{"id":34935,"date":"2025-09-28T09:33:36","date_gmt":"2025-09-28T07:33:36","guid":{"rendered":"https:\/\/www.revfine.com\/?p=34935"},"modified":"2026-01-19T12:42:15","modified_gmt":"2026-01-19T11:42:15","slug":"comment-les-ventes-auxiliaires-peuvent-augmenter-votre-trevpar","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/fr\/how-ancillary-sales-can-elevate-your-trevpar\/","title":{"rendered":"D\u00e9bloquez des revenus cach\u00e9s\u00a0: comment les ventes auxiliaires peuvent augmenter votre TRevPAR"},"content":{"rendered":"<p><em>Augmenter vos revenus annexes n&#039;est-il qu&#039;une t\u00e2che de plus sur votre liste d\u00e9j\u00e0 bien remplie\u00a0? Ce n&#039;est pas une fatalit\u00e9. Si vous proposez d\u00e9j\u00e0 des extras ou des services compl\u00e9mentaires, vous \u00eates sur la bonne voie. Et si vous utilisez des outils d&#039;automatisation pour optimiser vos ventes incitatives et am\u00e9liorer les d\u00e9penses de vos clients, c&#039;est encore mieux.<\/em><\/p>\n<p><em>Pourtant, une opportunit\u00e9 cl\u00e9 est souvent n\u00e9glig\u00e9e\u00a0: la prise en compte des revenus annexes dans vos strat\u00e9gies de pr\u00e9-r\u00e9servation et de tarification. Et si vous pouviez int\u00e9grer cette valeur potentielle plus t\u00f4t dans le parcours client\u00a0? En identifiant et en planifiant d&#039;\u00e9ventuelles ventes compl\u00e9mentaires avant m\u00eame l&#039;arriv\u00e9e des clients, vous pr\u00e9parez le terrain pour de meilleures performances annexes, un revenue management plus intelligent et, in fine, une augmentation mesurable du TRevPAR.<\/em><\/p>\n<h2>Qu\u2019est-ce que les revenus auxiliaires ?<\/h2>\n<p>Les revenus accessoires d\u00e9signent les revenus g\u00e9n\u00e9r\u00e9s au-del\u00e0 de la vente des chambres. Cela comprend les achats de nourriture et de boissons, les soins de spa, la location de salles de r\u00e9union, les ventes au d\u00e9tail et les extras payants tels que l&#039;enregistrement anticip\u00e9 ou les services personnalis\u00e9s en chambre.<\/p>\n<p>Vendre quelques petits-d\u00e9jeuners ou soins de spa suppl\u00e9mentaires peut sembler mineur, mais ces ventes suppl\u00e9mentaires peuvent avoir un impact significatif sur vos r\u00e9sultats au fil du temps.<\/p>\n<p>Voici pourquoi les revenus auxiliaires sont importants :<\/p>\n<ul>\n<li>Cela diversifie les sources de revenus, r\u00e9duisant ainsi la d\u00e9pendance aux revenus des chambres<\/li>\n<li>Il am\u00e9liore la rentabilit\u00e9, un facteur cl\u00e9 du TRevPAR<\/li>\n<li>Il am\u00e9liore l&#039;exp\u00e9rience client gr\u00e2ce \u00e0 la personnalisation et \u00e0 la flexibilit\u00e9<\/li>\n<\/ul>\n<h2>Pourquoi les revenus auxiliaires devraient faire partie de votre strat\u00e9gie globale<\/h2>\n<p>Le secteur de l&#039;h\u00f4tellerie d\u00e9passe de plus en plus la simple logique du prix de la chambre. De plus en plus d&#039;h\u00f4teliers adoptent la strat\u00e9gie \u00ab\u00a0revenue management\u00a0\u00bb totale, qui prend en compte toutes les sources de revenus de l&#039;\u00e9tablissement.<\/p>\n<p>Et \u00e7a marche.