How to increase hotel revenue: total revenue per stay by segment
What the answer looks like
Illustrative output on sample data
Illustrative example: how Lexi answers this for a resort group with four properties. It joins the property management system (PMS) with restaurant, spa and activity POS data for the past 12 months.
- Couples: $620 room, $310 dining, $180 spa, $40 activities. Total per stay $1,150.
- Families: $780 room, $240 dining, $20 spa, $160 activities. Total per stay $1,200.
- Business travelers: $410 room, $70 dining, no spa or activities. Total per stay $480.
What the data shows
Families and couples bring in similar totals, but couples spend almost half of theirs outside the room.
What it means
Business travelers spend almost nothing beyond the room, and many eat off-site on short stays.
What to do
Offer business travelers a dinner package at booking, and promote spa add-ons to couples in their pre-arrival email.
Want me to show which couples have not used the spa yet?
Total revenue per stay formula
Why it matters
Room rate is only part of what a guest is worth. Measuring total revenue per stay by segment shows which guests spend the most across the property, where spend outside the room is thin, and which segments deserve the marketing budget when you want to grow revenue without adding rooms.
Frequently asked questions
What is total revenue per stay?
Total revenue per stay adds up everything a guest spends during a stay, the room rate plus dining, spa, activities and other charges, then divides by the number of stays. It shows the full value of a guest beyond the room, which room revenue alone misses.
How do hotels increase revenue without raising room rates?
Grow spend outside the room. Offer dining, spa and activity packages at booking and before arrival, aimed at the segments most likely to use them. Encourage direct bookings, which avoid online travel agency commission, and bring past guests back in quieter months.
What data is needed to measure revenue per stay?
You need stays and room revenue from your property management system (PMS), plus dining, spa and activity sales from each outlet's point of sale (POS). Each charge must be linked to the right guest and stay, either through the folio or by matching guest records.