How to Set Up Airbnb Dynamic Pricing in AirDNA Adapt

Quick intro. I'm Jordan Myers. I'm the product manager over Adapt here at AirDNA. And with today's session, we're going to do kind of just an overview of getting started using Adapt.

Right? And how you can connect your listings. You can go through and understand why AirDNA Adapt is recommending the rates that we are. You can see how your competitors or comparable listings are pricing.

We can go through selecting a pricing strategy and how some strategies don't work for everyone. And and so how we can get a little bit more into the weeds or more granular and get really specific with our strategies if needed. Alright. So AirDNA Adapt, what is it?

Adapt is a revenue management system. And so at its kind of core, you know, one of the key things is dynamic pricing. Right? And that...

That's kind of the the core element to what Adapt is. And as you can see, whenever you come into AirDNA, it is front and center of the product. And so if you haven't already connected your listings, you'll be able to actually see a connection, what we call CTA, a call to action. There's a big button that says connect now.

Connecting is totally free, and the way you do that is whenever you click on that button you see here, there will be the option to select either Airbnb or the property management system. With Airbnb, it's just one click. It'll take you to authorize your, connection. If you have a property management system, these are the ones that we have right now.

We are adding more and more. Like, right now, we're actually working on Logify. Track is coming very soon and, Hostfully, but we're also working with some other ones like Escapia, Avantio, Rentals United, quite a few. But if you don't see the property management system that you use, please feel free to either just suggest a connection or you can even reach out to me.

Shoot me an email. Find me on LinkedIn. Any way you want to communicate, join our Slack or Adapt, and let us know. Because if you let us know, that can kinda help us prioritize which PMSs that we are building integrations with.

So we can click over to Adapt pricing, and we see a list view of our listings. And so this is really cool. You can sort by any of these columns here. You can also change what columns you're seeing.

So we have our performance score strategies. You can also look at some things like base base rate, max, min. I think these are kind of the key ones here, being able to look at revenue in your current month, revenue last three months. So you can see kind of historical revenue, but you can also see the progress towards your goal.

And so in adapt, you can actually set a goal for your listings. And so this is a new listing, so it doesn't have last year's revenue, but it gives us a comp set average revenue that we can plug in, or you can put whatever you'd like into the goal section, and then it's keeping track. Right? And this is looking at, current year progress.

So it it goes January 1 to December 31. It's not, like, last twelve months or anything. It's it's capturing the the full year. And you can come over and you can see, just get a quick glance of, like, the, occupancy over the next, you know, seven days, thirty days, sixty days.

Just give you a quick glimpse into how your listing is getting booked. But you can also filter here. So I can search my Okie Mountain Family Hideaway. Obviously, very useful whenever you have larger portfolios.

You can also search by the address. That will also work here. You can filter by which listings have pricing gone. You can filter by your markets, the score.

But a really cool feature as well is looking at what I call the multi calendar view. And so this gives you that bird's eye view of what's happening kind of across all of your listings in terms of pricing, availability, men's stays, etcetera. So you're able to look here. You can also even take action from here.

Whether you're doing a bulk update or you just want to kind of spot check a day, you can come in here. You can look at the daily rate. You can chat with our, in app agent. I'll talk more about that, in a moment.

And this will show you, yeah, all the, all the model adjustments as well as the rules, like any, additional price rules and settings that you've put on to your strategy. You can do those custom overrides and change your rates by a percentage or a fixed rate, and you can also get a quick look at both other things like comp comparisons so you can see how your comp set is getting booked. Like, right now, we're seeing 33%. You know, six of the 18 comps for this date are booked.

I can see what they're getting booked at, and I can see the range and the percentiles. This also gives me a quick snapshot into what specific listings are charging. And here...

From here, I can click into the listing, learn a little bit more about it. I can dig into dig into some functionality. I can see how its occupancy revenue and daily rate have changed over the last twelve months. I can see what amenities they have, but I can also access the Airbnb or Vrbo listing from here.

So super handy if you're really trying to dig into your competitors, but you can also go to the comp calendar, which I'll show you in a moment, but that's gonna have the future daily rates and availability for all of the comps. Alright.

And then, of course, you can see events that are happening in your market for this listing. Alright. Let's click into the Okie Mountain family hideaway. Cool.

