The revenue machine

Emmanuel Scuto

Passionnate about car rental company transformation in yield management, Emmanuel Scuto interviews the industry experts to put the light on revenue management. Hosted on Ausha. See ausha.co/privacy-policy for more information.

  1. #37 Loic Certain, revenue management in train

    14. Juni

    #37 Loic Certain, revenue management in train

    "Context is everything in revenue management: if the context is well defined, then the KPI makes sense and the decision is clear." Summary of the discussion Loïc Certain, an expert in revenue management, shares his journey from hospitality to rail transport, highlighting his passion for data and process optimization. Starting with a background in economics and hotel management, Loïc quickly moved into revenue management, automating alerts and reports for hotel directors. His transition to SNCF marked a shift to a highly analytical and process-driven environment, where he led pricing and competitive intelligence during the opening of rail competition in France. Loïc emphasizes the importance of context in interpreting data and making decisions, and advocates for continuous learning and curiosity. His approach is both pragmatic and innovative, focusing on actionable insights and challenging industry beliefs. As he says, "Learning is necessary and what makes us grow every day." References Discussed Persons Loïc Certain Benoît Rottembourg Books Revenue Management and Pricing Analytics by Gallego & Topaloglu Carthage by Irene Vallejo Les Groseilles de novembre by Andrus Kivirähk Music Artecomo Amante by Indira Paganotto (feat. Nile Rodgers) Morning Glory by Paul Dore and all other choices on the Revenue Machine Playlist (Spotify) Hosted on Ausha. See ausha.co/privacy-policy for more information.

    1 Std. 28 Min.
  2. #36 Benoit Rottembourg, revenue management at Maersk (maritime shipping)

    15. Mai

    #36 Benoit Rottembourg, revenue management at Maersk (maritime shipping)

    Revenue management is curling: aim, accept you’ll be wrong, and design the ‘brushing’ to correct the shot. Benoit Rottembourg is a mathematician with a PhD in applied mathematics who transitioned from solving abstract problems to tackling real-world business challenges. His career began at Bouygues, where he worked on workforce and supply chain optimization, before moving into pricing and revenue management at TF1, a French TV channel. Benoit became a pioneer in implementing revenue management in new industries, including campsites and maritime shipping, notably leading the digital transformation at Maersk. There, he helped design and launch a dynamic pricing tool for spot cargo, overcoming industry resistance and legacy processes. His approach emphasizes the importance of aligning technology with business needs, fostering collaboration between data scientists and operational teams, and adapting solutions to real-world volatility. Listen to the curling metaphor and you will understand the trick of the revenue management. How to improve permanently : never forget the human and the consequences of the processes. So observe and listen. get infuse by brillant brains like data scientists. Talent is universal. Benoit now focuses on auditing algorithms for robustness and fairness, always advocating for a hands-on, field-driven approach to optimization. Linked In Benoit Rottembourg References The Theory and Practice of Revenue Management by Kalyan T. Talluri, Garrett Van Ryzin Revenue Management and Pricing Analytics by Guillermo Gallego and Huseyin Topaloglu Musics The Hu "wolf totem" Feu Chatterton "allons voir" Hosted on Ausha. See ausha.co/privacy-policy for more information.

    1 Std. 37 Min.
  3. #35 Fabian Bartnick, Restaurant and Bar F&B Revenue Management

    6. Apr.

    #35 Fabian Bartnick, Restaurant and Bar F&B Revenue Management

    "Certainty at times doesn't mean black and white. Certainty means I'm going to go in the right direction based on the data that I have." Fabian Bartnick began his career in hospitality by chance, starting at the front desk and night shifts at Heathrow, where he was introduced to revenue management through hands-on projects. He quickly progressed through roles in reservations and multi-property revenue management, eventually joining IHG and later moving to the technology side with Ideas, where he helped build the consulting division for EMEA. Fabian’s journey led him to co-found a company focused on revenue management for restaurants (F&B), leveraging his expertise in tech, revenue management, and events. His approach emphasizes the importance of both data-driven decisions and human insight, especially in dynamic environments like restaurants, where immediate feedback and adaptability are crucial. Fabian is recognized for pioneering the adaptation of revenue management principles from rooms to F&B, advocating for immersive learning, and fostering collaboration between operations and revenue teams. Chapter00:00:00 Introduction and cultural anecdotes00:04:30 Fabian’s background and entry into revenue management00:13:20 Early training and learning by doing00:23:10 The role of mindset and non-data information00:29:40 Embracing uncertainty and decision reversibility00:36:00 Transition to RMS technology and industry observations00:46:30 Founding a restaurant revenue management company00:54:00 Challenges in F&B data and operational realities01:06:00 Table and seat optimization vs. menu and server performance01:15:00 Personal learning habits and advice for young professionals Music Rage Against The Machine - Killing In The Name Disturbed - The Sound of Silence Hosted on Ausha. See ausha.co/privacy-policy for more information.

