Revenue management, answered

Are the prices in my strategy hard floors, or the prices I should expect to actually get?

Those prices are your strategy floors, not your expected close rates. They represent the minimum we'll accept for a given night, not the rate you'll typically book. In practice, most reservations land above floor, especially in peak windows.

By Jack Murphy, Head of Revenue Management at UpRev. Running pricing for US vacation rental managers since 2017. Last updated September 1, 2026.

How Floors Actually Function in Your Portfolio

A floor is a hard stop, meaning the calendar will not book below it regardless of demand signals or last-minute pressure. We set floors by unit tier, season, and minimum stay configuration so you never give away inventory at rates that hurt your annual RevPAR. Think of them as the backstop that keeps your portfolio out of the discount trap, not the target you're optimizing toward.

Where You Should Expect Actual Booking Rates to Land

For well-positioned units in healthy markets, the bulk of reservations close meaningfully above floor, particularly in the 30-to-90-day booking window where demand is strongest. Floors get tested most often on short-notice stragglers or shoulder-period gaps. If you're seeing a high share of bookings landing right at floor across your portfolio, that's a signal to revisit your base rate calibration, not to lower the floor.

What This Means for How You Report to Owners

When you present strategy to your owner clients, keep floors and projected rates as separate conversations. Floors are a risk-management tool you control; projected rates depend on comp-set positioning, listing quality, and market timing. Conflating them creates unrealistic expectations and erodes trust when average daily rates come in above floor but below an owner's inflated benchmark.