Understanding What It is and How to Do It

What’s the number one activity that fuels revenue generation at your independent hotel?

As a general manager or hotel owner you’ll find much debate on how to achieve it and what ‘good’ looks like, but very little on what that duty actually is: setting competitive rates that help you meet your goals.

Whatever metric you’re shooting for – better occupancy, a higher average daily rate (ADR) or greater revenue per available room (RevPAR) – and whatever factors you consider – competitor pricing, demand, availability – none of them are achievable if you don’t get your rates right.

Of course, you’ll also be juggling many other tasks to ensure that your hotel is running smoothly. But, for the moment, let’s park those and focus on the fundamentals of setting competitive rates, something that can seem complicated – but doesn’t need to be if you understand the principles.

Get this right, and you’ll see marked improvements in your revenue performance.

Rate management helps hoteliers set and adjust room rates to drive bookings and maximize revenue

Rate management in the hospitality industry is the practice of strategically setting and adjusting room rates to optimize bookings and maximize revenue. It involves analyzing a variety of factors to determine the best rate for each room at any given time.

These factors include:

• Market conditions: The state of the economy, local events, and even weather patterns can impact demand for hotel rooms – set your rates in a vacuum and you’ll get them wrong.

• Competitive landscape: Understanding the pricing strategies of your competitive set – and having a clear view of their room rates – is crucial for positioning your rates effectively in the market; without these insights, you can price yourself out of the market or sell yourself short.

• Customer demand: Analyzing historical booking patterns and current demand trends gives you a clearer picture of anticipated market demand that allows you to adjust rates in real-time.

• Seasonality: Different seasons bring varying levels of demand, requiring careful rate adjustments to maintain occupancy.

• Room types and amenities: Rooms with better views, more space or added amenities can often command higher prices.

How rate management helps hotels maintain high occupancy levels

Effective rate management plays a pivotal role in maintaining high occupancy levels. By strategically setting competitive room rates and understanding traveler preferences, you can attract more guests, even during low-demand periods or in crowded markets.

This is done via dynamic pricing. Done well, it means you don’t have to sacrifice ADR or RevPAR to drive occupancy. Let’s dig into the details.

Set competitive room rates

Competitive pricing doesn’t always mean offering the lowest rate; it involves pricing rooms in a way that reflects their value while also being attractive to potential guests, whether fluctuations are driven by seasonality, room size, number of beds, number of rooms, length of stay or other factors too numerous to mention.

If you strike the right balance, you’ll increase revenue and profit; strengthening your bottom line.

During peak tourist seasons, you can increase rates due to higher demand, but in the off-season, while you’ll almost certainly want to bring your prices down to help maintain occupancy levels, deploying the best tools, data strategies prevent you from dropping them too far.

Imagine a period of high demand during a popular summer festival. By increasing rates slightly above your competitors, you could attract guests looking for premium experiences, resulting in higher occupancy even when other hotels were struggling to fill rooms.

Understand what travelers want

Understanding traveler preferences is another critical component of rate management. By analyzing guest feedback and booking patterns, you can tailor your offerings to meet traveler expectations, leading to higher satisfaction and increased bookings – and see your rooms booked at the prices guests are prepared to pay for them; it’s all about landing on the right price.

For example, if a boutique hotel in a major city noticed through guest feedback that travelers highly valued complimentary breakfast, they could incorporate this feature into their rate management strategy. By doing so, they could increase room rates slightly while still attracting guests who appreciated the added value. This approach not only improves occupancy rates but also enhances the overall guest experience.

Ultimately, a handle on rate management equips you with greater insight into many of the things that help you make good pricing decisions, such as market demand, which rooms sell best and what additional services guests need.

Rate management vs revenue management: What’s the difference?

Let’s start by defining revenue management, the broader of the two disciplines.

Hotel revenue management is a strategic, data-led approach to optimizing rooms and services with the aim to maximize total revenue. It factors in variables such as demand, competition, customer segmentation, and distribution channels, it considers a range of KPIs, and it’s critical to the commercial operation of a hotel for a number of reasons, such as:

• It can provide a competitive advantage through the understanding of market trends and market behavior, enabling you to outperform competitors.

• Through the use of demand forecasting it can help you plan operations more efficiently, leading to cost savings and improved guest satisfaction.

