Carnival Cruise Shows How to Sell More without Hardly Selling

• Spa
• Gym
• Casino

• Art Gallery
  • Framing
  • Package pricing, like three for $750
  • Financing available that is only for fine art
  • Art auction

Note: Park West, who runs these art auctions and presentations onboard some 140 ships worldwide, stocks the Art Gallery on the Carnival ships we’ve sailed on. The pieces in the gallery and around the ship are then available for the art auction.

• Pixels
  • Professionally shot photos
  • Embarkation photos
  • Elaborate dress nights with fancy backdrops
  • Disembarking in port photos
  • Dining room photos
  • Casual, around the ship photos
  • Bonuses when you purchase more photos, e.g. a photo on canvas
  • Frames
  • Photo books
  • Cameras (Olympus)
• Bingo
  • Daubers
  • Multiple sheets with a bonus scratcher

• Excursions
  • In port activities, like tours, snorkeling, dining
  • Shopping excursions
  • On ship, the “Behind the Fun” Tour

• Shops
  • Alcohol & cigarettes – a benefit of going into an international port is that passengers can then bring back a certain quantity of duty-free alcohol and cigarettes
  • Candy
  • Clothes
  • Jewelry
  • Souvenirs
• Bars
  • Drinks package
  • A variety of bars, some with free live entertainment
• Coffee shop
  • Elaborate desserts
  • Fancy coffee drinks

• Nick and Nora’s Steakhouse
  • Dining package
  • Wine
  • Alcohol
• Bacchus Dining Room
  • Chef’s Table – upsell to special dinner with ship’s captain or officer
  • Wine or alcohol with your meal
  • Upgraded dessert, like a mini-birthday cake
  • Photos (see Pixel)
• Internet service
  • Chat using the free Carnival app for your smartphone – cost only “$5 per device for the entire cruise
  • Internet plans – various levels of service and lengths of coverage
    • Social Plan for the social networks and most popular airline websites (limitations apply) for 24 hours or for the full cruise
    • Value Plan for all your favorite sites and apps, including social media, e-mail, news, sports, weather, banking and more, again for 24 hours or for the full cruise
    • Premium Plan gave access to all websites and app including streaming services with the fastest available connection when coverage allows.
  • Note: the app for iPhones and Androids was free and gave you access to the activities for the day among other services
• Laundry Service
  • Wash & Fold
  • Pressing
• Carnival® World MasterCard®

• The upsell relates directly to the initial purchase improving its performance or making it more enjoyable
  • Photos and souvenirs preserve memories.
  • Artwork enhances their lives after the cruise while also serving as a constant reminder of that great cruise where they bought it. The auctions and sales make the artwork appear to be a bargain over retail studios and galleries.
  • Excursions add to the fun and enjoyment of the cruise itself while also creating those memories that the customers then rave about when they get home.
  • The shops provide bargains on jewelry, alcohol, and tobacco thus making the cruise appear cheaper or a better deal.
  • The spa, gym, casino, and bingo are some of the experiences people travel for.
  • The laundry provides a reward for the highest level of frequent customers and a service for those who prefer to pack lightly.
• The customer is also likely to purchase them without being as critical of the price, often buying without even seriously considering the price, though a sale or “bargain” for buying as a package will usually make the purchase even easier for your customer to rationalize his buying more now. A bonus in lieu of a discount also usually works.
• Having credit available, like the Carnival World MasterCard and the Park West Fine Art credit account, makes it easy for your customers to buy more now while your customer wants it.

• They add to the overall amount of the sale, possibly even doubling the initial purchase.
• These add-on sales tend to have a higher percentage of profit than the original products.
• For most of your customers, the best time for you to get those additional sales is right now. Once they will get busy with their lives, they will usually forget to come back, or they lose their sense of urgency.
• Use this opportunity to also build a stronger relationship, which leads to future sales.

On this cruise, the following events made the cruise more delightful:

• The staff at the spa put on various presentations, like “Acupuncture Intro,” “How to Increase Your Metabolism,” “Walking in Comfort,” and “Detox for Health & Weight Loss.”
• The Park West staff conducted presentations on artwork, like Kinkade, and art auctions.
• The head chef of Nick & Nora’s Steak House gave a Cooking Demonstration with a handout of the recipes as well as samples of the dishes they prepared.
• Various presentations by the Excursion Department staff, such as tips on shopping, including a “Discover Diamonds & Gemstones Seminar” and a coupon book