Ancillary revenue (income supplemented by accommodation) is the area where the most value can be captured in a hotel today, and also the one most scattered across disparate content. This guide brings together, by topic, the articles we have published on this subject.
Fundamentals and strategy of Ancillary Revenue
- Ancillary Revenue: The sleeping giant in Hospitality — Why ancillary revenue remains the least exploited revenue lever in the hotel industry.
- Uncovering new sources of ancillary revenue: The key to thriving in hospitality — How to identify sources of additional income that many hotels are not yet exploiting.
- Unlocking hidden potential: Understanding and maximizing Ancillary Revenue in Hospitality — A practical framework for understanding and maximizing the hidden potential of ancillary revenue.
- Identifying new revenue streams in Hospitality — From traditional to new sources: a map of supplementary income opportunities.
- The average Hotel has increased its ancillary revenue stream by 10%/year post pandemic. Have you? — The post-pandemic growth figure you should be using as a reference.
- Globally, hotels expect ancillary revenue to reach 20% of Total Revenue this year — The overall projection of the weight of ancillary revenue on total income, and how it compares.
- Tourism 2050, and how to make the most out of it via ancillaries — A long-term view: how tourism in 2050 opens the door to new ancillary income.
- If it's All-Inclusive… Why Ancillary Revenue belongs in Resorts? — The often misunderstood case of ancillary revenue in all-inclusive hotels.
Marketing and guest experience
- Unlocking ancillary revenue: The power of strategic marketing in hospitality — How strategic marketing, when done well, multiplies supplemental income.
- The Marketing playbook for ancillary Revenue success — A specific marketing playbook applied to ancillary revenue.
- Why being “Vanilla” in Hospitality is a recipe for irrelevance — Why the generic proposal is the biggest enemy of supplementary income.
- Do you want subscribed guests… or truly loyal ones? — The difference between real loyalty and superficial subscription, and its impact on revenue.
- Hotelier, time to become an experienced curator — The change of role from room manager to curator of monetizable experiences.
- Towels, your new unexpected metric — An unexpected example of how an operational detail becomes a revenue metric.
- Beware the rise of the “Wallet Zombie”… and how Hotels can thrive despite them — The profile of the guest who spends less and less, and how to design offers that work for them.
- From groceries to guest experiences: Can the Erewhon hype be replicated in hospitality? — What can a hotel learn from the Erewhon brand phenomenon?
- What can you learn about Ancillary Revenue from the Empire State Building? — A tourist icon as a case study of monetizing the experience.
Team, leadership and talent
- Your Team: The secret weapon for driving Ancillary Revenue — Why teamwork, not technology, remains the biggest revenue multiplier.
- Why confidence is the most underrated Ancillary Revenue strategy — The confidence of the sales team as a lever for results, little measured and greatly undervalued.
- Can AI replace empathy or compassion? — The limitations of AI compared to what only a human team can offer the guest.
- The Power of Unreasonable Hospitality — When the service goes beyond what is reasonable, and why that also generates revenue.
- What Revenue Managers can learn from Cliff Weitzman's success — From dyslexia to disruption: a story of overcoming adversity applied to revenue management.
Specific cases and pricing
- The pint which price kept increasing… welcome to dynamic pricing in F&B — A very visual case of dynamic pricing applied to Food & Beverage.
- The power of suggestive selling: How therapists can increase Spa revenue — Suggestive selling applied to the spa, with measurable results.
- Why call it sustainability when you mean $$$ — A critical look at how the discourse of sustainability is used (and abused) to sell.
- Ancillary Revenue isn't a hustle. It's a rhythm — Why ancillary revenue works better as a constant system than as a one-off campaign.
- Exciting News!!! My book “Mastering Hospitality Ancillary Revenue” is out now! — The presentation of Pablo Torres' book on ancillary revenue in hotels.
