Case Study · Lake Geneva, Wisconsin
+46% same-store Adj. RevPAR across 125 lakefront units
Geneva Lakes Vacations grew booked revenue from $3.13M to $4.27M year over year on the same store. Source: KeyData adjusted RevPAR, same-store view.
RevPAR lift
+46%
Units
116
Same-store revenue
$3.13M → $4.27M
Engagement
22 months
Client snapshot
Market
Lake Geneva, Wisconsin (highly seasonal, Chicago feeder market)
Units
125
Pms
Streamline
Pricing Tool
PriceLabs
Engagement
21 months and ongoing
Scope
Full revenue management: rate strategy, stay-length pricing, fee architecture, promotional calendar, distribution mix, owner-ready reporting
The starting point
What we walked into
- 01Highly seasonal market with brutal off-peak demand. Peak summer weekends consistently sold out at flat or under-market rates.
- 02No stay-length pricing strategy in place. Properties accepting 2-night bookings on holiday weekends at standard nightly rates left material revenue on the table.
- 03Fee structure was generic across the portfolio. No differentiation between premium lakefront units and inland properties.
- 04Owner statements showed strong topline but inconsistent unit-level performance. Hard to defend pricing to owners without a unified narrative.
The work
What Pacer did
Stay-length pricing overhaul
Built minimum-stay and length-of-stay discount logic for every property. Holiday weekends and peak summer windows shifted to 3 and 4-night minimums with stepped pricing. Shoulder season opened up to 1-night flexibility to capture mid-week demand.
Rate strategy and pacing discipline
Daily rate adjustments based on booking velocity vs. comp set. Pacer's RM identified seven inflection windows per year where rates needed to move 15-30%. Each window now executed with structured rate ladders rather than reactive discounts.
Fee architecture rebuild
Differentiated cleaning and pet fees by unit class. Premium lakefront units now command a fee structure that reflects their value. Owner take rates improved without owner pushback because every change was paired with data narrative.
Promotional calendar
Replaced ad-hoc discounting with a structured calendar. Targeted promotions for booking windows that historically underperformed (Sunday-Thursday in shoulder season, late-booking discounts inside 14 days for soft weekends).
Owner-ready reporting
Monthly performance narratives delivered to the operator with same-store comparisons, comp-set context, and forward-pacing commentary. The operator brought these directly to owner conversations.
Results
Same-store, year over year
Only units active in both the trailing 12 months and the prior 12 months. Pure revenue management impact, no mix-shift effects.
| Metric | Before | After | Change |
|---|---|---|---|
| Adj. RevPAR | $88 | $128 | +46% |
| Same-store revenue | $3.13M | $4.27M | +$1.14M |
| Engagement length | 0 mo | 21 mo | Ongoing |
| Same-store units | 125 | 125 | Same cohort |
Takeaways
What this means for operators
- Same-store Adj. RevPAR grew 46% in 21 months without adding or removing inventory. This isolates pure revenue management impact.
- Stay-length pricing was the single largest lever. Operators leaving this configurable at the pricing-tool default are systematically underearning on holidays and peak weekends.
- Owner reporting changed the operator-owner dynamic. Data-led conversations replaced reactive pricing debates.
- Engagement is ongoing. The portfolio continues to grow same-store Adj. RevPAR year over year.
Want results like this on your portfolio?
Run a free portfolio audit. We'll pull your same-store data and tell you exactly where the leverage is.