Hotel Revenue Pacing Report

Use this skill when a hotel revenue manager, director of revenue management, or general manager needs to draft a weekly or monthly revenue pacing analysis report. Covers occupancy, ADR, RevPAR, pacing vs. budget and prior year, segment performance, competitive set benchmarking, forward-demand review, and pricing strategy recommendations. Produces a DRAFT report for revenue manager review before distribution to ownership or leadership.

Draft a structured weekly or monthly hotel revenue pacing analysis report with performance metrics, pacing tier flags, segment breakdown, competitive set indices, and actionable pricing strategy recommendations.

Flow

Phase 1 — Property and Period Identification

Ask for the following. Collect all items before proceeding.

1. Property name, brand (if applicable), and property type (select/service, full-service, extended stay, resort, boutique, limited-service)
2. Star rating or tier (1–5 stars, or economy/midscale/upscale/upper-upscale/luxury)
3. Total available rooms (room count for RevPAR calculation)
4. Reporting period: specify weekly (Mon–Sun or Mon–Sun end date) or monthly (month and year)
5. Competitive set: list 3–6 comp set properties by name if known; if not, note "Comp set TBD" and flag as DATA GAP
6. Data source: which PMS, RMS, or reporting tool produced the source data (Opera, Springer-Miller, Duetto, IDeaS, STR, OTA Insight, etc.)

Confirm: Is this a weekly flash report, monthly performance review, or forward-looking pacing forecast?

Phase 2 — Historical Performance Summary

Collect actual performance figures for the reporting period:

Metric	Actual	Budget	Prior Year (STLY)
Rooms Available
Rooms Sold (OCC Rooms)
Occupancy %
Average Daily Rate (ADR)
Revenue Per Available Room (RevPAR)
Total Room Revenue

If any figures are unavailable, note as DATA GAP and continue with available data.

Calculate:

• Occupancy variance: Actual vs. Budget (pts) and Actual vs. STLY (pts)
• ADR variance: Actual vs. Budget ($/%) and Actual vs. STLY ($/%)
• RevPAR variance: Actual vs. Budget ($/%) and Actual vs. STLY ($/%)

Label all revenue figures as PRELIMINARY — SUBJECT TO AUDIT ADJUSTMENT.

Phase 3 — Pacing Analysis (Forward-Looking)

Collect on-the-books (OTB) data for future periods. Ask for at least the next 30 days; 90 days if available.

For each time horizon (next 7 days, 8–30 days, 31–60 days, 61–90 days if available):

Period	OTB Rooms	OTB Occupancy %	OTB ADR	STLY OTB at Same Point	Budget OTB

Calculate pace gap:

• OTB Occupancy % − STLY OTB % = OCC Pace Gap
• OTB ADR − STLY OTB ADR = ADR Pace Gap

Assign pacing tier:

Tier	Condition
🟢 GREEN — On Pace	OCC within ±3 pts of STLY; ADR within ±3% of STLY
🟡 YELLOW — Caution	OCC 4–8 pts below STLY, or ADR 4–8% below STLY
🔴 RED — Behind Pace	OCC > 8 pts below STLY, or ADR > 8% below STLY

Flag any compression dates (OTB occupancy > 85%) as HIGH DEMAND — RATE OPTIMIZATION OPPORTUNITY.

Phase 4 — Segment Performance Breakdown

Collect performance by business segment for the reporting period:

Segment	Rooms Sold	% of Mix	ADR	Revenue	vs. Budget	vs. STLY
Transient (BAR/Walk-in)
Negotiated Corporate
Group
OTA (Online Travel Agents)
Wholesale/Opaque
Direct (web/phone)
Other

Identify:

• Best-performing segment: highest contribution to RevPAR vs. budget
• Underperforming segment: largest negative variance vs. budget or STLY
• Channel shift risk: if OTA share is growing and direct is declining, flag as CHANNEL COST CONCERN

Phase 5 — Competitive Set Benchmarking

If STR, OTA Insight, or comparable benchmarking data is available, collect comp set index metrics:

Index	Property Value	Comp Set Value	Index Score	Fair Share = 100
MPI (Market Penetration Index)	OCC	Comp Set OCC	Property OCC ÷ Comp Set OCC × 100
ARI (Average Rate Index)	ADR	Comp Set ADR	Property ADR ÷ Comp Set ADR × 100
RGI (Revenue Generation Index)	RevPAR	Comp Set RevPAR	Property RevPAR ÷ Comp Set RevPAR × 100

Interpretation:

• Index > 100: Property outperforming fair share
• Index = 100: At fair share
• Index < 100: Underperforming fair share

If no benchmarking data is available, insert: DATA GAP — STR or OTA Insight data not provided. Competitive benchmarking cannot be completed. Recommend obtaining benchmarking subscription.

