Cruise and Ferry Review - Summer/Spring 2020

8 5 The multiple attractions at Perfect Day at CocoCay have helped to turn the private island destination into an important source of revenue for Royal Caribbean include priority spa reservations, 50% discounts on one spa treatment, daily hot beverage delivery, Bluetooth speaker and “calming” in-room amenities. “Revenue management touches so many areas of the company so we really get to work across the organisation,” says Goldner. “However, we look at ourselves as part of the larger commercial team and work most closely with our sales and marketing teams. While we are finance people, we’re probably the most commercially oriented finance team you’ll find. We see ourselves as a three-legged stool, where sales, marketing and revenue come together to focus on addressing the challenges and opportunities in the business. We align on the priorities and determine how to activate all of our sales channels.” Royal Caribbean has more opportunity do this than most other cruise lines because it has a broad product offering. The company, which currently has a fleet of 26 vessels sailing around the world, works hard to place the right ships in the right markets and ensure itineraries include calls at Royal Caribbean’s unique destinations. “Some destinations are incredibly popular,” says Goldner. “The Caribbean is the biggest piece of our portfolio and the sailings that include calls to our private island, Perfect Day at CocoCay, are extremely popular. It has become our number one destination in the Caribbean thanks to all the amenities we offer, including Thrill Waterpark with the tallest waterslide in North America, the largest wave pool in the Caribbean and ‘Up, Up and Away’, a helium balloon experience that takes guests 450 feet into the air and give them the tallest vantage point in The Bahamas.” Goldner adds: “We’re seeing that guests are willing to pay for the experience they get on Perfect Day at CocoCay, and as recently mentioned in our quarterly earnings, we’re looking to send 2.4 million guests there in 2020. We’re delivering an incredible experience on the island, so our guests are giving it the highest ratings and they see the value in paying for it.” CFR “Revenue management touches so many areas of the company so we really get to work across the organisation” INTERV IEW