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 by Ausha. See ausha.co/privacy-policy for more information.

  1. #31 Xavier Zakoian, parking revenue management

    13 OCT.

    #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 by Ausha. See ausha.co/privacy-policy for more information.

    1 h 30 min
  2. #30 Stefan Schoesser, pricing is key

    22 AOÛT

    #30 Stefan Schoesser, pricing is key

    « Imagine if you get 1% better in pricing what would be the result at the end of the year » In this episode of The Revenue Machine Podcast, Emmanuel Scuto interviews Stefan Schoesser, founder of Decurade Consulting and former head of franchise pricing at Sixt International. Stefan shares his journey from hotel management studies to a decade at Sixt, where he specialized in supporting franchisees with pricing strategies and data-driven tools. He highlights the challenges of empowering local operators with the right tools, data, and training, and the importance of focusing on internal metrics over competitor prices. Stefan’s consulting firm now helps car rental companies identify and optimize their "value engines"—core business processes like pricing and fleet planning—by implementing clear structures, KPIs, and process documentation. The conversation emphasizes the need for dedicated pricing roles, continuous learning, and the practical limits of AI without strong data and processes. Linked In Stefan Schoesser Chapter 00:00:00 Stefan introduction 00:13:00 Role at SIXT: supporting franchise pricing 00:34:00 Why operators focus too much on competitors 00:47:00 Importance of dedicated staff and process documentation 01:01:00 Knowledge sharing between franchise and corporate 01:16:00 Implementing KPIs and clear responsibilities 01:30:00 AI in pricing: limits and prerequisites 01:43:00 Book recommendation and closing thoughts References James Clear, author of Atomic Habits Montgomery Blair, podcast Dr. Henrik Imhoff, SVP & Chief Pricing Scientist, head of Operations Research Sixt International James Adams, Executive Vice President and Chief Commercial Officer, Avis Budget Group Romain Charié, CEO and co-Founder of RevBell, podcast Music Decurade anthem Jessie J "Price Tag" Hosted by Ausha. See ausha.co/privacy-policy for more information.

    1 h 34 min
  3. #29 Ignazio Pisano, a human to drive the RM machine

    3 JUIL.

    #29 Ignazio Pisano, a human to drive the RM machine

    "You always want to have a human behind the machine because so far I have never seen even the most sophisticated RMS being entirely autonomous or capable to take autonomously decisions." SUMMARY Ignazio Pisano’s journey in revenue management began by chance in hotel operations in Italy, where he quickly developed a passion for hospitality and data analysis. Starting from front desk roles, he transitioned into revenue management at a time when dynamic pricing was just emerging. Ignazio gained experience across hotels, resorts, and car rental industries, working with major brands like NH Hotels, Europcar, Pierre & Vacances, and Louvre Hotels. He led the deployment of several revenue management systems (RMS), including pioneering projects with tools like EZRMS, Opticar, GDA, and Duetto. Ignazio’s achievements include driving digital transformation, managing complex capacity and pricing challenges, and successfully implementing RMS in both hospitality and mobility sectors. His approach emphasizes the importance of human expertise alongside technology, and he advocates for gradual, well-supported change management in organizations. Chapter 00:00:00 Introduction and music selection 00:04:30 Ignazio’s early career in hotel operations 00:12:10 Transition to revenue management and first experiences 00:19:00 The evolution from static to dynamic pricing 00:25:45 Early RMS tools and the rise of electronic distribution 00:32:20 Move to Europcar and differences in car rental RM 00:41:00 Capacity management challenges in car rental 00:50:30 Technology limitations and legacy systems 00:58:15 Complexity of pricing and inventory in car rental 01:07:00 Duration bands and selling at a loss in car rental 01:15:30 RMS implementation: goals, challenges, and resistance 01:25:00 The role of AI and the irreplaceable human factor 01:32:45 Advice for successful RMS adoption and change management 01:41:00 Learning habits and sources of inspiration 01:47:30 Reflections on career successes and failures 01:54:00 Closing music and final thoughts References Ignazio Pisano (LinkedIn) His music Led Zeppelin – Kashmir (YouTube) REM – Losing My Religion (YouTube) Companies/Tools Mentioned: Duetto EZRMS (now part of IDeaS) Amadeus NH Hotels Europcar Pierre & Vacances Louvre Hotels Group Hosted by Ausha. See ausha.co/privacy-policy for more information.