<\/p>\n<p>Les donn\u00e9es sectorielles de STR montrent qu&#039;en moyenne, les revenus hors h\u00e9bergement repr\u00e9sentent environ 321\u00a0TP395\u00a0T du chiffre d&#039;affaires total des h\u00f4tels. Bien que la r\u00e9partition varie selon le type d&#039;\u00e9tablissement, des secteurs comme la restauration, les spas, l&#039;\u00e9v\u00e9nementiel et le commerce de d\u00e9tail repr\u00e9sentent un potentiel consid\u00e9rable et inexploit\u00e9 pour de nombreuses op\u00e9rations.<\/p>\n<p>Accorder une attention strat\u00e9gique \u00e0 ces d\u00e9partements permet de b\u00e2tir un mod\u00e8le de revenus plus \u00e9quilibr\u00e9 et plus r\u00e9silient. Ceci est particuli\u00e8rement pertinent compte tenu des \u00e9l\u00e9ments suivants\u00a0:<\/p>\n<ul>\n<li>\u00c9volution du comportement des voyageurs<\/li>\n<li>\u00c9volution des habitudes de r\u00e9servation et des attentes des clients<\/li>\n<li>Volatilit\u00e9 continue des march\u00e9s et pressions \u00e9conomiques<\/li>\n<\/ul>\n<p>Quelle que soit la raison, le message est clair : il est temps de penser au-del\u00e0 des nuit\u00e9es et de maximiser le plein potentiel de revenus de votre propri\u00e9t\u00e9.<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-34936\" src=\"https:\/\/www.revfine.com\/wp-content\/uploads\/2025\/05\/Three-Ways-to-Drive-Ancillary-Revenue-and-Increase-TRevPAR.png\" alt=\"Trois fa\u00e7ons de g\u00e9n\u00e9rer des revenus auxiliaires et d&#039;augmenter le TRevPAR\" width=\"1000\" height=\"800\" srcset=\"https:\/\/www.revfine.com\/wp-content\/uploads\/2025\/05\/Three-Ways-to-Drive-Ancillary-Revenue-and-Increase-TRevPAR-300x240.png 300w, https:\/\/www.revfine.com\/wp-content\/uploads\/2025\/05\/Three-Ways-to-Drive-Ancillary-Revenue-and-Increase-TRevPAR.png 1000w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/p>\n<h2>Trois fa\u00e7ons de g\u00e9n\u00e9rer des revenus auxiliaires et d&#039;augmenter le TRevPAR<\/h2>\n<p>Que vous commenciez petit ou que vous mettiez en \u0153uvre plusieurs strat\u00e9gies, voici trois moyens efficaces de d\u00e9bloquer de nouvelles opportunit\u00e9s de revenus dans votre h\u00f4tel\u00a0:<\/p>\n<h3>1. \u00c9quipez votre \u00e9quipe pour vendre plus intelligemment<\/h3>\n<p>Votre personnel de premi\u00e8re ligne est un acteur cl\u00e9 de la g\u00e9n\u00e9ration de revenus annexes. Avec une formation ad\u00e9quate et une confiance en soi accrue, il peut identifier les besoins des clients et proposer des services compl\u00e9mentaires pertinents de mani\u00e8re naturelle et ax\u00e9e sur le service.<\/p>\n<p>La formation continue, les jeux de r\u00f4le et des exemples concrets de solutions efficaces peuvent d\u00e9velopper cette comp\u00e9tence au fil du temps. Pour maintenir une forte motivation, envisagez de lancer un programme d&#039;incitation simple\u00a0: r\u00e9compenser les employ\u00e9s pour leurs ventes incitatives r\u00e9ussies peut faire une r\u00e9elle diff\u00e9rence.<\/p>\n<h3>2. Automatisez les ventes incitatives et crois\u00e9es<\/h3>\n<p>M\u00eame les membres de votre \u00e9quipe les plus comp\u00e9tents ne peuvent pas interagir avec chaque client \u00e0 chaque point de contact. Les outils de vente incitative peuvent vous aider \u00e0 personnaliser vos offres avant et pendant le s\u00e9jour, permettant ainsi aux clients de personnaliser leur exp\u00e9rience \u00e0 leur rythme.