Short-term rental operators may be leaving significant revenue on the table by waiting until check-in to promote ancillary services. New data from Localbird, a digital concierge platform for the STR industry, shows that 74% of experience bookings are made before guests arrive, underscoring the need for pre-arrival engagement strategies.
The findings, published in the State of STR Experiences 2026 report, are based on an analysis of more than 7,500 bookings across the United States, Mexico, and Costa Rica. The data reveals that guests make substantial spending decisions well in advance of their stay, particularly for high-value experiences such as private chefs, boat charters, and guided tours. Operators who delay promoting these services until check-in risk missing out on a considerable revenue opportunity.
Premium properties lead in engagement and conversion
The report highlights a clear correlation between property price point and guest engagement with digital concierge services. At properties charging $500 or more per night, 44% of guests interact with the concierge, and 18% go on to book experiences, with an average spend of $1,000 per stay. In contrast, properties under $100 per night see only 35% engagement and a 4% booking conversion rate.
Families emerge as the most engaged demographic, accounting for 31% of digital concierge interactions, followed by groups of five or more adults at 24%. In-property services, particularly private chefs, are highly valued, generating average order values 27% higher than off-site experiences.
Transportation services account for the largest share of bookings at 39%, yet contribute only 18% of revenue. Adventure tours, water activities, and vehicle rentals, although less frequently booked, generate a higher revenue share, suggesting that operators should balance their offerings to maximize profitability.
Ben Levy, CEO and Co-Founder of Localbird, emphasized the importance of early engagement: "The guest experience doesn't start at check-in; it starts the moment someone hits 'book.' Operators should curate the entire journey to maximise revenue and guest satisfaction."
For travel professionals, these insights align with broader trends in the hospitality sector. As premium travel bookings surge, particularly in markets like Singapore, the ability to capture ancillary revenue before arrival becomes increasingly critical. Similarly, the rise of long-stay bookings driven by remote workers in Thailand suggests that guests are planning more comprehensively, making early engagement even more valuable.
Localbird's data also points to the importance of digital tools in the STR space, a trend that travel technology vendors should note. As Club Med opens 2027 summer bookings with new resorts and safari options, the emphasis on pre-arrival engagement is likely to spread across the industry.
For operators, the takeaway is clear: the booking journey is the new front line for revenue optimization. By leveraging digital concierge platforms and promoting experiences early, STRs can enhance guest satisfaction while boosting their bottom line.
