Pickup

Why is it important to monitor the pickup in hotels?

Analyzing pickup is essential for making timely decisions in terms of Revenue Management. It allows you to:

• Understand whether demand is increasing or slowing down
• Identify periods when to intervene with price increases or reductions
• Evaluate the effectiveness of promotions or marketing campaigns
• Forecast future occupancy with greater accuracy

By comparing the current pickup with the same period of the previous year (or with the forecast), it is possible to understand whether performance is in line with expectations or if corrective action is needed.

How is pickup calculated in hotels?

Pickup is usually calculated for a specific future date by comparing the number of rooms booked at two different points in time.

The formula is:

Pickup = Total bookings on day X – Total bookings on day X–1

Example:

Let’s analyze August 15th:

• On June 1st, 40 rooms were booked.
• On June 2nd, bookings rose to 46 rooms.
• Pickup = 46 – 40 = 6 rooms.

This means that between June 1st and June 2nd, 6 new rooms were sold for August 15th.

Pickup can also be analyzed on a weekly or monthly basis, and by segment or channel, to obtain a more detailed view of demand behavior.