<\/p>\n<p>Cela augmente non seulement la conversion, mais all\u00e8ge \u00e9galement la charge de travail de votre \u00e9quipe, am\u00e9liorant ainsi l&#039;efficacit\u00e9 tout en augmentant les revenus.<\/p>\n<h3>3. Utilisez des outils de tarification intelligents qui prennent en compte la valeur totale du client<\/h3>\n<p>Les outils de tarification actuels \u00e9voluent au-del\u00e0 des algorithmes centr\u00e9s sur les chambres. <span style=\"text-decoration: underline;\"><a href=\"https:\/\/atomize.com\/?utm_source=Revfine.com&amp;utm_medium=Expert%20Partner&amp;utm_campaign=Revfine.com\" target=\"_blank\" rel=\"noopener\">syst\u00e8mes de gestion des revenus<\/a><\/span> Consid\u00e9rez maintenant la valeur plus large d\u2019un client, y compris les d\u00e9penses probables en extras tels que les repas, les services de spa ou les forfaits.<\/p>\n<p>En pr\u00e9voyant la valeur totale des r\u00e9servations plut\u00f4t que les seuls tarifs des chambres, vous pouvez prendre des d\u00e9cisions de tarification plus intelligentes qui refl\u00e8tent le potentiel de revenus r\u00e9el de votre propri\u00e9t\u00e9.<\/p>\n<p><strong>Pour booster votre TRevPAR en 2025, ne vous limitez pas aux tarifs des chambres\u00a0: int\u00e9grez strat\u00e9giquement les ventes annexes \u00e0 votre tarification et au parcours client. Exploitez l&#039;automatisation, responsabilisez votre \u00e9quipe et utilisez des outils intelligents pour g\u00e9n\u00e9rer des revenus cach\u00e9s et offrir une exp\u00e9rience plus riche et plus rentable.<\/strong><\/p>\n<div class=\"first-sentence-half\">\n<h2><i class=\"fb-icon-element-1 fb-icon-element fontawesome-icon fa-chalkboard-teacher fas circle-yes fusion-text-flow fa-spin\" style=\"--awb-iconcolor:#212121;--awb-iconcolor-hover:#212121;--awb-circlecolor:#d4a763;--awb-circlecolor-hover:#d4a763;--awb-circlebordercolor:#d4a763;--awb-circlebordercolor-hover:#d4a763;--awb-circlebordersize:1px;--awb-font-size:22.88px;--awb-width:45.76px;--awb-height:45.76px;--awb-line-height:43.76px;--awb-margin-right:13px;\"><\/i><span style=\"text-decoration: underline;\">Webinaire \u00e0 la demande :<\/span> Augmentez les revenus de votre h\u00f4tel gr\u00e2ce \u00e0 des strat\u00e9gies RMS plus intelligentes<\/h2>\n<div class=\"first-sentence-half\">\n<p>Que vous dirigiez une auberge de charme ou un groupe multi-propri\u00e9t\u00e9s, ce guide vous montre comment pr\u00e9voir plus intelligemment, rep\u00e9rer les \u00e9carts de revenus t\u00f4t et planifier en toute confiance.<\/p>\n<p>Vous d\u00e9couvrirez les donn\u00e9es cl\u00e9s, les outils et les techniques que les h\u00f4tels les plus performants utilisent pour augmenter leurs b\u00e9n\u00e9fices et rationaliser leurs op\u00e9rations afin que vous n&#039;ayez plus jamais \u00e0 deviner.<\/p>\n<p><a href=\"https:\/\/www.revfine.com\/fr\/page\/forecasting-for-hotels-made-simple-to-drive-better-results\/\"><span style=\"text-decoration: underline;\">Cliquez ici pour t\u00e9l\u00e9charger<\/span><\/a> le rapport <em>\u00ab\u00a0Pr\u00e9visions h\u00f4teli\u00e8res simplifi\u00e9es pour de meilleurs r\u00e9sultats\u00a0\u00bb<\/em>.