Get Ready, Get Set, Go:

It’s CRUISE-A-THON

Season

By Rusty Pickett, MCC, ECC

It’s fall and time for the cruise ship invasion of Ft. Lauderdale and Miami for sailings to the Caribbean. It’s also nearly time for Travel Trade’s 22nd Annual Leisure Travel/Home Based/Winter CRUISE-A-THON, Dec. 1-4, at the Ft. Lauderdale-Broward County Convention Center for lots of interesting presentations, seminars and cruise ship inspections.
At every industry gathering that I have been to, we have been blessed with a significant number of new agents chomping at the bit to learn what our industry is all about, and excited about the chance to see some of the great cruise ships that keep us in awe! For me, the biggest challenge of my first conference was figuring out what to look at when I boarded the cruise ship.
In the “old days” — pre 9/11 — you could tour three to four ships during our allotted lunch break if you were efficient and speedy. Today, with the increased security, if you can squeeze two ships in, you’re doing well. This can be difficult for those working on their CLIA certification as there is a minimum number of ship inspections required for each level. That’s why you need to have a plan once on board. Many of the cruise lines station key shipboard or shore staff personnel on board to “herd” agents around the ship. I don’t like this method, and duck out as quickly as possible — too canned. Here’s the method that works for me.
I try to find a ship’s layout as soon as I can. Some smart agents bring along brochures of the ships they are visiting so they don’t have to waste time looking for a deck plan. Some of the better ships hand you a layout when you come on board — this is wonderful. I start at the top — it’s easier letting gravity help you down the stairs and you don’t have to wait for elevators. I work my way back and forth, front to back, then back to front on the next lower deck and so on.
On the top decks, look for the availability of basketball and other sports facilities. Does the ship have a retractable roof pool/solarium? What is the available deck chair space? What is the condition of the deck chairs? Does the ship offer golf — as a serious offering, or a tattered cage? What’s the overall cleanliness and upkeep of the area?
In the Lido dining area, how much selection is offered in the buffet? How is it served and presented? How are silverware, plates and drinks dispensed? How are people moved through the food offerings?
Take a quick trip through the spa! Grab a “menu” for future reference. What exercise equipment is available and how big is the area? What is the condition of the exercise equipment?
Review the kid’s program spaces. How are the ages divided up? What facilities are available for each age? Are activities offered during port days? Is there group or in-room babysitting? Supervised dining? If there are counselors present, ask about their educational background, motivation and cruise line training for what they are doing. These are fascinating people to talk to, and well worth spending a few minutes with.
On to the cabins. Typically, the ships offer a few specially earmarked as “inspection cabins.” I rarely look at these as they are usually too crowded and too hard to find. My experience is that, as you travel through the cabin decks, at least one of each of the four main types — inside, oceanview, veranda, and suite — will have a door open, as the cabin attendants are still in the final stages of cleaning. They don’t mind if you take a quick peek. What’s the cleanliness of the cabin and especially the bathroom? What’s the state of repair — especially of the balconies and bathrooms? How much drawer and hanging space is available? Also, if you can find one, take a look at a handicapped accessible cabin.
As for the public space decks: How is the main show theater laid out? How many columns will affect sightlines? How much space between rows? What on board shopping options are available (although the shops themselves will be closed)? Where are the tour desk and purser’s desk located? How appealing is the atrium area? What is the “elegance quotient” of the main dining rooms? What are the ambiance and menu offerings of the specialty dining venues? What is the excitement level possibility of the disco? What are the ship’s unique venues/nooks and crannies? What Internet capability is available and at what price?
These are just some thoughts. There are as many ship inspection techniques as there are agents. Another big question is “to photo or not to photo.” I have taken pictures on some ships, and not taken pictures on others. If you want to take a bunch of photos, figure out what you are going to use them for. Though many agents have found great success in taking pictures and sharing them with clients, I am not sure they add that much value in comparison to the time taken in shooting. Most consumer digital cameras just don’t have the right capabilities to get the pictures equal to those in brochures.
Finally, when you walk off the ship. you should have a “gut feeling” for the ship and its ambiance that can be described in several words. Some that I have used: “Elegant — all mahogany and gold,” “Dark and dingy,” “Hard to get around,” “Exceptional throughout — when can I sail?” “Spartan — won’t sell this unless forced,” “Ready to Party!”
Tune into your own feelings — this is what you will sell to your clients during the qualification process!
See you in Fort Lauderdale!

Russell (Rusty) Pickett is a retired career Naval officer. He has a BS from Yale University and an MBA from Charleston Southern University. As a home based agent, he founded Shellback Cruises, a cruise-oriented agency based in Charleston, SC, in 1999.