In this episode, we sat down with Marsha Lindquist to dive deep into the concept of "Bid Less, Win More," exploring why targeting fewer but more strategic opportunities can lead to higher success rates and profitability. Marsha shares invaluable insights on focusing on core competencies, understanding government customers, and crafting winning pricing strategies. Tune in to discover how to avoid the pitfalls of chasing every contract and instead build a sustainable, profitable business in the government contracting space.
-----
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Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 324: Bid Less, Win More!

With over 30 years of experience in Revenue Management (RM) at Dollar-Thrifty and Hertz, primarily serving franchisees, I have witnessed the evolution of the industry. I began my journey when Travelocity emerged as the first online travel agency, predating Expedia. This period marked a significant shift as pricing became a critical factor in customer decision-making with the advent of the internet in the early 2000s. At Dollar, our IT manager developed a separate tool to manage prices independently from the regular reservation system, which was groundbreaking at the time.

Car rental licensees reacted differently to RM shift. Some were progressive and open to new strategies to enhance competitiveness, while others were primarily concerned with costs. A portion of the licensees initially struggled to grasp the importance of these changes. Over time, customers have been conditioned to search for the best rates, necessitating a disciplined approach to fleet management to influence better booking behaviors. During peak seasons, despite high prices, people continue to travel, indicating that car rental costs are not a major factor in destination choices.

Fleet management decisions, such as opting for purchase options that lead to over-fleeting, can impact revenue. Initially, Dollar acted as an outsourced revenue manager with limited information about the fleet. A framework was established between licensees and the RM team at headquarters to create a pricing corridor, allowing flexibility without requiring rental operator approval for each price change. Trust built over months and years led internal clients to consult the RM team on broader issues beyond pure RM topics.

High-level performance in car rental necessitates a solid foundation and daily discipline. It begins with accurately calculating the usable fleet available each day, monitoring no-show rates by day of the week, tracking reservation trends, and analyzing competitor behavior. Manual rate monitoring is inefficient; daily RM practices are vital. When uncertain, revenue managers should test their hypotheses, as the results can sometimes be surprising and significantly impact yield.

The presence of players making illogical pricing decisions can disrupt the entire market. Conversely, systematic yield management by key players benefits the market as a whole. To enhance processes, trying new methods or features that promise better results is encouraged. However, mastering the fundamentals and practicing them consistently is crucial for success. Simply pressing buttons or expecting a system to work magic will not suffice.

Maximizing revenue opportunities requires a strategic approach distinct from operational decisions. A revenue manager equipped with the right tools and strong fundamentals can make optimized decisions regarding "when, where, and what" actions to take, even in unexpected situations. This ability to adapt and optimize in real-time is both challenging and rewarding. 

In summary, effective revenue management in car rental is an investment that pays off through consistent, disciplined practices and a willingness to embrace innovation while maintaining a strong grasp of the basics. This approach ensures that revenue opportunities are maximized and the business remains competitive and profitable.

Chapter
00:00:00 Introduction of Andy, how did the RM start at Dollar
00:13:10 Beginning of the pricing by duration and check-out
00:23:30 Reaction of licensees confronted to the revenue management project
00:30:30 Summer pricing, car dealers: influence factors
00:38:40 Process to onboard a licensee in the Central RM
01:00:00 Advices on best practices
01:16:20 Market benefits of all car rental implementing yield management properly
01:20:10 Andy’s vision about the future mobility like peer-to-peer 
01:28:20 RM fundamentals of the job

#20 Andy England, Revenue Management expert in car rental

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CPanel Pricing What You Need To Know

One of the bluechip DeFi projects and backbone of Ethereum liquidity markets, Aave has recently announced their V4 upgrade proposal, which aims (among others) to unify crosschain liquidity.

We were joined by Stani Kulechov, founder & CEO of Aave, to discuss the DeFi (r)evolution since ETH Lend to Aave V4, expanding to non-EVM chains and potentially even building a self-sovereign chain.

Topics discussed in this episode:
- The evolution of Aave
- Aave V3 risk management & MakerDAO feud
- Aave V4
- Unified liquidity layer & risk pricing
- GHO stablecoin
- How the unified liquidity layer improves UX
- RWA & liquidation strategies in Aave V4
- Expanding to non-EVM networks
- Building a self-sovereign chain
- Aave’s role in the future of DeFi
- How stablecoins will evolve
- DeFi institutional adoption
- Future roadmap

Links mentioned in this episode: 
- Stani Kulechov on Twitter: https://bit.ly/3znAdft
- Aave on Twitter: https://bit.ly/3zoFW4I
- Lens Protocol on Twitter: https://bit.ly/4cM10jX

Sponsors: 
- Chorus1: Chorus One is one of the largest node operators worldwide, supporting more than 100,000 delegators, across 45 networks. The recently launched OPUS allows staking up to 8,000 ETH in a single transaction. Enjoy the highest yields and institutional grade security at chorus.one - 
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This episode is hosted by Sebastien Couture & Friederike Ernst. Show notes and listening options: https://epicenter.tv/555

