Your guide to maximising profits: 10 pricing strategies for holiday rentals

How it works: Hyper-localised pricing focuses on setting rates based on specific factors unique to your property’s immediate area, such as neighbourhood appeal, proximity to attractions, and local events, rather than relying on broad pricing strategies.

Why it's effective: Not all locations within a city are equal. By tailoring your short-term rental pricing to reflect hyper-local factors, you can better capture demand and justify higher rates for properties in prime areas, ensuring you’re maximising your revenue potential.

How to do it in Escapia: Escapia allows you to create and manage custom rate plans for different properties, making it easy to apply hyper-localised pricing strategies. You can adjust rates based on neighbourhood trends and special events unique to your area.

How it works: A cross-channel approach involves listing your properties on a wide range of platforms, including major sites like Airbnb, Vrbo and Stayz, as well as niche channels tailored to specific markets—such as regional, ski, and mountain holiday sites. While maintaining consistency in your holiday rental pricing strategy across channels is important, you can also set different rates for different channels to maximise profitability. For example, you might offer preferred rates on Vrbo, where travellers tend to be more profitable, and incentivise direct bookings with exclusive discounts.

Why it's effective: By distributing your properties across a variety of channels, including those that cater to specific markets, you attract a broader and more targeted audience. This increases the chances of securing bookings from guests who might not find your listings on mainstream platforms. Additionally, by tailoring your pricing by channel, you can appeal to the most profitable segments to help drive higher profit margins. 

How to do it in Escapia: Exciting News! Escapia now offers Airbnb distribution through EscapiaConnect, expanding your reach even further with our holiday rental channel manager. With Escapia, you can easily distribute your properties across major platforms like Airbnb, Booking.com, Vrbo and Stayz, as well as niche channels like regional, ski, and mountain holiday sites. The platform's synchronised pricing and real-time updates ensure that any changes you make are automatically applied across all your channels, maintaining consistency and competitiveness, while putting your properties in front of more potential guests than ever before.

How it works: Adjusting prices based on the length of stay encourages longer bookings and helps reduce gaps between reservations, minimising turnover costs.

Why it's effective: Longer stays mean fewer gaps between bookings, leading to more consistent revenue and lower operational costs associated with frequent check-ins and cleanings.

How to do it in Escapia: Escapia’s Rates Manager allows you to set custom discounts for longer stays. You can create rate plans that automatically apply discounts for guests who book for a week, a month, or longer, helping to boost occupancy during off-peak times.

How it works: Seasonal pricing adjusts your rates according to high and low seasons, while demand-based pricing allows for adjustments based on current market conditions and occupancy levels.

Why it's effective: Seasonal and demand-based pricing ensures you’re maximising revenue during peak times and attracting bookings during slower periods.

How to do it in Escapia: A Vrbo/Stayz pricing tool like Escapia makes it easy to set up seasonal pricing tiers. You can create rate rules that automatically adjust based on the time of year, occupancy rates, or market conditions, ensuring your pricing remains competitive year-round.

How it works: Balancing flexible and strict cancellation policies involves offering terms that appeal to a wide range of guests while protecting your revenue. Flexible policies can significantly increase your conversion rate for bookings, as many travellers prefer the security of lenient terms. Interestingly, the traveller cancellation rate only fluctuates by a few percentage points across different policies, meaning the increase in bookings often surpasses the number of cancellations.

Why it's effective: Although stricter policies may reduce last-minute cancellations, the increase in bookings from flexible terms usually outweighs the slight rise in cancellations, resulting in higher occupancy and revenue. Plus, it’s easy to test different cancellation policies with a subset of properties to compare conversion rates and cancellation rates, helping you determine if this approach could boost revenue for your specific portfolio.

How to do it in Escapia: Escapia allows you to customise your cancellation policies for each property. You can offer different tiers of flexibility, helping you find the right balance between maximising bookings and protecting your income.

How it works: Personalised pricing involves offering special discounts to repeat guests or creating exclusive offers for direct bookings. By recognising and rewarding loyal guests, you can build stronger relationships and encourage them to book with you again in the future.

