Lead Time

Definition

The number of days between a booking being made and the guest’s arrival date. “Average lead time is 28 days” means guests typically book 4 weeks before they arrive.

What it tells you

Lead time affects how forward-looking your revenue strategy needs to be. Long lead times (resorts: 60–180 days) mean winter decisions affect summer; short (urban: 7–21 days) means decisions affect bookings within the same month.

How to track it

PMS reports usually surface average lead time. Track separately by segment — corporate often has shorter lead times than leisure transient.

Where it fits

Lead time shapes the forecast horizon, the marketing calendar, and the revenue-decision cadence.