1. Analyse demand and competitors
Before tweaking prices, understand seasonality, events and direct competition.
- List comparable properties (same capacity, area, amenities).
- Track average nightly rates for weekends, weekdays and holidays.
- Note recurring events: festivals, conferences, school holidays.
- Scan reviews: consistent complaints reveal opportunities.
Tip: export BNB Pilot occupancy data and cross-check with local events to see if price increases were absorbed.
2. Build a seasonal pricing grid
Define clear tiers to keep your adjustments consistent.
- Low season: target 40–50% occupancy with attractive rates and long-stay promos.
- Shoulder season: adapt pricing based on lead time (bookings at 30, 60 days, etc.).
- High season: apply your ceiling price when demand peaks.
For each tier, specify:
- Base nightly rate.
- Weekend / holiday uplift.
- Minimum and maximum stay duration.
- Cancellation policy aligned with risk.
3. Adjust your rates in real time
Your grid is a starting point. Fine-tune to capture last-minute demand or improve margins.
Key indicators
- Occupancy by segment (weekend vs weekday).
- Lead time (days between booking and arrival).
- Revenue per available night (RevPAN).
- Promo performance (codes, discounts).
Actions
- Increase rates on peak dates (events, holidays).
- Open single-night stays to fill small gaps.
- Offer add-ons (breakfast, parking) to boost revenue per stay.
- Promote offers to your direct booking audience.
4. Align pricing with financial goals
Your rates must cover costs, deliver profit and remain competitive.
Calculate your break-even point:
(Fixed costs + Variable costs) / Nights available = Minimum profitable rate
Add your target margin and benchmark against competitors. If the gap is too large, improve perceived value (services, professional cleaning, fast replies).
5. Track & automate inside BNB Pilot
Data is the best ally for confident pricing decisions.
- Use BNB Pilot dashboards to monitor occupancy, RevPAN and channel mix.
- Filter by property to spot underperformers quickly.
- Schedule automatic exports to your analysis tool or spreadsheets.
- Link cleaning checklists to your stays so service level matches premium rates.
Need consistent calendar sync before raising prices? See our iCal synchronisation guide.