Every startup has an interesting back story and Hotel Treats, the Scaleup Winner (People’s Choice) of the Global Startup Pitch 2024, is no exception.
It was founded seven years ago by two couples, who didn’t even meet in person until 18 months after starting the business. “We did everything remotely, us in London and them in Mallorca,” said Kasia Pankowska, CEO & Co–founder, who with her husband, Bogdan Dziewierz, Chief Technology Officer, were residing in the English capital city.
The foursome behind Hotel Treats, from left, Adrian Gonzalez, Liza Iakovleva, Kasia Pankowska and Bogdan Dziewierz
Together with Adrian Gonzalez, Chief Commercial Officer and Liza Iakovleva, Chief Operations Officer, they’ve built Hotel Treats into a global platform, offering curated day experiences across 15 countries, including Europe and the Caribbean – without any external funding.
The idea for Hotel Treats came from solving a specific problem for a Marriott hotel in Mallorca. “They needed to sell tickets to their summer events and we built an online platform for them,” said Pankowska. “It turned out that we were solving a real problem for other hotels in Mallorca.”
Today, Spain remains their biggest market, though its reach has expanded far beyond the island.
Solving real problems: The key to organic growth
This focus on solving real problems for hotels has served the company well. By helping hotels create online shops to sell day experiences – like spa treatments, afternoon teas, and pool access – the founders unlocked a new revenue stream for properties. This software-as-a-service (SaaS) model served as the backbone of their business, allowing hotels to digitize their offerings and reach customers directly.
Over time, the company layered a marketplace on top of its SaaS model. Today, 60% of Hotel Treats’ revenue comes from the marketplace, which now boasts over 1,000 properties and 3,000 experiences across 15 countries. This dual approach – a software business at heart with a thriving marketplace – enabled Hotel Treats to grow organically, reinvesting the company’s profits rather than relying on external investment.
“Our growth has been organic from the start. Being self-funded allowed us to make reasonable decisions and build the business sustainably,” said Pankowska.
The company also benefitted from the surge in local travel seen during the pandemic, as locals sought things to do at home. Pankowska said business tripled during that time, a momentum it rode on to expand to new markets.
The company had its start in Mallorca, solving a problem for Marriott.
Scaling up: From local residents to global travellers
Initially, Hotel Treats focused on offering day experiences to local residents. This strategy proved highly effective and was appreciated by hotels as it enabled them to build brand loyalty, allowing locals to interact with high-end hotels in a way that didn’t require an overnight stay and encourages repeat interactions.
But the founders soon realized that their platform had even broader potential. Iconic hotels are destinations in their own right, attracting travellers who want extraordinary experiences to enhance their trips. This insight fueled the company’s next big evolution: expanding their distribution to make these experiences available to travellers globally.
Hotel Treats is now partnering with online travel agencies (OTAs) like Airbnb to offer day experiences as part of travellers’ itineraries.
Landing major hotel chains as customers was also key to growth. Iberostar, one of its largest clients, provided a significant boost to its reputation, proving it could work with global brands at scale. Additional partnerships with chains like Minor Hotels and other major groups followed, opening doors to new markets and opportunities.
Today, its platform is active in regions as diverse as Europe and the Caribbean, with plans to expand further into the UAE and Asia.
What’s next: A global platform for day experiences
Now in its third iteration, Hotel Treats is focused on expanding its distribution. The company is developing partnerships to make its inventory of day experiences available to travellers globally, using a B2B2C model.
By integrating with OTAs and other travel platforms, Hotel Treats wants to become the go-to solution for hotels looking to monetize day experiences while enhancing customer loyalty.
The company is now looking to raise funds to fuel its distribution efforts. The next phase of growth will see Hotel Treats expanding into new regions like UAE and Asia.
I had to ask, isn’t it hard enough for a couple to run a business, let alone two couples? “It can be difficult, but we treat the business like our baby,” said Pankowska. “When you’re obsessed with its needs, it’s actually easier to run it with someone who shares your life.
“We know each other’s strengths and weaknesses, so we work pretty democratically and collaboratively.”
