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Revenue management case studies

Each portfolio needed a different trade-off between rate and occupancy.

These portfolios range from 10 homes to 246 units, across urban, university, coastal, seasonal and event-driven markets. There is no universal pricing formula. What matters is knowing when to protect rate, when to pursue occupancy, and when the trade-off between them creates stronger RevPAR.

How to read these results

3 metrics, read together.

RevPAR
Rental revenue per available night. It equals ADR × occupancy, so it captures rate and volume together.
ADR
Average daily rate: rental revenue divided by booked nights.
Occupancy
Booked nights divided by available nights. Changes are shown in percentage points (pts).

Each figure compares the same portfolio before and after. Ask us for the period and data source behind any figure.

At a glance

RevPAR rose in all 6 published case studies.

  1. 246 Units | Philadelphia + DallasLarge Urban Portfolio+22.5%+20.1%+1.8 pts
  2. 10 Homes | Princeton, New JerseyUniversity + Event Market+25.7%+8.2%+11.3 pts
  3. 22 Properties | Jacksonville + St. AugustineUrban + Coastal Portfolio+11.9%-1.1%+10.1 pts
  4. 38 Units | Phoenix + GlendaleSeasonal + Event Market+13.5%+6.3%+5.6 pts
  5. 15 Units | Minneapolis + CincinnatiCompact Urban Portfolio+29.4%+21.0%+5.8 pts
  6. 15 Homes | Georgia + Texas | 5 Markets5-Market Event-Driven Portfolio+17.0%+26.9%-4.8 pts

Case 01Large Urban Portfolio

246 UnitsPhiladelphia, PA + Dallas, TX

Near 90% occupancy left little room to grow volume. So we worked the rate.

This portfolio was already highly occupied.

The opportunity was stronger yield: identifying where demand could support higher pricing without disrupting conversion across 2 very different urban markets.

Why this case matters

Higher rates did not cost the portfolio demand.

That is a stronger signal than occupancy growth alone.

See How the 246-Unit Portfolio Was Managed PDF · Full Case Study
Before and after
  • RevPAR+22.5%$74.42$91.19
  • ADR+20.1%$85.03$102.09
  • Occupancy+1.8 pts87.52%89.32%

Case 02University + Event Market

10 HomesPrinceton, New Jersey

Bigger homes. Short booking windows. Dates where demand can compress overnight.

Most of this portfolio consists of homes with 3 bedrooms or more.

University weekends, group travel, corporate demand and local events create a very different pricing problem from small urban apartments.

Why this case matters

Rate increased while substantially more inventory was occupied.

The portfolio captured both pricing power and additional demand.

See How Princeton's Event Demand Was Managed PDF · Full Case Study
Before and after
  • RevPAR+25.7%$218.50$274.61
  • ADR+8.2%$312.38$337.98
  • Occupancy+11.3 pts69.95%81.25%

Case 03Urban + Coastal Portfolio

22 PropertiesJacksonville + St. Augustine, Florida

What if higher ADR is not the answer?

Jacksonville brings business, medical, meetings, sports and leisure demand.

St. Augustine behaves more like a historic coastal destination.

Instead of forcing rates higher, the portfolio converted materially more available inventory while holding achieved ADR nearly flat.

Why this case matters

RevPAR improved without chasing headline rate.

Sometimes the better commercial decision is monetizing more inventory at almost the same ADR.

See How 2 Florida Demand Curves Were Managed PDF · Full Case Study
Before and after
  • RevPAR+11.9%$98.73$110.52
  • ADR-1.1%$129.84$128.36
  • Occupancy+10.1 pts76.04%86.10%

Case 04Seasonal + Event Market

38 UnitsPhoenix + Glendale, Arizona

The right price in March can be the wrong price in July.

Phoenix and Glendale combine major events, spring training, conventions, leisure and sports demand with a much softer summer environment.

The portfolio needed to capture compression when it existed and release rate when it did not.

Why this case matters

RevPAR stayed ahead through both high-demand and softer months.

The revenue posture changed with the season instead of protecting 1 rate strategy all year.

See How Seasonal Yield Was Managed PDF · Full Case Study
Before and after
  • RevPAR+13.5%$95.96$108.89
  • ADR+6.3%$116.43$123.77
  • Occupancy+5.6 pts82.41%87.97%

Case 05Compact Urban Portfolio

15 UnitsMinneapolis + Cincinnati

Higher ADR or higher occupancy? This portfolio did not have to choose.

Minneapolis and Cincinnati bring different combinations of corporate, convention, sports, events and leisure demand.

The challenge was capturing stronger pricing without damaging an already healthy occupancy base.

Why this case matters

Both sides of the yield equation improved.

The portfolio generated more from each available night while also converting more inventory.

See How 2 Urban Markets Were Managed PDF · Full Case Study
Before and after
  • RevPAR+29.4%$84.84$109.78
  • ADR+21.0%$101.29$122.58
  • Occupancy+5.8 pts83.77%89.56%

Case 065-Market Event-Driven Portfolio

15 HomesSavannah + Athens + Austin + Round Rock + San Antonio

Sometimes better revenue management means accepting lower occupancy.

This portfolio spans university demand, sports, conventions, festivals, business travel and leisure across 5 markets.

The strongest result came from capturing substantially more rate, even though fewer nights were occupied.

Why this case matters

A fuller calendar is not always a better-performing calendar.

Higher rate productivity more than offset softer occupancy.

See How 5 Different Markets Were Managed PDF · Full Case Study
Before and after
  • RevPAR+17.0%$95.91$112.26
  • ADR+26.9%$154.22$195.65
  • Occupancy-4.8 pts62.20%57.38%

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