Without a doubt, the last couple of years have brought countless challenges for hoteliers. But despite that, many creative and forward-thinking teams were able to steer their properties through these challenging times. For many of them, upselling played a major role in their success. The 2022 Hospitality Market Report summarises their results. Read on to let the latest recovery and upselling trends and data on top-performing hotels and offers by region inspire you.

Making The Most of Recovery

While hopes were high for the hospitality sector in 2021, things didn’t turn out quite as rosy as many had hoped. Now, PwC is cautiously predicting an uneven recovery, even for 2022. And Skift doesn’t see international business travel fully rebounding in Europe before 2025. Despite that, the overall outlook is positive, with Reportlinker forecasting a CAGR of 15.1% for the hospitality industry from 2021 to 2022.

Your hotel has a solid shot at a strong comeback given these optimistic numbers. As the data in the 2022 Hospitality Market Report shows, automated pre-arrival upselling is a straightforward and highly effective way to make the most of all demand levels. Dive into the results to discover how much the top performers could lift their topline by and which deals did best in various markets.

This can give you an idea of what’s possible at your property. Yes, this depends on how you upsell (automatically and pre-arrival or in person at check-in), what types of services you offer and your hotel’s size (i.e. how many rooms you can upgrade). But seeing what other hotels are achieving could be the boost you need to get started with upselling.

Top Upselling Deals and Performers in the UK Hospitality Market

Upselling Deals and Trends in Hospitality - Highest Hotel Upsell Revenue UK

  • A hotel in downtown London brought in the highest total upselling revenue in the UK. They generated £350K, an average of £20.4 per email sent.
  • A property in Edinburgh takes second place. They earned an average of £9.28 per email and reached £52.1K.

Top 3 High Performing Upsell Offers and Upgrades in the UK

Upsell offers

  1. Breakfast throughout the stay
  2. Late check-out
  3. English breakfast

Upgrades

  1. Suite on the top floor
  2. Suite
  3. Garden or river view room

Top Upselling Deals and Performers in the Nordics

Upselling Deals and Trends in Hospitality - Highest Hotel Upsell Revenue Nordics

This data includes numbers from hotels in Iceland, Norway, Sweden, and Finland.

  • A property on the Stockholm Waterfront generated the highest upselling revenue in the Nordics in 2021. They reached €92.2K, which comes to €5.65 on average per email sent.
  • A hotel in Copenhagen saw the highest average revenue per email sent at €11.68. They earned a total of €19.8K in upselling revenue.

Top 3 High Performing Upsell Offers and Upgrades in the Nordics

Upsell offers

  1. Discounted breakfast
  2. Secure parking
  3. Reserving a restaurant table

Upgrades

  1. Superior room
  2. Junior suite
  3. Premium room with panoramic view

Top Upselling Deals and Performers in the Benelux Region

Upselling Deals and Trends in Hospitality - Highest Hotel Upsell Revenue Benelux

The Benelux region consists of Belgium, the Netherlands, and Luxembourg.

  • A property in Amsterdam reached the region’s highest upselling revenue of €71.6K. They also came ahead regarding average revenue per email sent, which came to €13.18.
  • Second place goes to another Amsterdam hotel which brought in €26.4K from upselling and reached an average of €13.13 per email sent.

Top 3 High Performing Upsell Offers and Upgrades in the Benelux Region

Upsell offers

  1. Breakfast throughout the stay
  2. Late check-out
  3. Parking

Upgrades

  1. Deluxe room
  2. Deluxe room with a view
  3. Deluxe room with a bathtub

Upselling Deals and Trends in Hospitality - Highest upsell revenue per hotel and email Benelux

Top Upselling Deals and Performers in the DACH Region

Upselling Deals and Trends in Hospitality - Highest Hotel Upsell Revenue DACH

The DACH region refers to Germany, Austria, and Switzerland.

