Connor Schwab runs four unique stay properties and hosts the Outdoor Hospitality Podcast. After undercharging by $10,000-$20,000 in his first nine months at The Outpost at the Grand Canyon, he switched to professional revenue management. Now his 12-Airstream property is pacing toward 85% occupancy with optimized pricing across six OTAs.
This conversation reveals why treating revenue management as a strategic priority rather than a side task is the difference between good and great performance. Jasper breaks down the exact framework Freewyld uses to manage $180M+ in bookings: pacing analysis, booking window strategy, and the truth about pricing tools that most operators miss.
You will hear:
Why a one-star review showing on your Airbnb listing front page can cost 50% of your revenue
How to use pacing analysis to know if you're overpriced or underpriced (comparing your occupancy to market occupancy at the same booking window)
What revenue management actually includes beyond setting prices (cancellation policies, minimum night stays, bookability settings that kill visibility)
Why pricing tools like Price Labs aren't "set and forget" and require daily strategic oversight to avoid horrible pricing decisions
How Connor left $20,000 on the table in nine months by treating revenue management as a side task instead of a dedicated function
We also talk about:
The three intentional paths for revenue management: learn it yourself, hire in-house, or outsource to specialists
Why guests determine value through their purchase decision, not operators through subjective judgment
How a $200 stock tank beats a $10,000 cold plunge machine when you factor in maintenance costs
The booking window strategy that captures revenue before competitors slash prices in panic mode
Why higher prices don't hurt reviews (and the data proving it)
How AI is making revenue managers more effective without replacing them
The Outpost at the Grand Canyon: Connor's 12-Airstream property
Whoop: Fitness and sleep tracking device
Newbook: Property management system
Favorite Takeaway:
"Who is to judge what something is worth? Is it the person that owns the product or is it the person paying for it? I would argue it's the person paying for it. In Holland we have an expression: something is worth what the craziest person will pay for it."
Want us to audit your pricing strategy?
Get your free, personalized revenue report at FreewyldFoundry.com/get-started
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