Maximising Ancillary Revenue: The Upselling Strategies Every Hotel Needs

Maximising Ancillary Revenue: The Upselling Strategies Every Hotel Needs

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In the competitive landscape of the hospitality industry, maximising ancillary revenue is a key driver of success. Ancillary revenue, which includes income from services and products beyond room rates, is a vital aspect of a hotel’s overall financial health. One of the most effective ways to boost ancillary revenue is through the strategic implementation of upselling strategies. In this article, we will delve into the techniques and best practices that every hotel should embrace to maximise ancillary revenue, increase Revenue per Available Guest (RevPAG), and enhance the guest experience, with a particular focus on personalised upselling.

Understanding Ancillary Revenue

Before we explore upselling strategies, let’s establish a clear understanding of ancillary revenue. Ancillary revenue encompasses all additional income generated by a hotel beyond the room rate. This can include revenue from services such as room service, spa treatments, parking, food and beverage, activities, and more. Increasing this revenue not only boosts the hotel’s profitability but also provides guests with more options and an enhanced experience.

The Importance of Maximising Ancillary Revenue

  1. Profitability: Ancillary revenue directly contributes to a hotel’s bottom line. By effectively increasing these earnings, hotels can improve their overall financial performance.
  2. Enhancing the Guest Experience: Offering additional services and products enhances the guest experience. When guests have access to a variety of options and personalised choices, their satisfaction increases, leading to repeat visits and positive reviews.
  3. Competitive Advantage: In a competitive market, a hotel’s ability to offer a wide range of ancillary services and upselling options sets it apart from the competition.

Upselling Strategies for Maximising Ancillary Revenue

Now, let’s explore the strategies that hotels can employ to maximise ancillary revenue through effective upselling:

1. Personalised Upselling

Personalisation is the cornerstone of successful upselling. Use guest data and preferences to offer them tailored upselling opportunities. For example, if a guest has a history of booking spa services, offer them a discounted spa package during or after they make a reservation. Personalised offers are more likely to resonate with guests, resulting in a higher conversion rate.

2. Upselling Before Arrival

Don’t wait until the guest arrives to present upselling opportunities. Incorporate them into the booking process or between the time they make their reservation and before they check-in. After guests book their stay online, offer them the chance to upgrade their room, add dining packages, or include special experiences. The best time to upsell is 1-2 weeks before check-in, this is when your guests are most excited about their stay with you. This proactive approach can significantly increase revenue.

3. Promote Packages

Create bundled packages that provide guests with added value for a competitive price. For instance, offer a romance package that includes a room upgrade, champagne, and a couple’s spa treatment. Send out these promotional packages using an email marketing solution. Packages make it easier for guests to justify additional expenses and provide a more enticing upselling opportunity.

4. Leverage Data Analytics

Utilise data analytics to understand guest behaviour and preferences. Analyse their booking history and on-site spending patterns. This data-driven approach helps you identify the most relevant upselling offers for each guest, increasing the likelihood of conversion.

5. Effective Training

Ensure your staff is well-trained in upselling techniques to create upsell opportunities at check-in. They should be knowledgeable about the ancillary services and products you offer and capable of communicating the value of these offerings to guests. Staff training is an investment that pays off in increased revenue and guest satisfaction.

6. Timing Matters

The timing of your upselling offers is critical. 1-2 weeks before check-in has the highest conversion for upselling as this is the time your guests are most excited about their upcoming stay at your hotel. Another example is when a guest checks in, you could offer them a discounted spa treatment for the following day. It’s important to strike the right balance between offering value and not overwhelming guests with constant upselling messages.

7. User-Friendly Technology

Implement user-friendly technology to streamline the upselling process. This involves using a Guest Engagement solution with Upselling capabilities that allow guests to easily browse and purchase additional services and products. Convenience is key to encouraging upsell acceptance.

8. Social Proof

Leverage social proof to enhance the appeal of your upselling offers. Share positive guest reviews and testimonials that highlight the value of the additional services you’re promoting. When potential guests see the positive experiences of others, they’re more likely to consider upselling options.

9. Monitor and Adjust

Consistently monitor the performance of your upselling strategies. Track the conversion rates, revenue generated, and guest feedback. Use this data to refine your approach, identifying which offers are most effective and where improvements can be made.

10. Consistent Communication

Maintain consistent and clear communication with guests before, during, and after their stay. Send pre-arrival emails outlining available upselling options, check-in offers, and post-stay follow-ups. This ongoing communication keeps upselling opportunities on the guest’s radar.


Maximising ancillary revenue through upselling is a valuable practice that benefits both the hotel and the guest. By implementing these upselling strategies, hotels can enhance the guest experience, increase their RevPAG, and boost overall profitability. With personalised offers, data-driven decisions, and well-trained staff, hotels can unlock the full potential of upselling, ultimately ensuring a competitive edge in the hospitality industry. So, don’t miss out on the benefits of effective upselling – start implementing these strategies today and watch your ancillary revenue soar.

About KAI

In the current landscape of the hotel industry, guests seek a distinct and tailor-made experience. The suite of guest experience solutions offered by KAI empowers hotels to redefine their guest experience, boost earnings, optimise marketing efforts and cultivate brand loyalty.

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