HSMAI launches playbook to boost hotel ancillary revenue
How hotels can diversify income streams beyond room sales
The Hospitality Sales and Marketing Association International (HSMAI) has introduced the Ancillary Revenue Strategy Playbook, a guide designed to help hotels unlock new income sources beyond traditional room revenue. The resource provides strategies, real-world examples, and metrics to support hoteliers in building sustainable, diversified revenue models.
Key takeaways
- Shifting reliance from rooms: Hotels can no longer depend solely on room sales to cover rising costs and must diversify revenue streams.
- Creative use of spaces: Rooftops, pool decks, and meeting rooms can be activated for events and experiences that generate extra income.
- Food and beverage innovation: Experiential dining, amenity packages, and community events are highlighted as profitable F&B strategies.
- Guest segment tailoring: Opportunities differ by audience—transient, group, and local guests may respond to distinct offerings like spa services, transport, or pet amenities.
- Vendor partnerships: The playbook includes a curated vendor guide, helping hotels evaluate providers for upselling tools, EV charging, spa services, and more.
- Practical framework: Developed by HSMAI’s advisory boards, the guide offers real-world tactics, performance metrics, and implementation support.
Purchase the guide at HSMAI