Revenue Management 101 for Campgrounds

In the dynamic world of campground management, mastering revenue management is crucial for success. At Northgate Resorts, we understand the importance of this aspect and are here to share our insights. This blog aims to explore various strategies that can significantly enhance your campground’s profitability while maintaining an engaging, customer-focused approach. 

Let’s delve into the fundamentals of Revenue Management 101.

Dynamic Pricing

Dynamic pricing is at the forefront of effective revenue management. This strategy involves adjusting prices based on demand, seasonality, and other factors. By utilizing real-time data, we can make informed pricing decisions, offering discounts during off-peak times and increase prices during high-demand periods. At Northgate Resorts, for instance, we’ve observed over 100% increases in average rates during peak season through dynamic pricing strategies. 

If you are a Campspot user, you can easily set up dynamic pricing by utilizing the tool found under the pricing section within the Rules section. 

Forecasting and Data Analysis

Data is a powerful tool in predicting future demand. We at Northgate Resorts use historical data and market trends to implement forecasting models. These models help us adjust our pricing and inventory in alignment with anticipated market movements, thus optimizing our revenue potential.

Package and Promotion Management

Developing attractive packages and promotions is a great way to incentivize bookings during slower periods. It’s crucial to monitor the performance of these promotions to understand their impact on revenue. This approach effectively creates rate fences to segment the customer base into groups. Identified groups include; lodging vs. campsite, weekend vs weekday, long term vs transient, peak vs non peak. Northgate successfully offers pricing strategies that maximize bookings for each of the above groups and more. 

Channel Management

Effectively managing distribution channels, including online travel agencies (OTAs), your resort’s website, and other booking platforms, is key. This allows you to maximize exposure to potential customers. This approach can create challenges with inventory management such as double booking inventory. Northgate has been able to successfully utilize a multitude of third party channels by creating fail safes to avoid these issues. Even if guests do not end up booking through an additional channel, your business still gets exposure where it wouldn’t otherwise have gotten it.  

Competitor Analysis

Keeping an eye on competitor pricing and offerings allows for adaptive and competitive strategy formulation. In our experience, this has been instrumental in staying ahead in the market. Innovations are continuously happening in this growing space. Northgate is often on the forefront of change, but we still keep an eye on competitors in both campgrounds and other lodging sectors to understand bookings flows, pricing structures, packages, promotions and more.

Customer Segmentation

Understanding your customer base is fundamental. By identifying different customer segments and tailoring pricing and promotions accordingly, we’ve been able to effectively target guests with the right promotion at the right time. 

Feedback and Reviews

Customer feedback and online reviews are invaluable for continuous improvement. They provide insights into customer satisfaction and areas for adjustment in pricing and services. At Northgate, we actively use this feedback to refine our offerings.

Upselling and Cross-Selling

Maximizing revenue isn’t just about selling a primary service; it’s also about offering additional services or upgrades. Promoting add-ons has proven to boost overall revenue and enhance the customer experience. Northgate consistently gets over $20 per transient site night in add-on revenue such as golf carts, cabanas, linen rentals and more.

Adapting to Market Changes

The ability to stay agile and adjust strategies based on market conditions is critical. External factors like economic trends, weather conditions, and travel patterns can significantly impact the camping industry. Being responsive to these changes is key to maintaining profitability. For example, in 2023 we had to quickly adapt to numerous factors that impacted bookings. These factors included weather (record heat in the south, record rain in west and northeast, air quality issues related to Canadian wildfires), a resurgence of overseas travel, stubbornly resilient inflation, decade high interest rates, among others. Each of these factors required consideration as the year progressed and pricing/marketing strategies adapted.

Training and Development

Finally, the backbone of effective revenue management is a well-trained staff. At Northgate Resorts, we invest in training our team in the principles of revenue management and foster a culture of continuous learning and adaptation.


Implementing these foundational steps in revenue management can lead to significant improvements in your business’s financial health. At Northgate Resorts, we’ve witnessed the positive outcomes of applying these basic principles. Remember, the essence of revenue management lies in understanding market dynamics, being responsive to customer needs, and continuously adapting to the changing business landscape. Let these core strategies guide you in your journey towards financial success and operational excellence in the world of revenue management.

Share This Post