Revenue Management Playbook
How to build a nightly rate from your own costs and comp set, put four multipliers on the calendar, fix orphan nights, run a discount ladder that never goes under the floor, and review it all in fifteen minutes a week.
One rate all year sells July in March and leaves November empty
Revenue is nights sold times the rate on each night, and most independent hosts only ever watch one of the two. This playbook is the method a management company uses, cut down to what one host with a spreadsheet can run. It explains ADR, occupancy and RevPAR with a worked example, builds the floor from your costs, sets the base from five comparable listings, puts season multipliers and minimum stays on the calendar, handles orphan nights and check-in day rules, caps every discount at the floor, and ends with a fifteen-minute weekly review and a rate card. No benchmark is quoted that you cannot check against your own market.
Written by Eric, who founded a vacation rental company in 2004 and spent close to a decade deep cleaning rentals somebody else had already called clean.
What is inside: all 7 parts
This is the complete contents list, not a highlights reel. Every line below is a part of the file that is already written and already laid out. Print-ready as it stands. Print it, laminate it, or send the file to whoever does the work.
- The three numbers with a worked example of why RevPAR is the honest one
- Step-by-step floor and base-rate method
- Seasonal calendar table with starting multipliers and minimum stays
- Orphan nights, check-in day rules and length-of-stay pricing
- The discount ladder and where it stops
- When a dynamic pricing tool earns its fee, and what to set in it
- Rate card and weekly review log to fill in
What it replaces
the work it removes- A blank document and every decision inside it. Somebody has to work out what belongs in each of those 7 parts, write the wording, and lay it out, 7 times over. That is the part already done.
- A generic small-business template with the word "property" pasted over it. It was written against one problem: One rate all year sells July in March and leaves November empty.
- Version chasing. If the file gets revised, the new one is a free re-download, not a second purchase.
- A subscription. It is a PDF file you keep. Nothing logs in, nothing syncs, and nothing stops working when a card expires.
When not to buy this
said plainly- If what you want is software that runs itself, this isn't it and never claimed to be. It's a PDF file you print, post, and own. No app, nothing to log into.
- Already have a version of this written down, with a team that follows it? Keep it. Swapping a working system for a stranger's is a downgrade.
- The writing is done. Filling in your codes, your local numbers and your house rules is still on you.
- You have not read one of these yet. 9 of the 35 files download with no account and no email address. Take one of those first and judge the writing before you spend $49 USD.
There is no buy button for this one file. I would rather say so than print a price you cannot pay.
The 26 Pro toolkits are sold as one thing. One payment of $49 USD opens all of them. This file does not sell on its own, so there is no separate price to quote for it. What I will stand behind is a count: 26 files, 168 written parts between them. Every toolkit is named on the pricing page before you decide. Anything added to the library later is included, and nothing renews.
Three more that sit next to this one
Same category first, meaning Money, Pricing & Taxes, then the library's featured picks if the shelf runs short. Free ones download without an account; Pro ones come with the $49 USD All-Access Pass.
EXCELFreeIncome & Expense Tracker: Lite
Log your bookings and drop each expense into one of 14 ready-made categories. The sheet totals the month for you, so you can see whether the property actually made money.
EXCEL ProSTR Financial Command Center
One workbook logs bookings, expenses and mileage, sorts 22 categories onto the lines of Schedule E (the US tax form rental income goes on), and totals what you cleared each month.
EXCEL ProPricing & Seasonality Worksheet
Build a nightly rate out of your real costs and five comparable listings nearby, then raise it for busy seasons, weekends and local events. It also sets your own last-minute discount rules, with no subscription tool.