This podcast is producted by WeYield, the revenue management company dedicated to the car rental industry.
In this episode, Emmanuel Scuto, Founder and CEO of WeYield, shares his point of view on the coexistence between brokers and car rental companies. 

He explains the differences in perception of the business on both sides and shares his recommendations for car rental companies to better manage this relationship built on the basis of power relations.

Timeline
- 00:50 - introduction, context, differences between car rental operators and brokers, Emmanuel Scuto perspective, 
- 02:04 - definitions
- 03:34 - history of car rental operators (Sixt, Hertz, Avis, Europcar) and history of OTA (Expedia, Last Minute) and brokers (Booking.com, Rentalcars, Cartrawler and more)
- 07:16 - differences between brokers and car rental operators
- 14:00 - pressure on the supply (fleet) for the car rental operators
- 15:40 - WeYield tips on how to monitor precisely the broker performance (volume of activity and cancelations generated too) via https://www.weyield.io/

#1 Emmanuel's tip and experience in negotiating with brokers in car rental (vEN)

This podcast is producted by WeYield, the revenue management company dedicated to the car rental industry.

In this episode, Emmanuel Scuto, Founder and CEO of WeYield, interviews Michael Meyer, Founder and CEO of Rate Highway. Established in Irvine, California, Rate Highway has a 20-year long well known experience in the automated rate positioning technology for the car rental industry.

Michael started is career in the mid-1980 and saw all the evolution of the technology from his first Commodore computer to today internet predominancy in all our life.

Timeline
- 0:00:00 to 0:05:50 Introduction of Michael
- 0:05:50 to 0:08:26 How programing became the core of problem solving
- 0:08:26 to 0:33:00 Symmetry Computing, first company
- 0:33:00 to 0:42:00 Rateshoping started in hotels
- 0:42:00 to 1:00:00 US market vs the rest of the world
- 1:00:00 to 1:12:00 How has the techno impacted Ratehighway?
- 1:12:00 to end How does Michael learn and improve?

Book references:
- The phantom Tollbooth from Norton Juster
- The Power of Habit from Charles Duhigg

#2 Michael Meyer, CEO of Ratehighway(vEN)

This podcast is produced by WeYield, the revenue management company dedicated to the car rental industry.

In this episode, Emmanuel Scuto, founder and CEO of WeYield, interviews Alienor Izri, a revenue management consultant in the car rental industry. Alienor is a French car rental optimization expert since 2015 and is based in New Zealand. 

Alienor has a very scientific academic background combined with a creative passion in many fields (theater, photography). Moving to New Zealand to experience a new life, she started in car rental at Easy Car. Alienor moved the organization from static to dynamic pricing with the help of external consultants to implement this new approach with great improvements in efficiency. Quickly, Excel was not enough and systems were needed to update pricing at scale. For her, internal communication is crucial to facilitate exchanges between the different departments. Revenue Management quickly became the control tower of the organization.

Timeline
- 0:00:00 to 0:07:50 Introduction of Alienor, history of mathematics
- 0:07:50 to 0:11:00 Start of car rental with Easy Car Rental
- 0:11:00 to 0:17:55 Switch from static to dynamic pricing
- 0:17:55 to 0:28:35 First results on company performance
- 0:28:35 to 0:38:20 System change to update prices at scale by leaving excel
- 0:38:20 to 0:43:35 Organization of internal communication between all departments
- 0:43:35 to 1:00:40 Transition from an independent car rental company to a large international brand
- 1:00:40 to 1:21:40 A strong choice to reconcile work and freedom
- 1:21:30 to 1:31:40 Advice to Alienor by Alienor

Reference of the book "The Alchemist" by Paulo Coelho

References
- Cars+ by Thermeon
- Wheels by Wheelsys
- MarginFuel
- WeYield
- instagram : alienorphotonz
- linked: alienor-izri-47355a52
- Wild life expo www.photo-montier.org/en/

#3 Alienor Izri Revenue Consultant (vEN)

This podcast is producted by WeYield, the revenue management company dedicated to the car rental industry.

In this episode, Emmanuel Scuto, Founder and CEO of WeYield, interviews Marcos del Cid, Managing Director of Niza Cars in Spain. Niza is an independent car rental company orginally based in Malaga and operating also in Barcelona since 2019. Niza has been a family business created by Marcos' father. The company grew a lot locally until 2010 and faced the internet revolution until brankrupcy in 2014 before to be bought by Moventia, a large mobile group in Barcelona.