Epicenter - Learn about Crypto, Blockchain, Ethereum, Bitcoin and Distributed Technologies

#555 Stani Kulechov: Aave – ‘Aave v4 Will Unify Cross-Chain Liquidity’

Welcome to a new episode of the podcast Revenue Machine, the only one dedicated to Revenue Management. Today, Emmanuel Scuto interviews Romain Charié. Romain, co-founder of the consulting firm N&C, initially pursued studies in aeronautics before specializing in business-oriented data analysis. His experience at Air France allowed him to combine his two passions. Although the airline has sophisticated processes and tools, human intervention remains essential for decision-making. Excessive automation can lead to a loss of control over tools and analysis.

One of the advantages of an RMS (Revenue Management System) is its speed and depth of analysis. However, when external factors disrupt the model (weather, strikes, security risks, etc.), the analyst must take over. For example, seasonality is never identical from one year to the next, requiring a flexible approach to analysis. At Air France, Romain compiled all documents and procedures related to optimization techniques into a White Paper, which became the bible for every revenue manager, ensuring a consistent approach to analysis.

In the car rental sector, where stock uncertainty makes precise forecasting impossible, Romain found that grouping cars into broad categories was sufficient to achieve accurate probability assessments. His last corporate experience was within the Revenue Development team at Disneyland Paris, where the existing forecasting tool was ultimately ill-suited to the evolving booking behaviors of clients.

Since 2014, Romain has partnered with Pascal Niffoi, with whom he worked at Air France and Disneyland Paris, to establish their consulting firm focused on optimization. They believe an analyst must always understand why a tool made a recommendation. They observed two reactions to their RMS Revbell: complete acceptance or rejection in favor of the more familiar Excel. To enhance RM analysts' skills, they offer checklists and procedures.

As passionate professionals, Romain and Pascal also aim to explain the levers of price action in the media. Regardless of the industry, they believe that volume is a key factor in profitability, even before the pursuit of average price.

#21 Romain Charié - Le duo logiciel/analyste doit travailler en collaboration vFR

As we previously reported, the California AG’s office recently provided clarification through FAQs on the California ​“hidden fee” law that amended the Consumer Legal Remedies Act, SB 478. Those FAQs articulated the position that restaurants must include all mandatory fees, including service charges and mandatory gratuity, as part of the displayed price for a product, while distinguishing delivery fees on the grounds that those fees are for a separate service.

https://www.kelleydrye.com/viewpoints/blogs/ad-law-access/california-junk-fee-statute-now-fully-in-play-with-new-twist-from-last-minute-legislation

Donnelly McDowell
dmcdowell@kelleydrye.com
(202) 342-8645
https://www.kelleydrye.com/people/donnelly-l-mcdowell

Beth Chun
bchun@kelleydrye.com
(202) 342-8671
www.kelleydrye.com/Our-People/Beth-Bolen-Chun

Hosted by Simone Roach

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Find all of our links here linktr.ee/KelleyDryeAdLaw

California "Junk Fee" Statute Now Fully In Play with New Twist from Last Minute Legislation

Website: www.certsarea.com/certifications/

Get Your Required Exam Dumps Now!

Pricing Strategy Advisor PSA Certification Exam

בפרק הזה גלעד פוגש את סאליק קוגן מפיירבלוקס לשיחה מעמיקה על ההיסטוריה של מודלי התמחור. יחד הם מסקרים את המודלים השונים של תמחור, כולל יתרונות וחסרונות של כל אחד מהם, ומסבירים את הפונקציות השונות הקשורות לתמחור.

בנוסף, סאליק משתף במודל 3 ה-C לבניית תמחור נכון, ומדגים כיצד ניתן ליישם אותו בפועל. הפרק מעניק תובנות יקרות ערך למנהלי מוצר, ומסביר כיצד הם יכולים להוביל את נושא התמחור בחברותיהם כדי להבטיח הצלחה כלכלית ועמידה ביעדים עסקיים.

263 - Pricing (feat. Salick Cogan @ fireblocks)

Pricing and Trading of Asset Backed Securities Certification Exam

On July 23, 2024, the Federal Trade Commission (FTC) announced that it had voted unanimously to initiate a new study focused on how companies may be leveraging consumer purchasing behaviors to personalize pricing for consumers. Using its authority under 6(b) of the FTC Act, which empowers the FTC to study specific industries or business practices, the Commission issued orders to eight companies that it believes offer products that use technology and personal information to enable businesses to set personalized prices for a product or service. The FTC’s press release refers to this conduct as ​“surveillance pricing,” and says the study will ​“shed light on the shadowy ecosystem of pricing middlemen.” Commissioners Holyoak and Ferguson, in their concurring statements, suggested that they would have preferred the Commission use a more neutral term to describe the practices being studied, but support the 6(b) effort.

https://www.kelleydrye.com/viewpoints/blogs/ad-law-access/ftc-to-study-surveillance-pricing

Kate White
kwhite@kelleydrye.com
(202) 342-8855
https://www.kelleydrye.com/people/katherine-white

Alex Schneider
aschneider@kelleydrye.com
(202) 342-8634
www.kelleydrye.com/people/alexander-i-schneider

Subscribe to the Ad Law Access blog - www.kelleydrye.com/subscribe

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Hosted by Simone Roach

FTC to Study ​“Surveillance Pricing”

Website https://certsgot.com/shop/


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CTS Certified Transfer Pricing Specialist Certification Exam

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If you price too high, people will laugh you off the phone. But on the other hand if your price are too low then you can't make a good living to pay the bills or even enjoy the occasional day off.

