Pre- and post-cruise hotel stays alleviate stress and embellish clients’ experiences, experts say.

The cruise market is an undeniably robust segment of the travel industry. According to the Cruise Lines International Association, its average growth rate has been far greater than that of any other segment. Cruising experienced passenger growth of more than 7 percent between 1980 and 2005. And with more and more Americans booking cruise vacations, travel professionals have a greater opportunity to earn commissions not only on cruises but also on pre- and post-cruise hotel stays.

“My husband and I just returned from a European cruise, and we wanted to experience land travel as well,” says Colleen Krausmann, an agent at home with Post Haste Travel, a Virtuoso agency based in Hollywood, Fla. “We wanted to see what the ports of departure and return had to offer, and so we extended our vacation both before and after the cruise.”

Krausmann has many reasons for booking a pre-cruise hotel stay, which also serve as selling points she uses with clients who might consider adding a few days of travel to a cruise vacation. Among them, she points out, is the fact that passengers often don’t have a chance to see the port from which the ship departs when they arrive the day of the sailing’s departure, especially on European sailings, when jet lag is a factor. In addition, airport transfers tend to be more time consuming in Europe, given that passengers have to pass through passport control, wait to collect their luggage, and then pass again through Customs before they can go to the ship. Moreover, if clients don’t have the luxury of a private transfer to the ship, the wait at the airport can be that much longer. So arriving a few days prior to the ship’s departure can also alleviate clients’ anxiety over not boarding the ship before it sets sail.

“It’s much less stressful to arrive ahead of time,” she says.

Steve Hirshan, an agent at home with San Diego-based America’s Vacation Center, seconds the idea that pre-cruise hotel stays offer clients more opportunity to visit the locale from which the ship departs, in addition to peace of mind.

“Unless they book pre- and post-cruise packages, clients are likely to only see the airport before getting on or off the ship,” he says.

Hirshan notes that by arriving at the embarkation city several days earlier than the cruise’s departure date, clients don’t have to worry about flight delays or cancellations that could cause them to miss the cruise. He adds that the cost of a hotel night is usually less expensive than the cost of catching up with the ship at the next port of call after a flight delay or cancellation causes clients to miss embarkation.

“Cruise line contracts with airlines are arranged so that, if there are any problems with the flight out [causing clients to miss the ship at the port of embarkation], it’s the cruise lines’ responsibility to get clients to the next port where they can meet the ship,” says Hirshan, a former executive with MSC Cruises and Costa Cruises. “But clients who book their own flights to save money and who experience problems that result in them missing embarkation must get to the next port at their own cost.”

Yet, regardless of how clients book their airfare, there is potential to save on the fare. Hirshan says that airfare is the same whether clients are traveling exclusively for a five- or seven-day cruise or adding on pre- and post-cruise stays.

“The longer the period they spend traveling, the less the per-day cost for the air component,” he says. “Once clients have made the effort to pay for a flight, they should spend some time in the destination and book a hotel stay.”

Moreover, extending the trip either before or after the cruise also increases clients’ chances of booking less expensive flights, and that savings can be spent on a hotel room. Hirshan points out that, depending on what time the ship arrives at its port of disembarkation, clients can be stuck with a limited number of return options in terms of their flight home, especially with international sailings. But if they’ve booked a room for a post-cruise extension, they improve their chances of finding a cheaper flight and have more flight times from which to choose. 

Once clients are sold on the idea of extending their cruises with pre- or post-cruise stays at hotels or resorts, consider the types of properties that best suit clients’ needs and travel styles, as well as the means of booking them.

Mark Shine, director of sales and marketing at the Quorum Hotel (813-289-8200) in Tampa, Fla., says hotels that are located near cruise ports usually offer packages created for cruise passengers arriving a few days before embarkation or a few days after disembarkation. The packages generally offer components such as accommodations and transfers between the airport and hotel and between the hotel and cruise ship. The Quorum Hotel boasts a package that includes up to 15 days of complimentary parking for drive-in passengers.

Shine also advises agents at home to ask cruise lines about hotels with which they have contracts. Shine’s property has contracted with Royal Caribbean International for the 2007 season, allowing Royal Caribbean passengers who extend their vacations to stay at the Quorum Hotel at a better rate than guests who book the hotel on their own.

Krausmann adds that, from both the agent’s and the clients’ point of view, booking an add-on hotel stay through the cruise line is the easiest way of going about it, since, logistically, the cruise line makes arrangements to get clients and their luggage from the airport to the hotel and from the hotel to the cruise ship—a service that she points out is particularly appreciated by older clients and by those who travel with an abundance of luggage. In addition, travel professionals receive a single commission payment without having to make multiple reservations and confirmations.

Another option for add-on hotel or resort stays is all-inclusive properties. All-inclusive resorts are well known for paying higher commissions than non-all-inclusives, since commission is based on the overall cost of the stay, which typically includes all meals and certain onsite activities. In addition, clients who likely appreciate the inclusive aspect of cruising find a few extra days at an all-inclusive property appealing, according to Wendy Cole, vice president of North American sales and marketing for Barbados-based Almond Resorts (407-872-2220).

“Extending a cruise vacation with a stay at an all-inclusive resort is ideal for clients who are spending the bulk of their vacations in an inclusive environment and don’t want to have to worry about paying for extras while on the ground before or after their cruise,” she says.

Cole adds that when researching hotel options for pre- and post-cruise extensions, travel professionals shouldn’t overlook any ports, because regardless of the number of ships that call at any given port, it can be quite rich in hotel options, as well as activities and culture. As an example, Cole cites Barbados, where several Norwegian Cruise Lines (866-625-1164) sailings depart and where clients can spend some extra time shopping in Bridgetown, exploring the underground caverns of Harrison’s Cave or simply relaxing on the beach.

Keeping in mind clients’ motivations for opting for a cruise vacation is another innovative way to approach booking an add-on hotel stay.

“Tell clients about the features and benefits of a specific hotel that are in line with what they’re looking for,” says Shaun Lightbourne, director of sales and marketing at the Eden Roc Renaissance Resort (800-327-8337) in Miami.

Noting that clients often base their decisions to cruise upon a cruise line’s kids programs, dining and spa features, and other entertainment and activities, look at hotels and resorts with similar amenities, he advises.

“Clients who enjoy being active while cruising and like to golf probably won’t have the chance to do so while on board, but booking them on a pre- or post-cruise stay at a resort with a golf course will give them an opportunity to do so while on their vacation,” he says.

Travel professionals should also take into consideration the importance that clients place on water views, he adds. Those who book outside cabins are likely to be interested in hotel rooms that also offer water views, which 85 percent of the rooms at the Eden Roc do. It’s also worthwhile to look at the available features, in terms of dining and entertainment, in the destination where the property is located, he says. According to Lightbourne, “Selling the features and benefits of the destination where passengers begin or end their cruise, along with great hotel package rates, is yet another way to upsell clients.”