In today’s highly competitive hospitality market, understanding and leveraging data is no longer optional—it’s essential.
This guide provides a clear framework for using Rentlio Business Intelligence tools to monitor key metrics, gain actionable insights, and optimize your hotel’s performance.
Key Metrics to Know
RNS (Room Nights Sold) - Number of rooms sold in a given period.
Indicates hotel occupancy volume and sales performance.
ADR (Average Daily Rate) - Total accommodation revenue ÷ number of rooms sold.
Reflects the average price achieved per room.
Occupancy - Number of rooms sold ÷ total number of rooms.
A core indicator of capacity utilization.
RevPAR (Revenue per Available Room) - Total accommodation revenue ÷ total number of rooms.
The most comprehensive metric for overall hotel performance, combining both occupancy and ADR.
Revenue
Net Revenue: Total accommodation revenue excluding taxes and additional services.
Gross Revenue: Total accommodation revenue including all taxes and services.
Data Display Methods
OTB (On the Books): All reservations (confirmed, provisional, in-house, and checked-out).
Actuals: Only completed (checked-out) reservations.
SPIT (Same Point in Time): Comparison with the same date in the previous year.
Daily Pick-Up: Your Daily Compass
What is Daily Pick-Up?
Daily Pick-Up tracks day-to-day changes in bookings and revenue. It shows how many new reservations were "picked up".
Key Insights
Positive pick-up isn’t always positive news.
Example: +12 rooms may look good, but an SPIT comparison (–37% YoY) could indicate a serious decline.
Historical context matters.
Without year-over-year comparison, conclusions may be misleading.
How to Use Daily Pick-Up Data
Monitor trends over weeks and months, not just single days.
Act immediately on significant negative deviations (e.g., >20%).
Apply corrective measures when SPIT signals a slowdown.
Analyze performance by unit type to support portfolio optimization.
Why This Matters
Not all room types perform equally. Daily Pick-Up analysis helps you:
Identify the most profitable categories.
Plan renovations and conversions effectively.
Adjust pricing strategies with precision.
Practical Example
Situation: ADR for Standard rooms declined two years in a row, while Superior rooms were consistently sold out.
Action: Converted 15 Standard rooms into Superior category.
Result: +€280,000 in additional annual revenue.
For different departments:
Revenue Management
Monitor RevPAR by room type.
Identify opportunities for rate increases.
Design and implement yield strategies.
Sales & Marketing
Determine which room types to prioritize in promotions.
Analyze which markets show preference for premium categories.
Develop upselling and cross-selling strategies.
Operations
Plan maintenance based on actual room utilization.
Optimize housekeeping schedules and resource allocation.
Market Segments: Understanding Your Guests
Key Segments to Track
Leisure: Individual travelers on holiday.
Corporate: Business travelers.
Groups & Events: Organized group stays, conferences, and events.
OTA (Online Travel Agencies): Reservations via online platforms.
Direct: Bookings made directly with the hotel.
Segment Strategies
Group Segment
Provides stable revenue with lower cancellation rates.
Supports long-term capacity planning for the following year.
Focus on driving advance bookings to secure base business.
OTA vs. Direct
OTA: Delivers higher booking volumes but typically at lower ADR.
Direct: Generates fewer bookings, but with higher ADR and better profitability.
Balance the mix through seasonal optimization and tailored offers.
Sales Channels: Optimizing Distribution
Channel Performance Analysis
Evaluate performance not just by ADR, but by total revenue per available room:
Booking.com: €80 × 90% occupancy = €72 per room
Direct bookings: €120 × 40% occupancy = €48 per room
Optimization Strategies
High Season: Limit OTA availability and prioritize direct bookings to maximize revenue and control.
Low Season: Leverage OTAs for volume while using direct channels to maintain margin.
Booking Pace: Predicting the Future
What Booking Pace Reveals
How far in advance guests typically book.
When peak booking periods are expected.
When adjustments to pricing or marketing are needed.
Key Actions Based on Pace
Negative Pace
Launch early booking promotions.
Strengthen direct booking channels.
Review and adjust pricing strategy.
Positive Pace
Evaluate opportunities for price increases.
Focus on yield and revenue optimization.
Analysis by Nationality: Market Diversification
What to Monitor
Revenue contribution by country.
Seasonal booking patterns by nationality.
Dependence on a single market (risk assessment).
Marketing:
Target campaigns to the most profitable markets.
Operations:
Plan staffing and language skills based on guest nationalities.
Sales:
Expand into new markets while strengthening presence in current ones.
Partner Companies (B2B):
Optimize collaborations with different partner types:
Premium clients: High ADR, stable bookings.
Volume clients: Lower ADR, high number of nights.
Growing partners: Positive SPIT variances.
Retention Strategies:
Offer VIP packages for premium clients.
Implement loyalty programs for long-term partners.
Diversify the partner portfolio to reduce dependence.
Rate Optimization: Maximizing Revenue
Rate Performance Analysis
High occupancy does not always equal profitability.
Example: “Deluxe Rate” at 85% occupancy but low ADR — attracts guests due to low price, but loses potential revenue.
Performance Balancing
Seasonal price optimization.
A/B testing of different rate strategies.
Continuous monitoring of competitor pricing.