    1 h 34 min
  4. #27 Pascal Niffoi Championing Revenue Management vFR

    26 AVR.

    #27 Pascal Niffoi Championing Revenue Management vFR

    Pascal Niffoi's journey in revenue management began after studying mathematics, leading him to an initial experience in flow management before transitioning to Air France in 2000. He described Air France as the "Champions League" of revenue management, providing a strong foundation in a well-established system. His desire for more rapid change led him to Disney, where he encountered a less integrated approach with separate pricing and yield departments, and a focus on country of origin rather than contribution. At Disney, Niffoi focused on integrating pricing and yield, re-segmenting demand by contribution, and expanding the scope of revenue management. However, organizational resistance to these changes ultimately contributed to his departure. Subsequently, at Pierre & Vacances, Niffoi took on a leadership role, aiming to modernize revenue management practices and implement dynamic pricing. Despite support for these initiatives, progress was slower than desired due to technical and organizational factors, leading to his decision to co-found Revbell. Through Revbell, Niffoi advocates for a holistic view of revenue management, emphasizing revenue integrity – ensuring that the revenue intended from a sale is actually realized by addressing issues like unapplied fees or incorrect commissions. He also stresses the importance of using intrinsic KPIs that directly measure the effectiveness of revenue management levers, rather than solely focusing on overall occupancy, average price, and revenue. Niffoi's diverse experiences have shaped his perspective on the evolution of revenue management, highlighting the importance of foundational principles, holistic integration, data-driven decisions, and effective change management. He emphasizes continuous learning through exposure to diverse client problems and the value of intellectual honesty. Chapter 00:05:38 Introduction to Pascal Niffoi and his mathematic background and Air France structural experience 00:11:19 Niffoi's move to Disney highlighting the separation of pricing and yield. 00:28:07 Niffoi's time at Pierre & Vacances as the head of revenue management and the the transition to founding Revbell (originally NandC) with Romain Charié 00:34:05 - Discussion on the concept of revenue integrity References Shared: L'entreprise, une affaire de cœur by Hubert Joly. The Infinite Game by Simon Sinek. Hosted by Ausha. See ausha.co/privacy-policy for more information.

    1 h 44 min
  5. #26 Mark Richards, how to choose an affiliate program

    23 FÉVR.

    #26 Mark Richards, how to choose an affiliate program

    Are you navigating the complex world of revenue management and distribution in the car rental? This week, we’re joined by industry veteran Mark Richards, who brings decades of experience in the car rental sector to the Revenue Machine. Mark shares his unique insights on the evolution of the car rental market, from the rise of online travel agents to the emergence of new affiliation programs. Discover how the tier one legacy brands have adapted to market changes and how tier two players are now making waves. - Tier one car rental companies : Avis Budget Group, Hertz-Dollar-Thrifty, Sixt, Enterprise-National-Alamo, Europcar-Goldcar - Tier two : Ace, AutoUnion, Autowill, Carwiz, GreenMotion, NP Autos (Priceless, NextCars), SurpriceCars, etc Mark discusses the challenges of brand loyalty, the importance of understanding customer needs, and the potential game-changers in urban mobility. For him, the subscription model is a way to improve the usage of car rental and strengthen the loyalty of customers to the brand. He also gives tips for independent car rental companies on choosing the right affiliation programs, and he shares his vision for the future of car rental and its relationship with technology and emerging trends. Whether you're a car rental expert or a revenue manager in another industry, you'll gain valuable perspectives that will help you to **optimize your business strategies and stay ahead of the competition**. Don't miss this episode! Chapter 0:00:00 Introduction and Background Mark Richards shares his career journey in the car rental industry 0:09:30 The "mushroom" period Includes analysis of the "mushroom" period of new brokers and how legacy brands initially reacted. 0:35:10 The Emergence of Tier Two Brands and Affiliation 0:43:15 Tip of Mark to select an affiliation program 0:55:50 A look at what the future of car rental networks and OEM's 1:08:30 Continuous learning in a rapidly changing business environment Reference WeYield Forum 2025 in London https://www.weyield.io/events/weyield-forum-london-2025-wtm Thomas Cook car hire https://www.thomascook.com/extras/car-hire Starcar https://www.starcar.de/en/ Sani Car https://sani.co.za/ Localiza https://www.localiza.com/others/en-us Hosted by Ausha. See ausha.co/privacy-policy for more information.

