Airport hotel: 82 products from the rooms already there
Updated: 4 days ago
More than 150 rooms, 13 PMS categories — 82 ways to sell them. A good reservations agent sells the same room differently to different guests. GauVendi does that on the website, automatically. The rooms don't change; the pitch does.
On average, around €13 more for every direct online booking
Per 100 bookings in the same direct online channel:
Sales mix: 66 individualised feature or experience products · 34 plain categories.
35 of those 66 product bookings were above the relevant category price. At an average premium of around €9 on those bookings, the room-feature premium totalled around €300.
Additional-service upselling on individualised product bookings generated €961 more than additional-service upselling on comparable category bookings. Together with the room-feature premium: around €1,261 in additional premiums per 100 bookings.
Regular category upgrades and the usual sales of additional services come on top of these premiums.
Travel purpose creates demand beyond the room
Park-and-fly was deliberately chosen in the feature analysis, linking the stay to parking as an additional service. Bed type is a separate room feature: king beds were actively selected in around 9% of bookings that included them, twin beds in around 5%. These rates distinguish included features from explicit guest choices.
Recommended and most-popular booking flows recorded +4% in nightly booking value compared with the lowest-price flow. Overall, 49% of reservations were above the cheapest available option. Guests' choices extended beyond the lowest price.
Airport stays are not always last-minute
Couples booked 173 days ahead on average, groups 286 and solo travellers 53. Returning guests accounted for 30% of bookings in the guest analysis. That gives the hotel a reason to show overnight-and-parking offers months before the trip.
Additional services: around +640% revenue per night
Within the same direct online channel, individualised product bookings averaged €37 in additional-service revenue per night, versus €5 for category bookings: 7.4 times as much, or around +640%. This compares total additional-service revenue.
82 products behind a focused guest choice
An agent who sells room 12 as 'garden view' to one guest and 'next to the lift' to another still has one room 12. Every product draws on the same physical rooms and shares their availability. Availability and smart room assignment run automatically. Assignment is included and respects the booked features. More products add no manual inventory or assignment work. This airport hotel uses Mews. Combining products with rate plans creates the bookable offers.
GauVendi's Direct flow presents up to six retail choices. Guests can take a recommendation, choose a park-and-fly offer or refine room preferences; they are not required to work through a list of 82 products.
Price guest preferences and flexibility
You set the price for securing a particular bed type or view. Guests who leave those details open give you more room-assignment flexibility and can pay less. Higher feature prices are possible when guests value the choice. You control the balance between additional revenue and flexibility.
Giving guests choices they cannot find in a standard category listing creates a reason to book directly. Bookable preferences also save calls to reservations and reception. This property's online direct-booking share has at least doubled compared with the period before GauVendi.
Two questions for your IBE or CRS comparison
“How much additional premium do your customers earn per online booking from room features and increased additional-service sales, beyond their usual upselling?”
“What is your average look-to-book conversion rate, and how do you calculate it?”
Ask for both figures, the booking sample and the calculation. That shows what the technology actually delivers in sales.
In this analysis, the property's look-to-book conversion was 7.1%.
Source: GauVendi Business Intelligence. Premiums are averaged across all online bookings analysed and expressed per booking and per 100 bookings for comparability.
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