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Hotel Pricing Strategy Template 2026

A complete, plug-and-play pricing framework for independent hotels, boutiques, and hotel groups. Covers seasonal strategy, OTA vs. direct channel mix, promotion calendar, rate guardrails, and 90-day revenue planning.

✔ 7 Worksheets

✔ Google Sheets + Excel

✔ 90-Day Planner

✔ OTA Channel Mix

✔ Rate Guardrail Framework

✔ Promotion Calendar

What's Inside the Template

Seven worksheets that walk you from annual strategy planning to daily rate decisions.

📅

Annual Pricing Calendar

Week-by-week seasonal pricing map with peak, shoulder, and low season rate zones pre-filled for your region.

📡

OTA vs Direct Channel Mix

Model your optimal direct vs OTA ratio. See commission bleed at various occupancy levels and when direct bookings break even.

🎯

Rate Guardrail Framework

Set minimum rate floors, maximum ceilings, and stop-sell triggers by room type and season. Prevent margin erosion.

🎁

Promotion Calendar & Rules

12-month promotion planner with stacking rules, eligibility criteria, and ROI tracking per campaign.

📈

90-Day RevPAR Planner

Rolling 90-day revenue forecast with ADR targets, occupancy goals, and RevPAR vs. budget tracking.

🔍

Competitor Rate Tracking

Manual competitor rate log to track your rate position. Know when you’re over- or under-pricing vs. your comp set.

👥

Loyalty & Segment Pricing

Rate ladder by guest segment: loyalty tiers, corporate accounts, walk-in, group, and OTA with clear discount rules.

A Proven Revenue Strategy Framework

The template follows the same structure used by Propeter’s AI Revenue Management system — adapted for manual application.

Establish Your Pricing Foundation

Calculate your true Cost Per Occupied Room (CPOR)
Set minimum viable ADR for break-even profitability
Define your rack rate and BAR (Best Available Rate) by room type
Identify your primary and secondary comp set
Audit current OTA commission costs vs. direct booking margin

Build Your Seasonal Rate Architecture

Classify 52 weeks into Peak / Shoulder / Low / Special Event tiers
Set ADR targets per tier with +/− tolerance bands
Map local events, school holidays, and conference calendars
Define lead-time pricing rules (90d, 60d, 30d, 14d, 7d, same-day)
Establish last-room availability rules to protect against deep discounting

Design Your Channel Strategy

Calculate net ADR per channel after commissions
Set rate parity rules across OTA channels
Build your direct booking incentive stack (early bird, loyalty, exclusive packages)
Define OTA booking window restrictions to protect direct channel
Track direct booking conversion rate and cost of acquisition

Configure Promotions & Guardrails

Define promotion stacking rules: which discounts can combine
Set promotion eligibility: min stay, advance purchase, direct only
Establish hard rate floors per season (never go below this)
Create a promotion calendar with blackout dates for peak periods
Build a flash deal protocol for distressed inventory

Measure & Optimise

Track ADR, Occupancy, RevPAR, and TRevPAR weekly
Compare actual vs. budget and prior-year pace
Measure direct booking mix as % of total rooms revenue
Review promotion ROI: promo-driven revenue vs. discount cost
Set quarterly strategy reviews to update rate architecture

Template Preview

A snapshot of the worksheet structure included in your download.

Foundation

Guardrails

Channels

RevPAR Target

Worksheet 1 — Pricing Foundation (fill in your values)

Property Name

Total Rooms

CPOR ($/night)

Break-even ADR

— (fill CPOR above)

Rack Rate (Standard)

Rack Rate (Deluxe)

Rack Rate (Suite)

Target Occupancy

Target ADR

Worksheet 3 — Rate Guardrails (protect your revenue floor)

Peak Season Floor

Shoulder Season Floor

Low Season Floor

Peak Season Ceiling

Max Promo Discount %

Max Loyalty Discount %

Stop-Sell Trigger

rooms remaining

Worksheet 4 — Channel Net Rate Analysis

Direct Website Rate

Booking.com (15% comm)

— (fill Direct Rate)

Expedia (18% comm)

—

GDS / Corporate (10%)

—

Direct Booking Premium

—

OTA Mix Target

% of total bookings

Worksheet 6 — 90-Day RevPAR Planner

Month 1 ADR Target

Month 1 Occ Target

Month 1 RevPAR Target

—

Month 2 ADR Target

Month 2 Occ Target

Month 2 RevPAR Target

—

Month 3 ADR Target

Month 3 Occ Target

Month 3 RevPAR Target

—

“We used the Propeter pricing template to restructure our seasonal rates before migrating to the full platform. In 3 months we lifted ADR by $22 without dropping occupancy. The guardrail worksheet alone saved us from a bad flash-deal decision in August.”

— Revenue Manager, Boutique Hotel Group, Auckland

Template vs. Propeter Live Platform

The template is your starting point. Here is what Propeter automates for you.

Task	Manual Template	Propeter Platform
Seasonal rate planning	Manual, quarterly	✔ AI, continuous
Competitor rate tracking	Manual spreadsheet	✔ Lighthouse + scraping, real-time
Promotion conflict resolution	Manual checklist	✔ Stage 10 Stacking Resolver
Rate guardrail enforcement	Human review required	✔ Stage 11 Guardrails, automated
OTA channel rate sync	Manual update per channel	✔ Automated <60s sync
90-day demand forecast	Estimate only	✔ XGBoost + LSTM, property-specific

Ready to Move Beyond Spreadsheets?

The template is a great start. Propeter replaces the spreadsheet entirely — automating your 13-stage rate engine, demand forecasting, OTA distribution, and revenue reporting in one platform.

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