So whenever you click into a listing, the first tab we will go to is the calendar, which actually has a rate and demand chart as well as the calendar. And so on the rates and demand chart, you're just very quickly able to see what's going on with your listing, right, as well as what's happening in your comp set or your submarket or market. So right now, we're seeing we're seeing my adapt rates. We're seeing some of the historical booking information.

Right? We're seeing where we're booked at right now. And so you can tell this, like, green shading is I'm I'm currently booked. And then there are these dark blue lines, like, okay.

What did we get booked at? We can also look at last year's reservations to give us some context and understand how we're doing. For example, here, I got booked at, you know, roughly the the same price, and then we're seeing coming up on, like, this weekend in October, I'm actually getting a a higher rate. So that's awesome.

Doing doing pretty well. And we are also able to see what's going on with our comp rates. So by default, this is showing us the twenty fifth to seventy fifth percentile. You can adjust these if you want.

You can look at everything from the twenty fifth up to the ninetieth percentile to kinda see how you're being priced against your comps. And there are some other options on here as well. You can turn off...

You can look at your comp median, comp booked, your pacing for bookings. And then down here on demand, we can really see what's going on with the comp set in terms of occupancy. We can see how many are getting booked and what those patterns are, and we can also see our recent bookings. We...

You might call this pickup, but it's just recent reservations made in the last seven days. So we can really see where that recent consumer activity is happening, and that can give us some insight into the dates that we might want to really be paying attention to. I'm gonna close that up. And then we can come down, look at the calendar.

We've got a lot of helpful iconography and information here. And just like on that multi listing calendar, we can click into any of these dates and learn a bit about it. And throughout on all of these pages, we do have the handy in app agent that says Ask AI. And so we've built a bunch of prompts that we think are useful for you, but you can also come in and you can ask it whatever question you want to.

And so let's say...

How's my calendar looking? We're gonna see what the what the agent has in store for us. Coming over to the performance page. This is really cool.

I'm actually gonna hide the agent right now, but this is really cool because it's giving us a snapshot of how this listing is performing. And so it's giving us the last thirty days, next thirty days, gives us a quick kind of explanation of what's going on. But my favorite view is this comparisons view. And so what we're able to look at here is we have a a few, key metrics, KPIs, revenue rates, RevPAR, occupancy, length of stay.

And with this view, we can change the time range. So if I really wanna look far back in the future and far ahead, I can do last twelve months and the next twelve months. And what's really cool about this is that by default, we are comparing this listing to the listings comp set, which you can customize, and I'll show you that here in a moment. But we can see how revenue has changed over time, but we can also compare to ourselves at the same time last year to get that, like, pacing as well as last year's final.

And so I can layer that into here so I can kinda see what maybe I can expect going in into the future here. Right? So I'm not...

I haven't gotten a lot of bookings here yet, but we can see that I'm expecting to get a lot more. Alright? But what makes this tool even more cool is that I can go to the ad comparison. And if I had built more than one concept, I can actually add those here, or I can just go and compare it to other listings in my market.

Right? So if I want to...

Oh, yeah. Five bedrooms. If I want to choose my submarket of Clarksville, and maybe I just wanna look at five bedrooms, I'm not gonna change anything about the bath number of guests. I will do entire place.

We're seeing that there's 10 kind of similar listings to me in this submarket. That seems like a good number. And so now I can layer these different comparisons into this view to really help me benchmark how my listing is doing. This can be especially valuable for those...

The property managers out there who maybe have larger portfolios and want to grow them using this as an acquisition tool to, like, create an owner report. Super valuable. Right? Because you can just show them, hey.

Revenue, you know, given the the main goal of all this is is money, to be able to take this to a potential client, a potential owner who wants to onboard their listing to you, being able to go and show them that, hey, I've outperformed all of these comps or I've outperformed this market, Or if you're a property manager, you're actually able to choose specific property managers. And so you can go to the owner and say, hey, I'm I'm out out doing everyone else. You should go with me. So I just think this is a super handy tool for anyone.

And this is at the listing level, but you can also...

If you go to this performance page, you can look at your portfolio in aggregate. You can filter and, you know, slice and dice the portfolio to look at certain segments of them. So very cool. We also have a a pacing view, which gets a little bit more into the into the nitty gritty of all of those metrics.

