WHO CRUISES---AND WHY

LEARNING OBJECTIVES:

Describe the typical clients onboard cruises of different lengths.

Explain reasons why people are drawn to cruising.

Identify what is typically included in the cruise price

Explain how cruises are priced.

Explain the most common roadblocks to cruise purchase.

FACTS

27% of cruisers are under 40 yrs old, 42% are between 40-59 yrs old, and 31% are over 60 yrs old.

40% of the people on board are taking their first cruise.

3 out of 4 cruisers are married.

People who cruise earn 15% more than non-cruisers.

10% of all cruisers bring a child or children along.

SHORT CRUISE VS. LONG CRUISE

SHORT CRUISE

Younger passengers

Have more modest incomes

Have less education

Working full time

Interested in mass market destination

New to cruising

LONG CRUISE

o Older passengers

o Have higher incomes

o More educated

o likely to be retired or semi-retired

o Interested in exotic destination

o Have already experienced cruising

WHY PEOPLE CRUISE

1. A cruise is a hassle free vacation

2. A cruise takes you away from it all.

3. You’re pampered like nowhere else.

4. You can do it all or nothing at all.

5. You can sample a broad geographic area.

6. A cruise is something “new”.

7. Cruises offer a huge variety of events, activities and meals.

8. A cruise facilitates shopping.

9. It’s easy to make friends on a cruise.

10. Cruises lends themselves to groups.

11. A cruise is a romantic experience.

12. A cruise is a learning experience.

13. There’s a cruise that can satisfy virtually anyone.

14. It’s a great way to celebrate a special event.

15. Everybody’s talking about how wonderful cruises are.

16. Cruises represent a safe travel experience.

17. It’s a fabulous value for the money.

18. You know what you’re paying for in advance.

DEGREE OF INCLUSIVENESS

ALWAYS OR ALMOST ALWAYS INCLUDED

Stateroom accommodations

Stateroom amenities (e.g. shampoo)

Meals

Entertainment

Onboard activities

Ship transportation

Supervised onboard children’s program

Access to the exercise facility

Port charges

SOMETIMES INCLUDED, SOMETIMES NOT.

Airfares

Government fees

Taxes

Transfers

Laundry & Pressing

Insurance

USUALLY NOT INCLUDED.

Shore excursion

Gratuities

Alcoholic beverages

Optional activities

Never included• Cost of meals ashore

• Parking at the departure port

• Shopping

• Gambling

• Phone calls & internet

• Medical Services

• Babysitting services

• Personal services (e.g. massage )

CRUISE PRICES

The higher the deck the stateroom is on, the higher the price.

Outside staterooms are more expensive than inside staterooms.

Larger staterooms are expensive than smaller ones.

Outside staterooms whose views are obstructed often cost less than those with unobstructed views.

FACTORS THAT AFFECT CRUISE PRICES

Booking 6 to 9 months in advance yields a savings.

A last minute sale when the ship is not fully booked also results in lower prices.

Special promotions

If there’s a 3rd or 4th person sharing the stateroom, their per person price is often much less than for the 1st and 2nd person.

Seasonality

Repositioning cruises

Alumni or past passengers rate

ROADBLOCKS TO PURCHASE1. Cruises are too expensive.

2. Cruises are boring

3. Cruises are 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 is too confining.

8. Aren’t you forced to socialize with people.

9. I’ll eat too much and put on weight.

10.Are ships really safe?

11.I’m worried about terrorism.

12.It’s too far to fly to the port.

13.I’m worried about getting sick.

14.I don’t know enough about cruises.

DRESS CODE

Formal: Appropriate formal evening wear for women is an evening gown or cocktail dress; men wear tuxedos, dinner jackets or dark suits.

Informal: Ladies usually wear dresses or pantsuits; men wear jackets (tie optional)

Casual: Open neck shirts, slacks, and sports outfits are appropriate.