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Published on : Friday, July 5, 2013
Employing upsell strategies can drive significant bottom-line growth and increase of RevPAR (revenue per available room) for many hotels. Upselling, the practice of offering add-on services or amenities to consumers for reasonable fees, has been used by a variety of industries and has played a major role in driving revenue growth for a number of properties around the world when put into practice in a hospitality setting.
“Add-ons for hotels can include room upgrades, internet access, parking, customized restaurant menus, early check-in and more,” explains Tim Peter who has authored a new white paper entitled, “When More is More: Exploring Upselling as a Sales & Marketing Tactic.”
He adds, “The best way to leverage upselling is simply knowing the customer and anticipating his or her needs. A solo traveler staying mid-week will almost certainly value different options than a family of five staying on a long holiday weekend.”
The white paper was released by The Hospitality Sales and Marketing Association International (HSMAI), in partnership with Nor1, the technology leader in upsell solutions, last month.