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der Hotellerie",{"id":848,"type":57,"tags":849,"lang":14,"slug":850,"first_publication_date":480,"last_publication_date":480,"uid":851,"url":852,"link_type":24,"key":853,"isBroken":34},"aNV40xIAACMANLkd",[],"kpi","glossar-kpi","/de/glossar-kpi","6587e0ba-dcb9-4353-8c7f-19881bc5a1d1","7fd47833-ee5d-44d1-bb31-b30f39235f25","Fenced Rate (Rate mit Zugangsbeschränkung)",[857],{"type":646,"text":858,"spans":859,"direction":656},"Eine Fenced Rate ist ein Hotelpreis, der an bestimmte Bedingungen geknüpft und nicht öffentlich verfügbar ist. So können Hotels gezielt Rabatte für bestimmte Zielgruppen anbieten, ohne die öffentliche Bes Available Rate (BAR) grundsätzlich zu senken.",[],[861],{"variation":32,"version":68,"items":862,"primary":863,"id":1073,"slice_type":1074,"slice_label":5},[],{"text":864},[865,867,871,874,877,891,894,902,907,912,915,918,921,924,929,933,938,941,944,947,950,955,958,963,968,973,976,979,982,987,1002,1006,1009,1012,1015,1020,1025,1029,1033,1036,1039,1042,1046,1049,1052,1055,1058,1061,1064,1067,1070],{"type":646,"text":858,"spans":866,"direction":656},[],{"type":868,"text":869,"spans":870,"direction":656},"heading2","Warum ist die Fenced Rate wichtig für Hotels?",[],{"type":646,"text":872,"spans":873,"direction":656},"Die Fenced Rate ist ein häufig genutztes Instrument im Revenue Management, um unterschiedliche Kundensegmente parallel anzusprechen. In der Hotellerie gibt es Gäste, die eher bereit sind, den vollen Preis zu zahlen, wenn sie dafür Flexibilität erhalten, und andere, die vor allem bei einem attraktiven Preis buchen.",[],{"type":646,"text":875,"spans":876,"direction":656},"Würden Sie den Preis für alle senken, um preissensible Gäste zu gewinnen, könnten Sie bei jenen Erlöspotenzial verschenken, die auch mehr bezahlt hätten. Hier kommt der „Zaun“ (Fence) ins Spiel.",[],{"type":646,"text":878,"spans":879,"direction":656},"Eine Fenced Rate kann Ihre öffentliche Best Available Rate (BAR) schützen. Sie koppelt einen günstigeren Preis an Bedingungen, die für reguläre Vollzahler häufig unattraktiv oder nicht erfüllbar sind. Diese Bedingungen können physischer Natur sein (z. B. Lage des Zimmers) oder auf Regeln basieren (z. B. Vorauszahlung).",[880],{"start":881,"end":882,"type":652,"data":883},39,64,{"id":884,"type":448,"tags":885,"lang":14,"slug":886,"first_publication_date":887,"last_publication_date":888,"uid":889,"url":890,"link_type":24,"isBroken":34},"Z6sp9RIAACgAQ-3m",[],"revenue-management-7-hoteltarife-die-sie-kennen-sollten","2025-02-11T10:44:07+0000","2025-11-17T14:38:43+0000","revenue-management-hoteltarife","/de/blog/revenue-management-hoteltarife",{"type":646,"text":892,"spans":893,"direction":656},"Für unabhängige Unterkünfte kann dieses Konzept besonders hilfreich sein. Es unterstützt Sie dabei:",[],{"type":895,"text":896,"spans":897,"direction":656},"list-item","Preiskämpfe vermeiden: öffentliche Preise nicht unnötig zu senken, nur um im Vergleich mit günstigeren Mitbewerbern „mithalten“ zu können",[898],{"start":899,"end":900,"type":901},0,22,"strong",{"type":895,"text":903,"spans":904,"direction":656},"Auslastung steuern: in schwachen Zeiten gezielt Segmente anzusprechen, die zusätzliches Volumen bringen können, ohne dass der reguläre Gast automatisch den niedrigeren Preis sieht",[905],{"start":899,"end":906,"type":901},19,{"type":895,"text":908,"spans":909,"direction":656},"Direktbuchungen fördern: exklusive Raten für Newsletter-Abonnenten oder Mitglieder als Anreiz zu nutzen, direkt zu buchen statt über eine OTA",[910],{"start":899,"end":911,"type":901},24,{"type":646,"text":913,"spans":914,"direction":656},"Kurz gesagt: Fenced Rates ermöglichen Preisdifferenzierung. Sie