Revenue management
Your nightly rate is a decision that gets made hundreds of times a year. Getting it slightly right every time is worth more than getting it exactly right once.
Who this is for
- Owners who suspect their property is either always booked and underpriced, or priced too high and sitting empty.
- Owners who want to understand the pricing decisions rather than be told a number.
The four things we adjust
There are four levers, and they affect each other. First, the nightly rate, which responds to how far out the booking is, what comparable properties charge and what events are on. Second, the minimum stay, which decides whether you get a full calendar or one broken up by single nights nobody can book. Third, length-of-stay and early-booking discounts, which trade a lower rate for more certainty. Fourth, the channel mix, which decides how much commission you pay on each night.
Most under-performing calendars we see are not a rate problem at all. They are a minimum-stay problem: a three-night minimum in a market that books two nights, or a one-night minimum that leaves the calendar full of single nights nobody wants.
Sydney demand is driven by events
Convention weeks at the ICC, Vivid, the Easter Show at Olympic Park, the summer holiday run, and the long tail of school holidays each move different parts of the city by different amounts. A property near Darling Harbour and one in Cronulla have almost no overlap in the weeks that matter.
This is why a single city-wide pricing rule does not work. We set pricing for each property against its own demand, and we review it rather than leave it running.
Every rate decision has a reason
You are entitled to know why we priced a week the way we did. If we drop a rate, you can ask why and get a real answer: comparable properties are soft, an event was cancelled, or we traded the week for a maintenance window. The same applies when we hold a rate through an empty fortnight.
We use dynamic pricing software as one input, not as the final word. Software does not know the building's lift is out for a week.
Inclusions
What is included
- Per-property nightly pricing reviewed against live demand
- Minimum-stay and gap-night rules maintained through the year
- Event and seasonal calendars specific to the property's area
- Channel mix managed for net return, not headline rate
- Length-of-stay and early-booking discount strategy
- Pricing decisions explained on request, not hidden behind a tool
Questions
Common questions
Do you use dynamic pricing software?
Yes, as one input. Automated pricing responds well to market movement, but it cannot see what is happening in the building, the street or the property itself. A person reviews every recommendation.
How often does the rate change?
Continuously for future dates, with a closer review inside the booking window, which is where most of the value is won or lost.
Will you drop my rate to fill the calendar?
Only when filling the night is worth more than holding the rate, and we will tell you which we are doing. Our goal is your net return, not occupancy for its own sake.
Find out what your property should earn
A range, with the assumptions written down — including when the honest answer is that this is not the right service for your property.