And you can change this granularity too. You can look at weekly, monthly, daily. Let's go to comp sets. So like I was saying, something that's really cool about Adapt is that you can have unlimited comp sets, and you can have the same comp set linked to multiple properties.

And so that's really compelling, right, if you have very similar listings in an area or maybe you have multiple units in a building. You can just build one comp set and and link it to all those listings. And so that way, you update it, as you change it, as your comps change, you're able to update it and updates across all those listings. So you don't have to go and keep keep changing it or keep an updated comp set for every single listing if they're similar.

But AirDNA will generate a recommended comp set for every single listing, and this is updated on roughly a weekly basis. Obviously, it depends on whether the comps, whether listings in your in your submarket or your nearby listings are actually changing. But if we noticed new comps come on board that we think would be a good comparison, we'll include them. And if we see listings that become inactive, we will remove them.

And so what's really cool is that you can come into this recommended comp set, and you can actually edit it from here. And so I'm just going to make some quick edits. I'm not doing a whole lot of research right now, but you can drive around the map. You can look at listings.

You can click into them, see more about them, and you can actually add them from here. And whenever you want to save that, we'll just call this Jordan's compset. Awesome. And now we have Jordan's compset here.

And so I can make any of these my active comp set, and they'll be the default. Right? Whenever we're looking at the performance dashboard or looking on the on the rates chart or whenever we click into a date on the calendar, you'll be using, whichever comp set we've made active. Alright.

Comp calendar. This is a really fun page. You can toggle between your comp sets here, but it's giving you all those future daily rates for your comps. Right?

Not only daily rates, but also availability. Are they booked, blocked, or, what are their midnight stays? And so this really helps get it granular and maybe help craft your your strategy as you're thinking about what's working for other listings in your market. Bookings, this is just a a reservation table.

Pretty straightforward. But we can look at everything up to the last twelve months. We can see where reservations are coming from, like what the booking source is, length of stay, total revenue, nightly rate. We can also look at the lead time, so how far in advance did this listing come in.

We also have an events table, and so this is going to show, all of the events that we have found for this listing as well as the, estimated attendees and the, expected impact that's going to be had on those nights. And while we have the best data scientists, and we work really, really hard to find every event, there are some things that we're not necessarily going to know about, and so that's why you can actually add a custom event and provide an impact for it. And so you can say, okay. I know that this event happens every year or it's happening this year, and I wanna make sure that my prices for this event, regardless of how many days it is, I want to increase that by, you know, 10%, 20%, 30%, a 100% if you want.

Cool. One of the things I love about Adapt is that we have strategies, and I like to call strategies the easy button. Because what's great is we did a bunch of research. This is based on US listings.

Did a bunch of research and we're able to determine that essentially, there are four kind of philosophies. Obviously, there...

There's a lot more. Everything is is very nuanced. There's almost infinite ways that you can go about having a revenue management strategy or an operational strategy, but we we had to to kind of consolidate. And so we found these four philosophies, and we built models around this that whenever you select it, we will actually look at the market that you're in, the type of listing you have.

Right? Is it a is it a villa? Is it an apartment? Is it a a home, single family home?

How many bedrooms does it have? Right? Finding all these things about your listing, about the market, and actually creating a a custom configuration for this listing. And so these configurations, these strategies can work right out of the box or at least becomes a great starting point, making it way easier for you to optimize and tweak to your kind of operational needs or your strategies so much faster than having to start from scratch.

Right? And so the four strategies that we have are smart yield. This is creating that balance of ADR and occupancy to really optimize for RevPAR. Volume builder, that is I want to optimize for just getting my calendar booked.

Right? So this is going to have much lower midnight stay requirements. It's going to have a really aggressive discounting as the booking window closes, and it's not going to set us high of premiums that far out into the future, kind of like like you normally would. Right?

So looking at smart yield, you can see the rates come up kind of further out. You can also see we're a bit more dynamic in our min state requirements, but then volume builder gets very aggressive as the window closes and lower premium further out. Steady earner. So steady earner attempts to compress the pricing curve.

And so you can see here there's just less high peaks and less low valleys compared to something like volume builder or even SmartEel that is going to lean more heavily into seasonality. And it can even show you, like, the rules that it's going to apply here. And so you can see that seasonality plays a lower impact in the steady earner. And then there's premium hold.

