Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28 Page 29 Page 30 Page 31 Page 32 Page 33 Page 34 Page 35 Page 36 Page 37 Page 38 Page 39 Page 40 Page 41 Page 42 Page 43 Page 44 Page 45 Page 46 Page 47 Page 48PASSENGER VESSEL ASSOCIATION tel: 1 (800) 807-8360 • fax: (703) 518-5151 • pvainfo@passengervessel.com About the Cover Blount Small Ship Adventures offers overnight cruises to the Caribbean and America’s inland waterways, a market that is growing in popularity. Story begins on page 6. JANUARY/FEBRUARY 2017 • FOGHORN 3 Volume 16, Number 01 JANUARY/FEBRUARY 2017 FOGHORN (USPS Number 023-702) is published monthly except combined January/February by Philips Publishing LLC, 2201 West Commodore Way, Seattle WA 98199. Periodicals postage paid at Seattle, WA and at additional mailing offices. POSTMASTER: Send address changes to FOGHORN, c/o Passenger Vessel Association, 103 Oronoco Street, Suite 200, Alexandria, VA 22314. Copyright 2017 by the Passenger Vessel Association. All rights reserved. No part of this publication may be reproduced without the written consent of the Passenger Vessel Association. PRINTED WITH SOY INK FOGHORN Focus: Sales & Marketing FOGHORN is a monthly publication of the Passenger Vessel Association. Copyright 2016. All rights reserved. President – Margo Marks, Beaver Island Boat Company, Charlevoix, MI Vice President – Jeff Whitaker, Hudson River Cruises, Inc., Kingston, NY Secretary/Treasurer – Gus Gaspardo, Padelford Packet Boat Co., Saint Paul, MN Board Members Bob Bijur, Island Queen Cruises, Miami, FL Chip Collopy, Shoreline Marine Company, Chicago, IL Richard Davison, Star of Honolulu Cruises and Events, Honolulu, HI Jim DeSimone, Staten Island Ferry, Staten Island, NY Bob Lawler, Entertainment Cruises, Boston, MA Alison Nolan, Boston Harbor Cruises, Boston, MA Bob Scribner, Charleston Harbor Tours/Schooner Pride, Charleston, SC Colleen Stephens, Stan Stephens Glacier and Wildlife Cruises, Valdez, AK Jim Swindler, Golden Gate Bridge, Highway and Transportation District, San Francisco, CA Associate Member Representative Carl J. Micu, John Deere Power Systems, Waterloo, IA Past Presidents Dave Anderson, Fire Island Ferries, Bay Shore, NY Terri Bernstein, B.B. Riverboats, Newport, KY Carolyn Horgan, Blue and Gold Fleet, San Francisco, CA Executive Director John R. Groundwater Legislative Director Edmund Welch Regulatory Affairs Consultant Peter Lauridsen Director of Finance Leslie Kagarise Director, Public Affairs and Development Jennifer Wilk Director of Regulatory Affairs and Risk Management Eric Christensen General Counsel Steven Bers, Whiteford, Taylor and Preston Editorial Offices Managing Editor: Karen Rainbolt pvafoghorn@aol.com 2771 Houston Dr. Los Osos, CA 93402 tel: (571) 388-7752 Contributing Editor: Richard Purinton richard@wisferry.com Washington Island Ferry Line Washington Island, WI Advertising and Business Offices Publisher: Peter Philips peter@philipspublishing.com Advertising Sales: Bill Forslund bill@ philipspublishing.com 2201 West Commodore Way, Seattle, WA 98199 tel: (206) 284-8285 fax: (206) 284-0391 www.philipspublishing.com Columns 4 President’s Letter 5 Executive Director’s Letter 29 Legislative Report 33 Regulatory Report 35 New Members 37 Safety Matters 40 Business Matters 42 How PVA Benefits You 44 Newswire 45 Member News 46 Advertiser’s Index 6 The Marketing Power of Storytelling Blount Small Ship Adventures utilizes the full array of traditional sales and marketing tools to reach prospective customers. They also tell stories. Learn how blogs have become an important resource for this overnight cruise operator. 12 Coast Guard Suspension and Revocation—A Primer Coast Guard Chief Judge Walter Brudzinski explains the ins and outs of the Congressionally-authorized legalities of suspending and revoking Merchant Mariner Credentials under certain circumstances. Here’s why it matters. 18 Battery-Powered Vessels: Understanding System Operation, Components and Cost Battery-powered vessels are a reality and offer major advantages over conventional engine-driven engines. Is there a battery- powered vessel in your future? 40 Sales: The Center of Our Universe Bob Shaw reminds us that selling tickets is paramount to the success of any passenger vessel operation.