The Metrics That Matter: Why Proactive Revenue Management Wins

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Jul 17, 2025

Henry Corell, founder of RevUp Rental, shares his insights on proactive revenue management in the short-term rental market. He emphasizes the importance of data-driven decision-making and forecasting to enhance booking rates. The discussion highlights key metrics like occupancy rates and consumer sentiment while addressing challenges like cancellation policies and fluctuating review scores. Corell also underscores the necessity of understanding client demographics and adapting strategies for optimal revenue management in a dynamic market.

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ANECDOTE

Henry's Revenue Management Journey

Henry started working in the short-term rental business from college, initially adjusting prices manually on his phone.
He noticed revenue management in rentals was unique and founded RevUp Rental to help property managers.

ADVICE

Be Proactive in Revenue Management

Effective revenue management requires proactive forecasting using various data points.
Avoid being reactive to booking drops; get ahead by interpreting patterns and taking early action.

INSIGHT

Economic & Airline Trends Matter

Economic and consumer behaviors heavily influence short-term rental demand.
Airline trends also serve as a key indicator of changing travel consumer behavior.

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In this episode of the STR Data Lab, Jamie Lane interviews Henry Corell, the founder of RevUp Rental, a revenue management consultancy company. Henry shares his journey from real estate interest in college to starting his own business focused on revenue management. He discusses his early experiences with short-term rental vacation businesses and the niche opportunities in revenue management within the industry.

Henry explains the importance of being proactive rather than reactive in revenue management, emphasizing forecasting and reading data to make calculated decisions. He highlights key metrics for analyzing market health, such as consumer sentiment, economic trends, airline trends, and occupancy rates. Henry underlines the importance of understanding client demographics and adapting strategies accordingly.

The conversation touches on the challenges of maintaining high booking rates, managing cancellation policies, and optimizing property listings by updating photos and allowing pets. Henry also discusses the role of communication in revenue management, balancing broader market trends with specific property analyses. He concludes by sharing insights on managing properties with fluctuating review scores and the impact of economic factors like job growth on the short-term rental market. Henry advises listeners to stay updated on economic indicators and maintain flexibility in their revenue management strategies.

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Episode 141