Marcos and Niza has been strong in developing their direct channel to catch the consumer without being controled by the Brokers via significant marketing funds. The inclusive product "pay what you get" has been a great success: price is not a question of money but a question of clarity for the customer. There is economics behind renting a car.

The Revenue Management (RM) started manually and then with WeYield apps. For Marcos, RM is much more than simply monitoring the price of the competitors: demand forecast, pricing pace, macro demand with Air Analytics. Car rental business is not a question of volume but how to turn it profitable: volume of demand and fleet are not the drivers of a better margin. And company staff are accountable to the success from the Operational car cleaners to the rental agents. Marcos' hug way to salute his team.

Golf is still the passion of Marcos, up to handicap 5. For him, playing golf at professional level is like managing a company. Like on a starting tee or every morning at Niza, it is important to set a goal and have a clear vision how to reach it. Advices: listen more to his father and take more care about himself, continue to be curious to learn.

Timeline

- 0:00:00 to 0:04:35 Introduction of Marcos del Cid

- 0:04:35 to 0:09:50 Story of Niza Cars starting the 1960's with cars and coaches

- 0:09:50 to 0:16:30 Strong growth from 1995 to 2014 facing internet revolution 

- 0:16:30 to 0:21:45 Niza fell into bankrupcy until 2018

- 0:21:45 to 0:35:45 Technology to develop Niza's direct channels, transpartent pricing

- 0:35:45 to 0:45:00 Revenue Management project changed the way Niza is optimizing in 2021

- 0:45:00 to 0:52:00 All staff is crucial for the success of the company from the cleaner to the clerk

- 0:52:00 to 1:02:00 Similarities between playing golf and driving business

- 1:02:00 to 1:11:40 How does Marcos keep learning to progress and become better in life?

- 1:11:40 till end Conclusion

References
- https://www.nizacars.com/en/ inclusivo products
- https://www.sixt.com/#/
- https://www.dataseekers.com/en/, automatic rate scrapping
- https://www.linkedin.com/in/marcos-del-cid-abell%C3%B3-211675175/

#4 Marcos Del Cid, Managing Director Niza Cars (vEN)

Data to anticipate the future.

In this episode, Olivier Jager, co-Founder and CEO of Forwardkeys is interviewed by Emmanuel Scuto, CEO and Founder of WeYield. 

Olivier was journalist and started his first tech company at the end of teenage while he was following a business school curricular. Quickly he move to AOL and joined at Amadeus which was a good mix between data and the travel industry.

Data (Amadeus, Travelclick) gathered around the travel became a golden nugget to fine tune the sales action plan and extract more value for the optimization for the hotels. But without understanding the use case (pains) and the objective to reach, data is useless. 

To go one step further in the understanding of the traveler behaviour, Olivier co-founded Forwardkeys analyzing huge amount of data generated by the GDS. But clearly, more data are coming from IATA source as the GDS gets only 25% of the total volume of transactions. Travel professional are not the only the one interested in the data: deluxe retailers have understood the strong link between origin of travelers and the amount of money spent in their shops. They now build their strategies on Forwardkeys data.

Olivier never stops exposing himself on sea, walking in mountains, moto and  biking to remain creative as possible but also to continue creating value. "It is not what you do thing but why and how you do it"

Timeline
- 0:00:00 to 0:04:35 Introduction of Olivier Jager

- 0:04:45 to 0:08:20 Foreign language as an intercultural bridge between people

- 0:02:20 to 0:11:25 Youth in Senegal was a pilar of Olivier's personality

- 0:11:30 to 0:17:25 Journalism and entrepreneurship in tech at teenage

- 0:17:25 to 0:24:35 Start at Amadeus was a jump into the travel industry

- 0:24:35 to 0:30:50 Without a clear objective, solving a paint point with data might be useless.