<\/p>\n<\/div>\n<div class='code-block code-block-1' style='margin: 8px 0; clear: both;'>\n<h3>Plus de conseils pour d\u00e9velopper votre entreprise<\/h3>\n<strong>Revfine.com<\/strong> est la plateforme de connaissances leader dans le secteur de l&#039;h\u00f4tellerie et du voyage. Les professionnels utilisent nos connaissances, nos strat\u00e9gies et nos conseils pratiques pour s&#039;inspirer, optimiser leurs revenus, innover dans leurs processus et am\u00e9liorer l&#039;exp\u00e9rience client.<br><br>\n\nD\u00e9couvrez des conseils d&#039;experts sur la gestion, le marketing, revenue management, les op\u00e9rations, les logiciels et la technologie dans notre <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/hotel-blog\/\">H\u00f4tel<\/a><\/span>, <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/hospitalite\/\">Hospitalit\u00e9<\/a><\/span>, et <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/voyager\/\">Voyages et tourisme<\/a><\/span> cat\u00e9gories.<\/div>\n\n<div class=\"fusion-reading-box-container reading-box-container-1\" style=\"--awb-title-color:#212121;--awb-margin-top:70px;--awb-margin-bottom:40px;\"><div class=\"reading-box\" style=\"background-color:#f6f6f6;border-width:1px;border-color:#f6f6f6;border-top-width:3px;border-top-color:var(--primary_color);border-style:solid;\"><div class=\"fusion-reading-box-flex\"><h2>Cet article est r\u00e9dig\u00e9 par notre Expert Partner Atomize<\/h2><a class=\"button fusion-button button-default fusion-button-xlarge button-xlarge button-flat fusion-desktop-button fusion-tagline-button continue continue-right\" style=\"-webkit-box-shadow:none;-moz-box-shadow:none;box-shadow:none;border-radius:2px 2px 2px 2px\" href=\"https:\/\/www.revfine.com\/fr\/page\/atomize\/\" target=\"_self\"><span>Page partenaire<\/span><\/a><\/div><a class=\"button fusion-button button-default fusion-button-xlarge button-xlarge button-flat fusion-mobile-button continue-right\" style=\"-webkit-box-shadow:none;-moz-box-shadow:none;box-shadow:none;border-radius:2px 2px 2px 2px\" href=\"https:\/\/www.revfine.com\/fr\/page\/atomize\/\" target=\"_self\"><span>Page partenaire<\/span><\/a><\/div><\/div>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Augmenter vos revenus annexes n&#039;est-il qu&#039;une t\u00e2che de plus sur votre liste d\u00e9j\u00e0 bien remplie\u00a0? Ce n&#039;est pas une fatalit\u00e9. Si vous proposez d\u00e9j\u00e0 des extras ou des services compl\u00e9mentaires, vous \u00eates sur la bonne voie. Et si vous avez commenc\u00e9 \u00e0 utiliser des outils d&#039;automatisation pour optimiser vos ventes incitatives et am\u00e9liorer les d\u00e9penses de vos clients, c&#039;est encore mieux. Pourtant, une opportunit\u00e9 cl\u00e9 est souvent n\u00e9glig\u00e9e\u00a0: la prise en compte des revenus annexes dans vos d\u00e9penses.<\/p>","protected":false},"author":1,"featured_media":34937,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[799,765],"tags":[640],"class_list":["post-34935","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-revenue-management-strategies","category-hotel-upselling","tag-atomize"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Hidden Revenue: How Ancillary Sales Can Elevate Your TRevPAR<\/title>\n<meta name=\"description\" content=\"Ancillary sales strategies improve TRevPAR by integrating upselling and revenue planning early in the guest booking journey.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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