In this episode of STR Data Lab, AirDNA’s Chief Economist Jamie Lane sits down with John An, founder and CEO of TechTape, to explore the increasingly nuanced landscape of Airbnb pricing and revenue management. With 2024 presenting new economic headwinds and shifting traveler behavior, the duo unpacks what it really takes to thrive in today’s dynamic short-term rental (STR) environment.

This is a must-listen for scaling operators looking to make data-informed decisions without relying solely on automation. If you’re serious about leveling up your Airbnb revenue management strategy, this episode delivers.

The Current State of the STR Market

Jamie kicks off the episode by contextualizing the macroeconomic climate through AirDNA’s latest data. While traditional vacation rental markets such as beaches, mountains, and national park gateways are showing solid summer pacing, urban markets are beginning to soften. For anyone looking to understand these market shifts in depth, AirDNA’s analysis of short-term rental growth trends in the 2025 U.S. Outlook Report offers helpful context on how the STR market has evolved and where it's headed.

John, who oversees a globally distributed STR portfolio at TechTape, echoes this sentiment. While panic isn’t warranted, he explains that now is a time for “hedge mode”—a strategy focused on risk management and resilience. “We’re not tanking everything, but we’re not going full throttle either,” he says. Instead, John recommends expanding booking windows and remaining flexible with pricing.

Why Set-and-Forget Pricing No Longer Works

For many Airbnb hosts and property managers, pricing tools have made it easy to “set it and forget it.” John warns that in a volatile environment, such static approaches can be dangerous. “Too many operators are relying on automation alone,” he explains. “Airbnb pricing and revenue management today requires consistent human oversight.”

He introduces the concept of “vibe coding”—a form of dynamic decision-making that relies on a combination of market data and operator intuition. Pacing, average daily rate (ADR), and lead time fluctuations can reveal opportunities for proactive adjustments.

“The best STR operators don’t just set prices and walk away. They’re checking occupancy pacing, adjusting ADR, and expanding booking windows to stay ahead.” – John An

The core message: Airbnb pricing and revenue management is no longer a back-office task. It’s a daily practice.

The Human Layer Behind Revenue Management

Unlike automated platforms that apply rule-based logic, TechTape adds a layer of human insight. John’s team works closely with operators in diverse markets—across the U.S., Japan, Greece, and Australia—to interpret local dynamics.

Whether it’s a luxury home in Plainfield, New Jersey or a beachfront rental in Honolulu, Hawaii, TechTape’s approach focuses on:

• Property-level performance
• Market pacing trends
• Localized guest behavior
• Historical performance

Rather than chasing market ADR or occupancy benchmarks, TechTape identifies micro-trends and adjusts for them in real time. This hybrid model is what makes their Airbnb revenue management solutions attractive to scaling operators.

Key Metrics and Red Flags to Watch

So, how can you spot when something’s off in your pricing strategy? John and Jamie highlight four metrics that every host should be tracking:

1. Occupancy Pacing

Is your property’s occupancy rate improving week-over-week, or starting to slow down?

2. Booking Windows

Are guests booking last-minute, or far in advance? Shorter lead times may indicate weakening demand.

3. Average Daily Rate (ADR)

Are you losing pricing power? If your ADR is dropping while competitors maintain theirs, it’s time to reassess.

4. Comp Set Behavior

Are other properties in your area suddenly lowering prices or offering discounts? That might be a signal to adjust.

John’s advice is simple but strategic: Don’t wait until performance drops to make changes. “Revenue management is about staying one step ahead—not five steps behind,” he says.

Promotions, Flexibility, and Strategic Adjustments

Not all adjustments need to be price cuts. John outlines alternative strategies that can preserve margins while boosting bookings:

• Targeted promotions to feeder markets (e.g., geo-targeted campaigns)
• Adjusting minimum night stays to accommodate short getaways
• Highlighting unique property features in listing descriptions
• Using value-added offers (e.g., late checkout, welcome gifts)

Airbnb revenue management isn’t just about hitting the lowest price—it’s about perceived value. In a world where sentiment drives behavior, flexibility can convert hesitant travelers.

Global Headwinds and How to Prepare

The conversation also dives into larger economic factors. Jamie shares stats showing reduced international inbound travel to the U.S. from major markets like Germany, Spain, and Colombia. Urban properties—especially those reliant on international guests—are most exposed. Compounding this is the fact that seasonality in short-term rentals is changing, requiring hosts to rethink how they forecast and plan inventory throughout the year.

This affects urban properties disproportionately, as international guests tend to:

• Book further in advance
• Stay longer
• Spend more per night

The result? Hosts must capture domestic demand more strategically and use Airbnb property pricing and revenue management to maintain stable revenue per available night (RevPAR).

John’s approach includes widening booking windows and tamping down overly aggressive long-term pricing. “We want 80% of our revenue booked ahead of time,” he explains. “That gives us predictability, even when the market is messy.”

Final Thoughts: The Art and Science of Revenue Management

Revenue management for Airbnb is part data science, part art form. The best operators marry software tools with gut-level adjustments. To go deeper into the mechanics of dynamic pricing, this guide on optimizing your Airbnb pricing strategy breaks down how to fine-tune rates for long-term success.

As John says: “Just act. The worst decision is no decision.”

Resources and Links

• AirDNA’s Airbnb Revenue Calculator
• TechTape – Revenue Management Solutions
• Airbnb Pricing Strategies Blog
  

Connect with the Hosts:

• Jamie Lane on LinkedIn
• John An on LinkedIn

Connect with AirDNA on LinkedIn, Twitter, TikTok, and Instagram:

LinkedIn: https://www.linkedin.com/company/airdna/  

Twitter: https://twitter.com/airdna 

TikTok: https://www.tiktok.com/@airdna.co 

Instagram: https://instagram.com/airdna.co

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