I had a few jobs before I went to work for Lloyds of London and eventually in 1987 Carnival Cruise Lines. I worked for H.M. Customs doing something in an office…………I don’t remember much about that job except if I looked out the window in the morning I had nothing to do in the afternoon.
Then for three months I tried to forge a living selling vending machines to offices and pubs etc. This was something I was not designed to do.
Imagine Richard Simmons working on a building site and you’ll have some idea of just how bad I was.
God, it was a lonely existence. All day I was in the car on my own with nothing to look forward to except a lonely dinner and then bed in a faceless and grey hotel.
I actually looked forward to asking people for directions just so I could talk to someone. And at night, in the hotel bar I showed early symptoms of being a Cruise Director and chat with other salespeople, even though most of them were very strange and probably had sample bags full of body parts.
As for the job itself, well, it was hell. We all know that the biggest problem with asking a girl out is that she might say no. We’ve all been there when the prettiest girl at school says she’d rather go to the movies with a skunk than you. Well, that’s what it’s like being a door-to-door salesman: you lead a Billy No-mates existence, being rejected eight or 10 times every single day. ……………..my social life and working life were now one in the same………….I had the social standing of herpes.
I have nothing but respect for the men and women that do it today but I just couldn’t handle the constant sound of the door being slammed in my face.
Oh, I went on lots of Close that Deal! — selling courses run by the big guy that looks like Jaws from the James Bond movies…….Tony something or other and I read books on human behavior, learning that someone’s eyes are a window to their soul and to never eat beans before trying to close a deal.
And so, armed all this psychobabble, I’d drive hundreds of miles to a factory in Edinburgh where the conversation would go like this:
“Hello, would you like to buy a vending machine that distributes hot tea and coffee?”
“No……….bugger off.”
“Okay.”
I know there are good salesmen who really can sell snow to the Eskimos and a Hummer Twin Turbo to Al Gore. I read just the other day about a car dealer who invited two Jehovah’s Witnesses into his house; they left 20 minutes later with a 10-year-old Pontiac.
But I couldn’t do it.
This brings me on to the biggest asset a sales person can have. It’s more important than driving a flash car or how many of the “self help” videos you have seen. The single most devastating weapon in a salesman’s armory is………………………. a decent product.
For many years Carnival had a chap working for them who was an extraordinary sales person and who had a pretty decent product to sell. Now, he is in charge of another very decent product…………..Costa Cruises’ North America operations.
Maurice Zarmati left us a few months ago and I thought we should catch up with him and see how he is enjoying his new title of President of Costa Cruises – North America.
1. It’s been several weeks since you left Carnival Cruise Lines for Costa Cruises.
Before we chat about your exciting future just one quick question about the past. Can you describe your feelings as you left your office at Carnival for the last time?Bitter sweet and very mixed emotions. When you spend close to 40 years of your life growing up and working with such fine folks as yourself you get a sense of losing a piece of your family. My consolation is you’re still part of the big family and I sure do miss everyone.
2. So, tell us about your new job?
It’s exciting, it’s challenging and it allows me to discover new paths to improving occupancies and yields. It is a spectacular company to be with.
3. We know Costa has a massive presence in Europe. What can you tell us about the fantastic Costa operation in North America?
We have an approximately 130 people and we are a mini cruise line serving global destinations with a tremendous Italian flair. Our challenge is to communicate it more efficiently and to make Costa a more mainstream name to North Americans.
4. What do North American guests enjoy most about the Costa experience?
It’s Italian, its la doce vita, its bellissimo and you feel like you’re in Italy no matter where you’re cruising.
5. Knowing you as I do and your love of good food and wine I am sure you have discovered a fantastic gastronomic world on a Costa ship. What then are your favorite onboard discoveries so far?
The overall Italian ambiance is superb. The big lounge with huge dance floor is unique. The Italian style service, quality of the food and hospitality is over the top. Let’s not forget the Italian orchestras – very cool.
6. The word “Costa “conjures up elements all that’s best about Italy. What true “Italianisms ” can be found onboard that North American guests will truly love?
Fabulous Italian salads, pomodoro with basilico range of appetizers truly Italian as in grilled vegetables with olive oil. Breads and pastries like Veneto – overall quality of service in restaurants and bars truly European/Italian
7. Are you speaking lots of Italian at work?
I speak Italian when I am in touch with Genoa and with the ships so the answer is yes.
8. Soon I will be hosting the naming ceremony on the Carnival Splendor. This is something I watched you do with your usual flair and brilliance. Do you remember the very first Carnival naming ceremony and can you tell us all about it?