bieten das gleiche Zimmer zu unterschiedlichen Preisen an unterschiedliche Gäste an, orientiert an Zahlungsbereitschaft und Buchungsverhalten.",[],{"type":868,"text":916,"spans":917,"direction":656},"Was sind typische Fenced Rates in Hotels?",[],{"type":646,"text":919,"spans":920,"direction":656},"In der Praxis begegnen Ihnen Fenced Rates häufig, auch wenn der Begriff nicht immer verwendet wird. Viele Revenue-Setups arbeiten mit einem Mix aus öffentlichen Raten und verschiedenen eingeschränkten Raten.",[],{"type":646,"text":922,"spans":923,"direction":656},"Die „Zäune“, die den Zugang zu diesen Raten beschränken, lassen sich in der Regel in drei Kategorien einteilen:",[],{"type":895,"text":925,"spans":926,"direction":656},"Buchungsbedingungen: Rabatt gegen weniger Flexibilität, z. B. Frühbucherrabatte (Buchung 30 Tage im Voraus), nicht erstattbare Raten (Verzicht auf Stornierung) oder Mindestaufenthalte (z. B. mindestens 3 Nächte)",[927],{"start":899,"end":928,"type":901},20,{"type":895,"text":930,"spans":931,"direction":656},"Zugehörigkeit: Preis nur für bestimmte Gruppen, z. B. Firmenraten für Mitarbeitende, Loyalty-Preise für Stammgäste oder Angebote, die nur an Abonnenten versendet werden",[932],{"start":899,"end":650,"type":901},{"type":895,"text":934,"spans":935,"direction":656},"Produktbündelung: Zimmerpreis nicht isoliert erkennbar, sondern im Paket, z. B. Pauschalreisen (Flug + Hotel) oder Event-Pakete (Übernachtung + Ticket)",[936],{"start":899,"end":937,"type":901},17,{"type":646,"text":939,"spans":940,"direction":656},"In der Praxis kann das bedeuten: Während der Geschäftsreisende am Dienstag die volle flexible Rate von 150 € zahlt, übernachtet das Paar, das schon vor zwei Monaten nicht-stornierbar gebucht hat, im gleichen Zimmertyp für 110 €. Beide Gäste wählen damit ein Angebot, das zu ihren Präferenzen passt, und das Hotel kann die Segmente klarer voneinander trennen.",[],{"type":868,"text":942,"spans":943,"direction":656},"Wie wird eine Fenced Rate berechnet?",[],{"type":646,"text":945,"spans":946,"direction":656},"Eine Fenced Rate wird häufig als Abschlag von der Best Available Rate (BAR) berechnet. Seltener handelt es sich um vertraglich fixierte Festpreise, wie sie oft bei Firmenverträgen vorkommen.",[],{"type":646,"text":948,"spans":949,"direction":656},"Die Formel für eine dynamische Fenced Rate lautet:",[],{"type":646,"text":951,"spans":952,"direction":656},"Fenced Rate = BAR − (BAR × Rabatt in Prozent)",[953],{"start":899,"end":954,"type":901},45,{"type":646,"text":956,"spans":957,"direction":656},"Ein einfaches Rechenbeispiel verdeutlicht das Prinzip: Angenommen, Ihre flexible Tagesrate (BAR) für ein Doppelzimmer beträgt 200 €. Sie möchten eine „Nicht erstattbare Rate“ (Non-Refundable) anbieten, um früher planbare Einnahmen zu ermöglichen. Dafür gewähren Sie 10 % Rabatt.",[],{"type":895,"text":959,"spans":960,"direction":656},"BAR: 200 €",[961],{"start":899,"end":962,"type":901},4,{"type":895,"text":964,"spans":965,"direction":656},"Rabatt: 10 % (0,10)",[966],{"start":899,"end":967,"type":901},7,{"type":646,"text":969,"spans":970,"direction":656},"200 € − (200 € × 0,10) = 180 €",[971],{"start":899,"end":972,"type":901},30,{"type":646,"text":974,"spans":975,"direction":656},"Ihre Fenced Rate liegt also bei 180 €. Ändert sich Ihre BAR aufgrund höherer Nachfrage auf 250 €, kann sich die Fenced Rate entsprechend mitbewegen (225 €), sofern Ihr System dynamisch eingestellt ist.",[],{"type":868,"text":977,"spans":978,"direction":656},"Was ist der Unterschied zwischen Fenced Rate und BAR?",[],{"type":646,"text":980,"spans":981,"direction":656},"Die Fenced Rate und die Best Available Rate (BAR) stehen in einem Zusammenspiel, das sich gut über