- 0:30:50 to 0:41:50 Creation of Forwardkeys using air data to extract a new value from the air

- 0:41:50 to 0:52:40 How luxury brands are anticipating their sales using travel data

- 0:52:40 to 1:04:55 Sea, mountain, motor bike : oxygen bubbles

- 1:04:55 till end  Teenage advices to Olivier : expose yourself and create value to society

References
- Forwardkeys.com
- Amadeus.com
- Travelclick.com
- WeYield air analytics
- DMO = Destination Management Organization
- Revenue Machine Alienor Izri, passion in sailing

Book
- Endurance : Shackleton's incredible voyage by Lansing, Alfred

#5 Olivier Jager, CEO and co-Founder of Forwardkeys (vEN)

How has scuba diving certification influenced the way Shady Younis learns and inspires his team at Advanced Car? Revenue Management is not only a topic to optimize pricing and fleet. It is also at the crossroads of Sales and Marketing. Shady shares all his tips, ideas but also the concrete actions he has put in place over the last 20 years to enhance all aspects of Advanced optimization.

In this episode, Emmanuel Scuto, founder and CEO of WeYield, talks with Shady Younis, Director of Sales and Marketing for Advanced Cars in Lebanon. Advanced is an independent car rental company based in Beirut and operating nationwide since . Originally a Datsun dealer before Nissan in the automotive industry, Advanced car rental company was established right after the "911" event.

Advanced's concept was created to provide service to a real customer, as in the hotel industry (with some amenities and a welcome drink), not just a driver of a car. This approach triggered significant word-of-mouth (40% of total rentals). It turned Advanced's satisfied and impressed customers into enthusiastic fans and turned them into its best sales force Shady could have dreamt about.

Staff participate in three corporate workshops each year on customer service. Each team member is asked to tell a story about a situation they encountered. In addition, all customers are asked to complete a satisfaction survey to ensure that no customer leaves unhappy.

In 2014, prior to the implementation of an operating system, Shady began managing Yield through an Access database, checking each reservation manually. The company has grown rapidly, from 30 cars to 1400 in 15 years, and especially in the last 5 years. One of the gas pedals was the contracts signed with NGOs, as no other rental company was involved in this activity during the various unfortunate humanitarian situations Lebanon was facing.

To compensate for the seasonal effect of summer (peak) in addition to the political instability from time to time, Advanced has moved from retail to more corporate activities. But how do you define the perfect mix of market segments? Shady uses the proportion of the national drink (Hara 30% / water 70%). This is how she was able to cope with the new Syrian crisis.

Shady is now a scuba diving instructor. The different steps he took to reach this level in order to be able to teach scuba diving to learners changed his way of doing things. This has had an impact on the way he manages training within Advanced for staff so that the "message" of the department is conveyed to the rest of the team. knowledge equals time x attention. It is the only way to learn and master a new subject.

Advanced has an important social responsibility that is shared among the employees: ecological impact, free cars for nurses during Covid 19 (campaign "Our cars are yours"), available cars and drivers ("Drivers Helping Hands" after the Beirut harbor explosion) or road safety (defensive driving lessons to improve road safety) are some of the social initiatives of Advanced Car.

"What is the best car rental in Lebanon? Shady interviewed ChapGPT and Alexa. Listen in to get the answer provided by the AI.

Timeline
- 0:00:00 to 0:06:00 Introduction of Shady Younis

- 0:06:00 to 0:20:50 The begining of Advanced Cars with 5* hotel service standard

- 0:29:10 to 0:34:00 Engagement to improve the quality with the staff

- 0:38:00 to 1:00:30 How did Shady learn about Yield Management? 

- 1:00:30 to 1:12:10 Can scuba diving influence the business change approach?

- 1:12:10 to 1:18:40 Business values to go beyond customer satisfaction

- 1:18:40 to 1:23:40 Read, read and read to continue to learn

- 1:23:40 to the end conclusion


References
- Jamil Assemaani https://www.linkedin.com/in/assemaanibusinesscoachlebanon
- Jimpisoft car rental software RentWay https://www.jimpisoft.com/
- "Big Data: A Revolution That Will Transform How We Live, Work and Think" from Viktor Mayer-Schnberger and Kenneth Cukier

#6 Shady Younis, Ass GM and Director of Marketing, Advanced Cars (vEN)

What explains Expedia's undisputed success in the travel industry in general and in the car rental sector in particular? Why is customer experience more important than price for Expedia? How will the contactless transaction change the future of the car rental transaction by taking the concept of merchandise to the next level?


