Free concierge training
View the trainingAirbnb management company rates: how much to charge in 2026?
A complete guide to short-term rental management company (conciergerie) rates in France: commissions, flat-fee packages, a-la-carte services, regional differences and pricing strategies.
Setting your rates is one of the most strategic decisions for a short-term rental management company. Too expensive and you lose owners. Too cheap and you will not be profitable. In 2026, the French rental management market has organized itself around fairly clear price ranges, but the gaps remain significant depending on the region, the level of service and the positioning.
This article details the different pricing models, the price ranges by region, and the strategies for setting and adjusting your rates. For the full guide on building your offer, see chapter 3 of the concierge training and the rental management revenue simulator .
Average commission rates in France
In France, management companies generally charge between 15% and 25% of the rental revenue generated. The average rate is around 20%. This percentage applies to the total amount of the bookings (excluding cleaning fees in most cases).
15 - 18 %
Light management
Listings, calendar, guest communication
18 - 22 %
Full management
Light + check-in/out, cleaning, linen, maintenance
22 - 25 %
Premium service
Full + luxury concierge, personalized welcome
Comparing the pricing models
Three main pricing models coexist on the market. Each has its advantages and its limits depending on your positioning and your target clientele.
| Model | How it works | Advantages | Drawbacks |
|---|---|---|---|
| Commission % | 15 to 25% of rental revenue | Aligns your interests with those of the owner. The better you perform, the more you earn. | Variable revenue depending on seasonality. Hard to forecast monthly revenue. |
| Monthly flat fee | 200 to 500 €/month/property | Predictable revenue. Simplifies invoicing and accounting. | Less attractive for the owner if the property underperforms. Risk of loss with low occupancy. |
| A la carte | Rate per service (check-in 30 €, cleaning 60 €, etc.) | Flexible. The owner only pays for what they use. Good for acquisition. | Complex to manage. Unpredictable revenue. The owner can limit the services. |
Our recommendation
The commission model (18-22%) is the most widespread and the most balanced to get started. It aligns your interests with those of the owner and requires no upfront cash outlay. Add a-la-carte services on top to increase your average order value.
Which services to include at each price point
Light management
- ✓ Creating and optimizing listings
- ✓ Calendar and pricing management
- ✓ Communication with guests
- ✓ Multi-platform distribution
Full management
Most popular- ✓ Everything in the light management pack
- ✓ Check-in and check-out (lockbox or in-person welcome)
- ✓ Cleaning coordination
- ✓ Linen management
- ✓ Light maintenance and troubleshooting
- ✓ Digital welcome book
Premium service
- ✓ Everything in the full management pack
- ✓ Personalized in-person welcome
- ✓ Professional photo shoot
- ✓ Home staging and decoration
- ✓ Detailed monthly reporting
- ✓ Welcome basket and VIP services
Rate differences by region
Rates vary significantly depending on the geographic area. The tighter the market and the higher the rental rates, the larger the commission in absolute value, even at an equal percentage.
| Region | Average commission | Average nightly rate | Revenue / property / month |
|---|---|---|---|
| Paris and Ile-de-France | 18 - 22 % | 120 - 200 € | 500 - 900 € |
| French Riviera and coastline | 18 - 25 % | 100 - 250 € | 400 - 800 € |
| Mountain resorts | 20 - 25 % | 80 - 180 € | 350 - 700 € |
| Major cities (Lyon, Bordeaux, etc.) | 18 - 22 % | 80 - 150 € | 350 - 650 € |
| Countryside and rural areas | 15 - 20 % | 60 - 100 € | 200 - 400 € |
Worth noting
In rural areas, the booking volume is lower. Offset this with a larger portfolio or complementary services (cleaning, linen, maintenance) to reach profitability.
Cleaning pricing
Cleaning is a management company's second source of revenue after commissions. Two models coexist.
Billing per service
You bill the cleaning for each guest turnover. This is the most widespread model.
| Property type | Average rate |
|---|---|
| Studio / 1-bed | 40 - 60 € |
| 2-bed / 3-bed | 60 - 90 € |
| 4-bed and up / House | 90 - 150 € |
The net margin on cleaning is generally 10 to 25 € per service after paying the provider.
Cleaning included in the commission
Some management companies include cleaning in their commission (generally at 25% or more). This simplifies invoicing but reduces the margin.
