#38 Louise Charlot, yield and pricing in the Outdoor hospitality Industry vFR

“Fixed rates, last-minute deals: Campgrounds have trained their customers to wait for decades… and lost revenue.”

Louise Charlot, founder of RM Camping, shares her journey from working in tourism marketing to becoming a pioneer in revenue management for the camping sector.

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After more than a decade with Flower Camping, she launched one of the first agencies dedicated to revenue management for campsites, helping owners move from fixed, seasonal pricing to dynamic strategies. Louise emphasizes the importance of data-driven decisions, regular performance reviews, and adapting to market trends.

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As recently as nine years ago, campgrounds operated with fixed pricing (no price increases during the season, only last-minute promotions). RM Camping convinced these outdoor lodging operators that booking entire weeks in August four months in advance meant “leaving money on the table.” It was necessary to vary the prices via a dynamic process.

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Her approach is pragmatic and collaborative, focusing on building trust with clients through clear dashboards with clear key performance indicators and step-by-step optimization. As she says, “Have confidence, be curious, and keep learning.” Louise’s story is one of innovation, patience, and the value of adapting best practices from other hospitality sectors to the unique world of outdoor accommodation.

‍Linked In Louise Charlot

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References‍

• Inaxel software

• eSeason software

• Booking expert

• Maxxton

• Officiel des Terrains

• Campings.com

• Yield booking

• Eurodecisions

• WeYield Forum

• RevBell Revenue makers

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Musics

• Nina Simone My baby just cares for me

• Sofiane Pamart + Alba Bon entendeur

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Link to previous episod

Benoît Rottembourg, revenue management at Maersk (maritime shipping)

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