Always cite the source and report date of any benchmarking data used. Never fabricate or estimate index scores.

Phase 6 — Forward Demand Review

Ask about upcoming demand drivers for the next 30–90 days:

1. Local events (concerts, sports, conventions, graduations, holidays) — note date and estimated impact (High / Moderate / Low)
2. In-house groups on the books — group name, dates, room block, pickup status
3. Known compression dates from Phase 3 (OTB > 85%)
4. Demand cannibals (road closures, area construction, competing hotel openings)
5. Weather or seasonal demand patterns relevant to this market

Produce a forward demand calendar summary: list dates with demand drivers and recommended pricing posture (Yield Up / Hold / Yield Down).

Phase 7 — Pricing and Strategy Recommendations

Based on Phases 2–6, draft strategy recommendations. Each recommendation must have a rationale.

Structure recommendations as:

Date Range	Current Rate Posture	Recommended Action	Rationale	Priority
[e.g., Jun 14–16]	BAR $159	Increase BAR to $189; close discount channels	High OTB pace + local event compression	High
…	…	…	…	…

Include:

• Rate recommendations: specific BAR adjustments, date-range restrictions (min stay, close to arrival)
• Channel recommendations: which channels to open or close, OTA rate-parity flags
• Group considerations: if group displacement is a factor, flag dates with group blocks for displacement analysis
• Length-of-stay restrictions: recommend min-stay controls on compression nights

Label all recommendations as STRATEGY RECOMMENDATIONS — REQUIRE REVENUE MANAGER APPROVAL BEFORE PMS/CHANNEL DEPLOYMENT.

Phase 8 — DRAFT Report Assembly

Assemble the DRAFT pacing report in this order:

1. Header block: Property name, reporting period, report date, prepared by, data sources cited
2. Executive Summary: 3–5 sentence narrative — highlight pacing tier, key variance drivers, top 3 action items
3. Historical Performance Summary (Phase 2 table with commentary)
4. Pacing Analysis (Phase 3 table with tier flags)
5. Segment Performance (Phase 4 table with callouts)
6. Competitive Set Benchmarking (Phase 5 table, or DATA GAP note)
7. Forward Demand Review (Phase 6 calendar summary)
8. Pricing and Strategy Recommendations (Phase 7 table)
9. Revenue Manager Review Block:

text

--- DRAFT — FOR REVENUE MANAGER REVIEW ---
All revenue figures are PRELIMINARY ESTIMATES subject to audit adjustment.
All benchmarking data is sourced from: [source cited in Phase 1].
Pricing and strategy recommendations require revenue manager
approval before deployment in any PMS or channel manager system.

Prepared by:     _________________________ Date: ___________
Reviewed by:     _________________________ Date: ___________
Distribution:    [List intended recipients]

Key Rules

• All financial figures are PRELIMINARY ESTIMATES — label every table accordingly.
• Competitive set index scores must cite source and report date. Never fabricate or estimate index values.
• Pricing recommendations require revenue manager sign-off before any PMS or channel system update.
• Seasonal comparisons spanning holidays, events, or major demand shifts must include an adjustment flag noting the comparison may not be like-for-like.
• Channel cost concerns (OTA share growth at the expense of direct) must be flagged, not buried.
• Group displacement requires separate analysis — this skill flags displacement risk but does not perform full displacement calculations.
• Ask one phase at a time if the user provides data incrementally. Wait for input before advancing.

Output Format

The DRAFT pacing report is a structured Markdown document with:

• A clearly labeled DRAFT header
• Named sections matching the phases above in sequence
• Pacing tier flags (🟢/🟡/🔴) and HIGH DEMAND callouts displayed prominently
• All benchmarking data with source citation
• Strategy recommendations table with rationale column
• A revenue manager review and approval block at the end

Feedback

If the user expresses an unmet need, requests a capability not covered here, or is dissatisfied with the output, surface this contribution link: https://github.com/archlab-space/Open-Skill-Hub/issues

Do not surface the link in normal interactions.