Why it's effective: It’s often easier and more cost-effective to get a past guest to book with you again than to attract new customers. Personalised offers make guests feel valued and appreciated, which significantly increases the likelihood of repeat bookings, driving more direct reservations and boosting profit margins. Offering discounts for future stays can be particularly powerful, turning first-time guests into regular visitors.

How to do it in Escapia: You can create targeted pricing offers for specific guest segments and send them special offers directly. In Escapia, you can easily set up exclusive discounts or personalised discount codes that encourage guests to return, helping you foster long-term relationships and increase direct bookings.

How it works: Offering coupon codes for specific promotions—such as off-season discounts, special event rates, or limited-time offers—can be a powerful tool to attract new guests and drive bookings during slower periods. Coupon codes can be distributed through various channels, including your website, email newsletters, social media platforms, and even in partnerships with local businesses.

Why it's effective: Coupon codes create a sense of urgency and appeal to cost-conscious travellers, encouraging them to book sooner rather than later. They are also an excellent way to reach new audiences who may not have previously considered your properties. By promoting these codes across multiple channels, you increase the chances of filling vacancies during low-demand periods. Additionally, incorporating coupon codes into your marketing efforts, such as featuring them in newsletters or social media posts, helps keep your brand top of mind for potential guests.

How to do it in Escapia: Escapia makes it easy to create, manage, and track coupon codes. Whether you’re running a seasonal promotion or offering a discount for last-minute bookings, you can easily track and apply these codes through the platform. By integrating coupon codes into your broader marketing strategy, you can generate more leads and increase bookings across your portfolio.

How it works: Regularly monitoring market trends and continuously and proactively adjusting your short-term rental pricing accordingly ensures your rates remain competitive and in line with guest expectations.

Why it's effective: Staying flexible and responsive to market changes helps you capture opportunities and avoid potential downturns in demand.

How to do it in Escapia: Escapia provides powerful tools to help you keep tabs on market pacing. Escapia’s Performance Dashboard and integrated market analysis tools enable you to easily track pacing and identify potential low-demand periods, allowing you to pivot early if necessary.

Escapia’s new Reservations Overlay within the Rates Manager also gives you a clear picture of confirmed bookings alongside your rate settings. This feature makes it easy to spot gaps between bookings and assess occupancy for specific units. You can further refine this process with unit filters to focus on availability for a particular subset of properties, helping you optimise your inventory and adjust rates more effectively.

How it works: The ability to quickly adjust your rates in response to sudden changes in demand is essential for maximising occupancy and revenue. Whether it's a local event driving up demand, a last-minute cancellation creating an unexpected vacancy, or a gap between bookings due to minimum night stay requirements, being able to react swiftly can make a significant difference in your bottom line.

Why it's effective: On-the-fly rate changes allow you to seize last-minute opportunities and prevent revenue loss. For instance, adjusting rates when a competitor lowers theirs, or offering a discount to fill a gap in your booking calendar, can keep your property fully booked and profitable, even during unforeseen shifts in the market.

How to do it in Escapia: Escapia’s Rates Manager provides powerful tools to make these quick adjustments. The new click-and-drag to set rates functionality allows you to update rates faster than ever. Simply select the desired units and dates directly in the rates grid by clicking and dragging your mouse or trackpad. The rate editing drawer will automatically open, pre-filled with your selected dates and units, allowing you to quickly adjust rates, availability, or minimum night stays.

This feature is especially useful when used in conjunction with the reservations view. If a gap is identified between bookings, you can quickly change the minimum night stay or adjust rates to open availability for a prospective booking. With options like increasing or decreasing rates by a percentage or accepting Market Rates, Escapia gives you the flexibility to optimise your pricing in real-time, ensuring that your properties remain competitive and fully booked.

Our powerful new short-term pricing tool is designed to help you implement these strategies with precision and ease. It allows you to manage and adjust rates across multiple channels using data-driven insights, whether you’re optimising for dynamic pricing, seasonal rates, or making quick adjustments on the fly. With its flexibility and control, this modern tool keeps your holiday rental business profitable and competitive, even in today’s dynamic market. Ready to see it in action? Schedule a demo today to learn more about how the Rates Manager can support your success.