Capture Rate

Definition

The share of in-house guests who use a given outlet — breakfast, dinner, spa, parking. If 60 of 200 in-house guests eat dinner in your restaurant, dinner capture rate is 30%.

What it tells you

Capture rate explains where ancillary revenue comes from — and where it leaks. It differs sharply by segment: a corporate guest may capture near-100% at breakfast and zero at spa, while leisure couples drive dinner and treatments. That’s what turns a TRevPAR movement into something you can act on.

How to track it

Outlet covers, treatments, or tickets from the POS divided by in-house guests from the PMS, for the same period. Segment it — by rate plan, source, day of week — before drawing conclusions from the house-wide average.

Where it fits

The working metric of total revenue management: TRevPAR says how much total revenue each available room produces, capture rate says which guests produce it — and where the untapped potential sits.