1. Dollars and Sense - Effective Rate Management -

2. Dryer Sheets Remove burnt food from casserole dishes
Clean paint brushes
Clean your glasses
Pick up sawdust
Remove soap build up from your shower

3. Traditional vs. Modern Traditional Pricing:
$2,500/week in the high season
$1,500/week in the low season
Modern Pricing:
Right rate at the right time
Price competitively
Make a great offers
Price flexibility to close the deal

4. Independent Studies Price is the #1 driver followed by location.
(Jupiter Research & Hitwise, June 2008)
Pricing perception influences guest’s purchasing decisions, and more than 50% of guests switch to other companies if they experience a poor price perception.
(Hotel Online, August 2010)
Fear of overpaying was the #1 reason that prevented travelers from planning a vacation. “If I just go to one more site I will find the right one.” (Travel Weekly, July 2010)

5. Tools You Can Use
Advanced Rate Engine
Coupon Codes
Quick Quote

6. Four Pricing Principles
1. Right rates at the right time
2. Price competitively
3. Make a great offer
4. Pricing flexibility to close the deal

7. The Right Rates
at the Right Time

8. Yield Management Without Yield Management Total Monthly Rent: $4,320
Sunday
Monday
Tuesday
Wednes.
Thursday
Friday
Saturday 1 2 3 4 5 6 7
$180 8 9 10 11 12 13 14 x 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
Total Monthly Rent: $4,320
Total Occupancy: %
Average Daily Rent: $ 180
Total Bookings: 4
With Yield Management
Sunday
Monday
Tuesday
Wednes.
Thursday
Friday
Saturday 1 2 3 4 5 6 7
$215
$100
$180 8 9 10 11 12 13 14
$160 15 16 17 18 19 20 21 22 23 24 25 26 27 28 x
$235 29 30 31
Total Monthly Rent: $4,795
Total Occupancy: %
Average Daily Rent: $ 179
Total Bookings: 7
More Repeat Opportunities! 8

9. Advanced Rate Engine Q: “Why should I use it?”
A1: More bookings and revenue…
Yield Management (Premium as well as Discount pricing.)
Scenario Pricing (# of Days Prior to Arrival, TAs, etc.)
A2: …and greater efficiency.
Unit Groups
Bulk Pricing Grid
Copy Rate Rules
Customizable Failure Rules/Messages

10. Bulk Grid

11. Advanced Rate Engine A1: More bookings and revenue…
Q: “Why should I use it?”
A1: More bookings and revenue…
Yield Management (Premium as well as Discount pricing.)
Scenario Pricing (# of Days Prior to Arrival, TAs, etc.)
A2: …and greater efficiency.
Unit Groups
Bulk Pricing Grid
Copy Rate Rules
Customizable Failure Rules/Messages

12. Copy Rate Rules

13. Advanced Rate Engine A1: More bookings and revenue…
Q: “Why should I use it?”
A1: More bookings and revenue…
Yield Management (Premium as well as Discount pricing.)
Scenario Pricing (# of Days Prior to Arrival, TAs, etc.)
A2: …and greater efficiency.
Unit Groups
Bulk Pricing Grid
Copy Rate Rules
Customizable Failure Rules/Messages

14. Four Pricing Principles
1. Right rate at the right time
2. Price competitively
3. Make a great offer
4. Pricing flexibility to close the deal

15. Price Competitively

16. Price Competitively Occupancy Pricing
- Less inventory in your area, increase your rates.
- More inventory in your area, decrease your rates and/or length of stay.
Pricing
- What are they charging?
- Are they willing to deal?

17. Four Pricing Principles
1. Right rate at the right time
2. Price competitively
3. Make a great offer
4. Pricing flexibility to close the deal

18. Make a Great Offer

19. Coupon Codes
Five advantages:
Highlight the offer

20. Call Out the offer

21. Coupon Codes
Five advantages:
Highlight the offer
Trackable

22. Trackable

23. Coupon Codes Five advantages: Highlight the offer Trackable
Limit to dates and number of transactions

24. Limit to dates, etc.

25. Coupon Codes Five advantages: Highlight the offer Trackable
Limit to dates and number of transactions
Customizable
Not limited to a particular medium

26. Four Pricing Principles
1. Right rate at the right time
2. Price competitively
3. Make a great offer
4. Pricing flexibility to close the deal

27. Flexibility to Close the Deal

28. Quick Quote
Over the phone and on the fly
Fully integrated!

29. It’s Easier than You Might Think!
Think About your Rates
Built in Testing Feature

30. Verify Before Publishing

31. It’s Easier than You Might Think!
Think About your Rates
Built in Testing Feature
Failover to Classic Rate Engine

32. Failover Prevents Loss of
$ and Bookings

33. In the Words of our Clients
Dr. David Fischbach
Beachfront Only Vacation Rentals
San Diego, CA
Steve Milo
Vacation Rental Pros
St. Augustine Beach, FL

34. Recap Pricing/value drives decision making. It’s worth the investment!
Right price at the right time
Price competitively
Make a great offer
Flexibility to close the deal
Tools: Advanced Rate Engine, Coupon Codes, Quick Quote.
It’s easier than you might think.
It’s worth the investment!

36. Meet Someone New!