This is I want to have...

I'd rather have empty nights than cheap nights. Right? So this is going to be much less discounting as the booking window closes and a much higher premium far out. And so we can look at some of these other things.

Right? Higher men's stays.

We're gonna lower the men's stays much later than we do with with a strategy like smart yield. And so what's really cool is that you can chat with AI to to learn more about these strategies, to have the strategies help you...

Or sorry, to have it help you pick the right strategy. And so you can really chat with it and and get into the into the details there. We also have a calendar view if that's more your speed so you can kinda spot check those specific days. I'm not going to apply anything here because this listing already has a smart yield selected.

But like I was saying, I see strategies as an easy button. It's gonna work out of the box for some folks, but I know that there are realities, right, to to managing a a portfolio, whether that's owner restrictions or just the realities of the market. Right? A lot of these strategies for smaller homes are going to recommend one night gaps.

Right? So maybe you have a two night minimum typically, but if we identify a gap, we'll put a discount on it and recommend and drop the minced data one. Well, if I've learned anything, it's that it's a bit of a polarizing topic, but some folks will just never do a one night minimum. And that's fine.

The reality is, you know, you have a certain strategy that you want to implement or or certain operational realities that you need to optimize for and build your revenue management strategy around. And so you're totally able to do that. Right? We've got the strategies, easy button, but we also have all of the the rules and settings and knobs and levers that you need to make the strategy completely yours.

Right? You can come in. The base rate is a huge thing because that's where every rate starts from. Right?

And so you can adjust that. We have a a handy tool. We're actually working on improving this. Actually, it should come out in the next couple days, but you can kind of slide your base rate to see and model out how your pricing curve is going to end up.

I don't want to save that. We've, of course, got pricing limits, the mins and maxes, seasonal impact. This...

You can just tell the model, hey. I want seasonality to maybe have a lower impact, so kind of compressing those curves. Standard impact and then higher, like really lean into the swings. You can do things with day of week pricing.

We've got all the...

You can do last minute discounts either at a gradual ramp or you can do what we call zones or, like, step based. So you can create a rule, like, from zero to seven days, I wanna discount it 20%. From seven to 14, I want to discount it 15%. Right?

You can totally customize this and and make it your own. Same with far out rules. Right? Looking further out into the future.

Minimum stays. So we have a a quick visualization that will show you what your men's stays are at right now, and you can adjust these as you want. So if I wanted to, to bump my, you know, Fridays and Saturdays to four, you can see how it's going to change there. So it just gives a good visualization so we know what's going on for minimum night stays.

I'm gonna discard that for right now. But you can also add, lead time rules for your men's stays. And for all of these, you can build in, seasonal and event overrides. And so again, if you want to to really get into the into the weeds and build out strategies with seasons, or you can also build it by month, you can absolutely do that.

And so for any season and event, you can add all of these different rules. Right? So if you want a different a a different pricing minimum or different midnight stay or different last minute discount strategies for summer versus winter or for your high season versus your low season or your shoulder season, you can totally do that. Right?

It gets a little bit more complex, but what's great about Adapt is that you can just chat with our little friend here and walk him through it. I've done a lot of onboarding sessions with folks with 50 plus listing portfolios, And all we do is just talk about what their strategy is, talk about what their seasons look like and how they implement those, what's different from their their high season versus their low season. And the Adapt agent will actually not only make recommendations, but will also take actions for you. If you want, it'll give you a little confirmation button.

It'll say, here's my plan. Let me go build out your summer, winter, fall, and spring seasons. Here's how I'm going to create the rule sets for them. And then you can hit the confirm button.

It will go take action across your portfolio for you. So very, very cool. I highly recommend playing around with with this. And while I'm on the on the topic of the agent, we actually have the MCP that's available now as well.

If you don't know what MCP is, it's fine. It's basically a connector between your AI ecosystem. Like, if you use Codex or you chat GPT, Claude Cowork, Claude Code, I think, you know, Grok is a new thing coming out. You're able to connect that and now adapt in your your AI tool of choice will be able to communicate.

And so with that, you're able to build your own custom dashboards. You can build any kind of routine where the agent can build you a a report on a daily or weekly or monthly basis. It can create owner reports, but it can also take action for you from the comfort of your own AI environment. And so it's very cool.