die wichtigsten Unterschiede einordnen lässt:",[],{"type":895,"text":983,"spans":984,"direction":656},"Fenced Rate vs. BAR (Unfenced Rate): BAR als öffentlich sichtbarer Referenzpreis, Fenced Rate als abgeleitete Rate mit klarer Zugangshürde (über Verfügbarkeit hinaus)",[985],{"start":899,"end":986,"type":901},36,{"type":895,"text":988,"spans":989,"direction":656},"Einfluss auf die ADR (Average Daily Rate): Fenced Rates häufig unterhalb der BAR, ein höherer Anteil solcher Buchungen kann die ADR beeinflussen und zugleich helfen, Nachfrage in bestimmten Zeitfenstern besser zu verteilen",[990,992],{"start":899,"end":991,"type":901},42,{"start":993,"end":994,"type":652,"data":995},128,131,{"id":996,"type":824,"tags":997,"lang":14,"slug":998,"first_publication_date":827,"last_publication_date":999,"uid":1000,"url":1001,"link_type":24,"isBroken":34},"aNq8cxAAACMA8XN7",[],"warum-ist-die-average-daily-rate-wichtig-fur-hotels","2026-03-06T16:00:00+0000","adr-durchschnittliche-tagesrate","/de/glossar/adr-durchschnittliche-tagesrate",{"type":895,"text":1003,"spans":1004,"direction":656},"Beziehung zur Parität: wirklich „geschlossene“ Fenced Rates (z. B. E-Mail-Angebote oder Telefon-Specials) sind je nach Vertrag häufig anders zu bewerten als öffentliche Raten, was Ihnen unter Umständen mehr Spielraum für individuelle Angebote geben kann",[1005],{"start":899,"end":900,"type":901},{"type":868,"text":1007,"spans":1008,"direction":656},"Welche Faktoren beeinflussen die Fenced Rate?",[],{"type":646,"text":1010,"spans":1011,"direction":656},"Ob und wie stark Sie Fenced Rates einsetzen, hängt von verschiedenen operativen und marktbedingten Faktoren ab. Nicht jede Rate ist zu jeder Zeit passend.",[],{"type":646,"text":1013,"spans":1014,"direction":656},"Die wichtigsten Einflussfaktoren auf die Entscheidung für oder gegen einen Zaun sind:",[],{"type":895,"text":1016,"spans":1017,"direction":656},"Nachfrageprognose: bei niedriger Nachfrage mehr eingeschränkte Angebote, in Hochphasen häufig Einschränkung oder Schließung (z. B. Blackout Dates)",[1018],{"start":899,"end":1019,"type":901},18,{"type":895,"text":1021,"spans":1022,"direction":656},"Buchungsvorlauf (Lead Time): je näher der Anreisetag, desto eher werden bestimmte Fences angepasst (z. B. Frühbucher deaktiviert), während andere Angebote ggf. relevanter werden",[1023],{"start":899,"end":1024,"type":901},28,{"type":895,"text":1026,"spans":1027,"direction":656},"Gästesegmentierung: Zielgruppenmix beeinflusst die Rate-Typen, z. B. Corporate-Raten im Stadthotel oder Pakete und Frühbucher im Feriensegment",[1028],{"start":899,"end":906,"type":901},{"type":895,"text":1030,"spans":1031,"direction":656},"Stornierungsverhalten: bei hoher Stornoquote können nicht-stornierbare Fenced Rates eine Option sein, um mehr Planungssicherheit zu unterstützen",[1032],{"start":899,"end":900,"type":901},{"type":868,"text":1034,"spans":1035,"direction":656},"5 Strategien, um Fenced Rates im Hotel effektiv zu nutzen",[],{"type":646,"text":1037,"spans":1038,"direction":656},"Mit durchdachten „Zäunen“ lässt sich die Ratenstruktur klarer steuern, Direktkanäle können attraktiver wirken, und Preislogik sowie Verfügbarkeit lassen sich konsistenter kommunizieren.",[],{"type":646,"text":1040,"spans":1041,"direction":656},"Hier sind fünf Ansätze, um Ihre Ratenstruktur zu schärfen:",[],{"type":1043,"text":1044,"spans":1045,"direction":656},"heading3","1. Strenge Restriktionen für tiefe Rabatte nutzen",[],{"type":646,"text":1047,"spans":1048,"direction":656},"Der häufigste Fehler ist, Rabatte zu gewähren, ohne eine echte Gegenleistung vom Gast zu verlangen. Wenn Ihre rabattierte Rate genauso flexibel ist wie Ihre Standardrate, kann sie Umsatzanteile von Ihrer