The revenue machine

Emmanuel Scuto
  • 5.0 (4)
  • BUSINESS
  • UPDATED MONTHLY

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

    MAR 11

    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
  2. #34 Benjamin Hode, outsourcing du revenue management vFR

    FEB 25

    #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.

    1h 20m
  3. #33 Tiago Gomes Santos, master the ancillary sales

    JAN 24

    #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.

    1h 26m
  4. #32 Christian Cadéré, tips and tricks about Ai

    12/14/2025

    #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.

    1h 24m
  5. #31 Xavier Zakoian, parking revenue management

    10/13/2025

    #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.

    1h 30m
  6. #30 Stefan Schoesser, pricing is key

    08/22/2025

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

    1h 34m
  7. #29 Ignazio Pisano, a human to drive the RM machine

    07/03/2025

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

    1h 34m
  8. #27 Pascal Niffoi Championing Revenue Management vFR

    04/26/2025

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

    1h 44m
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About

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.

Information

  • Creator
    Emmanuel Scuto
  • Years Active
    2022 - 2026
  • Episodes
    34
  • Rating
    Clean
  • Copyright
    © All rights reserved
  • Show Website
    The revenue machine