Your Revenue Playbook

Actionable Steps to Increase Your Hotel's Revenue

Your Revenue Action Plan

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Total Rooms
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Base Rate
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Room Types
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Same-Day Bookings

Upcoming Demand Peaks, Next 90 Days

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Action 1: Adjust Rates by Occupancy

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What to do: Stop charging a flat rate. Increase your room price as your occupancy goes up. When you're 80% full, guests should pay more than when you're 30% full.
Slab Start End Total Increase Per Room Description
Next step: Update your PMS or channel manager with these rate slabs. Most modern systems support occupancy-based pricing rules. Learn about RMS software.

Action 2: Overbook Your Base Category

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What to do: Overbook your lowest-priced room category by a calculated percentage. When these rooms are full, upgrade guests to the next category at no extra cost. You sell more rooms without adding inventory.
Next step: Set your overbooking limit in your PMS. Track no-show rates monthly to fine-tune the percentage. Start conservative and increase gradually.

Action 3: Pool Similar Room Categories

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What to do: Combine similar-priced room types into a shared pool. This prevents one category from showing "sold out" while another sits empty. Guests are assigned the best available room at check-in.
Room Type Original Base Price Price Diff In Pool? Pool % Reallocated
Next step: Configure room pooling in your PMS. Most systems support virtual room pools or flexible inventory allocation.

Action 4: Apply Weekday/Weekend & Seasonal Markups

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What to do: Charge different rates for high-demand days (weekends/weekdays depending on your type) and mark up prices during peak seasons.

Weekday Demand Pattern

DayDemandScoreMultiplier

Monthly Demand (1-15 Scale)

Next step: Set up day-of-week rate multipliers in your channel manager. Update seasonal rates at least quarterly. Read our ADR guide.

Action 5: Mark Up for Events, Festivals & Wedding Dates

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What to do: Identify upcoming festivals, long weekends, and wedding muhurat dates for your region. Mark up rates 15-40% during these periods. Don't leave money on the table when everyone wants a room.

Long Weekends (High Impact)

Special Events & Festivals

Next step: Block these dates in your rate calendar now. Set higher BAR rates 60-90 days before each event. Set MLOS for peak dates.

Action 6: Adjust Prices by Time of Day

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What to do: If rooms are unsold by evening, offer time-sensitive discounts. An 80% rate is better than an empty room. Conversely, if you're filling up fast, add a premium.
Day Time Condition Base Suggested Change Reasoning
Next step: Set up time-based rate rules in your channel manager. Start with same-day discounts at 3 PM and 6 PM.

Related Tools & Guides

Revenue Management Setup

Build your pricing playbook

Demand Calendar 2026

Plan for peak pricing dates

RevPAR Guide

Revenue per available room

BAR Explained

Setting your best available rate

Frequently Asked Questions

What do I do with this playbook?
Treat it as your starting position for the next quarter, not a fixed rule. Set your base rate from it, apply the seasonal adjustments on your calendar, and review it once you have a month of actual pickup data to compare against.
My numbers changed. Do I redo the whole thing?
No. Go back to the Revenue Management Setup tool and change only the inputs that moved, usually occupancy or ADR. The playbook regenerates in seconds and you can compare it against the version you are running now.
Should I apply these rates on every OTA?
Yes, keep them consistent. Different rates on different platforms is a rate parity problem and most OTA contracts prohibit it. Where you can differ is on your own website, where a small direct discount is usually allowed and costs you no commission.
How often should I revisit this?
Monthly for a property with steady demand, and before each season for a resort or hill station. Anything more frequent tends to be reacting to noise rather than a real shift in demand.