Smarter pricing, stronger bookings: Why 2026 planning should start now

As the year winds down, many operators turn their attention to refreshing their calendar, updating their website, and preparing for the busy season ahead. Pricing is one area that can be easy to overlook, yet even small adjustments can make a big difference.

The rates you set now will directly influence how well your schedule fills, how travelers perceive your value, and how much revenue you bring in throughout the year. While setting your prices can sometimes feel like guesswork, approaching it with the right data and strategies will help you maximize bookings and stay competitive. 

By taking time to review your pricing before the new year, you’ll enter 2026 with confidence, clarity, and a plan designed to support your goals.

Simple ways to tell if your pricing needs attention

Pricing doesn’t always need a complete overhaul, but it does deserve a closer look once in a while. A few common signs can help you decide whether it’s time for an update:

• Certain tours or activities sell out quickly or weeks in advance
• You’ve been charging the same prices for two or more years
• Some offerings or time slots struggle to fill up
• You aren’t currently offering premium options, like add-on upgrades or private bookings, or effortless upsells with Combos

If any of these sound familiar, it may be the right moment to pause and reflect. Even small updates can help you balance supply and demand, strengthen revenue, and create a better overall experience for your travelers.

Smarter pricing starts with data

Pricing decisions feel a lot easier when you can lean on data instead of guessing. That’s where FareHarbor’s built-in reports come in. They will give you a clear view of what’s working, what’s not, and where you might want to adjust for next year.

Here are a few FareHarbor reports that can help guide your pricing strategy:

• Sales report: Track total revenue and break it down by item or availability to spot your highest-earning time slots. This helps you identify where demand is strongest and whether prices reflect that demand.
• Bookings report: See your booking volume by item, date, or channel at a glance. It’s perfect for spotting peak periods, underperforming days, and how far in advance travelers typically book — all valuable info when planning pricing and availability.
• Custom field answers report: If you use custom fields for promo codes or add-on choices, this report shows you how your guests interact with them. It can help you test upsell strategies or see which offers resonate most with travelers.

By checking these reports regularly, you’ll feel more confident making the pricing adjustments that will grow your business.

Look ahead, not just back

Pricing isn’t only about reflecting on the past — it’s also about planning for what’s to come.  As you plan your 2026 calendar, think about the factors that could shape demand in other ways.

• Local happenings: Festivals, concerts, or sporting events can temporarily boost tourism in your area. Adjusting pricing or availability for these windows ensures you’re ready to capture extra travelers.
• Holidays and school breaks: These moments often create predictable spikes in bookings. Planning ahead helps you manage capacity and avoid leaving revenue on the table.
• Slower periods: Every business has natural lulls. Introducing bundles, packages, or special promotions during these times can keep bookings flowing even when fewer customers are booking.

By pairing what you know from past reports with what you anticipate in the year ahead, you’ll build a pricing plan that’s proactive, balanced, and flexible enough to adapt as circumstances change.

Be proactive, not reactive

The most successful pricing strategies don’t wait for a challenge to appear. They anticipate patterns, use data for clarity, and create opportunities for growth. Reviewing your pricing early allows you to move into 2026 with a plan that balances competitiveness, traveler value, and revenue goals.