  • The DACH region’s top-performing hotel is in the small German town of Reussen. They generated €194.1K of upselling revenue and an average of €26.97 per email.
  • Another property in the DACH region ranked slightly higher in average revenue per email, achieving €29.81. This apartment rental property earned a total of €49.7K in added revenue.

Top 3 High Performing Upsell Offers and Upgrades in the DACH Region

Upsell offers

  1. Breakfast throughout the stay
  2. Early check-in
  3. Late check-out

Upgrades

  1. Superior room
  2. Business room
  3. Business room with executive lounge access

Top Upselling Deals and Performers in Portugal

Upselling Deals and Trends in Hospitality - Highest Hotel Upsell Revenue Portugal

  • A hotel in the coastal town of Praia saw a total revenue of 13.5K and an average income of €6.57 per upselling email. This means it tops the country’s leader board in both categories.
  • A property in the capital city of Lisbon takes second place in terms of revenue generated per email with €5.74. They reached a total upselling revenue of €1.9K.

Top 3 High Performing Upsell Offers and Upgrades in Portugal

Upsell offers

  1. Half board dinner
  2. Safe taxi transfer
  3. Romantic surprises

Upgrades

  1. Sea view suite
  2. Pool view room
  3. Garden view room

Top Upselling Deals and Performers in the APAC Region

Upselling Deals and Trends in Hospitality - Highest Hotel Upsell Revenue APAC

  • A hotel in Singapore leads the region with total revenue of $340.3K and $14.77 from each email on average.
  • A luxury resort, which reached $20.5K in upselling revenue, boasted an impressive $221.66 per email sent.

Top 3 High Performing Upsell Offers and Upgrades in the APAC Region

Upsell offers

1. Credit for F&B
2. Secure parking
3. Playground access

Upgrades

1. Executive Room
2. Executive King Suite with Lounge Access
3. Deluxe King Room

Upselling Deals and Trends in Hospitality - Highest upsell revenue per hotel and email APAC

Top 3 Hospitality Industry Trends to Watch Out for in 2022

Apart from identifying the highest-performing hotels and upsell deals, the report’s data also reveals important industry trends for 2022. Staying current on these developments helps you adapt to changing guest expectations. This, in turn, is key to attracting and retaining clients even in challenging times.

Below, you’ll find three exciting trends from the 2022 Hospitality Market Report.

1. Digitised Guest Experience

Leveraging automation is the key to meeting the modern traveller’s expectations. For example, an automated upselling platform allows you to offer guests add-on services and upgrades that fit their profile. That increases your conversion and, consequently, your revenue while simplifying things for guests at the same time. They don’t have to ask staff to deliver wine to the room or book a restaurant table. This will free up your team for other operational tasks where the human touch is vital.

2. Personalisation

Personalisation is vital if you want to offer a fantastic guest experience. General upsell offers don’t catch people’s attention and are more likely to be overlooked. Instead, travellers prefer an offer selection that’s tailored to their profile.

Considering the attributes of their stay is one way of doing this. This includes the guest’s profile, their arrival and departure dates, where they booked and any other information that tells you what someone may need or be interested in.

3. Sustainability

In the last few years, sustainability has moved to the front of people’s minds. The report’s data highlights that deals such as opt-out housekeeping have gotten highly popular among guests who want to reduce their carbon footprint. Having offers focused on sustainability lets, you show your commitment to going green, which strings a chord with eco-conscious travellers.

Free Report: Hospitality Upsell Market Report Per Region

Upselling drives additional profit from existing customers and should be part of every hotel marketing and sales strategy these days. And for a good reason; it increases your bottom line results.

Within the "Hospitality Upsell Market Report Per Region", you discover upsell results of fellow hoteliers and learn about the best-converting upsell deals per market. Click here to download the free report "Hospitality Upsell Market Report Per Region".

With travel restrictions finally loosening up, hoteliers are on the way to seeing demand recover. To make the most out of it, set up an upselling strategy to meet and exceed your guest expectations while driving incremental revenue along the way.

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This article is written by our Expert Partner Oaky

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