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STAAH Blog

  • Home
  • MANAGEMENT
    • Why Every Hotel Needs a Channel Manager…

      Program Konsorsium Hotel: Bagaimana, Mengapa & Berapa…

      โปรแกรม Hotel Consortia: อย่างไร ทําไม และค่าใช้จ่ายเท่าไหร่?

      ตัวจัดการช่องทาง Channel Manager คืออะไร และทำไมผู้ให้บริการที่พักจึงจำเป็นต้องมี?

      The Top Traits of Exceptional Hospitality Professionals

  • Marketing
    • Smart Hotel Distribution: What Every Hotelier Needs…

      The Ultimate Guide to Turning Negative Reviews…

      6 Social Media Trends Hoteliers Must Leverage…

      ไอเดียโพสต์โซเชียลมีเดียที่กําลังมาแรงสําหรับโรงแรมในปี 2025

      Xu Hướng Nội Dung Mạng Xã Hội…

  • Tips & Trends
    • Smart Hotel Distribution: What Every Hotelier Needs…

      Maximizing Hotel Revenue: Advanced Channel Manager Strategies…

      The OTA Balancing Act: How a Channel…

      Tapping into Wellness Tourism: A Hotelier’s Guide

      Overcoming common challenges in channel management for…

  • News
    • Cloudbeds and STAAH partner to enhance channel…

      STAAH Achieves Prestigious Seamless Product Badge from…

      STAAH Product Updates You Can’t Miss –…

      Thoughtful Thursday – Reporting for Properties: Converting…

      Thoughtful Thursday – Matrix – Revenue Control…

  • Success Stories
    • The Komu Boosts Direct Revenue by 25%…

      Online Revenue Jumps 50% for Mangkuluhur Residences…

      23% more online bookings for Vivatel Kuala…

      STAAH boosts Indonesian resort’s direct bookings by…

      Nova Express Pattaya expands online visibility with…

  • Resources
    • All BLAAH BLAAH @STAAH Connectivity News e-Books Events Podcast Quiz Testimonials Webinars

      Connect with Expedia – Expand Your Reach…

      Alexa+ could earn “top-of-the-funnel” spot in travel…

      STAAH & Hotelbeds: A Powerful Partnership Driving…

      STAAH’s new eBook to guide hoteliers through…

      BLAAH BLAAH @STAAH with Captain Mihir Deepak…

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      Connect with Expedia – Expand Your Reach…

      Alexa+ could earn “top-of-the-funnel” spot in travel…

      STAAH & Hotelbeds: A Powerful Partnership Driving…

      EMPOWERING CHANNEL PARTNERS: THE POWER OF CONTENT…

      STAAH’s new eBook to guide hoteliers through…

      STAAH ReviewMinder Playbook

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      The Expert Guide to Drive More Direct…

      BLAAH BLAAH @STAAH with Suwamana Wahyu Putra…

      BLAAH BLAAH @STAAH With Matthias Dybing And…

      BLAAH BLAAH @STAAH with Vikramjit Singh and…

      BLAAH BLAAH @STAAH with Suhail Kannampilly and…

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      STAAH Weekly Hospitality Quiz: 20 December

      STAAH Weekly Hospitality Quiz: 13 December

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Is My Hotel Room Pricing Logical?

22 May 2024
Is My Hotel Room Pricing Logical

Setting the right price for a hotel room can be a straightforward task for some, yet complex for others. Regardless, the key question remains: Is the price point logical?


Consider the following scenarios to illustrate this point:

1. Group Demand Vs FIT Demand

  • Scenario: A 50-room hotel has sold 25 rooms to one group, reaching 50% occupancy.
  • Decision: Should we increase or hold the retail pricing on online travel agents (OTAs) and the brand website?
  • Consideration: Evaluate market demand, competition pricing, and historical booking trends. If demand is high and competition is priced higher, increasing the rate could maximize revenue. If demand is low or competition is priced lower, holding the rate might be more prudent to attract more bookings.

2. Corporate Individual – Negotiated Segment Pace

  • Scenario: The pace of bookings in the Corporate Individual – Negotiated Segment is strong.
  • Decision: Should we increase or hold the retail pricing?
  • Consideration: Strong pace in the corporate segment can indicate high demand. Increasing retail pricing may capture more revenue from other segments without affecting corporate bookings, provided the price increase aligns with market conditions.

3. Limited Availability

  • Scenario: Only 5 rooms remain available for today.
  • Decision: Should we increase or hold the price point for today?
  • Consideration: With limited availability, increasing the price can capitalize on last-minute demand. However, the price hike should still reflect competitive rates and market demand to avoid turning potential guests away.

Beyond Occupancy: Factors Influencing Price Points

Occupancy alone isn’t the only criterion for adjusting price points. Consider the following:

  • Market Demand: Understand how your property is positioned within the market.
  • Buyer Behavior: Customers ultimately decide to buy based on perceived value at the offered price point.
  • Competitive Pricing: Ensure your pricing strategy remains competitive while maximizing revenue.

Is My Hotel Room Pricing Logical 1Understanding Property Behavior

Accurate pricing stems from a deep understanding of your property’s behavior, much like understanding a person’s traits. Here’s how to analyze hotel behavior from a pricing perspective:

  • Lead Times: Track booking patterns—far-out bookings for events like weddings versus last-minute bookings for FIT (Free Independent Travelers).
  • Day of Week (DOW) Patterns: Differentiate between weekend leisure travelers and weekday corporate guests.
  • Length of Stay (LOS): Calculate the average LOS by market segment.
  • Price Elasticity: Monitor how demand varies with price changes, considering day of the week and seasonality.
  • Demand and Supply: Assess the balance between demand and supply by season and market segment.
  • Trends: Analyze past and current trends in market segments.
  • Economic Conditions: Factor in the current socio-economic situation.

Strategic Recommendations

  • Optimize Market Segment Mix: Balance various market segments to maximize revenue.
  • Optimize Channel Mix: Use different distribution channels effectively.
  • Increase LOS: Encourage longer stays to boost occupancy on typically lower-demand days.
  • Forecast Accurately: Use forecasting to inform pricing, yield management, and channel management decisions.

Is My Hotel Room Pricing Logical 2Enhance Distribution

Utilize a channel manager with robust connectivity to broaden your market reach and increase demand, ultimately boosting RevPAR (Revenue Per Available Room).

Optimizing hotel room pricing requires a holistic understanding of various factors influencing demand and market conditions. By analyzing these elements and implementing strategic recommendations, you can set logical, competitive prices that enhance revenue and profitability.

About the Author

Kammelh Kishorre, RedSKY Hospitality: With more than 25 years of hospitality experience, Kammelh Kishorre founded RedSKY Hospitality in 2012 and has been a stalwart in revenue management in India’s hospitality industry. His experience of working in some of India’s leading hotels now benefits more than 110 independent and chain properties in India and beyond that have chosen RedSKY as their revenue management partners.


Channel Manager STAAH

Is My Hotel Room Pricing Logical? was last modified: May 22nd, 2024 by Nashi Dasgupta

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