STR Repeat Guest Discount Calculator

Repeat guest discounts trade ADR for OTA-fee avoidance and bookings predictability.

Repeat guest nights / yr

Current ADR

Repeat guest discount %

OTA fees avoided %

Incremental conversion lift %

Annual net uplift

$2,976

OTA fees avoided

$2,016

Discount given

$1,440

How the math works

Net = OTA fees avoided − discount cost + incremental gross from conversion lift.

60 × $200 = $12k base + 20% lift = $14.4k. Fees avoided $2,016 − $1,440 discount + $2,400 incremental = $2,976 net.

How to Use

Enter repeat guest nights / yr.
Enter current adr.
Enter repeat guest discount %.
Enter ota fees avoided %.
Enter incremental conversion lift %.
Read annual net uplift.

Frequently Asked Questions

Discount level + payback?

Typical 5–15% repeat guest discount drives 25–55% of guests to book direct on second stay. Net math: $200/night ADR × 14% OTA fees avoided = $28 saved. Pass $20 to guest as 10% discount, owner keeps $8. At scale this compounds. Best when paired with email follow-up 30 days post-stay + loyalty incentives. CRM tools: Hospitable Direct, OwnerRez, Boostly all have repeat guest workflows.

How does this fit STR underwriting?

Short-term rental investors stack this calculator with AirDNA market data, channel mix analysis, seasonal pricing, and HOA/regulatory review. Net contribution after PM, cleaning, supplies, utilities, taxes, insurance and platform fees should be the underwriting target — gross revenue alone is misleading. Always validate with at least 12 months of comp performance.

Airbnb vs VRBO vs Booking economics?

Airbnb: 3% host fee + 14% guest fee, strong urban demand, cancellation policies host-controlled. VRBO: 8% per booking, family/group oriented, longer stays. Booking.com: 15% commission, instant book required, more international. Direct booking: 0% but requires marketing investment. Most STRs use 2–3 channels for 15–30% lift.

Regulatory risk?

STR regulation is fragmenting fast: outright bans (NYC, Honolulu certain zones), licensing caps (SF, Boston, Santa Monica), occupancy taxes (most cities now), HOA bans (private). Always verify zoning, licensing, and HOA rules before underwriting. Insurance and liability waiver also critical. Owner-occupied vs investor STR rules differ materially in many jurisdictions.