WHY PEOPLE CRUISE?

 A hassle-free vacation
 A cruise takes you away from it all
 You’re pampered from nowhere else
 You can do it all- or nothing at all
 You can travel broad geographic area
 It offers a huge variety of events,
activities and meals
 It’s easy to make friends on a cruise
 A cruise is a romantic experience
 A learning experience
 A safe travel experience
 A fabulous value for the money
 Cruises are too expensive

Cruises are boring

Roadblocks Cruises are only for older people
to Purchase
Cruises are stuffy and too formal

Cruises are too regimented

Terminologies
Cruise ship: A passenger
ship used for leisure voyage
where the voyage itself and
Cruise: A vacation trip by a
the ship’s amenities are
ship
part of the experience as
well as the destinations
along the way.
Past passenger rate/alumni
Atrium: a multistory space
rate: rate given to people
on a newer ships
who have sailed before
Bow : facing forward, the
Stern: back of the ship
front of the ship
Air/Sea package: includes
Cruise-only trip: Cruise with
airfare, airport to dock
no need for a transportation
transfer and even lodging
Basis two (double
At-sea-day : a day when a occupancy: pricing per
ship is travelling a long person based on two
distance and does not stop passengers sharing a
at a port of call stateroom designed to
accommodate two or more
Post/port side: facing
Starboard: facing forward,
forward, the left side of the
the right side of the ship
ship
 Circle itinerary:
(roundtrip itinerary) One way itinerary:
Cabin steward: the Closed-jaw itinerary: a
itinerary with the ship itinerary with the ship
Cabin: stateroom person who maintains flight to and from the
leaving from and starting at one port and
the stateroom same city
returning to the same finishing at another
port.

Open jaw itinerary: An

air itinerary featuring a Deck plan: ship’s floor Disembarkation:
Deck: the equivalent of Embarkation: boarding
return from different plan showing cabins and (debarkation) exiting the
a story in a building. the ship.
city than from the one public places ship
first flown to.

Draft: the measurement

First seating: the earlier Galley: (kitchen) area in
from waterline to the Purser’s office: front
of two mealtimes in a the ship where food is
lowest part of the ship’s desk
ship’s dining room prepared.
frame
 Gangway: Walkway that connects the ship with the dock.
 Gross registered tonnage: size of the ship determine by the volume of the public
spaces; internal volume of the ship; GRT is a measure of the space available for
cargo, crew, passengers, and stores, and is usually the basis for computing dry
dock charges.
 Inside stateroom: a stateroom with no windows
 Outside staterooms: A stateroom that has windows
 Lido deck: Pool deck area that offers informal buffet-like dining.
 Magrodome: A glass skylight that can slide to cover the pool during winter.
 Open seating: passengers can sit anywhere in
the dining room. Tables are not assigned.
 Port day: a day when the ship stops at a port
of call
 Pre-cruise package: a package that includes
lodging at the cruise departure port before
the cruise
 Post-cruise package: a package that includes
lodging at the cruise arrival port after the
cruise.
 Repositioning cruise: a cruise during which
the ship moves from one general cruise area
to another
 Shore excursion: a port-based tour
or activity
 Single occupancy: One passenger
booking a stateroom designed to
accommodate two or more.
 Single supplement: The additional
price one must pay for single
occupancy.
 Stabilizers: underwater winglike
devices that reduce a ship’s roll.
Stateroom: a guestroom on a ship

Tender: a small boat that ferries passenger between port and ship

Bridge: Place on a ship from where it is being controlled

Suite: The most expensive accommodation in a ship.

