Revenue management, answered

How do I plan a price to step down as a date gets closer without revisiting it every day?

Build a pre-scheduled markdown ladder: set explicit price breakpoints tied to days-out thresholds before the booking window opens, then let the schedule run. You define the trigger points once per season, not daily, and only intervene when pace deviates meaningfully.

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

How to Structure the Ladder

Segment your booking window into distinct bands, typically 90-plus days out, 60 to 89, 30 to 59, 14 to 29, and under 14. Assign a target price tier to each band based on your historical pace for that property type and season. The price at each threshold should reflect the revenue tradeoff between holding for a higher rate versus the cost of carrying an open night. Write these out in a simple rate calendar or schedule sheet before the season starts.

When to Override vs. When to Hold

The ladder is a standing plan, not a rigid rule. You override it when your booked-to-available pace is running significantly ahead or behind your baseline for that same period in prior years. If a unit is tracking well ahead of pace, you hold the higher tier longer rather than dropping on schedule. The discipline is reviewing pace at defined checkpoints, weekly or bi-weekly, not reacting to each empty night in isolation.

Keeping It Manageable Across a Portfolio

Standardize your ladder logic by property tier so you are not rebuilding the framework for each unit. Group properties by bedroom count, location cluster, and demand profile, then apply a shared schedule template to each group. Document the assumptions behind each tier so any analyst on your team can apply consistent judgment at the review checkpoints without escalating every decision.