So what are we to do?!?! Don't worry I've got you covered today. Lets dig into how to price when you first open and moving forward.

Welcome to Small Business Growth School, If you're a small business owner looking for tips, tools and strategies for growing your business, this podcast is for you. 

Your host is Arnan Sisson - an owner of multiple small businesses and business coach that specializes in working with mom & pop companies that sell services over $100. 

He was able to build up his first service business to $254,000 in after tax profits in a town of only 338! On the podcast Arnan talks about relationship centered marketing, sales, automation (aka having your business run 100% without you), and the mindset needed to become a successful business owner.

Timestamps:
(01:00) - Why It's Hard To Price High Early On
(02:30) - High Quality Vs. Cheapest Business
(05:00) - Figure Out 10 Competitors Prices
(06:20) - How To Set Your Rates

To grab some free personalized marketing advice from Arnan himself, check out his website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here ( https://arnansisson.com/ )

Help – How Do I Figure Out My Prices? / Episode 189

In June, we summarized a number of new and pending laws specifically designed to regulate how companies display prices and fees. Although it’s important for companies to focus on those, we also noted that even in states without specific laws on point, enforcers could still rely on laws that more generally outlaw deceptive and unfair acts and practices to challenge how companies display their prices. A new lawsuit filed this week by the DC Attorney General against StubHub provides yet another perfect example.

https://www.kelleydrye.com/viewpoints/blogs/ad-law-access/from-grubhub-to-stubhub-dc-sues-stubhub-for-deceptive-pricing-and-junk-fees

Gonzalo Mon
gmon@kelleydrye.com
(202) 342-8576
www.kelleydrye.com/people/gonzalo-e-mon

Paul Singer
psinger@kelleydrye.com
(202) 342-8672
www.kelleydrye.com/Our-People/Paul-L-Singer

Abigail Stempson
astempson@kelleydrye.com
(202) 342-8678
www.kelleydrye.com/Our-People/Abigail-Stempson

Beth Chun
bchun@kelleydrye.com
(202) 342-8671
www.kelleydrye.com/Our-People/Beth-Bolen-Chun

Subscribe to the Ad Law Access blog - www.kelleydrye.com/subscribe

Subscribe to the Ad Law News Newsletter - www.kelleydrye.com/subscribe

View the Advertising and Privacy Law Resource Center - www.kelleydrye.com/advertising-and-privacy-law

Find all of our links here linktr.ee/KelleyDryeAdLaw

Hosted by Simone Roach

From GrubHub to StubHub- DC Sues StubHub for Deceptive Pricing and Junk Fees

Passionnate about car rental company transformation in yield management

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Game Changers was designed BY government contractors FOR government contractors.  The focus of every episode is to give listeners a new tip, trick, or strategy that will help them find and win more contracts.  Each episode features Subject Matter Experts (SME), companies that are successfully winning contracts, or nationally recognized professional speakers and authors.  The show is hosted by government experts Michael LeJeune from Federal Access and Joshua Frank from RSM Federal.  Their award-winning program Federal Access has helped their clients win over $2 Billion in government contracts.  Game Changers releases a new episode every other week.

Keywords: Government Contractor, Government Sales, Government Contracting, Government Contracts, Government Subcontracting, How to Win Government Contracts, Where to Find Government Contracts, Government Contract Support, FPDS Training, The Government Sales Manual, How to Respond to RFPs, How to Write a Proposal, Capability Statement, Government Trainer, Government Coach, Government Consultant.

The Ad Law Access podcast, now available daily, is powered by Kelley Drye’s Advertising and Privacy / Data Security teams. 

Hosted by Simone Roach, the daily podcast complements the award-winning Ad Law Access blog, and provides updates and analysis on advertising, marketing, and privacy / data security law.

Please visit the Advertising and Privacy Law Resource Center at https://www.kelleydrye.com/Advertising-and-Privacy-Law-Resource-Center and our award winning blog at https://adlawaccess.com.

Epicenter is a podcast about the technologies, projects & people driving decentralization and the global blockchain revolution.

Epicenter is hosted by Brian Fabian Crain, Sebastien Couture and Meher Roy. Every week, we find the most interesting people in the industry for in-depth discussions about their projects, ideas and stories.

New tracks tagged #Pricing