Pax : Passengers
WHO BUYS
CRUISES
 1. Restless Baby Boomers:

6 Categories
of Cruise constitute the largest segment of the cruisers(33%).
They are in their 40s and early 50s. Thrifty, family
Consumers oriented and little wary of new things. Because
they are still supporting their children, they
respond to the cost-saving value of a cruise. Their
lives are so complex, they like the simplifying, all-
inclusive nature of cruising. They also perceive
cruising as a fun family vacation
  The second largest category of
cruisers(20%). A little younger
than the previous category. Fun
loving and family oriented like
the older baby boomers. They
are in their early 40s. A little
2. Enthusiastic more adventurous and
gregarious than the restless
Baby Boomers baby boomers. They see cruising
as an entertaining way of
meeting new people and doing
many things. The romance of
cruising very much appeals to
them
  16% of today’s cruisers. They are 55
and over and likes the pampering
and fine dining available in the
3. Consummate cruise. Because they are thrifty,
Shoppers They like to feel that they are
getting the best out of every dollars
that they spend. The ship to them is
as important as the destination
  14% of current cruisers. They value
ships that provide fine dining and
the pampering. Though cost is not
4. Luxury an issue to them, as long as they
Cruisers perceive the value of what they are
paying they are willing to pay. They
are cultured, well-educated,
experienced and active.
  11% of current cruisers. They are small
but influential segment of cruisers.
They see cruise as a vehicle for them
to discover the world. Destinations are
far more important to them than the
ship itself. They are well educated and
5. Explorers use their sightseeing to learn even
more. They are older (average of 64
years old) yet still very active. They
plan their cruises ahead of their
departure not so much to get a better
deal but to get the vacation that they
want.
  6% of the current cruisers, the smallest
and the oldest too( 68 years old). The
most cruise-savvy of all, they possess
an unusual knowledge about the ship
6. Ship Buffs and its itinerary. They love to be taken
care of, to be comfortable and
pampered. They like longer cruises and
are very flexible in their cruises
choices.
 PROSPECTIVE CRUISE BUYERS
KINDS OF CHARACTERISTICS OBJECTION SALES STRATEGIES
PROSPECTS
FAMILY FOLK (31 YOUNGER, THEY THINK THAT EXPLAIN THAT MANY CRUISE
%) PRACTICAL, CRUISES ARE TOO LINES OFFER A WIDE
DOWN-TO-EARTH. EXPENSIVE SPECTRUM OF FAMILY
THEY ARE AND/OR OFFER OPTIONS. STRESS CRUISING
CAUTIOUS WITH LITTLE IN THE AS A FORM OF ESCAPE FROM
THEIR MONEY AND WAY OF FAMILY ROUTINE. DO A COST
HAVE ACTIVITIES COMPARISON, SHOWING HOW
TRADITIONAL A CRUISE CAN BE MORE
VALUES AFFORDABLE THAN A LAND-
BASED FAMILY VACATION.
KINDS OF PROSPECTS CHARACTERISTICS OBJECTION SALES STRATEGIES
COMFORTABLE OLDER, THEY MAY NOT UNDERSCORE THE
SPENDERS (25%) WEALTHIER, REALIZE THAT LUXURY AND
ACTIVE AND SEEK MANY CRUISE COMPREHENSIVENESS
THE FINER THINGS PRODUCTS CAN OF CRUISING.
IN LIFE. THEY ARE MATCH AND RECOMMEND LINES
AMBITIOUS AND EVEN EXCEED THAT OFFER FINE
WORKED HARD THEIR HIGH DINING.
FOR WHAT THEY EXPECTATION.
HAVE.
 KINDS OF CHARACTERISTICS OBJECTION SALES STRATEGIES
PROSPECTS
WANT IT ALLS YOUNGER VERSION OF THE THEY BELIEVE EXPLAIN HOW LUXURIOUS,
(17%) COMFORTABLE SPENDERS. THAT CRUISES PAMPERING AND STRESS
AMBITIOUS AND ARE TOO FREE A CRUISE CAN BE-THAT
HARDWORKING, THEY LIKE STRUCTURED OR IT IS A UNIQUE EXPERIENCE.
TO INDULGE THEMSELVES NOT UPSCALE CONTACT THEM REGARDING
WITH QUALITY PRODUCTS, ENOUGH FOR LAST MINUTE PROMOTIONS.
SERVICES AND THEM. REMIND THEM THAT CRUISES
EXPERIENCES. THEY TEND ARE TRENDY. MENTION TO
TO BE IMPULSIVE AND THEM THAT THEY’VE
OFTEN LIVE BEYOND THEIR WORKED HARD-THEY
MEANS. DESERVE A CRUISE.
 KINDS OF PROSPECTS CHARACTERISTICS OBJECTION SALES STRATEGIES

