Separate stay dates and snapshot dates

Pick-up is the change between snapshots for the same stay dates. If last week had 40 rooms and today has 52, net pick-up is 12. It can include new bookings, cancellations and amendments.

Compare equal lead times

For a year-on-year comparison, use the same number of days before arrival. Account for shifting weekdays, holidays and events. Comparing current bookings against last year’s final result does not correctly measure booking pace.

Update the scenarios

Separate already-booked volume from expected future pick-up. State assumptions about cancellations, segments and events. Review a base, cautious and strong scenario instead of relying on one fixed number.

Finish with an action

Choose stay dates that need attention. Record a decision, owner and review point: a rate review, channel analysis or forecast revision. At the next meeting, compare the assumptions with new data.

Put it into practice

Introduce a short weekly report: stay date, bookings, pick-up, assumptions, action and owner.

Next resourceHotel budgeting: connect the plan with the market