Pricing an RV park isn't about matching your neighbor's rate sheet—it's about understanding what guests will pay for your specific amenities, location, and seasonal demand. Get the formula wrong and you'll either leave thousands on the table or watch occupancy plummet. Here's how to build a pricing strategy that fills sites and maximizes revenue.
Analyze Your Local Market
Start by gathering real data on competing RV parks within a 15-mile radius. Look at their nightly rates, weekly discounts, monthly specials, and what amenities come standard. Check if they're at capacity during peak season (summer, winter holidays) or running half-full. A park charging $45/night in a market where others get $60 for fewer amenities is a red flag—yours may be underpriced.
Use online listing platforms and direct website visits to track competitor pricing. Note seasonal variations: coastal parks might peak in summer, while southern RV parks see higher demand November through March. Document everything in a spreadsheet so you can spot trends.
Factor in Your Operating Costs
Your pricing floor depends on real numbers, not guesses. Calculate your monthly operating expenses:
- Lot maintenance and landscaping
- Utilities (water, sewer, electric infrastructure)
- Staff payroll
- Insurance and permits
- Reserve for repairs and upgrades
If monthly costs are $8,000 and you have 40 operational sites, you need roughly $200 per site per night to break even (assuming 70% occupancy). Your actual price should be 2–3× this baseline to cover profit, seasonal downturns, and unexpected expenses.
Build a Tiered Pricing Model
Avoid one flat rate. Instead, create tiers based on:
Premium sites: Pull-through lots, waterfront or shade-tree locations, or spots with 50-amp service. Charge 15–25% more than standard rates. In most markets, premium sites command $65–$85/night.
Standard sites: Back-in lots with 30-amp service and basic amenities. The market baseline for most regions sits between $45–$65/night depending on location and season.
Budget or rustic sites: No hookups or minimal utilities. Price these 20–30% below standard, typically $30–$45/night.
Use Seasonal and Length-of-Stay Discounts
RV park revenue swings wildly by season. Lock in occupancy during slow periods with strategic discounting:
- Off-season rates: Drop 15–25% November through March (outside your peak) to attract travelers
- Weekly stays: Offer 10% off (e.g., 6 nights at full price, 7th free)
- Monthly rates: Discount 20–35% for stays 28+ days to secure stable, lower-turnover bookings
- Early-bird specials: Announce next season's rates 60 days early at a 10% discount to lock reservations
A park charging $60/night might offer: $510/week (10% off), $1,200/month (33% off), or $45/night during slow season.
Account for Special Events and Peak Dates
If your location hosts motorsports, music festivals, or holiday weekends, your rates should surge. A park near a NASCAR track can charge 40–60% premium during race weekends. Holiday periods (Thanksgiving, Christmas, New Year's) warrant 20–30% increases.
Use dynamic pricing software or a simple calendar system to flag peak dates and adjust rates accordingly. Don't leave money on the table during high-demand weeks.
Test and Adjust Quarterly
Set rates for 90 days, then review occupancy data. If you're booked 90%+ of nights, raise rates by 5–10% next quarter. If you're under 70% occupancy, lower rates or enhance marketing. Track these metrics:
- Occupancy percentage
- Average revenue per available site (RevPAR)
- Cancellation rates
- Length of stay trends
Small adjustments compound. A $5/night increase across 40 sites at 75% occupancy adds $54,750 annually.
Leverage Multiple Revenue Streams
Beyond nightly rates, price add-on services aggressively:
- WiFi upgrade: $5–$10/night
- Pet fees: $3–$5/night
- Laundry facilities: $2–$3 per load
- RV wash service: $75–$150
- Propane refills: Cost + 25–40%
List these services prominently on Mercoly and your website to capture leads and upsell guests.
Frequently Asked Questions
Q: How often should I adjust my rates? Review quarterly and adjust seasonally (at minimum); monthly monitoring is ideal if you use booking software that tracks occupancy trends.
Q: Should I match a competitor's price drop? Not automatically—undercut only if they're undercutting their own margins or if your occupancy falls below 60%; otherwise, invest in marketing and amenities instead.
Q: What's a realistic occupancy target? Aim for 70–80% year-round; anything above 85% suggests your rates are too low, and below 60% signals pricing or marketing problems.
Claim your free Mercoly listing today to get found by RV travelers searching for parks in your area and start selling add-on services directly to guests.