• Hotel rooms are a perishable commodity – unsold rooms don’t generate revenue if empty – revenue management ensures consistent occupancy.

We said it was broader. It’s not just that; to all intents and purposes, rate management is a complete subset of revenue management – and arguably the most important one; certainly, it’s the one that all other subdisciplines feed into or overlap with.

So where exactly does rate management fit within revenue management?

Focusing specifically on setting and adjusting room rates, rate management enjoys a position of such importance because it directly impacts on both occupancy and revenue. Rate management typically occurs on an ongoing basis after you’ve completed key revenue management tasks such as demand forecasting, segmentation, competitor analysis and market analysis.

This ensures that your rates are set in a way that aligns with your broader revenue goals – which we’ll now take a quick look at.

Rate management supports overall revenue goals

Successful rate management doesn’t just help you fill rooms – it plays a critical role in supporting your hotel’s overall revenue goals. By setting competitive rates that attract guests and maximize occupancy, you’re laying the foundation for strong, sustainable revenue growth.

When combined with other strategies, such as offering targeted promotions, effective rate management can significantly boost your hotel’s profitability.

By optimizing room rates, you can maximize RevPAR, arguably your most important metric.

Moreover, effective rate management can enhance your hotel’s market position, making it more competitive in the long run.

5 best practices for successful hotel rate management

That’s the theory and an overview of the strategy. What about tactics for implementation?

Setting rates takes trial and error, patience, reflection, consultation with your colleagues, and a view of the revenue management picture. As you’d expect us to say, there’s no simple play book. But these five tried-and-tested tips will help you get started or refine your existing practices.

1. Consider historical data

Leveraging historical data is crucial for informing and improving your rate management efforts. By analyzing past booking trends, seasonality and guest behavior, you can make more accurate predictions about future demand and set rates accordingly.

Key historical data to consider include:

• Average daily rate (ADR): As the name suggests, this metric provides insight into the average revenue generated per occupied room.

• Occupancy: Understanding past occupancy levels can help in forecasting future demand.

• RevPAR: This metric combines occupancy rates and ADR to provide a comprehensive view of revenue performance.

But there are many more, as discussed in our essential guide to revenue metrics.

Understand these data points and you’ll be stepping on to the fast track of rate management.

2. Optimize yield management

Yield management is a dynamic pricing strategy that involves adjusting rates based on supply and demand – so good inventory management is essential.

A critical component of rate management, it allows you to maximize revenue by selling the right room at the right time to the right guest. To optimize yield management, you should:

• Consider external factors such as market demand, competitor rates and booking patterns

• Leverage dynamic pricing: Adjust rates in real-time based on changing market conditions and demand with a pricing recommendation tool.

• Monitor booking pickup and pace: Track how quickly rooms are being booked to identify opportunities for price adjustments.

• Try and segment your market: Tailor pricing strategies for different customer segments, such as business travelers vs leisure travelers, and on their willingness to pay, and tailor your rates accordingly

It’s a broad topic, so for a deeper dive, have a read of our introductory guide to yield management.

3. Make the most of your distribution channels

Online travel agencies (OTAs) are a powerful tool for driving bookings, especially for independent hotels that may not have the marketing reach of larger chains. OTAs enable you to reach a global audience, fill rooms during low-demand periods, and collect valuable data on traveler behavior.

But, don’t forget, the number one channel you want to drive business through is your own website, so you avoid incurring the commission fees that come with having your rooms on OTAs.

To maximize the benefits of your channels :

• List rooms on multiple OTAs to increase visibility and assist in your quest to collect data about travelers, which can support other best practices we’ve discussed

• Integrate a channel manager into your tech stack so your can optimize room visibility, rates and channel distribution in real-time

• Use a market leading booking engine to ensure direct booking on your website is a seamless experience for potential guests

• Use real-time dynamic room pricing data in combination with your channel manager to help inform your rate management decisions across all of your channels

4. Keep an eye on customer satisfaction rates

Customer satisfaction is directly linked to your ability to charge competitive rates.

By regularly monitoring guest feedback, you can gain insights into what aspects of your service are most valued by guests and adjust rates accordingly.

