Short-term rental upsell: 8 profitable services

1 – Why upselling is the most underexploited profitability lever in short-term rentals

You spend your days optimizing your occupancy rate and nightly rates. Yet revenue per booking is also determined after the moment the guest confirms. Here's why the majority of property managers are missing out.

1.1: The invisible ceiling of the nightly rate

Whether you manage 15, 30, or 50 properties, you’ve likely already fine-tuned your dynamic pricing, adjusting rates based on seasonality, demand, and the competition. Yet, your average revenue per booking remains stagnant. That’s normal. Nightly rates have a ceiling; push them too high, and guests will simply head to a competitor or choose a different neighborhood.

Everyone knows about this ceiling. But few managers realize there is an untapped revenue stream between the booking confirmation and the check-out. This is a window where the guest is already committed, trusts you, and is often willing to spend more to enhance their stay.

The issue isn't a lack of guest interest; it's a lack of options. On platforms like Airbnb or Booking, you can't offer extras during the booking process. No platform gives you that flexibility. If you don't create your own channel for upselling, no one will do it for you. As a result, every booking leaves money on the table, limited to just the nightly rate. As our analysis on short-term rental profitability in 2026 shows, margins are tightening. Upselling is one of the few ways to address this without touching your base nightly rate.

1.2: What it costs to offer nothing

Same logic, on the arrival side. The guest lands at 9am, the apartment has been free since the previous evening. They message you asking if they can arrive earlier. You respond manually, check the schedule, notify the cleaning team. Result: 20 minutes of management for a service you're offering for free. The alternative: you offer early check-in at 15 or 25€ through your guest shop. The system checks that the property is available (no departure that morning, cleaning already done). If it's clear, the option appears. The guest chooses, pays, and receives their access code for the early time. This service works particularly well in airport zones, cities with early morning high-speed train connections, and during peak season when guests want to make the most of every hour. The key is to only offer it when it's genuinely feasible. An early check-in that can't be honored creates frustration and a bad review. An automated early check-in, conditioned on the actual schedule, creates revenue and satisfaction. Combined with late check-out, you can easily add 35 to 50€ per stay on compatible bookings. And the guest gets the feeling of a premium service, while you haven't had to do a thing.

1.3: The real blocker is the tool, not the idea

When you talk about it with other managers, everyone thinks it's a great idea. "Yes, I should offer extras." But almost no one actually does it. Why?

Because managing upsells manually is an operational nightmare. Sending a message to every guest to offer a late check-out. Waiting for their reply. Checking if the cleaning schedule allows it. Collecting payment via bank transfer or cash. Keeping track of who paid what. With 5 properties, it's a pain. With 25, it's impossible.

The real hurdle isn't the idea itself. It's the lack of a system that automatically offers services at the right time, collects payment without intervention, and updates the schedule accordingly. That is exactly what a guest shop integrated into your PMS enables. The guest receives a link, chooses their extras, and pays online. You see the order in your dashboard. Zero messages, zero follow-ups, zero friction. It’s a far cry from piecing things together via SMS between check-ins. If you want to understand the difference between manual management and automation, our article on the moment a spreadsheet is no longer enough hits the nail on the head.

2 – The first 4 additional services to activate: high margin, low logistics

Not all upsells are equal. Some require a supplier, stock, and logistics. Others cost almost nothing and generate pure revenue. Here are the four to implement first.

2.1: Late check-out, the most profitable upsell on the market

Our number one service. The most requested. The most profitable. The easiest to implement.

A traveler with a 5 p.m. flight doesn't want to leave the apartment at 11 a.m. and drag their suitcases around the city for 6 hours. They are willing to pay €20 to €35 to stay until 2 p.m. or 3 p.m. What does it cost you? Nothing, provided the cleaning can be rescheduled and there isn't a guest arriving right after.

This is where a PMS makes all the difference. If your schedule is centralized and your tool automatically checks feasibility before offering the option to the traveler, you don't have to worry about a thing. The system knows there is no check-in that evening, offers the late check-out, collects the payment, and adjusts the cleaning slot. If a check-in is scheduled, the option simply doesn't appear.

Observed market pricing: €20 for a one-hour late departure, €30 to €35 for three hours. Average conversion rate when offered automatically: 15% to 25%. For a portfolio of 30 properties, that represents between €800 and €1,500 in net monthly income. For zero extra effort. If you are already using smart locks with automatic access codes, the code remains active until the new departure time. The traveler doesn't even need to contact you.

