Research Catalog

Title

Selling the sea : an inside look at the cruise industry / Bob Dickinson, Andy Vladimir.

Author

Dickinson, Bob.

Publication

New York : Wiley, 1996.

Items in the Library & Off-site

Details

Additional Authors

Vladimir, Andrew.

Description

xii, 364 pages; 24 cm

Summary

• In Selling the Sea, Bob Dickinson - the marketing genius most directly responsible for making the industry what it is today - answers all of your questions about the modern cruise industry, where it started, how it got to where it is today, and where it's headed. Dickinson and fellow industry insider Andy Vladimir take you behind the scenes at Carnival, Royal Caribbean, Princess, Holland America, and other major lines to provide a firsthand account of what makes a successful cruise line tick.
• They describe the revolutionary management, marketing, and sales techniques that have led to cruising's incredible growth over the past decade. And they offer valuable insights into what travel agencies can do to increase cruise sales and profits.
• . In Selling the Sea you'll also meet many of the women and men who work in the cruise industry, from senior executives and hotel managers to cabin stewards and waiters. In their own words, these often colorful characters tell you their stories and share their valuable insights and observations on what consumers want and what it takes to succeed in the leisure travel industry.
• Everyone who loves cruising will savor this rare behind-the-scenes view of the business and wonder at the tremendous amount of thought, imagination, and hard work it takes to create a carefree vacation experience. Selling the Sea is also fascinating and instructive reading for anyone who hopes to succeed in the business as well as for travel agents, hoteliers, airlines, suppliers, provisioners, and others who service this exciting growth industry.

Subjects

• Ocean travel
• Cruise ships

Bibliography (note)

• Includes bibliographical references and index.

Contents

1. Casting Off: The evolution from steamship transportation to cruising as a vacation -- 2. Coming About: The foundation of the modern cruise industry -- 3. Life on the Ocean Wave: Living and working aboard modern cruise ships -- 4. Home on the Rolling Deep: Case studies in backstage management -- 5. Getting Underway: The public discovers cruising vacations -- 6. Your Cruise Line GPS: Positioning and differentiation of cruise lines -- 7. Now Hear This: Marketing communications - a view from the bridge -- 8. Pieces of Eight: Making money on the high seas -- 9. Booking Passage: A fresh look at today's travel agent -- 10. Bob & Andy's Vacation Store: Selling the sea - the way we'd do it -- Glossary of Cruising and Vacation Terms.

ISBN

0471120014 (cloth : alk. paper)

LCCN

96020420

OCLC

• 499614465
• ocn499614465

Owning Institutions

Columbia University Libraries