ITB 2024 Special Reporting
All About the Add-Ons: Hotel Ancillary Revenue in Europe.
By Cathy Schetzina
Monday, 21st January 2013
The debate over airline ancillaries may steal the headlines, but hoteliers are increasingly getting in on the action.

4Hoteliers Image LibraryFrom breakfast and bike rentals to in-room entertainment and event tickets, ancillary sales offer a compelling way for hotels to boost their bottom line.

According to a forthcoming PhoCusWright Analysis, Hotel Ancillary Revenue in Europe, European hospitality companies lag their U.S. counterparts in add-on revenue but opportunity abounds.

"The revenue potential for hotel ancillary sales is under-exploited in the European market," said Ralph Merten, PhoCusWright market analyst, Europe.

"However, enabling technologies such as mobile and customer profiling continue to evolve, and personalized ancillary offerings could become a significant revenue stream for European hoteliers."

Ancillary offers can either be provided by the hotel's own facilities/staff (e.g., spa and wellness) or by third parties (e.g., city passes, event tickets). To succeed, hotels must become more sophisticated in collecting information about their customers' preferences and offer the right add-on at the right time via the most appropriate guest touch point.

Hotel Ancillary Revenue in Europe provides insight into the opportunities and challenges of ancillary products for the European hospitality market.

The article features an overview of ancillary services by category, reviewing guest management technologies and touchpoints to outline a roadmap for European hoteliers to increase ancillary sales.

Full report:

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