Private yacht business management strategies to optimize the offer of individual tours in the context of Antalya's seasonal demand

Abstract

Antalya is one of the leading maritime tourism centers in the Mediterranean, where the private yacht business faces sharp fluctuations in demand throughout the year. The high season (June – August) provides a significant workload for charters, while the off-season is marked by a drop in customer interest by more than 50%. The present study is aimed at developing and evaluating management strategies that help optimize the offer of individual tours in conditions of pronounced seasonality, with an emphasis on increasing profits and tourist satisfaction. An integrated approach has been applied to achieve the objectives of the work. Firstly, a survey of 200 clients of Antalya private yacht companies was conducted in order to identify tour selection factors and preferences during the low and high season. Secondly, in-depth interviews were conducted with the heads of 20 companies to analyze pricing, promotion, and resource planning practices. Thirdly, a quantitative analysis of historical booking data for the last five years was used using seasonal decomposition modeling and scenario demand forecasting. Finally, five key management scenarios for flexible fleet management and pricing have been developed and tested. The analysis showed that the introduction of dynamic pricing and segmented marketing increases yacht occupancy during the off–season by 15% and revenue by 20% compared to standard fixed fares. Flexible crew shift schedules and route optimization for target segments (family, youth, and corporate groups) have reduced operating costs by 10%. Additionally, it was noted that digital booking management tools and CRM systems increase customer loyalty: 30% of respondents are ready to re-order the service next year. The results obtained confirm the effectiveness of integrated management of the private yacht business in conditions of seasonal demand. The recommended model combines dynamic pricing, segmented marketing, digitalization of processes, and flexible resource allocation. The implementation of the proposed strategies will allow operators to minimize downtime in low season and maximize revenue in high season, as well as strengthen their competitive position in the market. The limitations of the study are related to regional specifics and the size of the sample; further studies may expand the geography of the analysis and take into account the influence of macroeconomic factors.