Pros / Cons
- + Simplicity for the owner (a single percentage)
- + Strong sales argument
- - Lower margin on small properties
- - Risk if turnovers are very frequent
Rates for supplementary services
Additional services are an important lever to increase your revenue per property. Here are the rates in effect in 2026.
| Service | Rate charged | Your margin |
|---|---|---|
| Professional photo shoot | 150 - 300 € | 50 - 100 € |
| Home staging / decoration | 200 - 500 € | Variable |
| Linen management (per turnover) | 15 - 30 € | 5 - 15 € |
| Welcome basket | 20 - 50 € | 10 - 25 € |
| Light maintenance visit | 30 - 60 € / h | 15 - 30 € / h |
| Late check-out | 20 - 40 € | 20 - 40 € |
| Personalized in-person welcome | 25 - 50 € | 25 - 50 € |
When to raise your rates
Raising your rates is a natural step in the growth of your management company. Here are the indicators that signal it is time to review your prices upward.
Portfolio growth
You manage more than 15 properties and your order book is full. New owners have to wait to be taken on. That is the signal to increase by 1 to 2 points.
Proven service quality
Your properties have an average rating above 4.7 on Airbnb, an occupancy rate above 70%, and your owners are satisfied. The results justify a premium rate.
New services added
You have invested in tools (dynamic pricing, channel manager, PMS) or added services (in-person welcome, digital welcome book, reporting). Justify the increase with the added value.
Inflation and rising costs
Your operating costs are rising (fuel, software, labor). Pass on the increase gradually (0.5 to 1 point per year) while communicating transparently.
Competitor benchmarking strategy
Before setting your rates, systematically analyze the local competition. Here is how to proceed.
1. Identify your direct competitors
Search "conciergerie Airbnb [your city]" on Google. List the 5 to 10 management companies active in your area. Note their advertised rates, their included services and their positioning (budget, standard, premium).
2. Analyze their offers in detail
Contact them posing as an interested owner. Ask for their rate cards, their contractual terms and their customer testimonials. Compare service by service.
3. Position yourself strategically
Do not try to be the cheapest. Position yourself at the same level as the market average, with a clear differentiator (technology, responsiveness, guest experience, digital welcome book). It is the perceived value that justifies the price, not the price that creates the value.
Rate negotiation tactics
Owners almost always negotiate. Here are the strategies to defend your rates while staying flexible.
| Tactic | How to apply it |
|---|---|
| High anchoring | Present your premium offer first (22-25%), then propose the standard offer (18-20%) as an alternative. The owner feels like they are getting a good deal. |
| Volume discount | Grant a discount of 1 to 2 points if the owner entrusts you with 2 or more properties. This secures volume and builds loyalty. |
| Trial period | Offer 3 months with no commitment at your normal rate. The owner tests risk-free. After 3 months, the results speak for themselves. |
| Performance guarantee | Commit to a minimum occupancy rate or a target revenue. If the goal is not met, reduce your commission for the following quarter. |
| Adding services | Rather than lowering the percentage, add a free service (photo shoot, welcome book, 1 month of dynamic pricing offered). This preserves your margin. |
Frequently asked questions
The average rate is between 18% and 22% of rental revenue for full management. This rate generally includes listing management, guest communication, check-in/out and cleaning coordination. Premium services rise to 22-25%, while light management drops to 15-18%.
The commission model is recommended to get started. It aligns your interests with those of the owner (you are motivated to maximize revenue), requires no upfront cash outlay, and is more readily accepted by owners. The flat fee suits established management companies with a proven performance track record.
Show the added value in numbers: rate optimization (+20% to 40% of revenue), multi-platform distribution, improved occupancy rate, time saved (15 to 20h/month). Even after your 20% commission, the owner earns more than by managing alone. Prepare a before/after comparative simulation for your meeting.
The majority of management companies bill cleaning separately. This lets you earn an extra margin (10 to 25 € per service) while keeping an attractive commission rate. If you include cleaning, raise your commission to a minimum of 23-25% to preserve your profitability.
Never lower your percentage without something in return. Use the high anchoring technique (present the premium first), offer a volume discount if the owner has several properties, or add a free service rather than cutting your commission. The no-commitment trial period is also a powerful argument.
With a 20% commission and an average rate of 120 €/night, you need to manage roughly 10 to 15 properties to earn gross revenue of 4,000 to 7,000 €/month (commissions + cleaning). After deducting expenses (software, travel, insurance), the net revenue is between 2,500 and 5,000 €/month. The exact break-even point depends on your area and your cost structure.
Get our free tips
Tips for your welcome book, straight to your inbox.
No spam. Unsubscribe in one click.
