During COVID-19 pandemic, nearly 1 Billion rooms have gone unsold every week in the US only. With so much unsold space, hotels had to become creative with their offers and packages. Out-of-the-box thinking is the only way to survive this "Black Swan," but how can hotels get the best out of their spaces? What new ways of selling rooms and ancillary products should the industry implement to be successful in 2021-22?

Diego Fernandez Perez De Ponga
Diego Fernandez Perez De Ponga
Corporate Director Revenue Management Palladium Hotel Group

Since the beginning of our industry Hotels have sold "rooms" and this has been their core business.

This fact is like that since this industry become industry.

From my personal perspective, i think hoteliers need to change their mindsets and try to think in square meters instead of rooms.

We are selling sm2 not rooms , and this is because the building where our hotels is .. could be another thing .. a parking space .. an office space or whatever you build with that building.

I think this is key for our mindset and hoteliers need to learn how they can maximize the revenue generated by the hotel and start to  look after some new metrics like GOP per sm2 , Income per sm2 and stuff like that ... Remember that owners, investment funds are always thinking in space and profitability (because this space could be another business ... maybe more profitable)

We need to measure what we are selling per space .... because every single sm2 in our hotel it could be sold.

Every single public space could be used like a meeting, every single empty room could be sold like a coworking space, every single sm2 in your pool area could be sold like a space for a day pass user... and so on... 

There are a lot of opportunities to increase your revenues, but you need to think out of the box and be really really agile in your sales strategy.

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