    1 Std. 17 Min.
  4. Tip #5 Why slashing prices is never enough when there is no demand

    11. März

    Tip #5 Why slashing prices is never enough when there is no demand

    Is tourist demand collapsing? Don't make the classic mistake of slashing prices by following your competitors. It's a trap that erodes margins without generating volume.1 The real solution lies elsewhere: in analytical discipline and a Revenue Management strategy founded on data and direct marketing. Discover the 4 essential steps to manage your business with method and composure, even in a storm.1 Read the full article on the WeYield Blog: Why Slashing Prices Is Never EnoughWhat Shady Younis intervention during the Revenue Management Conference March 2024 in Berlin How Boost Car Rental Business Success? Shady Younis Hosted on Ausha. See ausha.co/privacy-policy for more information.

    8 Min.
  5. #34 Benjamin Hode, outsourcing du revenue management vFR

    25. Feb.

    #34 Benjamin Hode, outsourcing du revenue management vFR

    "Essayez, essayez : les succès compenseront les échecs" Carrière Benjamin Hode, originaire de Nantes, a débuté sa carrière dans le secteur de la location de voitures en tant que préparateur saisonnier chez Europcar. Sa passion pour la gestion et les voitures l'a conduit à occuper des postes dans la gestion de flotte, la gestion de projet, puis finalement dans la gestion des revenus, où il a été le pionnier des pratiques RM chez Europcar Atlantique. Benjamin s'est ensuite orienté vers le conseil et a fondé WeBoost, où il aide les sociétés de location de voitures à mettre en œuvre et à externaliser leurs stratégies de gestion des revenus. Sa carrière se caractérise par une approche pratique, une volonté d'apprendre de ses erreurs et un désir de partager ses connaissances, que ce soit par le biais d'engagements universitaires ou d'expériences innovantes en matière de tarification dans le secteur de l'hôtellerie. L'histoire de Benjamin est celle d'un apprentissage continu, d'une grande capacité d'adaptation et d'un engagement à rendre la gestion des revenus accessible et efficace. Benjamin Hode sur Linked in Chapitres 00:00:00 Le parcours de Benjamin : ses racines nantaises et ses débuts professionnels 00:13:45 Débuts dans la location de voitures et la gestion de flottes 00:22:10 Transition vers le RM chez Europcar Atlantique 00:34:20 Les leçons clés du RM : apprendre de ses erreurs et s'adapter 00:45:00 Évolution technique : données, automatisation et touche humaine 00:58:30 Conseil et création de WeBoost : externalisation de la gestion des revenus 01:10:00 Application du RM au bar : tarification dynamique du prix de la bière 01:20:15 Formation, partage des connaissances et implication universitaire 01:30:00 Réflexions, conseils et conclusions Références Tony Lesaffre (Europcar Atlantique) Denis Maure (Europcar Atlantique) Emmanuel de Brosses Olivier Martin, Stairway Management Renaud Dion Nelson Mandela : « Je ne perds jamais. Soit je gagne, soit j'apprends. » Musique Kassav’ - Zouk la sé sel médikaman nou ni Ninho - Goutte d’eau (Hip Hop Symphonique) Hosted on Ausha. See ausha.co/privacy-policy for more information.

