Dynamic Pricing vs. Fixed Pricing: Which is Right for Your Hotel?

Effective pricing strategies are crucial for the success and profitability of hotels. In the highly competitive and ever-evolving hospitality industry, selecting the right pricing approach can make a world of difference. Dynamic pricing and fixed pricing are two prominent strategies that have gained traction in the hotel sector. In this comprehensive guide, we will explore these pricing methods in detail and empower hotel owners to make well-informed decisions about which strategy best suits their unique needs.

Understanding Dynamic Pricing

Dynamic pricing, also referred to as surge pricing, demand pricing, or time-based pricing, is a pricing strategy in which hotels set flexible room rates based on real-time market demand. This strategy allows hotels to adjust their prices instantly in response to changes in the market.

Dynamic pricing is used by businesses across various industries, particularly in the hospitality sector, where hotel room rates can vary significantly based on factors like booking timing, seasonality, and room availability.

The primary goal of dynamic pricing is to maximise profits by capturing the consumer surplus – the difference between what guests are willing to pay and the actual price they pay. By adjusting room rates according to demand, hotels can charge higher prices when demand is high and lower prices when demand is low, thereby optimising their revenue and profit margins.

There are several types of dynamic pricing strategies used in the hotel industry, including:

Time-based pricing: Room rates change based on the time of day, day of the week, or season.  This is commonly used in the hospitality industry to adjust for peak and off-peak periods.

Demand-based pricing: Room rates fluctuate based on demand. For instance, a hotel might increase prices during peak seasons or events when demand is high.

Competitive pricing: Room rates are adjusted based on competitors’ prices. This approach requires continuous monitoring and reacting to competitors’ pricing strategies.

Segmented pricing: Different room rates are set for different guest segments. This could be based on factors like location, booking behaviour, or guest loyalty.

Implementing dynamic pricing in a hotel requires a deep understanding of the market, guests, and competition. It also necessitates sophisticated technology that can monitor market conditions and adjust room rates in real-time.

While dynamic pricing can significantly boost profitability, it does come with risks. If not managed carefully, it can lead to guest dissatisfaction and potential damage to your hotel’s reputation. Therefore, it’s crucial to implement dynamic pricing in a way that is transparent, fair, and provides value to your guests.


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Exploring Fixed Pricing

Fixed pricing is a traditional and straightforward pricing strategy, commonly used in the hospitality industry. Under this model, prices for rooms and services remain consistent, irrespective of fluctuations in demand or seasonal variations. Fixed pricing offers simplicity and predictability, making it easier for both the hotel management and customers to plan ahead. Customers appreciate the transparency and stability of fixed pricing as it allows them to budget for their stay without worrying about unexpected price hikes.

However, while fixed pricing might seem like a safe option, it comes with its own set of challenges. The most significant limitation is the potential loss of revenue during high-demand periods. Unlike dynamic pricing, which capitalises on peak times by raising prices, fixed pricing means that your rates stay the same, even when demand is high. This can result in missed opportunities to maximise profits. Furthermore, fixed pricing doesn’t allow for responsiveness to changes in the market. If a competitor lowers their prices or if there’s a sudden decrease in demand, a hotel with fixed pricing might struggle to adjust quickly.

Despite these challenges, fixed pricing can be the right strategy for certain types of hotels. For instance, luxury hotels that offer a unique and high-quality experience might successfully use fixed pricing because their clientele is less price-sensitive and more focused on the value they receive. Similarly, small boutique hotels may prefer fixed pricing to cultivate a reliable image and build customer loyalty.

In addition, fixed pricing can also work well in combination with other strategies, in a hybrid approach. For example, a hotel might have fixed pricing for certain services or room types, while using dynamic pricing for others. This can allow a hotel to enjoy the benefits of both pricing strategies.

To implement fixed pricing effectively, it’s crucial to set your prices at a level that covers costs, provides a reasonable profit margin, and matches the perceived value that customers get from your hotel. Regularly reviewing and adjusting your prices based on cost changes, customer feedback, and market trends can also help to ensure the success of your fixed pricing strategy.

Factors to Consider

When determining the pricing strategy for your hotel, there are numerous factors to consider that can influence both the effectiveness and success of your chosen pricing approach.

