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P2P, Marketplace

Industry

Paulcamper

Company

Enhancing Owner's Pricing model for more revenue

THE PROBLEM

How might we give camper-van owners the flexibility to price competitively across seasons while keeping pricing simple, transparent, and easy to manage so PaulCamper can unlock more bookings and higher revenue without increasing user friction?

HYPOTHESIS

"If we introduce a flexible pricing system that allows owners to adjust prices based on seasonal demand, clearly shows commission and insurance costs, and enables paid add-ons, then owners will price more strategically, increase booking frequency, and generate higher revenue for both themselves and Paulcamper.

OUTCOME

Conversion rate increased by 22.5%
Repeat bookings rose by 26.7%
Nights booked grew by 30%

My Process

Start: The plateau

PaulCamper wasn’t failing but it was stuck.

Despite steady demand, revenue growth had plateaued. Camper owners were listing their vans, renters were browsing, but the business wasn’t fully capturing value. The root cause wasn’t traffic or supply. It was pricing.

The platform relied on a fixed pricing model. Simple, yes but rigid. Owners couldn’t respond to seasonality, demand spikes, or competitive pressure. Peak seasons were underpriced. Off-peak periods remained underutilized. Revenue potential was leaking quietly, month after month.

At first, the assumption was comforting: users prefer simplicity. Fixed pricing felt safe. But the numbers and the voices of owners told a different story.

We started with understanding how we can scale the products revenue with different HMW statements.

Middle: Hypothesis formulation

We moved away from assumptions and treated pricing as a growth system. Data showed a clear mismatch between demand and revenue: peak seasons were underpriced, off-peak periods underutilized, and owners had no way to respond.

User research confirmed it, owners wanted flexibility and transparency, not complexity.

Based on these insights, we designed and tested a flexible pricing model that allowed seasonal adjustments, surfaced commission and insurance costs upfront, and introduced optional add-ons like cleaning fees and extras. Rather than overwhelming users, the system guided owners through pricing decisions with clear defaults and guardrails.

We validated the approach through a quarter-long A/B test, comparing the existing fixed pricing model against the new flexible system to measure real behavioral and revenue impact.

End: The outcome

The results were decisive.

The control group outperformed the treatment group across every meaningful metric:

Conversion rate increased by 22.5%
Repeat bookings rose by 26.7%
Nights booked grew by 30%
Quarterly revenue increased by 25%
Average booking value jumped by 30%

Owners didn’t just earn more, they understood why. Transparent commission and insurance costs built trust. Seasonal pricing helped them match market demand.

Add-on services unlocked revenue they previously left on the table.

What changed wasn’t just pricing, it was behavior.

Owners became more intentional. Listings became more competitive. The platform moved from a passive marketplace to an active revenue optimization system.

By the end of the project, pricing was no longer a constraint on growth, it was one of PaulCamper’s strongest levers.

Reflection

Growth is often unlocked not by adding features, but by helping users make better decisions with the tools they already have.
Simplicity can limit outcomes if it removes necessary control, guided flexibility creates both confidence and impact.
The most effective product changes align user success directly with business results, turning design decisions into measurable growth.

Onboarding and activation, Rebuilt

THE PROBLEM

How might we give camper-van owners the flexibility to price competitively across seasons while keeping pricing simple, transparent, and easy to manage—so PaulCamper can unlock more bookings and higher revenue without increasing user friction?

HYPOTHESIS

If we redesign NewU’s onboarding to actively guide new HR admins through key setup actions,creating initiatives, launching PMO services, and enabling employee access, clients will reach first value faster, leading to higher early activation, deeper engagement, and improved long-term retention.