Revenue management is not about randomly raising prices in August. It is a discipline that analyzes historical demand, forecast future demand, competition, and guest behavior to optimize prices and availability in real time. For a campsite, the key metric is RevPAP (Revenue Per Available Pitch — revenue per available pitch).
Revenue management levers for campsites
- Tiered seasonal pricing: not just high/low season, but at least 5–6 price levels throughout the year based on actual demand.
- Minimum length of stay: during peak weekends, require a minimum of 3–4 nights. Reduce the minimum as the date approaches if you still have availability.
- Managed overbooking: oversell by 3–5%, knowing that historically 4% cancel. With a managed waiting list, the campsite is always full without causing inconvenience.
- Differentiation by pitch type: pitches with shade, sea views, or extra services are worth 20–40% more. Segment them and price them separately.
- Last room value: the last 5–10 pitches available for the weekend should not be discounted. Guests who book at the last minute pay more, not less.
How to measure RevPAP
RevPAP = Total pitch revenue ÷ Number of available pitches × Days in the period. Ovvo Camping automatically calculates RevPAP by period and compares it with historical data, helping you understand whether you are improving compared with the same period of the previous year.
A campsite with 100 pitches at an average rate of € 40/night and 85% occupancy over 90 days generates € 306,000. With revenue management (92% occupancy, € 46/night average) it generates € 380,000: + € 74,000 with the same property.