1. CRUISE SALES AND
MANAGEMENT
INTRoDUCTIoN To
CRUISE MANAGEMENT

2. 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.

3. Definitions and
Beginnings….
Cruise- is primarily a leisure
vacation experience, with the
ship’s staff doing all the work.

4. Definitions and
Beginnings….
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)

5. Definitions and
Beginnings….
• The
Pyramids-
Giza, Egypt

6. Definitions and
Beginnings….
• The
Hanging
gardens of
Babylon-
Baghdad,
Iraq

7. Definitions and
Beginnings….
• The
Statue of
Zeus at
Olympia-
Greece

8. Definitions and
Beginnings….
The Temple
of Diana of
Ephesus-
Greece

9. Definitions and
Beginnings….
• The
Mausoleum-
Helicarnass
us, Turkey

10. Definitions and
Beginnings….
The Colossus-
Rhodes

11. Definitions and
Beginnings….
• The
Pharaohs
Light House-
Alexandria,
Egypt

12. 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.

13. The Arrival of Leisure
Sailing
• 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

14. The Arrival of Leisure
Sailing
• The Steamship era began in
1840- SIR SAMUEL
CUNARD pioneered the first
translantic-scheduled liner
trips.

15. 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.

16. 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.

17. 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.

18. 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.

19. 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.

20. 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)

21. The Birth of Contemporary
Cruising
• 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.

22. The Birth of Contemporary
Cruising
• 2006- the number of passengers
that can be accommodate
exceeds 260,000.

23. 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.)

24. 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.

25. Ship Agenda can be:
• Open jaw itinerary- when
an air itinerary features a
return from different city
than the one first flown to.

26. 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.)

27. Who Cruises and Why?
- Cruising is indeed a global
phenomenon.
a.Younger people prefer the 3-7 day
cruising
b.Older people- take cruises of
seven days or less.
c.The elderly usually join the round-
the-world cruises.

28. 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

29. 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.

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

31. 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

32. 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.

40. Roadblocks to Purchase
1. Cruises are too expensive
2. Cruises are boring
3. Cruises are only for older people
4. Cruises are stuffy and too formal
5. Cruises are too regimented
6. There’s not enough time in ports
7. The ship environment is too
confining

41. Roadblocks to Purchase
8. Aren’t you forced to socialize with
people?
9. Eating too much and put on weight
10. Are ships really shape?
11. Terrorism
12. It’s too far to fly to the airport
13. Passengers get sick
14. Don’t know enough about cruises