How to Read the Pickup Report at the Hotel? Guide to Converting Request Speed into Sales Decision

What does the Pickup report show?

Pickup is the difference between the exact reservations that appear at two different times for a particular stay date. For example, if the Monday night for September 18 appears to be sold 40 rooms, Tuesday 47 rooms is the gross pickup 7 rooms. If two cancellations were made on the same day, the net pickup is 5 rooms. This difference helps the team see the real side of the book not only new sales but also the real side of the book.

A book made today may increase the pickup value of a Friday night three weeks later. Therefore, it is necessary to read the report with the question 'which day we opened the report?' instead of 'which stay date changed?'

• On books: the exact number of reservations in the system at the time selected.
• Brut pickup: the reservations added between two report moments.
• Cancel and change: reservations lost or transferred to another date in the same period.
• Net pickup: The move after the effect of the deletion and the deletion of the deletion from the added reservations.

Select two comparable moments first.

For a healthy comparison, take the report in the same day and if possible in the same hour order. Comparing the images taken on a day morning at 09.00, the next day at midnight; the natural flow in the day can show as a change in demand. The daily follow-up is a useful start of the same day and the same hour of the last week.

The booking dates should also be clearly calculated. The starting of the accommodation, each night separately or the reports working on the creation date answer different questions. The appearance of the income management meeting 'What happened from yesterday to today in every next 30 days' will often give more direct results for sales decisions.

• The report cut time and time range were identified for everyone.
• The comparison was made on the basis of the date of accommodation.
• Temporary blockages, options and exact reservations were seen separately.
• The cancellation, no-show and date changes were confirmed as reflected in the report.

Divide the total to the room type and channel breakdown

The total pickup appears positive, while the standard rooms available for sale are exhausted, and the family rooms may be below the expected speed. In this case, instead of applying a single price or a single limit to the whole hotel, it is necessary to see which type of room carries the movement. The difference based on the type of room; more clearly shows where the upgrade offer, the minimum stay rule or the channel containment can be meaningful.

With two-night reservations from the channel directly, one-night reservations from a channel with a short-term can't create the same effect even if the same number is higher. The channel is not to label the guest; check out to understand the distribution costs, the cancellation behavior and the request window.

• Room type: in which category is the number of rooms available for sale rapidly decreasing?
• Channel: What channel is focused on the movement?
• Time of stay: Is the pickup leaving a vacuum on both sides of the busy night?
• Book window: is the request coming early or in recent days?

What does a big pickup say on Friday night?

The number of on-books yesterday for next Friday in a city hotel is 58, the number of today is 68. Net pickup is 10 rooms and the hotel has 80 rooms for sale. At first glance it may seem attractive to increase the price for the remaining 12 rooms. But before this decision, assume that Saturday night is in 35 rooms, most of the new reservations are a single night with Friday entrance and that the family rooms are still in capacity.

In this case, the team will only examine the remaining stock in the standard rooms, the two night demand and the vacuum on Saturday together, instead of increasing the total price. Maybe it is not a narrow-wide minimum stay rule for Friday, it is more convenient to increase the visibility of the Friday-Saturday package or reduce the containers on a particular channel. The Pickup report does not make a decision; it reveals the assumption that the decision should be tested.

Connect the report to the daily decision rhythm

All morning at a short meeting, place the highest absolute pickup area and date showing the fastest percentage change. Then look at the current availability, average price, room type availability, group blockages and cancellation movements in these dates. Since percentage change can be misleading in small bases, 'out of 2 rooms to 4 rooms' and 'out of 60 rooms to 70 rooms' should not be considered at the same priority.

Writing three options for each date simplifies the work: keep setting, make a narrow-wide change or wait for the next report. If the change is decided, it should be noted in which system, which room type and which channel it is done. Comparing the pickup and the bookings that occur the next day, it creates a learning cycle that can be re-used in the team.

• Mark the unusual movements for the next 7, 14 and 30 days.
• Read each move on-books, available room, room type and cancellation together.
• Defining the price, content or limit change in the closest appropriate scope.
• Write the reason for the decision, the owner and the time of re-control in a single record.
• Compare what happens with the expected effect in the next report.

Errors to avoid when pickup

It is a common mistake to count the pickup value as the exact proof of the request. A large group reservation, an opened container, delayed processed reservations in the system or change of cancellation policy may affect the one-day movement. Therefore, when you see an unusual number, check the source; make an explicit decision instead of the automatic setting.

Another mistake is to see the report as the only means of the sales team. If the front office, the reservation and the floor services know the focused entrance-out days, the warday plan, the room preparation tracking and guest communication can be made more realistic. The teams that follow the reservation and operating notes together in RoomFollow can make it easier to transfer such daily decisions into the context of the relevant warday.

Checklist of Hotel Pickup Report

You can use this list in a daily income meeting or a weekly estimate review.

• The report was compared with the same time of cutting and the same logic of stay date.
• Brut pickup, cancellation and net movement were seen separately.
• The total movement of the room type, channel and stay time were studied in the breakdown.
• The availability before and after the intense date was checked.
• Group blockage, option and temporary inventory effects were noted.
• The price, content or limit changes are defined in a narrow scope.
• The decision maker, the reason and the re-check time were added to the record.
• The following report examined the expected and occurring effects of the decision.