Ancillary revenue is income generated from products and services beyond the base nightly rate of a vacation rental booking. Common ancillary revenue sources include early check-in and late checkout fees, mid-stay cleaning, equipment rentals (bikes, kayaks, ski gear), grocery pre-stocking, airport transfers, guided local experiences, and pet fees. Ancillary revenue can meaningfully increase total revenue per booking without requiring additional occupancy. Property managers who build a curated upsell menu and present options at strategic points in the guest journey — such as during booking confirmation or pre-arrival messaging — typically see strong uptake. Hostaway supports upsell management, allowing managers to offer and track ancillary services directly through their guest communication workflow.
Why this matters for property managers
It raises the amount earned per booking without the cost of acquiring another guest, improving margins on stays already secured. Well-chosen add-ons also improve the guest experience, which supports reviews and repeat bookings. Poorly executed upsells can feel like charging for everything and hurt satisfaction.
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