PHOTO: The Fairmont Waterfront in Vancouver is an ideal property for a pre- or post-cruise stay.

As you know, booking a cruise involves more than just the cruise itself. There is a lot involved, and you are generally planning for three different phases of the trip: the pre-cruise, the cruise itself and the post-cruise.

While there is good money to be had booking cruises, it also involves a lot of work. Beyond the cruise itself, you have to find and book hotels for your clients, confirm transportation from the airport to the port, and ensure that the entire process goes smoothly.

Agent@Home recently spoke with some top hotel chains and brands that have properties in major port destinations, and we asked representatives how to sell pre- and post-cruise stays in major homeports. Here is what they had to say.

Joe Panackia, General Manager, Radisson Resort at the Port: Panackia is general manager of Radisson Resort at the Port in Cape Canaveral, Fla. Given that Port Canaveral is the second busiest multi-night cruise port in the world, it is safe to say that he has plenty of experience selling cruise hotel stays. In fact, Radisson Resort at the Port’s primary customer is the pre- and post-cruise guest, and most of the resort’s reservations come through the travel agent community.

Panackia, who works extensively with travel agents and cruise-only travel agencies, had plenty of advice for selling cruise hotel stays:

First of all, it’s important to have a wide variety of offerings. Given that Radisson Resort at the Port has more than 20 shuttle buses, it makes sense to create packages that include airport shuttle and cruise shuttle services, with and without breakfast options (depending on the client).

Parking can also be expensive at a cruise terminal (generally $15-$20 per day, according to Panackia). That’s why it’s important to provide parking for guests. Panackia called it “a big deal.”

He also advises agents to have clients arrive at the hotel a day before the cruise leaves. That way, clients don’t have to worry about making it to the ship on time. As longtime travelers know, anything can happen during travel, from car problems to air delays. In short, “provide clients with a sense of security,” Panackia said.

To suit the cruise passenger, Radisson Resort at the Port provides live entertainment and food and beverage specials for cruise guests. The resort will also host a cruise party the day before the cruise departs.

For cruise guests, it’s more important than ever to select a hotel that offers a full range of amenities and excellent service.

“These folks use every bit of the hotel and its facilities — from room service to the guest laundry — and most times they are traveling with their kids,” Panackia said. It’s also important for port hotels to have the proper equipment and staff to move luggage. A hotel should expect to transport quite a bit of luggage to the ship.

PHOTO: Many hotels offer added perks for loyalty members, so be sure to ask your clients about their membership status.

A hotel should also be able to expedite check-in, which can be slow for cruise guests, considering that they generally need a lot more attention than your typical corporate guest. That includes anything from requiring information on local transportation and local stores to special requests (particularly with large groups that want to stay together). In this sense, you, as the agent, can help make the process go smoother by giving clients this information before they arrive.

Last but not least, make sure you are up to date. Just as a hotel’s front desk needs to be prepared to update its information at a moment’s notice, so does the agent. If you can stay on top of last-minute schedule changes, your guests can be prepared before they even arrive.

Danielle Turgeon, Director of Global Accounts, FRHI Hotels & Resorts: Turgeon works closely with the cruise segment. Her hospitality company features brands such as Fairmont Hotels & Resorts, which has properties in multiple port cities.

Turgeon had several tips about booking stays before and after the cruise. First of all, it’s imperative to reserve a client’s hotel room when booking the cruise. A lot of travelers figure the hotel reservation can wait until later but, during the busy cruise season, availability can be tight in major port destinations. There’s nothing worse than booking a cruise and then realizing your client has nowhere to stay.

Also, considering cruises generally involve a lot of people, it’s important to ask the cruise company about room blocks. Cruise companies can help secure room blocks in advance, which ensures early on that all elements of the trip come together and can be placed on one single itinerary for your clients.

It’s also important to book through the cruise company instead of the actual hotel, Turgeon said. Booking through the cruise company saves time and money, considering that transfers from the airport to the hotel and transfers from the port to the hotel are generally included in the price by cruise companies. This ensures that clients don’t have to pay extra once they arrive at the port destination.

Turgeon also encouraged agents to become loyalty members of FRHI Hotels & Resorts, or “Famous Agents.” Famous Agents receive special perks and bonuses when booking any brands within the FRHI collection: Fairmont Hotels & Resorts, Raffles Hotels & Resorts and Swissôtel Hotels & Resorts. Agents can also receive recognition and awards for their hard work.

And don’t forget to ask about offers beyond those offered to loyalty members, Turgeon said. Some cruise companies offer hotel upgrades for clients who book upgraded cabins. Always ask cruise companies about pre- and post-cruise hotel specials.

Nancie Hall, PR Regional Director, Pacific Northwest, Fairmont Hotels & Resorts: If you’re looking for a good hotel for a pre- and post-cruise stay, Fairmont Waterfront in Vancouver is a good bet to impress clients, said Hall.

The Canadian hotel is a great example of how a hotel stay can be a great cruise add on and the property does a substantial amount of cruise business, given its scenic views and proximity to the cruise ship terminal, Convention Centre and Waterfront Sky Train Station, among other attractions.

The hotel is located directly across the street from the Canada Place Cruise Ship Terminal and is connected by an underground walkway, Hall noted. In addition to its proximity to the terminal, the hotel is just steps to Gastown. It’s also within easy walking distance of Stanley Park and the city’s best restaurants and attractions. The hotel has a BMW car to provide complimentary car service in the downtown area (to Fairmont President’s Club members) and provides bicycles that can be enjoyed on a complimentary basis.

Fairmont Waterfront’s cruise ship package includes overnight accommodation, early check-in (guaranteed at 9 a.m.), a deluxe buffet breakfast for two adults in ARC Restaurant and a porterage service for luggage transfer to Canada Place Cruise Ship Terminal.

And if guests want to try their hand at flying pre- and post-cruise, they can receive a discount at nearby FlyOver Canada, a 4D flight simulation that takes you across Canada, coast to coast.

There are also discounted rates available for guests who want to fly via helicopter (for real) to sister property Fairmont Express for some afternoon tea.