Planning the perfect cruise party

By Tom Stieghorst
*Insight Among the many valuable workshops at CLIA’s Cruise3sixty conference in Fort Lauderdale was one from Carnival Cruise Lines given the catchy name “Hook ’Em and Book ’Em.”

The subject was how to organize a cruise party for first-time cruisers, and it played to a packed room of over 100 agents, with more than a dozen standing for the 50-minute presentation.

The most important takeaway might be that this isn’t rocket science. If you’ve ever hosted a party for friends and family, a business-related event is only a few steps more work.

There should be nametags, for example, said Frank Robleto, Carnival’s business development manager for Miami and Puerto Rico. “Acknowledge them by name,” he said. “That goes a long way towards building a relationship.”

Even if you don’t get a booking right away out of your party, making that contact and nurturing it will pay off eventually.

“Grow your lead tree,” advised Jason Douglas, Carnival’s business development manager for Broward, Palm Beach and the Caribbean. “Get as many clients as possible. You’re not going to make a sale every time.”

Douglas said the last four parties he helped agents in his territory to organize led to on-site bookings of six, eight, zero and 18 cabins.*TomStieghorst

The 18 cabins were only some of the 55 cabins booked over the course of four hours for multiple brands at Away Travel/Transat Holidays USA, which specializes in serving the French-Canadian demographic in South Florida.

Six agents equipped with laptops were stationed around the room to make sure anyone who had been hooked was booked.

Another takeaway was that agents shouldn’t break the bank to put on a party. Alicia Steuart, director of home-based partnerships at Carnival, suggested a $100 budget, enough for some wine and cheese and a few color-coordinated decorative items.

A little music enlivens the party and acts as a mnemonic device, reminding the guest of you when they hear the tune in another setting.

Finally, ask for the sale. “Because if you don’t, somebody else will,” said Douglas. “You have to ask for the business. Be pushy. The worst thing they can tell you is no.”

Carnival to sail 11-day cruises from Galveston

By Tom Stieghorst
Carnival Cruise Lines said that it will offer the Texas market longer cruises for the first time, with four 10- and 11-day sailings between Galveston and San Juan.

A pair of 11-day cruises will also feature a first call for Carnival in Bonaire. Those sailings, scheduled for Oct. 24, 2015, and Jan. 16, 2016, will also stop in Grand Cayman, Aruba, Grenada, Martinique and St. Maarten before concluding in San Juan.

The 10-day departures from San Juan are scheduled for Nov. 4, 2015, and Jan. 27, 2016, and will stop at St. Thomas, St. Kitts, St. Maarten, Antigua, Grand Turk, and the private Bahamian island of Half Moon Cay.

Galveston cruises on Carnival currently depart on four- and five-day Mexican and seven-day Caribbean itineraries.

Carnival said a desire for longer, more varied itineraries was one of the themes that emerged from its series of Carnival Conversations meetings with travel agents.

Carnival and Costa see improvement in Q1

By Jerry Limone
Carnival_BreezeCarnival Cruise Lines and Costa Cruises are doing better, according to Carnival Corp.’s first-quarter financial report this week (see bottom of this report), but the company’s largest brands in the U.S. and Europe still have a steep hill to climb.

How steep? CFO David Bernstein said that based on the guidance of Carnival Corp.’s competitors, those companies are at or near 2008 levels for net revenue yield, a key cruise industry metric similar to revenue per available room (RevPAR) in the hotel industry.

Conversely, Carnival Corp.’s yield is down about 11% from 2008, Bernstein said.

Delving further, Bernstein said the company took a 10% hit from the global financial crisis of 2009, gained about half of that back by 2011, but lost those gains after the Costa Concordia accident in 2012 and the much-publicized stranding of the Carnival Triumph in 2013.

“Hopefully, as our brands recover, both Carnival Cruise Lines and Costa, we can recoup, getting back to 2008 yields,” Bernstein said. “Hotel RevPARs are also back to those levels, so we have every reason to believe we can get back there, as well.”

There were good signs from Costa and Carnival in Carnival Corp.’s first quarter, the three months ended on Feb. 28. Costa’s yield was up, Carnival Corp. CEO Arnold Donald said, aided by a 50% increase in booking volume.

However, Costa’s gain was more than offset by a yield decrease for the company’s other European brands, which struggled largely due to a stagnant economy in Europe. Carnival Corp. said that net ticket yield fell 3% for all European cruise lines.

Carnival, too, had strong booking volume. Donald referenced the brand’s single-month record for bookings in January, when 565,000 people reserved space on a Carnival cruise. Attractive promotions and increased advertising spending helped make that happen.

ArnoldDonaldDonald said the company will spend $600 million on advertising in 2014, a 20% increase over 2012. He said Carnival’s TV ads during the Sochi Winter Olympics and Princess’ first TV ad campaign in 10 years were vehicles to attract first-time cruisers.

But because of discounting, particularly in the Caribbean where most of Carnival Cruise Lines’ ships operate, Carnival Corp.’s yield fell 2.1% in Q1. The company forecasts that yield will fall 3% to 4% in Q2, compared with a year earlier.

The improved performance of Carnival and Costa “builds confidence that we are tracking to turn the corner beginning in the second half of 2014,” Donald said.

But until that corner is turned, discounting will continue. Donald said that increased capacity in the Caribbean industrywide puts pressure on pricing.

The company is “behind on both price and occupancy” in the Caribbean, Bernstein said, despite the Carnival brand’s record-breaking January.

The North America brands are best performing in Europe for their seasonal program, where they are “well ahead on price and occupancy,” Bernstein said.

Carnival Corp. beats expectations, reports Q1 loss

By Jerry Limone
Royal Princess shipCarnival Corp. said Tuesday that the company had a $15 million net loss for its fiscal first quarter, the three months ended Feb. 28.

The results beat the company’s December guidance, thanks to ticket prices that were better than expected.

The loss compares with a $37 million net profit in the previous year’s first quarter.

Revenue was essentially flat at $3.59 billion. Carnival Corp.’s net revenue yield, a key metric for cruise companies that measures revenue generated per unit of available accommodations, fell 2.1%.

At the same time, operating expenses rose 1.9%, to $3.51 billion, driven by increased spending on advertising. Fuel prices declined 3.4%, to $654 per metric ton.

CEO Arnold Donald said first-quarter results exceeded the company’s December guidance because ticket prices were higherArnoldDonald than expected for Carnival Cruise Lines and the company’s European cruise brands, and due to the timing of certain expenses.

Looking ahead to the second quarter, Carnival Corp. expects that net revenue yield will fall 3% to 4% compared with the prior year.

The company also anticipates an increase in net cruise costs per available lower berth day (excluding fuel) of up to 3.5% because of higher selling and administrative costs.