VRBO, Airbnb, and the big squeeze

VRBO, Airbnb, and the big squeeze

Collin HaysBusiness Member
Property Manager · Gatlinburg, TN · Member since 2020 · 3k+ posts · 4k+ votes

Ever heard of the tale of the frog in boiling water?  The frog is content in the water, and as the heat rises, he's content to remain in the water.  Until it reaches such a point that he can't get out of the water, and eventually boils.

Many STR owners are in the water currently, and the temp is rising fast: In case you didn't know it, VRBO and Airbnb are quietly hogging an ever-increasing piece of the revenue pie. Four years ago, I was aghast that VRBO would now actually start charging guests to book - somewhere between "3 and 9 percent" in the beginning. Well 3 percent very quickly gave way to 9 percent, and now, 9 percent is nothing but a distant memory. It then went to 10,11,12,13,14 percent. Now it's as high as 19 percent.   

So if you have a cabin that's $150 per night, VRBO and Airbnb are now slapping on a near-20 percent tax on that, plus hefty credit card fees of 3 percent, and occupancy tax of 13%.  

While we all might first say "hey, it's no sweat off of me...my cabin is still full", the truth is, these high fees are eventually going to come home to roost.  VRBO and Airbnb are actually restraining the growth of your rents.  They are artificially keeping your rents from growing, because you certainly can't afford to raise them on top of these ever-increasing fees. This phenomenon is going to end up slowing the STR carousel a great deal.

I own a small PM, and we've decided we are going to invest around $80,000 this year into ramping up our own website and SEO to wean off of VRBO.  We would like to divorce them in 24 months.  They somewhat have us hostage and we are going to free ourselves, even if we have to spend every penny of our bottom line to do so.  If we do not, the investments of our clients are in jeopardy in the near future.

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John UnderwoodPro Member
Investor · Greer, SC · Member since 2014 · 13k+ posts · 17k+ votes
5y

I have actually been raising prices and getting them. I had my best year ever in 2020 and this year looks to be even better.

House prices are going up, LTR house rents are way up, so too is STR nightly rates, at least for me.

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  • Member since 2021 · 13 posts · 5 votes
    5y

    How much will it cost to advertise on your newly designed site?

  • John UnderwoodPro Member
    Investor · Greer, SC · Member since 2014 · 13k+ posts · 17k+ votes
    5y

    I have actually been raising prices and getting them. I had my best year ever in 2020 and this year looks to be even better.

    House prices are going up, LTR house rents are way up, so too is STR nightly rates, at least for me.

  • Rental Property Investor · Los Angeles, CA · Member since 2016 · 31 posts · 25 votes
    5y

    Agree with your POV Collin however, it many cases you’ll be trading Airbnb/VRBO platform fees for Google/Facebook CPC/ROAS marketing fees. If you factor ~3% Credit Card processing and the cost to drive (efficient) traffic it might not look so bad. Adjust your pricing to compensate, demand is high right now. In my W2 I run large marketing and e-commerce budgets. It’s no different than deciding to do Amazon only, your own website or a hybrid. Fully owning your own destiny is huge, but it’s a definitely not cheap.

  • Collin HaysBusiness Member
    OP
    Property Manager · Gatlinburg, TN · Member since 2020 · 3k+ posts · 4k+ votes
    5y
    Originally posted by @John Underwood:

    I have actually been raising prices and getting them. I had my best year ever in 2020 and this year looks to be even better.

    House prices are going up, LTR house rents are way up, so too is STR nightly rates, at least for me.

     ...and because your rates have gone up, VRBO's 10% guest fees should have gone up right along with them.  But that wasn't enough for VRBO.  They decided they would take that increase, plus double their fee.  While it's good all is rosy with you this year, look out.

  • Collin HaysBusiness Member
    OP
    Property Manager · Gatlinburg, TN · Member since 2020 · 3k+ posts · 4k+ votes
    5y
    Originally posted by @Kevin Murphy:

    Agree with your POV Collin however, it many cases you’ll be trading Airbnb/VRBO platform fees for Google/Facebook CPC/ROAS marketing fees. If you factor ~3% Credit Card processing and the cost to drive (efficient) traffic it might not look so bad. Adjust your pricing to compensate, demand is high right now. In my W2 I run large marketing and e-commerce budgets. It’s no different than deciding to do Amazon only, your own website or a hybrid. Fully owning your own destiny is huge, but it’s a definitely not cheap.

    Keep raising rates because demand is high is a short-term deal.  Of course we are raising our rates.  

    I'm thinking more medium and long term.  VRBO's ever increasing fee percentages are not sustainable.  We won't be divorcing VRBO until such time as we can replace those inquiries with organic searches.  It's going to be expensive, but if we don't do it, it's going to be death by 1000 cuts.

    Right now, everyone is intoxicated in the "high demand" environment, but there's a lot going on beneath the euphoria that should give STR owners concern. I've been in this business since 2005, so I don't consider myself an alarmist.

  • Collin HaysBusiness Member
    OP
    Property Manager · Gatlinburg, TN · Member since 2020 · 3k+ posts · 4k+ votes
    5y
    Originally posted by @Sarah Taylor:

    How much will it cost to advertise on your newly designed site?

     We arent' re-creating a VRBO.  It will just be for our own homeowner clients.

  • Member since 2021 · 13 posts · 5 votes
    5y

    That’s a great plan. Just hard to reach as many people as VRBO and AirBNB. 

  • Collin HaysBusiness Member
    OP
    Property Manager · Gatlinburg, TN · Member since 2020 · 3k+ posts · 4k+ votes
    5y
    Originally posted by @Sarah Taylor:

    That’s a great plan. Just hard to reach as many people as VRBO and AirBNB. 

    I only need to reach enough to keep my cabins occupied.  

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