No permanent friends
• No day off

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PUBLIC HEALTH INSPECTION

• Following is a guideline list in preparation for
  a P.H inspection.
• Pre-inspect three days before arrival in port.
• Prepare a repair list if necessary for the staff
  Captain or Chief Engineer.
• Conduct a department Head Meeting to discuss the
  results of the pre-inspection in areas of
• A Food handling
• B Cleanliness of departments
• C Personal hygiene
• -Ensure that all refrigerators have thermometers.
• -Ensure that there are no cleaning supplies in
  any department (except three step bucket system).
• -                     This includes
• A Brooms, Mops and Deck Brushes B
  Insecticide Sprays C Deck Soap

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PUBLIC HEALTH INSPECTION

• Sanitation Procedures
• General cleanliness and sanitizing
• Work tables/counters/shelves Clean and sanitize
  after each use. 
•  Wash with hot water, rinse with clean water,
  sanitize with solution containing at
• least 100 PPM chlorine but no more than 200
  PPM.  
•  Leave surface damp to permit the chlorine to
  effectively sanitize and air dry.
• Heat grinders/ slicers /meat choppers/mixers
  Schedule regular clean up after each
  use.Dissemble parts and clean them completely.
  Operating correctly.
• Steam tables Clean outside, free of lime scale
  inside.
• Coffee/tea urns Flush out, clean, delime, rinse
  cloth filters in cold water.
• Stoves Grill and surrounding area Free 

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BASIC INFORMATION IN PROCESSING OS SEAFARERS
DOCUMENTS AND CERTIFICATION
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REQUIREMENTS ON BECOMING A SEAFARER

• Medical Certificate (eent, cbc, psychological,
  p.e, gbi,dentistry, ecg)
• Passport
• SIRB or Seamans Book
• Basic Training
• Crowd Management
• NBI Clearance

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Trend profiles of the worlds famous cruiseline
companies
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Income scheme onboard the ship

• BASIC PAY
• BASIC PAY WITH INCENTIVES
• GRATUITY PAY
• Basic pay with gratuity

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Manning agencies in the philippines
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Trend classification of the cruise line industry
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Hope you enjoyed your lesson!