Revenue management is waiting for you…in the parking lot
Caution: disruption in progress. Just beyond the realm of traditional revenue-managing industries—think hotels, airlines and car rental—new verticals have taken a seat at the table, achieving significant and rapid gains with demand-based, dynamic-pricing practices and data-analytics technology. Major airports worldwide have set their sights on parking as top priority to drive the next phase of commercial growth, but many U.S. airports have been slow to hop aboard this fast-moving plane.
The U.S. touts some of the busiest, fastest-growing and most advanced airports on the planet, yet their pricing approach is stuck in the 20th century. Most U.S. parking managers are limited by rudimentary and manual approaches to pricing, and travelers are faced with uncertain availability and a one-size-fits-all price to park. Not only does this create a less-than-ideal customer experience at parking facilities, but managers leave behind critical revenue at a time when airports must rely on non-aeronautical profits to invest for their futures.
One positive sign is that pre-booking systems are gaining traction in the U.S. the way they have in other parts of the world. U.S. travelers will soon be enabled to reserve a parking spot the same way they do for other elements of modern travel. But thinking a pre-booking system is the solution to today’s parking problem isn’t enough. Many parking facilities charge a set, long-term rate per day, no matter the level of demand for inventory. But is that parking revenue being maximized on busy or quiet days if the price is the same while demand dramatically differs? Are parking facilities giving customers the best deal or driving the best business performance by only accepting drive-up business at one rate structure?
By combining parking-reservation capabilities with a data-driven approach to revenue, parking managers can segment customer groups and sell the right product, at the right price, via the right channel, to the right customer, at the exact right time. Revenue management technology systems apply science to maximize revenue generated from a perishable product. And it works. By increasing focus on growing pre-booked parking business and applying revenue management practices, trailblazing airports around the world have applied a more strategic approach to pricing for more than 10 years—with great success. The concept took off, and it’s finally starting to make strides in the U.S.
Your Customers Are Ready for It
A common misconception with this approach is that pre-booked, discounted parking can dilute revenue from drive-up business. It’s an understandable concern, yet ultimately unfounded. Returns from pre-booking when using a revenue management system to price dynamically delivers revenue growth, and history has shown that travelers will quickly adapt. Many doubted this approach for hotels, but dynamic, demand-based pricing is commonplace today. And consider how quickly travelers accepted Uber’s controversial “surge” pricing. By embracing revenue management, parking managers can stimulate demand from travelers that may have never considered parking before. How? By leveraging data to target business or leisure customers with the optimal price depending on the day of week or other factors.
Parking presents one of the most profitable revenue sources for airports, but the future will present new challenges. Regulatory pressure and increased transportation options may ultimately pinch travel budgets and associated revenue-generating opportunities like parking. But with the number of airline passengers anticipated to nearly double over the next decade, moving quickly to optimize parking at U.S. airports is more important than ever. By defining a strategy now, airports can start to realize better revenue results quickly and secure this critical revenue stream as the volume of travelers increases, along with the need to re-invest in supporting infrastructure.
Many airports worldwide have already implemented revenue management technology to improve their performance, so now is the time for U.S. airports to take action. Pre-booking engines are a step in the right direction. But parking managers must also recognize the value of implementing a long-term revenue management strategy that uses untapped data to make decisions based on availability, demand and other real-time factors. If carried out correctly, this strategy will not only jumpstart new revenue growth, but it will also help build a stronger, more resilient business and improve the traveler experience.
About IDeaS 
With more than 1.6 million hotel rooms and parking spaces priced daily on its advanced systems, IDeaS Revenue Solutions leads the industry with the latest revenue management software and advisory services. Powered by SAS® and with nearly three decades of experience, IDeaS proudly supports over 10,000 clients in 124 countries and is relentless about providing clients with insightful ways to manage the data behind hotel and car park pricing.
IDeaS empowers its clients to build and maintain revenue management cultures–from single entities to world-renowned estates–by focusing on a simple promise: Driving Better Revenue.
IDeaS has the knowledge, expertise and maturity to build upon proven revenue management principles with next-generation analytics for more user-friendly, insightful and profitable revenue opportunities across the enterprise.
For more information, visit www.ideas.com.