The first I attended was Carnival 1976 given the Mardi Gras I believe was done while the ship was still in South Hampton with Lin Arison as Godmother. If my memory serves me right Carnival Godmother was Shari Arison. Brief ceremony dockside with small dais as I recall about 75 people in attendance.
9. Do you have a favorite Godmother and if so, why?
Dame Judi Dench – A fabulous lady in every sense of the word. After all she is James Bond’s boss.
10. Finally, if you could chose anybody in the world to be the Godmother of the Costa Pacifica, who would it be and why?
Mr. Foschi has chosen some spectacular Godmothers. I bow to his next great choice. I’m sure she will be spectacular.
Thanks Maurice. We wish you and Costa continuing success and thank you for all that you have done and all you will continue to do.
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You stir the Italian soul in me, John… I’d LOVE to sail Costa one of these days… I just need to practice my Italian a bit more!
Ciao!!!
GregB
My fingers are moving on their own to the Costa web site. If I were fluent in Italian, I think I would move there, just to have that fine food on a daily basis. Two doctors were on TV and said the Mediterranean diet is the best for you along with Omega 3 and vitamin D – Just a thought
I so enjoyed the video clip. Good to hear your voice!! I’m anxiously waiting to sail virtually on the Splendor each and every cruise!!
My best to you and Heidi!!
Debs
prince charlie tried to sell something once and fell asleep on the people’s couch! yikes!
smiles, bonnie and prince charlie
Hi John/Heidi:
Great to hear from Mr. Zamarti again. Sounds like he has his hands full (a good thing).
My mother told me that she will be cruising on Costa out of Florida later this year and she is very excited.
Loving all the blogs. Keep em coming.
Hope all is well.
David
Hi John,
Excellent interview with someone who obviously loves what he does – 40 years – wow! I can say that today – it is my 30th anniversary here. Doesn’t seem like it though. Up until recently we were like a big happy family, but times & people change (It’s a state agency, therefore very political, even scandalous – not the call-girl scandal, another one not as well publicized about a political appointee – would make a great movie (?). Most of the people I started with have been retiring. I’ll stick it out as long as I can – can’t collect Social Security yet. So anyway, nobody here even knows it’s my anniversary, but that’s ok – I do.
And, once again, another reason to cruise out of NY and not fly – Now United Airlines is charging for the 1st piece of luggage. There’s even a story on the news pages about charging people by the pound. Fuhgetaboutit!
More on the Splendid Splendor soon, please.
Ciao Giovanni!
Carol
Hello, john
I have never sailed whith Costa , but feel that I know the line and by viewing images in gallries have found that the interior is much thicker.
I will hopefully sail on one soon.
from, JAKE S. ( :
I cruised in 2 costa ships within the last 12 months.
Ships were- costa serena and costa fortuna.
Overall, the cruise itenary and cruise ships were nice but one recommendation I would strongly suggest is smoking policy/ or smoking area.
Majority of passengers are non smokers and I find Costa ships seems to have more liberal smoking policy than royal carribean. In North America, it.is common for smokers to smoke outside the building + it’s also a safety issue.
I think if Carnival adopt a no smoking inside the ship area but allow the smokers to smoke say in a designated area /room with good ventilation, I think you will have more
customers cruising in Carnival cruiseships.
Dear John
You referred to the guy Jaws in the James Bond movies today, I returned on a cruise on the Carnval Elation- sailed 5/31 and he was on the ship!! Also about that cruise- Tina Noble was great, except for you on the Carnival Freedom, I have not enjoyed a cruise director so much. I have 3 more cruises planned and a 4th in the making. I’m sure you will let us all know about next year for your where abouts. Good talking to you again…
Hello John & Heidi,
I enjoyed the interview with Maurice. I was on a Costa cruise in Dec. 2000. It was on the brand-new Costa Atlantica. It came over to Ft. Lauderdale to do Caribbean cruises for the winter. We loved the ship – same layout as the Carnival Spirit class – and the design is great! There is Murano glass all over the ship. The lounge near the entrance to the dining room is called the Paparazzi Lounge. As we walked into the dining room on the last night (toga night) ALL of the ship’s photographers were there with their cameras. What a hoot! For anyone who doesn’t know, the last night of every Costa cruise is Toga Night. They leave you a couple of clean white sheets and an 8 1/2 x 11 sheet of drawings with finished togas in your room. The first night of the cruise our CD (Ray Rouse, who was with Cunard last I heard) told us that if we didn’t wear our togas into the dining room the last night, we wouldn’t be allowed in. Silly me! I believed him. After I walked into the dining room, the first thing I saw was a whole table full of people NOT WEARING TOGAS. They just had on normal casual clothes. I was so mad! But most people made some sort of an attempt, even if they just put the toga over their clothes. (Didn’t think of that either.) Some people brought costumes! (Wish I’d thought of that.) During dinner, the CD and his staff – dressed as Caesar and his court – processed all around the dining room. During the passenger talent show, Caesar and his court sat on the stage the whole time, and pretended to be drunk. After each act, the audience was asked if it was thumbs up or thumbs down. Should they live, or should they be thrown to the lions? Then Caesar would come over and overrule the crowd. The Centurions (cruise staff members) would then carry the person off while the sound effects guy played a recording of lions roaring.