  • Market Analysis: Understanding the demand for your hotel’s services in the market is crucial. This involves analysing trends, annual fluctuations, and potential future shifts in the market. A thorough study of your competitors and their pricing strategies can also provide valuable insights.
  • Business Model: The structure of your business can have a significant impact on your pricing strategy. For example, chain hotels may have different considerations compared to independent or boutique hotels.
  • Customer Demographics: Identifying your target audience and understanding their preferences can assist you in setting prices that align with their expectations. Aspects such as age, income level, and purpose of travel (business or leisure) can greatly influence how much customers are willing to pay.
  • Operational Costs: It’s critical to understand both your fixed costs (like rent or salaries) and variable costs (like utilities or supplies). Your pricing needs to cover these costs while also providing a profit margin.
  • Competitor Pricing: Be mindful of the pricing strategies employed by your competitors. If your rates are significantly higher, you may lose potential customers. However, if your prices are too low, you risk not covering your costs or being perceived as offering lower-quality services.
  • Geographical Location: The location of your hotel can affect demand and, consequently, your pricing strategy. For instance, a hotel situated in a popular tourist area may experience higher demand and can command higher prices, especially during peak travel seasons.
  • Technological Resources: Technology can significantly aid in implementing and managing dynamic pricing. This includes revenue management systems, data analytics tools, and forecasting software.
  • Service Quality: The perceived quality of your service can greatly influence how much customers are willing to pay. A higher perceived quality can justify higher prices.
  • Financial Position: Your financial status can impact your pricing strategy. For example, if you have substantial funding, you might be able to afford to set lower prices initially to attract more customers.

Hybrid Approaches

In the hospitality industry, particularly in hotels, a hybrid approach to dynamic and fixed pricing is emerging as an effective strategy for revenue management. This approach combines elements of both static and dynamic pricing models to optimise room rates and maximise revenue.

Static or fixed pricing involves maintaining the same room rates over a specific period. It provides price stability and predictability but may not reflect changes in market demand or competitive pricing. On the other hand, dynamic pricing adjusts room rates in real time based on factors like supply, demand, and competitor pricing. This strategy can improve revenue and ensure maximum occupancy, but it requires sophisticated technology and continuous monitoring to be effective.

A hybrid pricing approach integrates these two models, offering a balance between stability and flexibility. For instance, hotels can set a base rate that remains constant, ensuring a minimum revenue per room. They can then apply dynamic pricing to a portion of their inventory, allowing them to capitalise on periods of high demand or adjust prices in response to market changes.

This hybrid approach can also involve offering corporate clients a percentage discount off the best available rate (BAR) instead of a fixed contract rate. This allows hotels to maintain a relationship with corporate clients while still benefiting from dynamic pricing.

Technology and Tools

Technology and tools play a pivotal role in the pricing strategies of hotel rooms. They provide the necessary data and analytics to make informed decisions about room rates. One of the standout solutions in this space is Preno PMS‘s Dynamic Pricing suite. This comprehensive tool offers both Surge Pricing and Last-Minute Pricing capabilities.

Surge Pricing allows hotels to increase room rates in response to high demand, optimising revenue during peak periods. Conversely, Last-Minute Pricing enables hotels to lower their rates in situations of low demand, ensuring maximum occupancy and minimising the number of vacant rooms. This blend of features makes the Preno PMS Dynamic Pricing suite a valuable asset for hotels looking to optimise their pricing strategies and maximise profitability.

Implementation and Monitoring

Implementing and monitoring pricing strategies for hotel rooms is a continuous and dynamic process that requires careful planning and consistent oversight. Initially, the chosen strategy must be integrated with the hotel’s overall business model and objectives. This involves setting up the necessary technology and tools, training staff, and ensuring alignment with the hotel’s brand image and customer expectations. Once the pricing strategy is in place, it needs to be regularly monitored and adjusted based on real-time market conditions, customer feedback, and performance metrics. This could involve tracking occupancy rates, revenue per available room (RevPAR), and other key performance indicators (KPIs). Regular reviews and updates are crucial to ensure that the pricing strategy remains effective and competitive, maximising both profitability and customer satisfaction.

In conclusion, pricing strategies for hotel rooms require a well-rounded approach that considers various factors such as customer demographics, operational costs, competitor pricing, location, technological resources, service quality and financial position. The hybrid approach of combining elements of both static and dynamic pricing models is emerging as an effective strategy for optimising room rates and maximising revenue. Technology and tools also play a crucial role in implementing and monitoring pricing strategies, with solutions like the Preno PMS Dynamic Pricing suite offering valuable features for hotels. Continuous evaluation and adjustment of pricing strategies are necessary to ensure profitability and competitiveness in the hotel industry. By carefully considering all these factors and utilising appropriate tools, hotels can develop effective pricing strategies that balance their financial goals while providing value to their customers.

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About the author

Kendra, the Marketing Content Manager at Preno, brings her expertise in Marketing and Communications to help hoteliers stay ahead of the curve. With a deep passion for the industry, she is committed to providing valuable insights and strategies for success.

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