Last-minute pricing needs a decision rule, not a daily reaction to anxiety. Consider booking pace, comparable availability and the cost of serving an additional stay.
A practical approach
- Review the next two weeks separately from later dates.
- Change one variable at a time: rate, restriction or channel visibility.
- Set a price floor based on incremental costs.
An example to consider
If enquiries mention an inflexible arrival day, lowering the price may miss the actual obstacle. Test the arrival rule before discounting every night.
What to track
Measure net revenue added and the number of previously empty nights filled.
Part of the Marbella Hospitality practical-note collection. About this collection.