OUR CORE PHILOSOPHY
Revenue management is not about chasing the highest nightly rate.
It’s about making intentional, informed decisions that maximize your total annual revenue while protecting your home, your guests, and our partnership with you. We believe great revenue management lives at the intersection of three things:
- Data and market context. We do not price in a vacuum. Every decision is informed by what is actually happening in your market, your comp set, and your booking history.
- Technology and human judgment. Our tools do the monitoring. Our people make the calls. We never let automation replace strategic thinking.
- Short-term performance and long-term sustainability. A single great month matters less than a consistently strong year. We manage with the full picture in mind.
HOW WE’RE DIFFERENT
A proactive approach, not a reactive one.
Most property managers wait for problems before they act. Rates drop, owners call, defensive conversations follow. We do the opposite. Here is what that looks like side by side:
| The old way | The Avari way | |
|---|---|---|
| Pricing approach | Set rates high and wait | Build base occupancy early |
| Rate adjustments | Minimal changes until close-in | Small, continuous adjustments throughout |
| When rates drop | Steep last-minute discounts | Gradual, strategic reductions over 180 days |
| Owner communication | Owners call when something looks wrong | We reach out first with data and context |
| Decision making | Tool-dependent, reactive | Human-guided, data-driven |
| Owner relationship | Defensive conversations | Partnership and education |
MORE ATTENTION PER HOME
We have significantly more dedicated resources than the industry standard
At most large property management companies, a single revenue manager is responsible for thousands of properties. At that scale, they have no choice but to rely entirely on automated pricing tools with no active oversight.
At Avari, each revenue manager oversees a significantly smaller portfolio. That means:
- More frequent rate adjustments based on what is actually happening in your market
- Deeper analysis of local conditions, events, and demand signals
- Faster responses when something changes
- Proactive outreach to you before a concern becomes a problem
THE REVENUE FORMULA
Total revenue is what matters. Not nightly rate.
To understand why this matters, consider two scenarios:
- Scenario A: 20 nights booked at $250 per night = $5,000 total
- Scenario B: 30 nights booked at $200 per night = $6,000 total
Scenario B earns 20% more revenue at a lower nightly rate. This is why we focus on RevPAR (Revenue Per Available Night) rather than ADR (Average Daily Rate) alone. The metric that puts money in your pocket is total revenue, not the price on any given night.
PAID ADVERTISING
Targeted ads that reach the right guests
Occupancy: the percentage of available nights that are booked.
ADR (Average Daily Rate): the average price per night across all bookings.
RevPAR (Revenue Per Available Night): total rent revenue divided by total nights available. The truest measure of your home's overall performance.
Dynamic pricing: automatically adjusting rates based on real-time market conditions, demand signals, and competitive positioning.
Booking window: the time between when a guest books and their check-in date. How we manage this window is one of the most important parts of our strategy.
SOCIAL MEDIA
We meet your future guests where they already are
Pricing is directly connected to what is happening in your market at any given moment. When demand is high and available properties are limited, rates go up. When demand is low and more properties are competing for fewer travelers, rates come down.
Our revenue team monitors these conditions daily and adjusts your pricing to keep your home positioned competitively at every point in the booking window. This is not automated guesswork. It is active management backed by real market data.
EMAIL MARKETING
A direct line to your future guests
Your home's revenue potential shifts throughout the year. Here is how we approach each season:
| Season | Occupancy target | Rate approach | Our strategy |
|---|---|---|---|
| Peak | 85 to 95% | Premium | Protect rates, maximize ADR |
| High | 70 to 85% | High to mid | Balance occupancy and rate |
| Shoulder | 40 to 60% | Competitive | Fill gaps, protect RevPAR |
| Low | 20 to 40% | Value-focused | Fill strategy critical, prioritize occupancy |
THE BOOKING WINDOW
Small, gradual adjustments. No panic drops.
One of the most common failure patterns in vacation rental management is panic pricing: keeping rates too high for too long, then slashing them in the final 30 days to fill empty nights. By then, it is too late to maximize revenue.
Avari starts monitoring and adjusting 180 days out. Here is what that looks like in practice:
| Days before check-in | Phase | What we do |
|---|---|---|
| 180 to 140 days | Early positioning | Set slightly below peak to build base occupancy and monitor early bookers |
| 140 to 110 days | Minor adjustments | 1 to 3% decreases while tracking the comp set and assessing booking pace |
| 110 to 90 days | Gradual optimization | 2 to 3% changes to fill gaps strategically and protect RevPAR |
| 90 to 60 days | Active management | Respond to booking patterns, maintain competitive pricing and value |
| 60 to 30 days | Strategic discounting | 5 to 15% reductions targeting last-minute bookers to fill remaining nights |
| Under 30 days | Final optimization | Steeper discounts with occupancy as the primary goal |
BASE OCCUPANCY
Building a strong foundation early gives us options later
Base occupancy is the foundation of our strategy. It refers to securing a solid volume of bookings in advance, especially for peak seasons, before rates come under pressure. Think of it as a buffer that gives us the confidence to hold rates when demand softens.
With strong base occupancy in place, we can:
- Hold rates with confidence instead of reacting to slow periods
- Make strategic pricing decisions rather than reactive ones
- Avoid the rate race that happens when properties compete on price out of desperation
- Maintain market stability that benefits your home and your neighbors
THE RIGHT MEASURE OF SUCCESS
Year-end revenue is what matters most.
Monthly revenue varies with demand. Nightly rates fluctuate with market conditions. A single slow month or a rate that looks lower than you expected does not tell the full story.
Here is the question that matters: Is your home on pace to outperform last year's total revenue?
When we share performance updates with you, we will always frame the conversation around year-end trajectory, not just what any given night or month looks like in isolation.
KEY TAKEAWAYS
What you can always count on from Avari's revenue team
- We are proactive.
You will hear from us with data and market context before you have to ask.
- We have more resources per home than most.
Our 1:300 to 700 ratio means more active management and faster responses to what is happening in your market.
- We focus on total revenue.
RevPAR and year-end performance are the metrics that matter. Not any single nightly rate.
- We make small, gradual adjustments.
No panic drops. No last-minute fire sales. A steady, intentional strategy across the full booking window.
- You are a partner in this.
Our goal is to make sure you always understand what we are doing and why. Confident, informed owners get better results.
Questions about your home's revenue strategy?
Reach out to your local team. You will also find performance data and monthly statements in your owner portal.
