Ancillary Revenue

Definition

All guest revenue beyond the room itself: food & beverage, spa, parking, late check-out, transfers, tours, breakfast upsells, meeting space. Also called non-room or extra revenue. It’s what separates RevPAR from TRevPAR.

What it tells you

The true value of a guest or a segment. Two bookings at the same ADR can be worth very differently once ancillary spend is counted — a spa-and-dinner occasion guest far outvalues a room-only OTA stay.

How to track it

Capture spend by segment and by guest, not just by department. The goal is a per-segment view of total spend (room + ancillary), which feeds TRevPAR and ultimately GOPPAR.

Where it fits

Ancillary revenue is the heart of Total Revenue Management — the shift from optimizing the room in isolation to optimizing the whole guest relationship.