Outdoor travelers are more connected, informed, and selective than ever. They compare prices, read reviews, and book online, often just days (or hours) before they arrive. However, many campgrounds and RV parks still price their services as if it were 2005: flat seasonal rates, updated annually, with a few last-minute adjustments around holidays.
That approach leaves revenue on the table.
Dynamic pricing it’s a core strategy for staying competitive, maximizing occupancy, and growing revenue. Whether you’re implementing your first dynamic pricing strategy or rethinking your entire pricing model, this guide provides a clear path forward, using real-world tactics and not just theory.
What You’ll Learn in This Article
- What dynamic pricing really means for campgrounds.
- The difference between flat and dynamic pricing models.
- Multiple pricing strategies based on your park’s size, location, and tech level.
- How to increase prices smartly during high demand or special events.
- Midweek and shoulder-season discount tactics that fill sites without blindly discounting.
- How to use your booking data to make smarter pricing decisions.
- And most importantly: how to implement smart pricing.
Understanding Dynamic Pricing in the Campground Industry
Dynamic pricing, also referred to as variable pricing, time-based pricing, or demand pricing, means adjusting your nightly rates based on real-time market conditions.
What Is Dynamic Pricing?
Instead of one fixed price all season (or one per day type), dynamic pricing allows you to raise or lower rates based on real factors: demand, occupancy, competition, events, and more. It’s the opposite of static pricing, and it lets you respond to real market dynamics in real time.
For example, if your park is 90% full for the Fourth of July weekend and bookings are still rolling in, your system (or you) can raise the price by 10–20%. That’s smart pricing, and it’s revenue you’re probably missing out on today.
Flat Pricing vs. Dynamic Pricing
- Flat pricing = one rate all season. Easy to manage, but not responsive.
- Dynamic pricing = responsive to demand, optimized for revenue.
Most RV parks that still rely on flat or fixed pricing are likely undercharging on weekends and overcharging midweek. Dynamic pricing fixes that by aligning rates with consumer behavior and market demand.
Why Dynamic Pricing Matters Now
- Campers expect it. They see ticket prices change on airlines, concerts, and hotels all the time.
- Market conditions shift fast, especially with weather, events, and gas prices.
- Booking windows are tighter. Many guests book 2–7 days in advance, meaning your pricing has to keep up.
- Tech tools now make it simple, even for small operators. The differences that AI caused are clear, and increasingly being used to their advantage in finance. The reality is that even the smallest campground needs to adapt.
Dynamic Pricing Strategies for RV Parks
The best dynamic pricing strategies aren’t one-size-fits-all. You don’t need fancy algorithms to start seeing results. Here are five strategic levels of pricing, from simple to sophisticated.
Conservative: Gradual Adjustments Based on Occupancy
This is a great entry point if you’re just getting started with smart pricing.
Set clear pricing rules based on occupancy thresholds. For example:
- Raise rates by 5% once you hit 60% booked.
- Raise another 5–10% at 80%.
- Drop rates during slow periods to boost midweek or shoulder-season occupancy.
This avoids overcomplication and lets you take advantage of basic price optimization logic without software (though even pricing tools can help).
Balanced: Revenue Optimization + Guest Experience
A balanced approach uses market demand and occupancy to inform pricing, without spiking rates in a way that alienates loyal campers.
This model:
- Adjusts rates modestly based on demand and day of the week
- Stays consistent enough to avoid surprises
- Works well with loyalty programs and repeat bookings
It’s ideal if you’re concerned about customer trust but still want to capitalize on peaks. Many operators use this model during the transition from manual to dynamic pricing software.
Aggressive: Maximize Revenue During High Demand
Here’s where things get serious.
This strategy is perfect if you operate in a high-demand region or near major seasonal events. It uses surge pricing techniques to increase rates by 20–40% during:
- Holiday weekends
- Local festivals, concerts, or fairs
- School vacations or RV rallies
You’ll need to communicate clearly with guests, post ranges (e.g., “starting at $55”), and possibly apply site lock fees or minimum stays. But if done right, it unlocks major returns.
Seasonal and Event-Based Pricing
Think of this as a long-term dynamic pricing model. You don’t wait for occupancy to adjust; you build pricing around your park’s calendar.
Use historical data to:
- Increase weekend and summer rates
- Reduce midweek and offseason prices
- Raise rates during events (like state fairs or national park openings)
- Add shoulder-season promotions to boost volume
Combine this with inventory and amenities management to control availability and maximize revenue per site.
Segmented Pricing and Offers
Segmented pricing (a form of price discrimination) means offering different rates based on guest type, length of stay, or booking pattern.
Tactics include:
- Weekly or monthly stay discounts (lower per-night price)
- Midweek-only offers with SMS
- Loyalty or email subscriber-only pricing
- Add-ons: bundles with firewood, early check-in, or pet fees
This lets you compete not just on price, but on perceived value.
Why Dynamic Pricing Works for Campgrounds
Dynamic pricing works because it reflects what’s happening, not what you think might happen. When done right, it can boost revenue and fill empty sites.
Benefits include:
- Revenue lift: Parks often see 10–25% increases per season
- Better average daily rate (ADR) during peak periods
- More bookings without mass discounts
- Time savings when paired with automation
Instead of undercharging on busy weekends or offering last-minute fire sales, you’re using a pricing strategy tied to real demand.
Dealing with Pushback and Regulations
Not everyone loves a price change, especially if they don’t understand it.
Handling Guest Concerns
- Use clear messaging like: “Prices vary based on availability and season.”
- Show rate ranges instead of fixed prices
- Offer bundled pricing for longer stays to soften the blow
- Train staff to talk confidently about value
Guests are used to seeing dynamic pricing examples in everyday life. Once you frame it as value-based (not gouging), most understand.
Staying Compliant
- Know your local/state tax rules; some areas limit rate fluctuation
- Keep documentation of rate history in case of audits
- Use tools that automate reporting and price adjustment logs
According to industry reports, 64% of parks raised prices in 2023, and those using dynamic pricing saw the most significant revenue gains.
Final Thoughts and What to Do Next
Dynamic pricing isn’t about charging more for the sake of it, it’s about charging the right price at the right time.
Start with one of these:
- Test a weekend rate increase during high occupancy
- Offer a weekday discount to improve midweek bookings
- Use your software’s dynamic pricing tool to automate your first pricing adjustment
Whether you call it smart pricing, competitive pricing, or dynamic pricing, software magic, it’s all about using data over instinct.
Want more help? Read our guides on improving RV park revenue.
Frequently Asked Questions About Dynamic Pricing
How does dynamic pricing increase revenue?
By adjusting your rates to match market demand, you avoid underpricing peak dates and overpricing slower ones. A $10/night increase on busy weekends can add thousands in revenue over a season.
What is an example of a dynamic pricing strategy?
A campground near a music festival raised rates by 30% during the event and filled all premium sites weeks ahead, while competitors kept flat rates and lagged.
How is dynamic pricing used in RoverPass?
RoverPass allows you to set pricing rules based on booking thresholds, like raising prices by 10% once you’re 70% booked. It’s a rules-based dynamic pricing software that adjusts rates automatically.
How can I improve my current pricing strategy?
Start with a single change,like testing weekend vs. weekday rates. Track how guests respond and scale up from there. Review market conditions, competitor rates, and demand regularly.
What are the risks of dynamic pricing?
Overcomplicating things or alienating guests. Stick to transparent pricing, use caps to prevent drastic jumps, and clearly communicate changes. Use a system that simplifies, not overwhelms.
