Seasonal Pricing Strategy for Perth Airbnbs: When to Raise, Lower, and Hold Your Rates

One of the most common mistakes Perth Airbnb hosts make is setting a flat nightly rate and leaving it unchanged all year. Perth's short-term rental market has distinct seasonal patterns, and hosts who adjust their pricing accordingly consistently earn 25 to 40 per cent more than those who don't.

Here's a month-by-month breakdown of how demand shifts in Perth and how to price your property to capture maximum revenue.

Summer (December to February): Peak Season

This is when Perth's coastal properties shine. School holidays, warm weather, and domestic tourism drive demand to its highest point. Occupancy rates in coastal suburbs like Scarborough, Cottesloe, and Fremantle regularly exceed 85 per cent during this period.

Pricing strategy: Increase your base rate by 30 to 50 per cent above your annual average. For premium weeks — Christmas, New Year's, and Australia Day — push rates even higher. Minimum stay requirements of 3 to 5 nights during peak weeks help reduce turnover costs and attract higher-quality bookings.

Don't be afraid to price aggressively during peak summer. Guests expect to pay more, and a well-presented coastal property in January is worth every dollar.

Autumn (March to May): The Shoulder Season

Demand softens gradually through autumn but remains solid, particularly in March and early April. Perth's mild autumn weather still attracts visitors, and Easter typically brings a strong booking spike.

Pricing strategy: Reduce your summer rates by 10 to 15 per cent in March, then a further 10 per cent in April and May. Keep minimum stays at 2 nights to maintain flexibility. Easter weekend should be priced at near-summer rates with a 3-night minimum.

This is also a good time to run midweek specials to fill gaps. A 15 per cent discount for Monday-to-Thursday bookings can significantly improve your overall occupancy without cannibalising weekend revenue.

Winter (June to August): The Quiet Period

Winter is Perth's lowest demand period for short-term rentals. Occupancy rates drop to 50 to 60 per cent across the market, and competition for bookings intensifies.

Pricing strategy: Lower your rates to 60 to 70 per cent of your summer peak. Remove minimum stay requirements entirely to capture every possible booking. Consider offering weekly and monthly discounts — long-stay guests during winter provide reliable income and reduce the cost of constant turnovers.

Winter is also when smart hosts invest in property improvements. Use quieter periods to refresh styling, update photos, and address maintenance issues so you're ready to hit the ground running when demand returns.

Spring (September to November): The Ramp-Up

Spring is when Perth's rental market starts to wake up. School holidays in September and October bring families, and the improving weather draws weekend visitors back to the coast.

Pricing strategy: Begin increasing rates gradually — 10 per cent above winter rates in September, 15 per cent in October, and 20 per cent in November. Reintroduce 2-night minimum stays from October onwards.

November is a particularly strong month as pre-summer demand builds. Hosts who wait until December to raise their rates miss out on significant revenue during this ramp-up period.

Event-Based Pricing

Beyond seasonal patterns, Perth hosts a number of events that create demand spikes throughout the year. Major events to watch for include:

- **Perth Festival** (February-March): Arts and culture visitors from interstate and overseas

- **Fringe World** (January-February): Perth's largest annual event by attendance

- **AFL season** (March-September): Interstate fans travelling for games at Optus Stadium

- **Sculpture by the Sea** (March): Draws visitors to Cottesloe specifically

- **Good Food & Wine Show** and other exhibition events at the Perth Convention Centre

For major events, increase your rates by 20 to 40 per cent above your seasonal baseline. Guests attending events are often less price-sensitive and book later, so don't panic if bookings come in closer to the date.

Dynamic Pricing Tools

Manual pricing adjustments work, but dynamic pricing tools like PriceLabs, Beyond Pricing, and Wheelhouse can automate much of this process. These tools analyse real-time market data — competitor rates, local demand, booking pace — and adjust your pricing daily.

However, these tools need to be configured correctly for the Perth market. Default settings are often calibrated for larger markets like Sydney or Melbourne and can underperform in Perth's unique coastal suburbs. If you're using a dynamic pricing tool, review its recommendations weekly and override when your local knowledge tells you the algorithm is off.

The Bottom Line

Pricing is the single biggest lever you have for increasing revenue without spending a dollar on improvements. A property earning $200 per night in summer and $120 in winter will significantly outperform one stuck at $160 year-round — even if the total number of booked nights is similar.

The key is staying ahead of the market. Adjust your rates before demand shifts, not after. And always remember: an empty night at a high rate earns you nothing, but a booked night at a slightly lower rate is still revenue in the bank.