Hotel guests are now turning to retail platforms in the same way they once relied on a hotel concierge in the pre-digital era for recommendations on activities, restaurants and more
Aug 23, 2024
The effort to encourage hospitality suppliers to adopt more ancillary sales has been slow to gain momentum. Even attribute-based selling (ABS) has struggled to establish itself, though companies continue to pursue it.
Key takeaways
- Despite the slow progress, there is significant potential for hoteliers to retail more than just rooms;
- Even if hotel managers identify the best ancillary or retail offerings for their guests, the challenge remains: where do they find the staff to deliver them?
- However, some hotel companies and their technology partners are expanding their focus from RevPAR to RevPAM – revenue per available meter.
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