As hoteliers and revenue managers, it’s time to think beyond the conventional approach of relying solely on discounts to attract guests.
NB: This is an article from Topline Revenue Management, one of our Expert Partners
While discounts may drive short-term bookings, they often come at the expense of profit margins. In this blog post, we’ll explore creative and effective strategies that go beyond discounts to drive revenue growth while maintaining healthy profit levels.
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Embrace Value-Added Packages
Rather than slashing prices, consider offering value-added packages that provide additional benefits to guests. These packages can include perks such as complimentary breakfast, spa treatments, airport transfers, or access to exclusive amenities. By bundling these offerings at a slightly higher rate than the regular room price, you can increase the perceived value for guests while maximizing revenue.
For example, a boutique beachfront hotel could offer a “Sunset Getaway” package that includes a sunset cruise, beachside dinner, and a spa session. This not only adds value to the guest experience but also generates incremental revenue from upsells and additional services.
Leverage Upselling Opportunities
Upselling is a powerful revenue-driving technique that allows you to capitalize on guests’ desire for an enhanced experience. Train your staff to identify upselling opportunities during guest interactions and offer relevant upgrades or add-ons.
For instance, if a guest is celebrating a special occasion, your staff could suggest an upgrade to a suite or offer a champagne package. By providing personalized recommendations and highlighting the benefits of the upsell, you can increase revenue per guest without resorting to discounts.
Create Exclusive Experiences
In a world where travellers are seeking unique and memorable experiences, differentiate your hotel by creating exclusive offerings. Think beyond traditional amenities and explore partnerships with local businesses or artisans to provide one-of-a-kind experiences for your guests.
For instance, a boutique hotel located in a wine region could collaborate with local wineries to offer private vineyard tours and wine tastings exclusively for hotel guests. By curating these unique experiences, you not only attract discerning travellers but also create an additional revenue stream.
Optimize Revenue from Ancillary Services
Don’t overlook the revenue potential of ancillary services within your hotel. From on-site dining and spa services to event spaces and concierge services, these offerings can significantly contribute to your bottom line.
Implement strategies such as suggestive selling, where staff recommend and promote ancillary services to guests based on their needs and preferences. You can also leverage data analytics to identify patterns and trends in guest spending habits, enabling you to tailor your offerings and pricing to maximize revenue.
Foster Repeat Business and Loyalty
Driving revenue doesn’t stop at attracting new guests. It’s equally important to focus on fostering repeat business and building guest loyalty. Repeat guests are more likely to spend more and become brand advocates, driving revenue growth in the long term.
Implement a robust guest loyalty program that offers exclusive benefits, discounts on future stays, and personalized offers. Utilize guest data and preferences to tailor marketing communications and provide a personalized experience that keeps guests coming back.
