Rate Metrics & ADR Discipline
ADR is the average of what you actually achieved - the metrics around it reveal whether strategy or discounting set the price.
paymentsReading ADR Honestly
ADR equals rooms revenue divided by rooms sold. It is an average, and averages hide everything: a hotel can post a rising ADR while its pricing deteriorates, because mix shifted toward suites and high-season corporate business.
Read ADR beside realized-versus-quoted rate - rate capture - to see how much of the published price actually collected. Read it beside segment mix, because blended rates mask segment-level erosion. Read it beside discount depth from BAR, because the distance between rack ambition and folio reality is where strategy lives or dies.
A rising ADR built on selling only the highest categories is inventory luck as much as pricing skill. The number deserves its headline - and its interrogators.
compare_arrowsAverage vs Achieved
Two numbers share the name rate. The distance between them is the story - and the discipline meter.
sellPosted ADR - Aspiration
What the rate card says guests pay: published rates, negotiated desk prices, quoted group blocks. Clean, defensible - and rarely what actually collects.
verifiedAchieved ADR - Reality
What folios actually collected after discounts, rebates, comps, and negotiation slippage. The gap between posted and achieved is the discipline meter - wide gaps mean the price architecture is decorative.
percentSix Rate Metrics
One average cannot carry a pricing story. These six metrics carry it together - each one separating strategy from erosion in a specific place.
1. ADR
Achieved average daily rate - rooms revenue over rooms sold. The headline, and only the headline.
2. Rate Capture
Achieved over quoted rate. Every point below 100 is leakage with a name on it.
3. BAR Integrity
Realized discount depth versus authorized levels - how much of the price architecture survived contact with reality.
4. Rate by Segment
Corporate, leisure, and group rates tracked separately, because the blended average forgives everything.
5. Room-Type Premium Capture
Upsell revenue realized versus the premium available in higher categories.
6. RevPAR Contribution Mix
Which rates actually built the revenue - the stack that shows whose business pays the bills.
The bottom line: rate metrics exist to separate strategy from erosion. Report ADR beside capture and mix, and the same headline number stops hiding opposite stories. Pricing discipline is measured in the gap, not the average.
translatePenjelasan dalam Bahasa Indonesiaexpand_more
ADR (average daily rate) adalah tarif harian rata-rata yang benar-benar dicapai, dihitung dari pendapatan kamar dibagi kamar terjual. Sebagai rata-rata, ADR menyembunyikan campuran segmen dan kedalaman diskon sehingga harus dibaca bersama metrik pendampingnya. Modul ini membedakan posted ADR sebagai aspirasi dan achieved ADR sebagai realita folio.
- check_circleADR = pendapatan kamar ÷ kamar terjual; sebagai rata-rata, ia bisa naik hanya karena campuran bergeser ke suite dan korporat musim tinggi.
- check_circleRate capture membandingkan realized dengan quoted rate; setiap poin di bawah 100 adalah kebocoran yang bernama.
- check_circlePosted ADR adalah aspirasi rate card; achieved ADR adalah realita folio setelah diskon, rebate, dan comp.
- check_circleBAR integrity mengukur kedalaman diskon riil versus level diskon yang diotorisasi.
- check_circleLacak tarif per segmen (korporat, leisure, group) karena rata-rata gabungan menutupi erosi tingkat segmen.
- check_circleRoom-type premium capture mengukur pendapatan upsell yang terealisasi dibanding premium kategori atas yang tersedia.
helpPertanyaan Umum (FAQ)
Bagaimana cara menghitung ADR hotel?
ADR dihitung dengan membagi pendapatan kamar dengan jumlah kamar terjual dalam periode yang sama. Sebagai rata-rata, ADR perlu dibaca bersama rate capture dan campuran segmen agar terlihat apakah angkanya lahir dari strategi atau dari diskon.
Apa perbedaan posted ADR dan achieved ADR?
Posted ADR adalah tarif yang dipublikasikan, mulai dari rate card sampai harga korporat yang dinegosiasikan. Achieved ADR adalah yang benar-benar terkumpul di folio setelah diskon, rebates, dan comps; celah di antara keduanya adalah pengukur disiplin harga.
Mengapa ADR saja bisa menyesatkan?
Karena rata-rata menyembunyikan segala hal: ADR bisa naik karena campuran bergeser ke suite dan korporat musim tinggi, bukan karena pricing lebih baik. Tambahkan rate capture, campuran segmen, dan kedalaman diskon dari BAR agar cerita di balik angka terlihat.
Apa itu rate capture dalam revenue management?
Rate capture adalah rasio tarif yang benar-benar tercapai dibanding tarif yang ditawarkan. Setiap poin di bawah 100 menandai kebocoran harga yang dapat ditelusuri, sehingga jarak posted dan achieved menjadi barometer disiplin pricing.