Case Study
How Your.Rentals performance and revenue management service helped Dr. Supot grow net payout, diversify across channels, and free up time to scale.
Snapshot: Dec 2025 – Mar 2026
%
Bookings now outside Airbnb (up from 12%)
%
Stayed revenue
Listings today (up from 130)
Background
Dr. Supot, Founder of Chabahomes, has been a Your.Rentals customer since 2018, managing a growing short-term rental portfolio primarily through Airbnb — which accounted for roughly 85% of his bookings.
He managed pricing entirely on his own terms, setting high initial rates and then discounting heavily as check-in approached.
In a high-demand market like Thailand, this approach delivered strong occupancy but left real money on the table.
Every morning at 5:00 AM, without exception, Dr. Supot would log in to manually adjust rates.
"Before Your.Rentals, Airbnb was driving most of our bookings. I didn’t realise how much guest demand we were missing..."
"... In just 6 months, my revenue has increased by 8% and I'm confident that this will continue to grow in the future. Having all guest communication, reporting, invoices and payouts unified in Your.Rentals means I've suddenly got more time to spend on growing inventory and have added 97 new units since October 2025!"
The Challenge
Despite using Your.Rentals for channel management, Dr. Supot's Airbnb listings remained disconnected — managed separately and priced independently.
Without a unified pricing strategy, his listings were effectively competing with each other across channels. Airbnb captured a disproportionate share of bookings simply because it was the cheapest option — a dynamic known as channel cannibalisation.
The Analysis
The Your.Rentals revenue management team ran a deep analysis of Dr. Supot's booking history, including his Airbnb data. The analysis revealed three core problems:
- Channel imbalance — too many bookings coming through Airbnb at lower rates, while other channels were barely used.
- Peak season underpricing — aggressive last-minute discounts meant high occupancy, but rooms were sold too cheaply.
- Shoulder season drop-off — prices set too high at the 3–6 month mark were pricing out early international travellers, the segment most likely to book in advance.
The Solution
After analysing Dr. Supot's booking data, Your.Rentals’ revenue management team identified a clear path forward — a comprehensive strategy that went beyond pricing to address channel mix, listing setup, cancellation policies, and OTA visibility.
The plan came down to three steps:
- Connect his Airbnb listings to Your.Rentals for the first time
- Standardise pricing across all channels
- Build a demand strategy that captures bookings at every stage of the booking window — not just last minute
Going all in on Your.Rentals
For the first time, Dr. Supot's full portfolio — including the 85% of bookings that had been running exclusively through Airbnb — was brought under one platform.
Pricing was equalised across Airbnb, Booking.com, Expedia, and other channels, removing the artificial advantage Airbnb had from simply being the cheapest option.
Developing a robust revenue management strategy
Dr. Supot's old strategy was reactive: set a high price, wait, then discount as check-in approached. The team identified this as unsustainable — particularly as Thailand's market becomes increasingly competitive and booking windows shorten globally.
The new approach is built on a simple principle: maximise revenue across all booking windows — early, mid-range, and last-minute — rather than chasing 100% occupancy at any cost.
The strategy now goes well beyond dynamic pricing and is designed to capture demand at every stage of the booking journey.
1. Setting the right minimum price
The floor should be based on costs — not your mortgage or gut feeling.
The team starts with the minimum price. Many hosts anchor it to mortgage repayments or what feels right — but those numbers have nothing to do with market trends. The minimum should cover direct costs only. Everything above that is driven by demand.
2. Booking window coverage
Capture demand at every stage — not just last minute.
Most hosts focus on filling rooms close to check-in. The team takes a different approach: setting the right price for every point in the booking timeline. Guests who book 3–6 months out — typically international travellers planning ahead — get competitive rates that make the booking easy.
- Early bookings → competitive pricing
- As occupancy increases → prices increase
- Closer to check-in → adjust based on real demand, not panic discounting
This approach also reduces cancellations. Guests who book early, at the right price, for the right property, are far less likely to pull out.
3. RevPAR as the north star
The right balance between rate and occupancy beats chasing either one alone.
The team's goal is simple: maximise revenue from every available night. To measure this, they use RevPAR — Revenue Per Available Room-night.
