1. Group Cruises Made Easy Mary Cofield Richmond, VA CLIA, MCC

2. Workshop will address: Why Group Cruises Group Cruise Marketing Group Cruise Management

3. Why Group Cruises? Highest Commissions Great Value Easy Process for Beginners One Stop Service: Room…..Board…..Entertainment Repeat Business and Referrals Mass Appeal Great Fund Raiser

4. Amenity Points Add value to cruise (varies by cruise line and sailing) Use to adjust pricing by increase or decrease Examples from Carnival (various point values):  Bottle wine (1)  $25 onboard credit (2)  $25 bonus commission (4)  Tote Bag (2)  Fund raiser (5)  List of amenities to choose

5. Fund Raiser Option Qualified Non Profit Organization Carnival pays $5 per day per person Can Opt to increase cruise price to increase donations (add $15 per person to the price) Cruise lines collects all money overcharge Check written to non profit sent to PTN and includes all overcharge collected, plus $5 per day donation from Carnival.

6. Example: Show You the Money Group cruise 50 cabins(100 people) Base $300 + NCF $130 +Tax/Fees $150 = Total $580 Commissions paid on base price $300 Assume 16% com + 1 Free Berth/15 beds(6) Assume 60% to Site Owner Site Owner receives: $300X100=$30,000X16%=$4800X60%=$2880 6 free beds X $300=1800X60%=$1080 Bonus Commission $25 X 50 cabins=$1250X60%=$750 Total profit $2880 + $1080 + $750= $4710

7. Important Issues……. Offline (GOCCL) vs Online Finding Groups (Pied Piper) Initial Steps Where/When /How many? Quotes and Pricing (Get it right) Marketing/Flyers Amenity Options Fund raisers

8. More Issues…………. Free Berths Helpful Tools/Forms Making Payments Invoicing Space needs

9. Marketing Identify Your Market Segment Find a Pied Piper Get Buy In Reduce Your Scope Market the Same Cruise Repeatedly

10. Group Management Final Payment Date Document Travel Insurance Offered Group Detail Report Space Needs/3 or 4 in room Helpful Tools/Forms Updates posted at www.Sharplesscall.com www.Sharplesscall.com This presentation posted under Resources –Travel

11. Carnival Cruise Line www.GO CCL.co m Complete PTN training and request password for GOCCL Quotes Pricing ( adjust amenities BEFORE pricing ) Changes Payments ( Group level and birthed ) Flyers Reports ( Print copy of Stmt Group Request)

12. Carnival Important Pricing Policy Cruise Price Advertised Approved Rate + Non commissionable fee(NCF) is required to be quoted to customer at all times. Can not mention NFC term to customer Govt fees and taxes can be listed separately or included in the price quoted. Reason why prices are different when quoted. Fuel supplement disclosure required Standard price disclaimer required

13. Sample Group Cruise Group Name: Baby Boomers Gone Wild Where: Bahamas From: Miami 3 day cruise Date: Friday, October 7, 2016 30 cabins,(15) 4B inside ---(15) 6B Oceanview Gratuity added Insurance added Amenities selected : tote bag-1, $25 bonus com-5 Total needed 6 Assigned 4 Buy2

14. Cruise Quote Worksheet Name of Group___________________________________ Booking Number Assigned #_by Cruise Line_______________________ Customer Contact/Phone/Email/Fax#_________________________________________________ _________________________________________________________________________________ Is this a special occasion? If yes, what?________________________________________________ Will there be space needed on the cruise ship? If yes, what and when? _____________________ _________________________________________________________________________________ # Total Rooms needed______________ #People____________ # Children_______Ages_______ Any special needs/disability?________________________________________________________ Non Profit?______ What code section?(etc) 501c3? ________ IRS Ltr from Organization ********************************************************************** Sail Date________ # Days________ TYPE: Family/Friends/Affinity/fundraiser? (Most Time affinity) Ports of call:___________________________________________________________ Cruise Line/Ship_____________________________________Ship Registry_________________________ Departure Port_____________________________________________________________________ Cabins Booked/category: Interior _________________ _Ocean view__________________________ A B C D? E? F? Total cost per person: Base+ NCF+ Taxes+ Gratuities+ Insurance + Mark Up = total cost Interior ______+_______+______+________ +_________ +___________ = __________ Oceanview _ ______+_______+______+________ +_________ +____ ________= __________ Group Deposit amt/due date______________________ Full Deposit Due/Date_________________ FINAL PAYMENT/Due Date______________________________ Date/Amt shared with Client: Deposit date/amt_______________ FULL___________________FINAL__________________

15. How to compute price for 3 and 4 in a room: Most group space will require full deposit to reserve triple and quads. Add as needed to your group at current price. Divide total for all by 3 or 4 to get equal price for each person. Amenities / How many points assigned? _________ Amenities needed_________$25 cabin credit___ $25 bonus commission____ Fundraiser____ Amenities chosen ____________________________ Buy down points?_________ Increase cruise cost?_______ AMENTIES SELECTED BEFORE FINAL PAYMENT OR LOSS. For Fundraiser option, 5 amenity points required to make a fundraiser. Decide to reduce or buy points BEFORE pricing to client. Gratuities for Carnival $12 per day per person times number of days $12 X days_____= Royal Carib $12.95 Keep track of each category of cabins booked to ensure interior and oceanview allocation maintained.