2.2: Early check-in, the mirror of late check-out

2.3: The breakfast basket or welcome basket

The guest arrives at 10pm after 5 hours on the road. They put down their bags. They're hungry. The nearest supermarket closed at 8pm. If you offered them a welcome basket with bread, butter, juice, pastries, and coffee for 15 to 22€, they said yes before they even got in their car. The actual cost of the basket: 5 to 8€ depending on the products and your local sourcing. Net margin: 60 to 70%. And the impact on the guest experience is disproportionate relative to the cost. This type of small gesture generates 5-star reviews with a special mention. The logistics require a minimum of organization. You identify a local supplier (bakery, delicatessen, producer). You define a standard basket. You automatically offer it 48 hours before arrival via the guest shop. When the order comes in, you pass it on to your cleaning provider or your field team who drops off the basket before check-in. This service works even better as a "local products" version: local honey, regional wine, AOP cheese. The guest pays more and perceives real value. And you differentiate yourself from every other apartment in the neighborhood that only offers a Nespresso capsule and a welcome note printed on A4 paper.

3 – 4 higher-value services: the next level of upselling

Once the basics are in place, you can move upmarket. These four services require a bit more coordination, but revenue per booking rises significantly. And the guest's perception shifts from "Airbnb rental" to "hotel-level service".

3.1: Bike, scooter, or sports equipment rental

Whether in a coastal town, a ski resort, or a tourist-heavy city center, travelers are always looking for ways to get around. Renting a bike from a local shop costs €15 to €25 a day. If you offer the same service directly through your guest shop for €12 to €18 a day, you create a recurring revenue stream while making life easier for your guests.

You have two options. First: buy 2 or 3 bikes per property. It’s an investment of €300 to €500, which pays for itself in 20 to 30 rentals. Second: partner with a local rental shop and earn a 20% to 30% commission on every booking made through your shop. Zero inventory, zero maintenance.

This model also works for electric scooters, paddleboards, snorkeling gear, and hiking equipment. The goal isn't to become a sporting goods retailer; it’s to meet an obvious need for your guests right when they are planning their trip.

The best time to make the offer is 3 to 5 days before arrival, when guests are starting to plan their stay. Send an automated message with a link to your shop. They choose, they pay, and the equipment is ready when they arrive. This type of service works particularly well to smooth out revenue during the off-season, when nightly bookings alone aren't enough to cover your expenses.

3.2: Airport or train station transfer

International travelers arriving in Nice, Bordeaux, or Lyon don't want to hunt for a taxi outside the airport. They want someone waiting for them with a name sign. If you offer a private transfer for €45 to €70 (depending on the distance), they’ll book it in a heartbeat.

You don't need to become a private driver yourself. Simply partner with a reliable local provider, negotiate a net rate, add your margin (€10 to €20), and offer the service through your guest shop. The provider handles the transport, and you keep the difference.

This service has a high conversion rate among international travelers (25% to 35% in airport areas). It also has a very practical side effect: guests arrive relaxed, find the property easily, and start their stay on the right foot. That means fewer "I'm lost, I can't find the address" messages and less stress for your on-the-ground team.

Operational tip: the transfer should be offered at the time of booking confirmation, along with flight or train details. Automating the pre-arrival message via your PMS is key. If you are already using a messaging automation tool, just add the shop link to your 3- or 5-day pre-arrival message.

3.3: Mid-stay cleaning and extra linen

For stays of 5 nights or more, mid-stay cleaning is a service many guests appreciate but hesitate to ask for. By offering it for €35 to €55 (depending on the size of the property), you meet a real need while ensuring the property stays in good condition throughout the stay.

The math is simple. Your end-of-stay cleaning costs you €40 to €60 in service fees. A mid-stay clean costs €25 to €35 (less laundry, no full check-out). You charge €45. Net margin: €10 to €20. Plus, you reduce the risk of damage during long stays.

Extra linens follow the same logic. Fresh sheets, extra towels, baby kits (travel crib, high chair). These are low-cost services with high perceived value and high margins.

The operational key: integration with your cleaning schedule. When a guest orders a mid-stay clean via the shop, the task should automatically appear in your field team's schedule. No WhatsApp messages to your provider. No spreadsheets to update. The information flows directly into the workflow. This is exactly the type of process described in our guide on the 5 workflows that save time in concierge services.

Every booking that goes out without extras is revenue you're letting walk away

You don't lack guests. You lack revenue per guest. Late check-out, welcome basket, transfer, bikes, mid-stay cleaning: none of these services require more properties, more nights sold, or more management time. They require a system that offers, collects, and coordinates on your behalf. Until you have that piece in place, every booking goes out at the nightly rate, full stop. Meanwhile, property managers who have automated their guest shop are adding 15 to 30% in revenue without touching their schedule. Biloki includes a guest shop with Stripe payment processing, connected to the PMS and the cleaning schedule. The guest sees the available services, pays online, and everything updates automatically. Try the Biloki guest shop free for 30 days. No credit card required. And see what your bookings can really earn.

Upsell in short-term rentals: 8 additional services that increase revenue per booking