To be able to make solid decisions without any doubts, it is advisable to convert the data from your pick-up reports into graphs. A booking curve graph will help you visualize the booking pace of your hotel. Hotel revenue management is about data driven decisions.
Below an example:
All the cancellations will be taken into consideration on the reservations curve.
Identify your Hot Days (or cold Days) Is it what you expected? If not;
Can you influence it?
How is it affecting your forecast?
Are you loosing opportunities?
Your selling strategy affects your forecast; therefore every time you make a rate change, you should analyze the impact on your forecast. Are your actual rates affecting your booking curve in a way you did not expect? What are your trends and how they compare to your city or region?
Develop a tool which allows comparison i.e. last year same day versus this year pick up or past 5 Wednesdays as per following graph.