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Bancosta’s Trevisan: Strong interest in charters and s&p from new players eyeing cruise

Andrea Trevisan, managing director, Bancosta Cruise is based in The Hague
Despite the loss of over 30 cruise ships to the breakers since 2019, demand for secondhand tonnage from new players looking to enter the cruise market is high, according to Andrea Trevisan, managing director, Bancosta Cruise.

When it comes to ocean cruise ships for voyage charters, the meetings, incentives, conferences and exhibitions market is ‘particularly intriguing,' he said, and is an area of strong focus for Bancosta Cruise which is developing a dedicated cruise charters digital marketing platform and supporting several cruise line brands.

Trevisan, who early in his career was a licensed oceangoing master mariner and served with three cruise lines on 10 ships, then spent almost 20 years in various roles ashore, included seven with Damen in the 2010s.

Cruise division launched in 2020

He has headed the cruise division of Bancosta (Monaco) since it launched in 2020 as a member of the Banchero Costa Network, and said, ‘There are some interesting secondhand opportunities available.’

The company’s cruise-dedicated website currently lists around a dozen ocean and river cruise vessels for sale.

And there is demand from new players looking to enter cruise, Trevisan added, looking to target niche sectors, some with 'interesting ideas and prestigious leisure brand partnerships.’

Italian roots

The family-owned Banchero Costa Network, with Italian roots, has 12 offices worldwide and has been operating since 1968.

Its newest office is in The Hague, Netherlands where Trevisan is based and fully focused on the cruise market specializing in ship charters as an advisor and broker, in particular in MICE, as well as second-hand s&p and newbuilding projects for both ocean and river cruising.

He frequently travels to Miami, ‘which I consider one of our new offices,' and noted the industry ‘is currently experiencing an incredible vibe there. It is a moment of transformation as the cruise industry enters version 2.0, with new CEOs at major corporations and a generational change throughout all levels of management.

‘We want to generate new demand for the cruise industry by educating and attracting newcomers, such as new cruise charterers for events, new brands, investors, and suppliers,’ he said.

Educators, developers

‘‘Our focus and dedication in the cruise business lie in being advisors, marketers, connectors, educators, and developers for our clients. This is a departure from our core role as a shipbroker within the Banchero Costa Network.’

He believes being part of the Genovese Banchero family network, which has built a reputable and reliable global business over five decades plus, is an ‘assurance to clients of providing added value.'

Charter focus

‘On the charter side, an advantage of MICE projects for cruise brands is the ability to secure bookings well in advance. Additionally, some projects are prestigious and highlight how cruise ships – both ocean and river - can be transformed into amazing venues for a variety of spectacular events.

‘It is also an area which could attract new players to the cruise industry and there is a suitable venue for every event on board a cruise ship.’

Economies of scale

Back on the s&p front and potential start-ups, Trevisan pinpoints the competition they face from established brands, the consideration of sustainability and the budget needed to improve the ‘green element’ of a secondhand cruise ship.

Economies of scale also play a vital role.

‘It will be challenging for new players to establish a successful business with just a single ship. Scaling up to at least two to three ships quickly is crucial for operational and sales efficiency.’

An example of this is client Swan Hellenic, which has added three newbuild ships in as many years.

River cruise

Trevisan also keeps close watch on the river cruise sector and noted Rhine/Danube, Douro and Rhone/Gironde rivers as showing promising potential for growth and investment and with a rising demand and need for more supply.

‘River cruise owners are recognizing this trend and are returning to order new river cruise ships to meet the demand,’ he concluded.