The importance of pickup and pace in hotel revenue management

Setting the right price might be the cornerstone of revenue management, but how you arrive at that decision requires some context

Booking pace and pickup are crucial starting points that revenue professionals in the hospitality industry monitor to ensure they are selling the right room, to the right guest, at the right time, and at the right price.

Key takeaways

• By monitoring your pickup and pace, you can also spot trends and patterns to help you anticipate when your hotel is likely to be fully booked, and whether your revenue will be in line with your forecasts;
• An overview can dictate the staffing complement your operations team will need to have in place for the selected period, but will also be useful for your FB team, procurement, and housekeeping;
• Within the commercial team, sales will be able to monitor booking performance against previous years and spot underperforming partnerships, with marketing helping to stimulate demand.

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