Why you should rarely STOP Sell your property in booking channels

Revenue Management aims to maximise revenue over a week or period of time. It is dangerous to focus on single days in isolation.

If you sell out too soon on your peak days and place a STOP Sell on that date in all booking channels you are potentially missing many bookings that would have stayed through that peak day and supported the occupancy and revenue on the surrounding days that still have space.

Overbooking on the peak days with stay through bookings that support the weaker days is one of the key strategies in maximising Revenue over a week.

The trick is you don’t want to sell out too soon on your traditional peaks, and you certainly don’t want to sell out too soon with one night stays. We want to maximise the demand opportunity for our peak days and allow longer stay bookings to get in that will assist overall weekly revenues & RevPAR.

Some options are to Close to arrivals on the peak day first – this will still allow stay throughs.

Also you could place Minimum/Maximum stay combinations on surrounding days to only allow longer stay bookings of a certain number of nights through.

Even if things are pretty tight (as long as your mix if made up of mainly transient bookings, not too much group that can’t be moved easily) you don’t want to miss out on that 10 night booking should it come through?

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You may need to relocate some guests on the peak night and yes this is never a pleasant experience. However there is strategy behind this and one that bring in an exceptional amount of additional revenue for the property.

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