Booking Pace measures the speed at which reservations accumulate for a specific stay date over time. It is compared with the same period in previous years (SPIT – Same Period in Time) to monitor sales and occupancy performance in real time.
You can analyze the pace for Revenue, RNS (Room Nights Sold), and ADR (Average Daily Rate), as well as their interrelation, presented in a graphical display. For detailed explanations of each metric, see article.
In the upper-left corner, select whether you want to track the pace by month or year. This determines the period for which Revenue, RNS, and ADR are monitored. The graph shows when reservations are being received for the selected period and allows comparison with the same period in a previous year.
Booking pace pick up
Booking Pace Pick-Up is calculated by comparing revenue for the upcoming period (week or month, depending on the selection) with the revenue of the previous period.
Example:
In the screenshot, the Booking Pace Pick-Up for July is shown. It is calculated as the difference between revenue in July and revenue in June.
Insights from Booking Pace Metrics
Track how many reservations are generated within specific timeframes (days, weeks, months) before arrival.
Compare current booking pace with historical data from previous years.
Identify early or slow booking periods to enable timely action (e.g., price adjustments or targeted marketing).
Guest Behavior
Understand how far in advance guests typically make reservations.
Detect shifts in booking patterns compared to past years.
Operational Planning
Anticipate when the highest number of reservations will occur.
Pinpoint periods of unusually early or slow booking that may require intervention.
Strategic Decision-Making
Recognize the optimal timing for price adjustments.
Determine the best moments to launch marketing campaigns.
Evaluate whether current performance aligns with forecasts and expectations.
Revenue Management
Decide when to adjust rates based on booking pace.
Improve occupancy forecasting by analyzing current booking trends.
Key Insight
Booking Pace empowers proactive revenue management by allowing hotels to react in real time—making adjustments while there is still time, rather than waiting for final results.
CASE STUDY
1. Early Detection of a Slowing Trend
Situation: Compared to the same period last year, the current booking pace (by revenue or room nights) is noticeably lower.
Action: Launch targeted marketing campaigns with discounts or promotional packages (e.g., free breakfast, late check-out), and leverage specific channels such as OTAs or social media.
Goal: Stimulate bookings, accelerate booking pace, and boost occupancy.
2. Sudden Booking demand (e.g., Local Event)
Situation: Booking pace shows an unexpected spike for specific dates (e.g., due to a festival or event).
Action: Adjust strategy by raising prices (yield management), refining cancellation policies, or offering tailored last-minute packages.
Goal: Capture maximum revenue from increased demand.
3. Seasonal Planning – Prepare Staff in Advance
Situation: Booking pace indicates a steady rise for peak summer dates (e.g., August).
Action: Increase staffing levels and shifts, secure sufficient supplies (e.g., breakfast items, cleaning materials), and organize service and employee schedules in advance.
Goal: Maintain high service quality while minimizing operational bottlenecks.
4. Urgent Adjustment by Segment
Situation: Overall booking pace is strong, but specific segments (e.g., apartments or premium categories) are significantly underperforming.
Action: Introduce value-added packages (e.g., superior room with complimentary wellness access) and promote these segments through premium sales channels.
Goal: Balance occupancy across all categories and maximize profitability.
5. Benchmarking and Long-Term Strategy
Situation: Ongoing comparison of current booking pace against last year’s results or set targets.
Action: If booking pace remains consistently behind expectations, implement long-term strategies such as adjusting BAR (Best Available Rate), offering early booking discounts, loyalty incentives, or group packages.
Goal: Strengthen competitive positioning, improve booking pace, and secure sustainable revenue growth.