4 min read

Booking.com’s Pricing Strategy Products and How They Can Help Your Business


Natalia Janikowska in Vacation Rentals

Last updated July 17, 2023

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Over the last 2 years we have witnessed a positive comeback in tourism, gradually reaching pre-pandemic levels. However, it's important to acknowledge that the behavior and expectations of travelers have changed during this period. Optimizing your pricing strategy has become paramount to ensure your rooms and offers remain visible to potential guests.

When it comes to booking.com, leveraging the right channel manager can significantly enhance your pricing strategy and boost your bookings.

The impact of Booking.com's pricing strategy

By matching your Booking.com pricing strategy with the evolving behaviors of today's travelers, you can gain a competitive edge over your rivals. Recent studies conducted by Booking.com shed light on the latest shifts in traveler behavior that must be considered when optimizing pricing strategies.

Bookings made through mobile devices continue to soar without any signs of slowing down. A staggering 59% of all bookings on the Booking.com platform were made via mobile. Furthermore, in 2021, their app emerged as the most downloaded OTA app.

In 2022, Booking.com observed an 18% increase in foreign travel compared to 2021, with 61% of platform searches focusing on international destinations.

To address these changes, Booking.com has introduced two highly effective pricing products that can greatly benefit your business by:

  • Increasing bookings by an average of 22%
  • Targeting international travelers and securing revenue
  • Mobile Rates: Enhancing Your Business with Booking.com's Price Strategy

How exactly can mobile rates, part of Booking.com's pricing strategy, benefit your business?

Mobile rates refer to exclusive discounted rates visible only to users of the Booking.com app or those accessing the platform through mobile devices. By activating this pricing strategy for your property, you can tap into the rapidly growing segment of mobile reservations and capture the attention of travelers. Recent statistics released by Booking.com indicate that millennials represent the majority of mobile bookings, with 65% of mobile users falling into this demographic.

Activating mobile rates is a straightforward process. Simply provide mobile users with a unique discount, available exclusively through the Booking.com app or mobile website.

While the minimum recommended discount stands at 10%, Booking.com advises a 15% discount for optimal engagement. Once you activate mobile rates, a distinct badge will be displayed next to your property in search results and on your property page, significantly boosting visibility and enhancing your conversion rate for mobile bookings.

It's worth noting that mobile rates not only impact visibility and conversion rates but also have the potential to increase the number of reviews you receive. Research shows that millennials are more inclined to submit reviews compared to other traveler groups. Positive reviews, in turn, have a direct impact on your overall ranking on Booking.com, further enhancing the visibility of your accommodation.

Interestingly, statistics reveal that first-time bookers are seven times more likely to book through a mobile web browser, while loyal clients prefer making reservations through the app. This pricing strategy enables you to target both of these traveler groups effectively.

Visibility plays a crucial role in boosting booking rates. By configuring your mobile pricing strategy to make your offers compatible with popular mobile browsers like Chrome and Safari, you can expand your reach by an impressive 30%.

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Country Rates: Improving guest attraction and revenue generation

Now, let's dive into Booking.com's pricing strategy known as country rates.

Country rates are applicable to all your accommodations and rate plans, offering targeted discounts. It's important to note that country rates do not apply to mobile rates or Deal of the Day promotions. This discount complements existing discounts from the Genius program, exclusively available to Genius partners, as well as any other promotions you have set up on your account.

By activating country rates and offering tailored discounts, you can attract guests from specific countries, boost occupancy across your properties, and ultimately drive profits.

Setting up this rate is a simple process. Provide travelers from your targeted countries with a unique discount, which will only appear in searches conducted by users of the Booking.com platform in those specific countries. This targeting is achieved by matching the user's IP address to the chosen country.

There is flexibility in determining the amount of discount you wish to offer. Booking.com provides customized recommendations through your property's extranet page. While the minimum discount stands at 5%, a 10% discount is recommended for optimal outcomes. Country rates are applied throughout the year, but you have the option to block out a maximum of 30 dates where the discount won't apply.

Country rates serve as an effective means to secure revenue by specifically targeting international travelers who tend to book their accommodations earlier and exhibit lower cancellation rates.

Maximizing the benefits of short-term rental software

Now that we have explored the power of Booking.com's pricing strategy products, it's crucial to discuss the implementation and management aspects of these strategies. By effectively utilizing short-term rental software, you can streamline the activation, editing, and deactivation of mobile and country rates. Here's a step-by-step guide to help you make the most of these pricing products:

Select a reliable short-term rental software solution that integrates with Booking.com's platform.

  • Access the software's user-friendly interface to activate and configure your mobile rates. Define the unique discount, ensuring it aligns with Booking.com's recommendations.
  • Customize the appearance of your property's badge that will be displayed in search results and property pages to enhance visibility.
  • Use the software's features to monitor the performance of your mobile rates, including conversion rates and reviews received.
  • Employ the software's tools to evaluate the effectiveness of your country rates, such as occupancy rates and revenue generated from specific countries.
  • Make data-driven decisions by regularly analyzing the results and adjusting your pricing strategies accordingly.
  • Stay informed about industry trends and updates to ensure your pricing remains competitive and relevant.

The importance of monitoring and updating pricing strategies

Once you have implemented your mobile and country rates, it is crucial to regularly monitor and update your pricing strategies. Here's why:

  • Stay competitive: The vacation rental industry is highly competitive, and pricing plays a vital role in attracting guests. Continuously monitoring and adjusting your rates ensures that you remain competitive and relevant in the market.
  • Adapt to changing trends: Traveler behaviors and market conditions can evolve rapidly. By staying vigilant and responsive, you can adapt your pricing strategies to align with the latest trends, ensuring maximum bookings and revenue.
  • Evaluate performance: Regularly assessing the performance of your pricing products allows you to identify areas for improvement and make data-driven decisions. Monitor metrics such as booking rates, conversion rates, and guest feedback to gauge the effectiveness of your pricing strategies.

Wondering what metrics to keep track of for Airbnb? Find the recommended airbnb metrics to follow to keep on top of your Airbnb listings.

Tips for evaluating the effectiveness of Booking.com’s pricing strategy products

To evaluate the effectiveness of Booking.com's pricing strategy products and optimize your strategy further, consider these tips:

  • Analyze Booking Patterns: Track the booking patterns and conversion rates of mobile and country rate users compared to other booking channels. Identify any significant variations and adjust your pricing strategy accordingly.
  • Monitor Reviews and Rankings: Keep a close eye on guest reviews and rankings. Positive reviews from mobile bookings can enhance your overall ranking on Booking.com, further boosting visibility and attracting more guests.
  • Seek Guest Feedback: Encourage guests to provide feedback on their booking experience and pricing. This valuable input can help you fine-tune your pricing strategies and better cater to the needs of your target audience.

In today's competitive vacation rental industry, pricing optimization is paramount to success. By utilizing Booking.com's pricing strategy products and effectively managing your pricing strategies, you can stay competitive, maximize bookings, and create memorable experiences for your guests. Stay proactive, monitor industry trends, and embrace the power of pricing optimization to thrive in the ever-evolving vacation rental market.

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Natalia Janikowska
Marketing Assistant @ Planet
PR Specialist at Avantio. Vacation Rentals enthusiast. Research, communication, deep dive into the travel tech industry and data.