The cruise itself was great. We had a Western Carib. itinerary – Key West, Ocho Rios, Cozumel, and Grand Cayman. The food was good, the entertainment was not so good, but one really good thing was lots of live music all over the ship, like Carnival. The reason the entertainment wasn’t that great was that it was all designed for people who didn’t necessarily speak the same language. One night we had a gaucho, whose act was 20 minutes of swinging click-clacks around. The only thing Americans might not care for on Costa was the fact that each announcement was made in 5 languages. English, Italian, Spanish, German, and French. I made a game out of it, but some people got rather impatient. They had a priest on-board, and mass was said in Latin, but we were given little books to follow along – each book was in 8 languages. (Because it’s an Italian cruise line, we were told they have a priest on every sailing.) Obviously, some of this might have changed in 7 1/2 years, but I’ll bet it’s mostly the same. Carnival Corp. usually leaves the different brands alone. There was definately an Italian ambiance which was really nice. The service was good, and the food was good – except for the pizza. We would definately sail Costa again.
Thanks also for the video. It’s nice to hear your voice!
Our very first cruise was on the Carla C, way back in ’73 or ’74 from Miami to the Bahamas. Then we took B2B cruises in the Med on two different Costa ships just a few years ago. We loved cruising on Costa.
Duchess Sandy and Duke Dick
We hopoe we can try a Costa Cruise one of these days soon.
Good interview!!!
SALES… SELLING… the art and timing of asking for the sale… closing the loop… making the buyer feel they got the best deal of their life!
John, you’re the best salesman I know… And you don’t even ask for the sale, you just paint such a glorious adventure, that we can’t help ourselves but join you!!!
Lambie
I sailed on the Costa Fortuna in December 07. Had a wonderful time! The entertainment I found quite similar to Carnivals. The food was pretty good – though quite a bit of Italian in the mix. Roman night was awesome – most got into the spirit of the theme. Some crafted togas from the sheets in their staterooms while others who knew in advance had elaborate costumes ready. There was even one gentleman that had turned his walker into a chariot! I do really like the way that they handle their excursions. they seperate you right away by excursion and and you “follow that sign”. From what I saw (I took two of the ships excursions), they send out a crew member on each excursion dressed in a bright orange polo shirt. If a guest at any point has a question or concern, they just have to look for the really obvious orange shirt. This “obviousness” really stuck out on a recent cruise with the Freedom. We were in Ocho Rios at the same time as the Fortuna and were headed to Dunns River Falls (which we’d purchased through the ship). After quite a bit of chaos, we were pointed to a van (a “just go in there” was grunted by the organizing Jamaican lady). Once we arrived at the falls, more chaos followed and there was no direction. I had a bunch of clients with me and they just hung onto me. Those orange shirts from the Fortuna were everywhere, but not a Funship Friend in sight (that we could tell). So eventually we ended up following them down to where we needed to be. The first time I was aware of Carnival’s presence was actually on the falls when someone offered to take my picture. I must have had an odd look on my face as he then “oh, I’m with Carnival” and moved the jacket he was wearing aside to reveal the carnival logo underneath. Not sure if this was an isolated port/incident as most of the other excursions have been straightforward so haven’t had questions to be answered by Carnival staff.
As for layout and decor, the Fortuna is quite similar to the Liberty – in fact, the staterooms are identical in layout, size and decor. The main difference is that the disco is on deck four but has the two deck high ceiling allowing access from the 5th deck (same location though) and the casino occupies the whole promenade area where the wine bar usually is and they have an open lounge area with dance floor where the casino usually is. The remainder of the ship is pretty much the same. Was alot of fun! Sigh…think I need another cruise!