Revenue management terms and acronyms explained

1 minute read

Authoritative Data
The data that is stored in your system of record, typically this is your property management system

Available Occupancy
Removes owner nights and maintenance holds. Of the nights available to sell, how much has been sold?

Average Daily Rate (ADR)
The calculated average nightly rate for a property or group of properties. Calculated by dividing the total rental revenue by total nights sold.

Booking Window
The number of days between when the reservation is made in advance of arrival.

Cancellation Rate
The percentage of reservations that canceled prior to arrival

Canceled Stays
The number of guest stays for check-ins during a given period that canceled prior to arrival.

Dynamic Pricing
Dynamic pricing is a customer or user billing mode in which the price for a product frequently rotates based on market demand, growth, and other trends.

Guest Nights
Total nights reserved by guests for a given period. Also referred to as Properties Sold or Nights Sold.

Incremental Revenue
Revenue that was unlikely to be realized without a certain action

Key Performance Indicators (KPI)
A business metric used to evaluate factors crucial to the success of an organization (e.g. ADR, Occupancy Rate, Conversion Rate, and RevPAN).

Occupancy Rate
The percentage of total available nights that have been rented for a property or a group of properties over a specified time period. 2. The percentage of all rental units that are occupied or rented at a given time.

Nights Available
Also known as Room Supply. The total nights available to book for guests including existing guest reservations and nights that remain open (Open Nights).This is calculated as the total nights in the period minus owner nights and hold nights (Unavailable Nights).

Referred to as Revenue Per Available “Room” with hotels. RevPAR is calculated by multiplying the Occupancy by the ADR. = Occupancy x ADR (or) Total Unit Revenue / Total Nights in a given period

RevPAR broken down by bedroom, calculates the amount of Unit Revenue earned per bedroom per night. = Unit Revenue / (Total Nights x Sum of Bedroom Count)

Scraped Data
Sources from a third party using technology to extract data from human-readable output coming from another system. The most common in our industry are companies that scrape data from Airbnb, Booking and Expedia family sites and resell that data to managers and other interested parties.

Unit Revenue (Recognized) or Gross Rent
Rent only, no fees

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