Why RevPAR? RevPAR is calculated by dividing total revenue by total available nights — not just the nights that were booked. That’s what makes it different from ADR (average daily rate) or occupancy on their own. Both of those metrics can look strong while the underlying performance is weak.
- High ADR means little if half the calendar is empty
- High occupancy means little if rooms were sold too cheaply
RevPAR accounts for every available night — booked or not — making it the clearest, most honest measure of whether a pricing strategy is truly working.
4. Cancellation policy as a revenue lever
Sometimes the biggest wins come from the smallest changes.
On Booking.com, the default is to show flexible, refundable rates first. The team reversed this — placing non-refundable rates at the front instead.
The logic is simple: non-refundable is the lowest rate. Guests who want flexibility can still choose a refundable option — at a higher price.
A small change in how options are presented, with a direct impact on revenue.
5. Channel fit and listing setup
The right property, on the right platform, in the right format.
Not every property belongs on every channel — and not every listing format works the same way across platforms. Studios, for example, tend to perform better on Booking.com than Airbnb.
The team matches each property type to the platforms where it is most likely to convert.To reduce reliance on Airbnb, Dr. Supot’s portfolio was set up as Multi Unit Property (MUP) listings on Booking.com and Expedia — formats designed around the hotel model.
- Higher search ranking — MUP is the native format, improving visibility to the right guests
- More bookings per visit — guests can compare room types or book multiple units in one transaction
- Simpler pricing control — discounts and rates managed at room-type level across the portfolio
6. Lifting unnecessary restrictions
Fewer barriers to booking means appearing in more searches.
OTA search is filter-driven. If a listing doesn’t match a guest’s filters, it doesn’t appear at all.
The team removed unnecessary constraints to expand visibility:
- Enabled same-day check-in for smaller properties
- Adjusted cancellation policies for villas
Each change expanded the number of searches Dr. Supot’s listings could appear in — directly increasing booking potential.
7. OTA native marketing tools
A tactical lever for slow periods.
Major channels like Booking.com and Expedia offer tools such as last-minute deals, mobile discounts, seasonal promotions, and country-specific rates.
These can boost visibility and drive bookings — but they come at the cost of lower rates.
The team uses them selectively, only when organic pricing isn’t generating enough momentum.
8. Daily human oversight
Pricing tools need people.
The team monitors performance twice a day, tracking booking pace and adjusting based on how the market responds.
- A surge in demand (e.g. 25 room-nights in three days) → increase prices
- A slower period → review and adjust strategy
Every data point tells a story — and the team is reading it constantly.
Results & Performance Tracking
The team built a reporting framework comparing Dr. Supot's monthly net payout against a fixed set of comparison listings from the prior year — ensuring improvements are measured against the same inventory, not driven by new listings.
Metric 1 — Channel diversification
Before Your.Rentals, 88% of Dr. Supot's nights were sold through Airbnb — not because Airbnb dominates the market, but because it was the only channel he was actively competing on.
To fill his calendar, pricing had to be aggressive — keeping ADR artificially low.
Once his portfolio was connected across all major OTAs, the picture changed entirely.
- Airbnb share reduced: 88% → 30%
- Demand redistributed: Other channels filled the gap
- ADR increased: +14.5% on Airbnb
With a broader pool of guests, Dr. Supot no longer needed to discount to drive occupancy — unlocking higher rates without sacrificing bookings.
Metric 2 — Revenue performance (Dec–Mar)
Performance improvements were measured across a fixed set of listings, ensuring a like-for-like comparison across the same seasonal period.
Metric 3 — Business growth
With manual pricing off his plate, Dr. Supot reinvested his time into growing his portfolio — from 130 listings before to 227 today.
Why revenue management works
Expertise, objectivity, and aligned incentives.
Years of expertise
The team manages properties across multiple markets and property types — from studios in European cities to villas in Southeast Asia. That breadth of experience means they know what works where, and how to read the signals that vary from one market to the next.
Emotional detachment
Owners naturally anchor prices to what they paid for a property or what they'd like to earn. The team prices based purely on what the market will bear — which is almost always a more profitable approach.
Shared incentives
There’s no fixed fee. The team earns when the client does — so their only goal is maximising Dr. Supot's returns.
More revenue. Less channel dependency.
Your.Rentals revenue management handles pricing, channel strategy, and OTA optimisation — so you earn more from every booking, across every platform.