CAUTIOUS TRAVELERS FAVOR FAMILIAR TRAVEL THEY’VE NEVER EMPHASIZE THAT SHIPS ARE SAFE AND
(15%) EXPERIENCES. THEY ARE CRUISED BEFORE SECURE. SUGGEST FAMILIAR, MASS-
SOMEWHAT TIMID AND BECAUSE THEY MARKET ITINERARIES. EXPLAIN HOW A
WARY. SAFETY IS A PERCEIVE CRUISING AS CRUISE CUSHIONS THEM FROM
CONCERN WITH THEM. A LITTLE TOO-OUT-OF- OVERLY FOREIGN EXPERIENCES. POINT
THE-ORDINARY. OUT HOW A CRUISE TAKES THE STRESS
OUT OF A VACATION: NO LOOKING FOR
PLACES TO EAT AND NO DRIVING LONG
DISTANCES.
 KINDS OF CHARACTERISTICS OBJECTION SALES STRATEGIES
PROSPECTS
ADVENTURERS THE DIRECT OPPOSITE OF THEY THINK EXPLAIN HOW
(12%) THE CAUTIOUS TRAVELER. CRUISING IS TOO FLEXIBLE A CRUISE
THEY LIKE TO EXPERIMENT, REGIMENTED VACATION IS.
LEARN AND EXPLORE. AND CONFINING RECOMMEND
THEY ARE WILLING TO WITH LITTLE ITINERARIES WITH
SPEND A GOOD AMOUNT EMPHASIS ON UNUSUAL PORTS.
OF MONEY ON PRODUCTS EDUCATION AND SUGGEST A CRUISE
THAT PROMISES SUCH TOO MUCH ON LINE THAT OFFERS
BENEFITS. ENTERTAINMENT LEARNING
OPPORTUNITIES
AND/OR ADVENTURE.
The Cruise
Brochure
 Cruise brochure: A small booklet
or pamphlet, often containing
promotional material or product
information about the cruise
used mainly for advertising
purposes
 Itinerary: A scheduled activity is
given to passenger before the
cruise commences. It accounts
on the routes, events/activities
on daily basis
5 Categories of
Brochure
 1. The all-in-one
brochure:
It encompasses every
itinerary and ship that the
cruise has. It may be
subdivided according to
geographic region or
individual vessel. It is usually
a thick document
2. The Specific
Ship Brochure
 It only lists those
itineraries that a single
ship follows
  The brochure explains what the
lines offer in a distinct geographic
3. The Specific region like Caribbean, Alaska,
Region Brochure Mexico Europe and Asia. Usually,
only larger cruise lines publish
these kinds of brochure.
4. Seasonal
Brochure
 It is used to ignite sales
at a certain time of the
year. This brochure will
highlight, say, all the
winter cruises that the
line offers.
5. Targeted
Brochure
 It advertise a special
promotional sailing such
as reduced-price trip,
an around the world
cruise, or a cruise
targeted to a particular
members of an
organization
BROCHURE
FORMAT
 Sales presentation :
sets the mood and tone of the
promotion piece and presents the
broad benefits that the cruiseline
offers. It includes the cover with
the brochure’s effective date,
table of contents, photos,
promotional text and an overview
map
Cruise Itineraries

 Shows the readers where

the cruise line travels.
Here’s where you find the
ship’s sailing schedule,
individual itinerary map,
promotional and
informational text,
photos, deck plan and
fares. Pre and post cruise
package will be shown
here.
The Back of the
Brochure
 Contains the
descriptions of the
airfares, transfers,
amenities packages,
insurance, payment and
refund policies, helpful
hints, FAQ and other
general information.
WELCOME ABOARD! THANK YOU!