    1 Std. 20 Min.
  6. #33 Tiago Gomes Santos, master the ancillary sales

    24. Jan.

    #33 Tiago Gomes Santos, master the ancillary sales

    Career Summary of the Interviewee Tiago Gomes Santos began his career with a degree in history and initially worked as a teacher. Due to limited opportunities, he transitioned into retail sales, where he developed a strong foundation in customer service and cross-selling techniques. Over time, Tiago became fascinated by neuro-marketing and behavioral science, leading him to specialize in sales optimization. He spent seven years at Frontline Performance Group (FPG), focusing on car rental coaching and ancillary sales. Eventually, Tiago founded his own consultancy, dedicating 95% of his time to helping car rental companies across Europe improve their ancillary sales strategies, customer experience, and team performance. References Discussed Frontline Performance Group FPG Books Surrounded by Idiots by Thomas Erikson Sapiens by Yuval Noah Harari Influence by Robert Cialdini Thinking, Fast and Slow by Daniel Kahneman Music AC/DC Live at River Plate (YouTube) Macklemore & Ryan Lewis - Can't Hold Us (YouTube) Hosted on Ausha. See ausha.co/privacy-policy for more information.

    1 Std. 26 Min.
  7. #32 Christian Cadéré, tips and tricks about Ai

    14.12.2025

    #32 Christian Cadéré, tips and tricks about Ai

    "There is no magic in AI: every tool has its limits, and the human must always remain behind the wheel to ensure the best revenue management decisions." Christian Cadéré, CTO at WeYield, has a strong background in mathematics and computer science, starting with a PhD focused on graph algorithms and game theory. He co-founded a startup in the early 2010s, navigating the rise of SaaS and cloud computing, and later joined a fintech company before moving to WeYield over six years ago. At WeYield, Christian blends his expertise in research, software development, and user experience to deliver practical AI-driven solutions for car rental and revenue management. His approach emphasizes making technology accessible, focusing on data quality, and ensuring that human expertise remains central in decision-making processes. Christian is also praying to develop critical and creative thinking within the companies but also at schools with kids.  Hosted on Ausha. See ausha.co/privacy-policy for more information.

    1 Std. 24 Min.
  8. #31 Xavier Zakoian, parking revenue management

    13.10.2025

    #31 Xavier Zakoian, parking revenue management

    "The major leverage for revenue optimization is being able to properly forecast per length of stay and being able, based on those forecasts, to assess which length of stay to favor at which moment." Career Summary of Xavier Zakoian Xavier Zakoian, founder and CEO of Kowee has dedicated over 30 years to revenue management across diverse industries. He began his career at Air France Cargo, pioneering revenue management for cargo by adapting airline techniques to freight. He then moved into the media sector, developing revenue optimization tools for advertising sales houses and later implementing these strategies at NRJ, a major French media company. In 2013, Xavier founded Kowee, focusing on revenue management for the parking industry, especially at airports. His achievements include introducing dynamic pricing and forecasting models tailored to the unique challenges of parking, such as balancing short- and long-stay demand and integrating real-time data. Xavier’s journey highlights the importance of top management support, adapting KPIs, and the evolving role of AI in revenue management. Chapter 00:00:00 Introduction and background of Xavier Zakoian 00:06:30 Early career at Air France Cargo and revenue management beginnings00:16:00 Transition to media industry and advertising revenue management00:27:00 Challenges of implementing RM in B2B and importance of top management00:36:00 Moving to Kowee: founding story and inspiration00:43:00 Revenue management principles applied to parking sector00:54:00 Segmentation and dynamic pricing in airport parking01:07:00 Competition, demand patterns, and pre-booking vs. drive-ups01:19:00 Real-time forecasting, AI, and technical challenges in parking RM01:32:00 Lessons learned, failures, and advice for future revenue managers References discussed Benoît Retembourg (LinkedIn) Abraham Toledano (in memoriam IDEAS Revenue Solutions (Parking RM competitor) Lyon Airport (first Kowee consulting client) Mathieu Stricker (Kowee co-founder, LinkedIn) Ernesti (company founded by Xavier’s children) Music references Mark Knopfler / Dire Straits – "Sultans of Swing" YouTube Chrissie Hynde – "I Shall Be Released" YouTube Hosted on Ausha. See ausha.co/privacy-policy for more information.

    1 Std. 30 Min.
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Passionnate about car rental company transformation in yield management, Emmanuel Scuto interviews the industry experts to put the light on revenue management. Hosted on Ausha. See ausha.co/privacy-policy for more information.

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  • Erstellt von
    Emmanuel Scuto
  • Jahre aktiv
    2022 - 2026
  • Folgen
    37
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    The revenue machine