Local truth: Cairns books in waves. Dry season fills fast, event weeks spike, and wet season softens—especially mid-week. A static rate won’t cut it. Below is a simple, Cairns-specific way to set pricing and minimum stays that respects seasonality and your turnover costs.
Seasonality at a glance
- Dry season (Jun–Oct): Highest demand—school holidays, warmer days, low rainfall. Premium ADR with tighter minimum stays.
- Shoulder (Apr–May, Nov): Solid base, watch pacing; adjust if you fill too quickly (you’re likely underpriced).
- Wet season (Dec–Mar): Humid, more last-minute bookings and shorter stays—flexible minimums can help protect occupancy, but keep turnover costs in mind.
Event weeks that change pricing
Cairns hosts see clear spikes around major events and school holidays. Plan for:
- Sport & endurance: triathlon/IRONMAN, marathons, Masters Games—strong weekend compression.
- Arts & culture: festivals and regional showcases—busy weekends with mid-week shoulder.
- Local show/public holidays: city fills with visiting families.
- School holidays: longer lead time; 3–5 night patterns for families.
Tip: keep an “event layer” in your calendar so your pricing software and minimum stays react early.
Suggested ADR ranges (guide only)
These are ballpark ranges we commonly see across Cairns for well-presented, centrally located properties. Adjust up/down for pool, view, proximity to the Esplanade/Northern Beaches, and guest capacity.
| Property Type | Wet Season (Dec–Mar) |
Shoulder (Apr–May, Nov) |
Dry Season (Jun–Oct) |
Event Weekends |
|---|---|---|---|---|
| 1-bed apartment | $140–$210 | $170–$240 | $210–$300+ | $260–$360+ |
| 2-bed apartment | $180–$270 | $220–$320 | $280–$420+ | $360–$520+ |
| 3-bed house/townhome | $240–$360 | $300–$460 | $380–$600+ | $520–$780+ |
Guide only—use your pacing and comp set to refine. If you sell out 30–45 days ahead of event weekends, lift your ADR bands and minimum stays next time.
Minimum stays that make sense (and save on cleans)
Minimum stays aren’t just about ADR—they’re about turnover cost. Every extra clean eats into your net. In Cairns we usually recommend:
- Dry season & school holidays: 3–5 nights (bigger homes: 4–6 nights). Raise to 5 for marquee event weekends.
- Shoulder: 2–3 nights, flex to 4 around mini-events/long weekends.
- Wet season: 2 nights mid-week, 3 on weekends. Consider “3 for 2” style promos instead of slashing rates.
Turnover cost math (quick sanity check)
Let’s say your cleaning + laundry + restock is $140 per turnover and your nightly target is $220:
- Two 1-night bookings: 2 × cleans = $280 in costs for the same two nights → your net craters.
- One 2-night booking: 1 × clean = $140 → much healthier net.
Set a nightly minimum that covers your average turnover cost + platform/management fees. If your net margin is thin, raise the minimum stay before discounting rate.
Wet season strategy (Dec–Mar)
- Flex but protect net: Shorter minimums mid-week; maintain stronger weekends. Use length-of-stay discounts (e.g., 10% off 4+ nights) instead of deep nightly cuts.
- Photos + copy: Sell the experience—pools, proximity to reef/rail, indoor comforts. Update your listing summary to speak to summer travellers.
- Ops ready: mould watch, AC dehumidify before arrivals, and swift comms on stormy days. (See our Wet Season Prep guide.)
Events playbook (without the post-event slump)
- Tier your pricing: Base weekend → Event weekend → Last-rooms premium.
- Raise minimum stays: 3–5 nights for peak weekends; avoid one-night gaps.
- After the event: Drop back to shoulder rates + 2–3 night minimums, and market to late leavers/remote workers for Mon–Wed.
Watch your pacing
If you’re sold out too early, you’re cheap; if you’re empty too late, you’re dear. Track:
- 30/60/90-day pickup: Are bookings coming in faster or slower than last month or last year?
- Comp set moves: Are similar places nudging rates up? Do likewise.
- Orphan gaps: Open 1–2 night gaps only when they’re last-minute and profitable after cleans.
Checklist: set & forget (almost)
- Map seasons + known events into your calendar.
- Set ADR bands by season and property type.
- Lock sensible minimum stays (and longer for big weekends).
- Review pacing weekly; let software handle micro-moves daily.
Want us to pressure-test your pricing bands and minimum stays for your exact place? We’ll look at your comp set, calendar and turnover math, then set it all up for you.
Run the earnings & turnover calculator or book a free consult.