Pickup measures the net change in reservations, room nights, or room revenue for a specific future stay period between two points in time. Revenue managers use pickup analysis to understand how booking activity is changing and whether demand is developing as expected.
How It Works
Pickup is calculated by comparing the current booking position with an earlier snapshot for the same stay dates. Depending on the analysis, it may measure changes in rooms booked, room nights, or booking revenue. Cancellations and modifications can affect net pickup.
Formula
Net Room Pickup = Current Rooms Booked − Previously Booked Rooms
Practical Example
Suppose a hotel reviews its reservations for a particular weekend.
- Rooms booked on Monday: 90
- Rooms booked on Friday: 115
Net Room Pickup = 115 − 90 = 25 rooms
The hotel gained a net total of 25 booked rooms between Monday and Friday for that stay period.
How to Interpret Pickup
Positive pickup indicates a net increase in bookings, while negative pickup indicates a net decrease. Strong pickup may justify reviewing rates and inventory controls, but decisions should also consider booking pace, average rates, cancellations, remaining availability, and the hotel’s demand forecast.
Related Terms
Booking Pace · Demand Forecast · Lead Time · Dynamic Pricing