In today’s competitive hospitality landscape, total revenue performance extends far beyond RevPAR. In Canada, room sales typically account for 75 percent of hotel income—which means 25 percent is generated by ancillary sources such as spa, restaurant, parking, etc. To maximize profit and delight guests, hoteliers need to come up with creative ways to drive revenue that align with their unique selling proposition and demographics. Consider these high-impact strategies:
Hourly Bookings
Hourly bookings appeal to a wide range of travelers and fill rooms that would otherwise go unsold. For instance, if someone only needs a few hours of sleep during a layover, booking a room by the hour is their best option. These bookings also empower properties to supply co-working, meeting, and event spaces—as well as day-use facility passes.
Compare RevPAM (revenue per available meter) for different spaces, i.e., your pool, conference room, restaurant, etc., to discover any that may be underutilized and could offer potential for hourly bookings.
To manage hourly bookings efficiently, you need an automated property management system (PMS) like WebRezPro, not just an Excel spreadsheet. WebRezPro’s specialized hourly booking calendar provides real-time visibility into available space and ensures seamless turnover.
Extended Stays
Extended stays have become increasingly popular and profitable, with the market expected to grow to $98.8 billion by 2030. In addition to guaranteeing occupancy, longer stays reduce housekeeping and turnover costs, driving higher profit margins on each reservation.
Entice guests with discount pricing based on minimum length of stay to enhance your value proposition, especially during shoulder season. Discounted rates make sense for extended stays due to reduced turnover costs. WebRezPro even enables properties to set up weekly and monthly rates—and billing cycles to match—for efficient management.
In addition to length of stay deals, attract long-haul guests with in-room kitchen facilities, comfortable work spaces, and secure, high-speed Wi-Fi, complemented by pet-friendly policies that cater to those who can’t leave their animals for weeks or months at a time.
Group Bookings
Demand for corporate retreats and other social events has risen since the pandemic, making group bookings a lucrative revenue source. In 2023, they accounted for a quarter of Marriott’s room night mix, helping propel the chain to $13 billion in room revenue. However, this opportunity extends beyond large-scale conference hotels. Hosting intimate weddings, girls’ weekends, and family getaways provides opportunities to elevate the guest experience and profit at your boutique property.
To maximize group revenue, dive into your PMS data to identify existing high-performing guest demographics and align sales strategy with brand identity. What makes your hotel special, and how can that be adapted for groups? Whether you offer sunset beach weddings or perfectly functioning conference equipment (a unicorn in itself), let guests know by showcasing these options on dedicated, SEO-optimized pages on your website and in social media campaigns.
A robust PMS is indispensable here as well. WebRezPro’s group folios allow properties to set up room blocks and special rates, track contract status and deposits, manage rooming lists and group check-ins/out, send communications, and oversee billing and payments—all from one convenient screen.
Upsells
Whether offered at the time of booking, in pre-stay messaging, or when the guest arrives, upsells form a key component of ancillary revenue.
To optimize your upsell strategy, leverage PMS data to identify the purpose behind your guests’ travel. By analyzing intent, you can curate targeted add-ons that enhance the stay and maximize conversion rates. For example, a couple on a romantic getaway would appreciate flowers and chocolates more than a business traveler—what that traveler needs is strong coffee and good Wi-Fi. With WebRezPro, add-on options can be attached to specific room and rate types, ensuring only relevant offers are presented to guests.
The “special requests” field within WebRezPro’s booking engine provides a direct window into guest preferences and untapped revenue potential. If requests for late check-out or specific amenities appear consistently, these high-demand items should be formalized as standard, fee-based add-ons. Furthermore, the products/services sales report provides insight into the profitability of existing items.
Create add-ons that complement already popular offerings or similar offerings for the same guest segment. For instance, if data indicates a high volume of family-oriented sales like kids’ meals, introducing a dedicated kids’ club further captures this demographic’s spending.
Packages
Bundle upsells into sophisticated packages that differentiate your property and drive direct bookings. These packages add value to the stay and empower you to compete with OTAs; always reserve your most appealing packages for your website.
Maximize package visibility long before a traveler enters the booking engine. They should be displayed prominently on your website—either on a dedicated “Packages” page or pop-up—and promoted across social media.
From the room itself to meals and activities, packages involve multiple components, and accurate revenue tracking is essential to maintain clear financial records and inform future strategy. In WebRezPro, package rates can be configured to automatically assign revenue to the applicable accounts, e.g., room revenue to the room revenue account and spa revenue to the spa account, streamlining reporting.
Gift Shop
Consider setting up a gift shop to enhance your property’s revenue potential and guest convenience. Beyond providing essential travel sundries, a boutique retail experience with high-quality, locally sourced crafts creates a sense of place. This strategy transforms impulse purchases into meaningful guest memories while reinforcing your property’s commitment to the community.
Partnerships
Unique offerings in the above categories depend on strong partnerships. Collaborate with local businesses and artisans who share your target demographic to supply joint discounts and specialized experiences that guests can’t find elsewhere. Exclusivity increases interest, especially in the luxury segment.
Partnerships also unlock powerful co-marketing opportunities and expand reach to new, high-intent audiences. In addition to cross-promotional social media engagement, featuring local partners on your website’s “Activities” and “Events” pages bolsters your SEO and GEO, making it more likely travelers discover you.
Wellness
Travelers have grown increasingly concerned with personal wellness—the wellness tourism market is projected to reach $3.3 trillion by 2034. With that in mind, invest in innovative ways to rejuvenate your guests, looking beyond gym and spa services to sleep enhancements, healthy dining options, and specialized classes such as yoga or tai chi. Use biophilic design and find ways to connect guests with the outdoors. It takes as little as 20 minutes in nature to reduce stress hormones.
Technology
Optimizing revenue strategy beyond room nights requires modern, user-friendly technology that streamlines operations and empowers you to sell your offerings your way. The following core software functionality makes ancillary sales possible… and profitable.
- Payment Processing – Without a seamless method for collecting payment, your property won’t be selling anything—rooms or ancillaries. Look for a PMS with embedded payment processing to allow guests to securely provide credit card information and complete purchases across digital and on-property touchpoints.
- Point of Sale – Integrating a point-of-sale (POS) system with your PMS enables you to charge purchases directly to the guest’s room for frictionless on-property transactions. Guests can simply give you their room number instead of taking out their wallet. WebRezPro also allows you to create POS invoices for ancillary purchases that aren’t attached to room reservations. Our products/services report tracks ancillary sales so you can identify your best-selling items.
- Flexible Rate Management – Choose a PMS with flexible rate management tools that allow you to adapt pricing for hourly, group, and extended-stay reservations. In addition to standard rates, packages, derived rates, corporate and negotiated pricing, and password-protected rates, WebRezPro includes quick and easy override functions that make pricing updates a breeze.
- Booking Engine with Upsells – A high-performing booking engine serves as a strategic sales tool by integrating upsell opportunities into the reservation flow. WebRezPro presents upsells on demand in a pop-up (with pictures!) for convenient selection.
- Guest Messaging – By integrating your customer relationship management system (CRM) or messaging platform with your PMS, you can promote personalized upsells effortlessly throughout the guest journey—ensuring your offerings remain top of mind.
Maximizing revenue is no longer just about filling rooms; it’s about reimagining how every part of your property serves the guest. Whether through hourly bookings or curated upsells, the right tools allow you to provide the flexibility modern travelers want—securing profit and loyalty.