Standardrate abziehen. Achten Sie darauf, dass der „Zaun“ hoch genug ist. Ein Rabatt von 15 Prozent oder 20 Prozent ist häufig dann plausibel, wenn er an Bedingungen gekoppelt ist, die dem Hotel operativ helfen können – oft in Form von Vorauszahlung (Liquiditätsplanung) und eingeschränkter Stornierbarkeit (Planungssicherheit). So wird die Auswahl für Gäste klarer: Wer Flexibilität möchte, wählt eine flexible Rate; wer sparen möchte, akzeptiert Einschränkungen.",[],{"type":1043,"text":1050,"spans":1051,"direction":656},"2. Direktbucher durch „Private Fences“ belohnen",[],{"type":646,"text":1053,"spans":1054,"direction":656},"OTAs untersagen je nach Vertrag, öffentliche Preise auf der eigenen Website günstiger anzubieten als auf dem Portal. Nutzen Sie technische Möglichkeiten wie Promo-Codes oder Login-Bereiche auf Ihrer Website. Ein Hinweis wie „Möchten Sie 10 Prozent sparen? Melden Sie sich an“ kann als Fence dienen, weil der Preis nicht offen für Suchmaschinen sichtbar ist, sondern nur für angemeldete Nutzer. Das kann den Direktvertrieb unterstützen, insbesondere weil der Preisvorteil im Verhältnis zu typischen OTA-Kosten oft leichter zu begründen ist und die Gästedaten im eigenen System bleiben.",[],{"type":1043,"text":1056,"spans":1057,"direction":656},"3. Opake Raten für den Volumen-Vertrieb einsetzen",[],{"type":646,"text":1059,"spans":1060,"direction":656},"Manchmal möchten Sie Zimmer verkaufen, ohne dass der Markt klar erkennt, wie niedrig der reine Zimmerpreis ist – etwa um die Preiswahrnehmung stabil zu halten. Hier können opake Kanäle oder Paket-Angebote helfen. Wenn Sie ein Zimmer im Paket mit einem 3-Gänge-Menü verkaufen, ist der Zimmeranteil für den Gast weniger transparent. Dadurch können Sie Angebote gestalten, ohne dass Ihre öffentliche Preispositionierung automatisch daran gemessen wird.",[],{"type":1043,"text":1062,"spans":1063,"direction":656},"4. Geo-Targeting für spezifische Quellmärkte",[],{"type":646,"text":1065,"spans":1066,"direction":656},"Digitale Fences lassen sich auch geografisch setzen. Wenn Sie beobachten, dass Gäste aus einem bestimmten Nachbarland in einer Ferienzeit besonders aktiv sind, zugleich aber stärker auf Preis reagieren, können Sie Raten erstellen, die nur für IP-Adressen aus diesem Land sichtbar sind. Das kann nützlich sein, um in Zeiten mit weniger Nachfrage aus dem Hauptmarkt zusätzliche Impulse zu setzen, ohne die öffentliche Rate für alle Märkte zu verändern.",[],{"type":1043,"text":1068,"spans":1069,"direction":656},"5. Corporate-Raten dynamisieren",[],{"type":646,"text":1071,"spans":1072,"direction":656},"Viele Hotels arbeiten in Firmenverträgen mit statischen Festpreisen. Das kann je nach Saison zu Spannungen führen: In Hochphasen wirkt der Preis aus Hotelsicht schnell zu niedrig, in Nebensaison aus Firmensicht zu wenig attraktiv. Prüfen Sie, ob Corporate-Verträge als dynamische Fenced Rates abbildbar sind (z. B. „BAR minus 15 Prozent“). Das kann die Logik für beide Seiten vereinfachen: Die Firma erhält einen nachvollziehbaren Vorteil gegenüber öffentlichen Raten, und das Hotel bleibt näher an der allgemeinen Preisentwicklung. In manchen Fällen reduziert das zudem den Bedarf an häufigen Neuverhandlungen.",[],"rich_text$d26280de-2d95-424c-af3e-c01052d42a4c","rich_text","Fenced Rate: Definition, Berechnung & 5 Strategien | Glossar","Fenced Rate: Ein Hotelpreis mit festen Bedingungen für bestimmte Gäste oder Buchungen. Verstehen Sie Zweck, Berechnung und typische Beispiele.",{},{"prev":1079,"next":1083},{"title":1080,"link":1081},"Displacement-Analyse",{"to":1082},"/de/glossar/displacement-analyse",{"title":1084,"link":1085},"Guest Experience (Gästeerlebnis)",{"to":1086},"/de/glossar/guest-experience",1778754107575]