As revenue-per-available-room growth slows to a crawl in most markets, hoteliers are struggling to find ways to improve revenues, which makes it a great time to implement a comprehensive front-desk upselling training program that goes beyond room attributes, views and locations.

Obviously, hotels offering a diversity of accommodation types (room, suite, executive floors), along with those offering premium views, have the most potential upside with an upsell program. Yet hotels consisting of a homogeneous inventory, such as limited service and all-suites, can create unique room attributes that justify a rate differential.