    1 h 23 min
  6. #25 Eduardo Hernandez, Key Go Rent, set a yield plan

    20 JANV.

    #25 Eduardo Hernandez, Key Go Rent, set a yield plan

    « My best way of learning is to fail» This document is an interview with Eduardo Hernandez, the commercial manager at KeyGo Rent in Alicante. He discusses his career transition from the ceramic tile industry during 20 years to the car rental industry. Hernandez explains that pricing in the ceramic tile industry is relatively straightforward, with price lists lasting for a year and prices remaining stable. He contrasts this with the car rental business, which is much more dynamic, with prices fluctuating rapidly based on demand and market conditions. Hernandez emphasizes the importance of having a separate pricing department to manage pricing strategy and optimize revenue. « Used cars are like fishes: the more you keep them on the parking lot, the more it smells ». He also discusses the significance of building a strong direct sales channel (35% of sales through the company's website generating double RPD), in addition to working with brokers. Hernandez highlights the need for efficiency in the car rental business, focusing on fleet management and pricing strategies to maximize profitability with the highest customer review possible (4,5). His yield management success factors are : define a strategy, set the good fleet (not to much) accordingly, price according to demand not to competition. The key element is to be efficient. He also touches on the impact of technology and automation in the car rental industry, emphasizing the continued importance of human oversight and decision-making to boost the profitability of the company. The interview concludes with Hernandez sharing his personal philosophy and approach to business, emphasizing the importance of strategy, adaptability, and continuous learning. Eduardo shared his personal philosophy of continuous learning and drawing parallels between golf and life. Chapters 0:00:00 Info about the major flood hit Valencia in October 24 (120000 cars destroyed) 0:09:10 introduction of Eduardo Hernandez who transitioned from the ceramic tile industry to the automobile and car rental industry. 0:15:30 Pricing difference between a tile business and car rental 0:30:30 How to improve utilization with a central pricing approach 0:47:20 Why quality in price and customer satisfaction is more important than a volume-only business 1:01:00 Key success factors generated by the yield management approach : change the way things are done and fight the resistance 1:25:00 How to learn more about yourself and the other while playing golf References https://www.linkedin.com/in/eduardohernandezmartin/ Key Go rent https://www.keygorent.com/es/principal/index Dataseeker https://www.dataseekers.com/en/ WeYield https://www.weyield.io/ Hosted by Ausha. See ausha.co/privacy-policy for more information.

    1 h 37 min
  7. #24 Samuel Francisco Working with and learning from those who know

    16/12/2024

    #24 Samuel Francisco Working with and learning from those who know

    The podcast interview features Samuel Francisco, a revenue manager with a unique background in molecular biology (PHD): quite unique isn’t it? Samuel transitioned into the business world, applying his research skills and analytical mindset to optimize revenue for various ventures, starting with Airbnbs in the Azores, then hotels and the car rental. He emphasizes the importance of continuous learning, open-mindedness, and strategic partnerships. Samuel discusses his approach to revenue optimization, focusing on operational efficiency, pricing strategies, and ancillary services. He highlights the importance of understanding market dynamics, competitor analysis, and adapting strategies to different industries. He also emphasized the importance of the time needed for his interlocutors to nurture new ideas before accepting and implementing them. Samuel also shares his experience implementing revenue management systems and building a successful website for a hotel group (putting his direct website as number source of reservation), emphasizing the importance of user-friendly interfaces and data-driven decision-making. The conversation concludes with Samuel's personal insights on overcoming challenges, the importance of work-life balance, and his dedication to creating inclusive tourism experiences for families with autistic children. Chapter 0:00:00 Samuel Francisco and his doctorate in molecular biology 0:11:30 how Samuel started his career in tourism with Airbnb coming from the scientific world 0:25:10 adopt a new mindset and switch to hospitality to improve performance 0:48:25 how to work with partners who can transform us 1:02:10 duplicating the model from hotel to car was a challenge 1:22:10 caring for autism in the family and community Hosted by Ausha. See ausha.co/privacy-policy for more information.

    1 h 35 min
  8. How To Increase RPD Without Increasing Prices

    12/10/2024

    How To Increase RPD Without Increasing Prices

    For me, this is a crucial question: how can I improve my performance in a highly competitive environment? This question is often asked by fairly experienced customers who have a good knowledge of their market. Yet they feel frustrated by the difficulty of increasing their average price (RPD) without touching the price, which is too closely scrutinized by competitors. The conversation brought to you today summarizes an article written by Emmanuel Scuto, founder of WeYield and a revenue machinist for almost 25 years in the car rental industry. In this podcast, we aim to share with you the observed constraints and the solutions we've come up with at WeYield. Note: these recommendations are aimed at rental companies who are in direct competition on the same site. They are located in airports, car rental centers or train stations. Definition: demand is considered inelastic or rigid when the sales volume or conversion rate does not fall in the face of a price increase (or a high price). Demand becomes elastic when it is highly sensitive to any price variation. This conversation has been generated by the AI NotebookLM.google.com (beta) and it is based on Emmanuel Scuto's article published on https://www.weyield.io/blog-posts/tip-how-to-increase-rpd-without-increasing-prices Hosted by Ausha. See ausha.co/privacy-policy for more information.

    11 min
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À propos

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

Informations

  • Création
    Emmanuel Scuto
  • Années d’activité
    2022 - 2025
  • Épisodes
    30
  • Classification
    Tous publics
  • Copyright
    © All rights reserved
  • Site web de l’émission
    The revenue machine