From November to March, many owners in the Hérault leave their calendar empty, telling themselves that winter doesn't rent. More often than not, the demand is there: it's just different, and it doesn't respond to the same prices or the same rules as in summer. Here are six levers to pull.
Why nights sell less
In winter, the guests change. Fewer holidaymakers looking for a pool and a terrace, more travellers for a night or a weekend, business trips, stays of a few weeks. A calendar set up for summer (high prices, long minimum stay, a listing centred on the pool) misses this demand.
1. Prices designed for winter
Keeping the summer rate in February is the same as closing the property. A winter price is built night by night, taking into account school holidays, weekends, events and the lead time before arrival. A reasonable discount fills the calendar; it must not drop below your break-even point (see the sixth lever).
2. A suitable minimum stay
A seven-night requirement suits summer. In winter, two nights, or even one midweek, open the property to many more travellers. Conversely, requiring a minimum of two nights avoids triggering a full clean for a single, poorly paid night.
3. Long stays
Montpellier attracts students, interns and employees on assignment. A one-month stay with a discount on the nightly rate keeps the property occupied with a single clean and few messages. Several platforms let you set weekly or monthly discounts.
4. Winter amenities
Efficient heating, warm bedding, a workspace with a good connection: these are the things winter travellers look at. If your property is well equipped (fireplace, wood stove, hot tub, desk), this should appear in the first photos and the first lines.
5. A listing that speaks of winter
A listing illustrated only with summer photos gives the impression of a closed property. Add photos taken in winter light, describe the season's activities (hikes, markets, visits, peace and quiet) and specify access to the property and the heating.
6. Do the math before lowering your price
A night sold is not always a profitable night. Every stay involves cleaning, linen, sometimes travel. If cleaning fees are not charged, a one-night booking can lose you money.
Revenue from the night, minus cleaning, linen and the platform commission. If the result is negative, raise the minimum stay or charge for cleaning. If the result is positive, the night is worth selling, even at a lower price than in summer.
In summary
Winter doesn't fill up on its own, but it doesn't stay empty when the prices, the minimum stay and the listing are set up for it. The most useful thing is to look at your own figures: how many nights sold between November and March last year, at what price, with what result after cleaning. Serenza sets prices and minimum stays night by night and sends you a monthly report, so you can see what winter actually brings in.
Is your winter calendar empty?
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