Hi everyone! Pretty different post this week on the newsletter, as I’m excited to share that my first book, Mastering Hospitality Ancillary Revenue, is now live and available on Amazon.
This has been months in the making, and I’m so thrilled to finally share it with the world.
Many of you have asked over the years, “Why don’t you write a book about your experiences and knowledge of ancillary revenue?” Well, the time has finally come, and I couldn’t be happier to present a resource that I believe fills a significant gap in the hospitality industry.
Why this book?
Having spent over 20 years in hospitality revenue management and focusing specifically on ancillary revenue since 2011, I’ve gained a wealth of knowledge that I’m eager to share. This book was born out of my experience working with hospitality professionals from around the globe and a growing demand for a comprehensive guide on optimising revenue streams beyond the traditional room and F&B sales.
The hospitality landscape has shifted drastically, and ancillary revenue is no longer an option—it’s a necessity. Whether you’re managing hotels, restaurants, spas, or even bars, finding new revenue streams while optimising existing ones can significantly impact your business’ bottom line. The feedback I’ve received from colleagues and peers made it clear: the industry needed a guide that could bridge this knowledge gap. That’s exactly what this book aims to do.
What will you find inside?
The book spans 10 chapters and over 200 pages, packed with over 100 real-life scenarios and examples that can be applied across a wide range of hospitality sectors. The goal is to offer actionable strategies that are easy to implement, covering Hotels, restaurants, bars and spas.
Here’s a sneak peek of what you can expect over those 10 chapters:
1. Introduction to Ancillary Revenue
This first chapter breaks down what ancillary revenue really means in our industry and why it’s so crucial in today’s competitive environment. Many businesses are still missing out on untapped revenue streams because they don’t fully understand the potential that lies beyond core services. This chapter sets the stage for understanding how to grow total revenue, not just room revenue.
2. Identifying new revenue streams
What are the unexplored opportunities in your business? This chapter helps you think outside the box and look for revenue streams you may not have considered before. Whether it’s offering bespoke guest experiences, upselling amenities, or creating partnerships, there are endless possibilities to maximise your property’s profitability.
3. Leveraging technology
In today’s world, technology is key to boosting ancillary revenue. From dynamic pricing for room upgrades to personalised offers based on guest data, this chapter delves into how technology can transform your revenue strategy. I also cover the latest tools and software available that are making a difference in the market, offering real-life examples of successful implementations.
4. Guest-centric strategies
At the heart of any successful revenue initiative is the guest experience. This chapter emphasises why putting your guests first can significantly drive ancillary revenue. A satisfied guest is more likely to spend more. I discuss strategies for creating memorable experiences that not only increase revenue but also improve guest satisfaction and loyalty.
5. Marketing and promotion
You can have the best products and services, but if no one knows about them, they won’t sell. This chapter explores the importance of effectively marketing your ancillary services, whether through digital channels, on-property promotions, or the latest social media trends.
6. Staff training and empowerment
A well-trained and motivated team is essential for driving ancillary sales. Here I focus on how to empower your staff to identify upsell opportunities, cross-sell services, and ultimately improve the guest experience. The key is in fostering a culture where every team member understands the role they play in revenue generation.
7. Measuring success and optimizing Revenue
As the saying goes, “What gets measured gets done.” This chapter offers a comprehensive guide to tracking and analysing ancillary revenue performance, with practical advice on the KPIs that matter most. You’ll learn how to use data to make informed decisions and continuously optimise your revenue streams.
8. Learning from airlines and cruises
Airlines and cruise lines are masters of ancillary revenue, and the hospitality industry can learn a lot from them. This chapter draws on the success stories of these industries and explains how their strategies can be adapted to hotels, restaurants, and spas.
9. F&B and Restaurant optimization
There’s so much untapped potential in food and beverage operations. In this chapter, I explore how to maximise revenue in this often-overlooked area of hospitality, focusing on dynamic pricing, menu engineering, and experiential dining options.
10. Future trends and opportunities
The final chapter looks ahead to what’s coming next in the world of ancillary revenue. From AI-driven personalization to sustainability initiatives that can create new revenue streams, this chapter ensures you’re prepared for the future.
Collaborators and Industry experts
I was fortunate to collaborate with eight top industry professionals who contributed their expertise to this book. From insights on marketing and technology to strategies for enhancing the guest experience, these contributors have shaped a truly comprehensive resource.
So, can only publicly thank again Pere Estela (book foreword), Erik Tengen, Fernando Vives, Nadine Meichsner, Fermín Carmona, Lucía Peris, Benjamin Devisme and Alessio di Gaetano for their kind contribution.
Their diverse experiences provide a well-rounded perspective on maximising ancillary revenue across various hospitality sectors.
I hope Mastering Hospitality Ancillary Revenue will provide you with the insights and strategies needed to optimise your business and unlock new revenue streams. Whether you’re just starting out in the industry or looking to take your revenue to the next level, there’s something in this book for everyone.
Grab your copy on Amazon now! Let’s keep driving the hospitality industry forward together. #AncillaryRevenue #HospitalityManagement #RevenueGrowth #GuestExperience #Innovation
Here’s the link to the book: https://amzn.to/3BJSSDz
and its website: https://masteringancillaryrevenue.com/
Thanks for all your support, and I look forward to hearing your thoughts!
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