For instance, if guests frequently praise the quality of your hotel’s bedding or the friendliness of the staff, you can perhaps justify slightly higher room rates. Conversely, if guests complain about the value for money, it may be necessary to lower rates or enhance offerings.

Make sure you should regularly:

• Review guest feedback and satisfaction scores

• Use positive feedback to justify rate increases

• Respond to negative feedback: Address complaints about pricing and highlight positive feedback in your marketing efforts and improve your services

• Offer value-added services: Consider bundling services, such as breakfast or parking, to enhance perceived value

• Monitor review sites: Regularly check sites like TripAdvisor and Google Reviews to stay on top of guest feedback

By prioritizing customer satisfaction, you can build a loyal customer base and improve your hotel’s reputation, which in turn supports your rate management strategy.

5. Invest in a pricing recommendation tool

In a world so driven by data, a pricing recommendation tool is essential for effective rate management. This will provide you with the insights and automation you need to optimize rates and drive room revenue.

Pricing recommendation tools generate dynamic price recommendations for your hotel rooms. Enabling you to unlock more revenue opportunities and optimize your prices without diverting you from your day-to-day responsibilities.

Employing a pricing recommendation tool eliminates the need for you to manually check the room pricing landscape. It delegates a significant portion of the decision-making process to the tool itself.

Broadly speaking, a good pricing recommendation tool will offer:

• Dynamic pricing recommendations into the future – guests book far in advance; you need to be able to cater for this and offer optimized rates to match.

• Customized settings – every hotel is different and if you only have a one-size-fits-all tool, you’ll become frustrated. The user should be able to give as much, or as little control as they feel comfortable with. You want to be able to automate rates but also have the final say.

• Transparent rate recommendations – if the solution recommends a rate change it should explain exactly what variables led to this decision in plain language exactly.

• Ease of use – An effective dynamic pricing solution should have user-friendly dashboards and be easily discernible for users, even if they have no prior revenue management experience. There should also be robust training resources available in case users need support.

• Seamless two-way Channel Manager for syncing and decision making

By investing in the right pricing recommendation tool, you can greatly improve your practice of rate managemen, seize new revenue opportunities and achieve better financial outcomes.

Enhance your hotel’s pricing strategy with data-driven insights

Pricing recommendations tools provide the most effective support in your efforts to optimize room rates and drive revenue.

Lighthouse is a market leader with the industry’s most accurate data sets and best-in-class solutions for independent hotels, not least in the pricing recommendation tool space. Pricing Manager has designed specifically for small, independent hotels, and endeavors to:

• Boost your revenue with data-driven rate recommendations

• Save you valuable time with user-friendly automation

• Take control of your pricing strategy with flexible settings

• Leverage the robust and most trusted industry data set

Pricing Manager offers numerous market-leading features, many of which set it apart from its competitors.

• Settings are customizable and can be fine-tuned to meet your needs, along with the option to override price recommendations, so you are always in control.

• The option to set Autopilot – instantly sending certain recommendations and maximizing your time

• Pricing Manager analyzes both internal and market data, including pickup rates, occupancy forecasts, and competitor rates. The outcome? Optimal pricing for your hotel.

• Using Pricing Manager is a breeze, even if you don’t have prior Revenue Management experience, thanks to our user-friendly dashboard.

• Support that never sleeps – global customer support ensures peace of mind across all time zones; we’re always here, whenever ‘now’ is for you

• No pricing puzzles – we demystify pricing with transparent calculations: occupancy, competitor pricing, demand; it’s all there to see in just a few clicks

• Effortless PMS integration – no time-consuming manual work required, so you can focus on what you do best

If you like the sound of Pricing Manager, start a free trial today and fully optimize your rates up to 365 days in advance.

About Lighthouse

Lighthouse (formerly OTA Insight) is the leading commercial platform for the travel & hospitality industry. We transform complexity into confidence by providing actionable market insights, business intelligence, and pricing tools that maximize revenue growth. We continually innovate to deliver the best platform for hospitality professionals to price more effectively, measure performance more efficiently, and understand the market in new ways.

Trusted by over 65,000 hotels in 185 countries, Lighthouse is the only solution that provides real-time hotel and short-term rental data in a single platform. We strive to deliver the best possible experience with unmatched customer service. We consider our clients as true partners – their success is our success.