The question that divides hotel managers

When a hotel considers CityFlow bikes, the first internal tension is usually:

Do I give them away as an included premium amenity?
Or do I charge €8–12 a day as an F&B-style upsell?

Both models have their advocates. Let's look at the data.

The "Free for guests" model

We see it in premium boutique hotels like Tripster (which even has a "FREE for TRIPSTER guests" sign in its window). The logic:

The bike becomes a direct sales argument.
It's featured on the hotel's website as a differentiating amenity.
Guests mention it in reviews ("they had free bikes, amazing").
The cost is diluted into the hotel's ADR.

Typical result: 3–5% increase in direct bookings, +0.3 points in OTA rating, higher repeat rates.

The "Pay per use" model

Chosen by hotels that already have a solid upselling programme. The guest pays €8–15/day for the bike.

Directly covers the cost of the fleet.
Generates measurable ancillary revenue.
But limits adoption — only 10–18% of guests pay.

Typical result: ~15% direct positive margin, but less impact on reviews/branding.

The hybrid model (the winner)

What works best across our partner hotel base: smart hybrid.

Bike included for stays of 3+ nights.
Paid bike for 1–2 night stays (for the guest just passing through).
Preferential rate for repeat guests.

This model combines the marketing power of "free" with the revenue capture of "pay per use". Hotels applying it report +8% in direct bookings + 12–15% ancillary revenue from one-off payments.

The mistake many hotels make

Charging €25/day for the bike. That's what a 1-day tourist rental charges — but as a hotel amenity it's overpriced. The guest perceives it as "a rip-off" and leaves a negative review.

The formula we recommend: always keep the upsell price below the market's walk-in price, so the guest feels they're winning.

Conclusion

There is no universal model. The hybrid usually wins in boutique hotels (3–5*); "free for guests" wins in premium 4–5* hotels with high ADR; "pay per use" wins in city hotels with many 1-night guests.