Highly recommend doing that. But both the MCP and the the in app agent can all do the the same things. And so we asked it earlier how my calendar was looking. It was looking at the next 180.

So it's saying our pricing tracks the comps well for most of the window, but there's one clear well supported spot where you're sitting distinctly above the market and not booking, the October fall foliage weekends. Okay. Good to know. So I won't read to you all of this.

I recommend you go try it out, but it's making some recommendations. It looks like coming up, you know, here in the in the next few weeks. I'm priced well above the comps, and they are getting booked up a lot more than I am. And so what's great is I don't just ask a question and it's done.

I can have a full on conversation. Maybe I push back on the agent. Maybe I I have more questions that I want to dig in into. And so you can have that conversation right here in the app.

And it's also...

It's painting as a a quick chart to kind of explain what's going on. So, yeah, we can see those days where I'm way over the comps. And so very fun stuff. Dig in, ask lots of questions, give me any feedback because we're always trying to make it better.

Check-in, check out rules, just kind of going through the rest of these gap and adjacencies. And so this is where you can say, If you identify a gap, here's what I want you to do about it. Or here are, like, the guardrails that we can do, as well as adjacent nights, right, if we want to try and avoid gaps happening in the first place. Length of stay, discounts, this is only available for some PMSs and Airbnb direct.

And then we talked about seasons and events, and your ability to create your own. And then whenever you have everything set up, you can...

This will say, sync, and you'll be able to click into here, toggle it on, and then rates will push depending on your country. In The US, it's at, 12PM UTC, which for me right now is 7AM. Back in our office in Denver at 6AM, but it's 12PM UTC. And, and it'll show you what what time in your local time zone rates will be pushed.

The...

That's kind of the the end of my spiel. I guess I'll talk about pricing. So when you turn on pricing, it's going to to sync every twenty four hours, but you can come in. You can manually sync rates whenever you want.

So maybe you make a pricing change or you, like, maybe override a rate or there's a a setting that you changed, you'll be able to to sync from right here. You can also ask AI to do it for you either through the in app agent or the MCP. The trial, we do a thirty day free trial. So you can...

There's there's no risk, no no commitment required. You can, you know, sync rates for thirty days, decide if it's for you or not. And then whenever the trial is over, you only pay for the listings that are syncing. And so if you wanted to come in and just connect a couple, maybe maybe you have, you know, 10 listings and you wanna just price a couple of them to see if this works for you, totally doable.

No problem at all. And then after that, it is 20 doll per listing. And, yeah, that is what I've got. Does anyone have any any questions?

Alright. How does AirDNA discounts work with discounts from Airbnb or Vrbo? Yeah. So for the most part, let me show you.

For the most part, all these discounts that we're applying, like the like the last minute far out, if we do anything for day of week or do anything for, you know, gap and adjacencies, that's all being applied to the rate before we even send it to to your channels. Right? And so that's...

They're just going to stack. So we're gonna send that rate. Maybe it's been discounted 20% from $200 to know, 160, for example. So we send that and then any other discounts or premiums that you have in Airbnb or Vrbo are going to apply on top of it.

Right? So, yeah, very good to keep in mind. Some things like this length of stay pricing, we're gonna be building more of these. This is actually going to send that rule to Airbnb or your property management system.

And so it will be like one to one with it. So they won't stack. This is going to, like, change that setting. Does that make sense?

Something else that that was just brought up, a really good question, is that for some of these...

If you're doing discounts and adapt, you're not going to get that, like, strike through price that they show on, like, Airbnb. And so if you have those discounts, it is advantageous right now. We have the weekly and monthly, but there are some of those other discounts or or promotions through Airbnb that will help you merchandise or, you know, show up either higher or show up with that strike through. Those you will want to to keep set in the specific channel if you want the...

Like, the things like the strike through to show up. Well, thank you all so much for coming and hanging out with me. Please never hesitate to reach out. You should be able...

You should have access to my email. If you don't, you can go join the Slack channel, the Adapt Slack, or you can find me on LinkedIn. Reach out on support. Say you're looking for Jordan.

I'm happy to help with anything. I'd love to hear any of your questions, any of your feedback, any of your feature ideas. We're here to keep building Adapt and making it the best product in the space, so don't hesitate to reach out. Alright.

Thank you all so much, and have a great day.