The honest case study: modest, durable lift on a 4BR Norfolk home.
Representative image, generated for illustration. Properties are not identified.
Owner
Alisha
Tenure
8.2 mo
Onboarded
Aug 2025
Period
Jun to Aug 2026 (OTB pacing)
vs. STLY
+57.1%
+$5,538
MPI
0.95x
vs. 29% mkt occ
OTB Revenue
$15,244
STLY: $9,706
ADR
$610
STLY: $485 (+25.8%)
June to August 2026 booked pacing versus the same point in 2025, not earned revenue. Full method.
Why this case study is here
Most case-study libraries select for outliers. RevFactor’s includes this one on purpose.
This 4-bedroom home in Norfolk, Virginia is pacing +57.1% ahead of where it was at this point last year, the smallest lift in the summer 2026 set. The Market Penetration Index sits at 0.95x, meaning the property is currently capturing slightly under its expected share of market demand. August specifically is pacing at 3.2% on-the-books occupancy with most of the booking window still ahead.
If RevFactor only published the +292% case studies, prospective clients would walk in expecting them. The honest version is: rate is up, July is leading the market, June and July combined are pacing well, and August is a problem the team is actively working. That is what most months of revenue management actually look like.
What is working
July is the headline. 1.62x MPI in peak month with 54.8% on-the-books occupancy vs. 29.0% same-time-last-year. That is a property winning where it matters: peak demand, peak rate. ADR climbed from $531 STLY to $584 OTB in July, and from $485 to $610 across the full summer (+25.8%).
The two-cycle ADR climb is the same pattern visible across the rest of the portfolio: $425 final 2025 to $485 STLY to $610 OTB. Rate is moving up; the work is closing the occupancy gap to keep the rate work paying off.
What is not yet working, and what changes
August’s 3.2% on-the-books occupancy with ADR holding at $612 is the central problem. Two readings of the data:
- The optimistic read: August is still 3+ months out at the data-pull date. A property pacing at 3% on-the-books in early May with $612 ADR is one well-timed minimum-stay relaxation away from a normal calendar.
- The honest read: Norfolk’s coastal-summer market is competitive. If the comp set is filling at a $460 ADR and this property is positioned at $612, the team will need to either compress the rate gap or further differentiate the listing’s positioning to close the occupancy gap.
Both reads are on the table. RevFactor’s monthly Discovery Call exists for exactly this kind of in-quarter recalibration.
The market context
Norfolk’s market occupancy for the June to August window sits at 28.6%, soft enough that even market leaders are working harder than they would in a Myrtle Beach or Gatlinburg. The 2025 final revenue for this property in the same window was $23,393; the 2026 OTB is $15,244 with the August calendar still wide open. Closing that gap is realistic; matching it requires the August numbers to move.
Comp window detail
| Window | OTB Rev | STLY Rev | $ Lift | OTB Occ | OTB ADR | MPI |
|---|---|---|---|---|---|---|
| June 2026 | $4,705 | $1,246 | +$3,459 | 23.3% | $672 | 0.64x |
| July 2026 | $9,926 | $4,781 | +$5,145 | 54.8% | $584 | 1.62x |
| August 2026 | $613 | $3,679 | −$3,066 | 3.2% | $612 | 0.21x |
| Summer total | $15,244 | $9,706 | +$5,538 | 27.2% | $610 | 0.95x |
What it costs
RevFactor manages this property at a flat $350 per month, plus a one-time $150 onboarding fee. The +$5,538 in on-the-books summer lift already covers the onboarding fee and about 15 months of management fees. And the calendar still has open weeks.
A note on these numbers
OTB = on-the-books revenue committed as of the May 2026 data pull. STLY = same-time-last-year. LY = final 2025 revenue for the June to August window. The August OTB number reflects the wide-open booking window at the data-pull date, not a closed result. These are booked pacing figures, not earned revenue, and this page will be updated to earned results once the summer closes. Past performance is not indicative of future results.
Method
Figures on this page are booked pacing (on-the-books revenue as of the May 2026 data pull) versus the same point in 2025, not earned revenue. They will be updated to earned results once the summer closes. The property is identified by size and market, and the owner by first name only. The photograph above is representative of the property type and region and does not depict this listing.
How this was measured
Property: 4-bedroom in Norfolk, VA. Onboarded: August 2025, 8.2 months of tenure at measurement. Window: June to August 2026 booked pacing (on-the-books revenue as of the May 2026 data pull) against the same point in the 2025 booking curve.
- OTB (on-the-books):
- revenue already committed via confirmed bookings for the window, as of the pull date.
- STLY (same-time-last-year):
- what the calendar held a year earlier for the same future window.
- LY (last-year final):
- final realized revenue for the same window in 2025.
- MPI (Market Penetration Index):
- the property's booked share divided by its fair share of the comp set. 1.00x paces the market; above 1.00x leads it.
- ADR (average daily rate):
- average price of booked nights.
- Occupancy:
- booked nights divided by available nights. "Mkt occ" is the comp set's average for the same window.
Cost: flat $350 per month plus a one-time $150 onboarding fee, no percent of revenue. The booked lift shown above covers the onboarding fee and about 15 months of management fees.
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