In this episode, Emmanuel Scuto, founder and CEO of WeYield, talks with Nicolas Le Nue, Director of Global & Key Accounts Car at Expedia Group. 


They talk about
- pricing and spiral of shrinking prices further down

- customer experience as number one driver for Expedia

- the future of contactless and the possiblity to sell ancillaries by the car rental operator

- new markets like peer-to-peer and electric vehicles (EV)

- sharing point of view and vulnerabilty

When it comes to pricing, the most important thing Nicolas needs to focus on is customer value. There is no doubt that the lower the price, the worse the customer experience for the traveler, as Expedia shows.


Despite the perception that brokers are increasingly pulling down prices, Nicolas explains why low prices are a vicious circle. All parties lose in this approach.


Nicolas Le Nue has spent his entire career in the car rental business since 1997 as a booking agent for Europcar International, then moved to the UK to manage the UK booking team for Europcar. In 2011, Nicolas left the rental business to join Ebooker (Orbitz Group), the wholesale business.


From 2020 to 2023, the two-year pandemic had a significant impact on the car rental market, especially on the supply side for car rental operators. But on the consumer side, customers felt they were being served by a lower quality service as prices increased and the cars offered were older. Customer ratings have especially dropped in the U.S. market since Covid's launch (March 2020).


WeYield reported a higher level of cancellation with an increase of +25 and +35% in 2022.The number one criterion before the pandemic was price. Then during and after the pandemic, free cancellation policy became the number one criteria followed by car sanitation. The price went down. But starting in 4Q22, price and flexibility (change and cancellation). For Expedia, prices can go down as long as the customer experience is not affected.


As far as technology is concerned, a customer who uses the operator's applications is more loyal and regular. Contactless will enhance that loyalty and customer happiness. But from a revenue management perspective, will the car rental operator have less opportunity to recoup the low reservation price by selling accessories at the counter?


Integration of medium or local brands remains a problem for Expedia because of technical issues related to connectivity.


To follow Nicolas, https://www.linkedin.com/in/nicolas-le-nu%C3%A9-ab43214/

Discover in this episode:

- 0:00:00 to 0:10:00 Introduction of Nicolas Le Nue

- 0:10:00 to 0:18:10 Link between price and customer satisfaction at Expedia

- 0:18:10 to 0:36:25 Consumer changes since Covid started in March 2020

- 0:32:25 to 0:48:30 Contactless will be the next step to improve customer satisfaction

- 0:48:30 to O:53:35 Is it possible to be listed by Expedia if we are not a big brand?

- O:53:35 to 0:58:40 Nicolas' perception of the mobility market with electric vehicles EV

- 0:58:40 to 1:10:05 Differences between a European and an American company

- 1:10:05 to the end conclusion

References

- Wheels operating system edited by Wheelsys
- Jimpisoft car rental software RentWay www.jimpisoft.com/
- Expedia car rentals https://www.expedia.com/Car-Rentals-In-Paris.d179898.Car-Rental-Guide
- Turo https://turo.com/
- nonviolent communication https://en.wikipedia.org/wiki/Nonviolent_Communication
- Philippe Moyen, coach, https://www.linkedin.com/in/philippe-moyen-b315501/?originalSubdomain=fr

#7 Nicolas Le Nue, Director of Global & Key Accounts Car at Expedia Group

How will the car rental evolve in the close future while they are under the pressure of the OEM, starting to put their tow into the hire mobility business and the new generation that does accept the traditional way of servicing them? Why are legacy car rental operators so scared about techno?


In this episode, Emmanuel Scuto, founder and CEO of WeYield, talks with Julian Espiritu, Managing Director at Abrams Mobility, the Leading consulting firm dedicated to car rental for the last 40 years. 


They talk about

- car sharing innovation launched by ZipCar

- the change of rental approach under OEM pressure

- the technology has to drive the car rental process


Zipcar is a car-sharing company that provides automobile reservations to its members, billable by the minute, hour or day; members may have to pay a monthly or annual membership fee in addition to car reservations charges. Zipcar was founded in 2000 by Antje Danielson and Robin Chase, and in March 2013, was acquired by Avis Budget Group.


From day one, Zipcar owned its fleet providing a vehicle and the driver pays the car usage while all costs are included (fuel, parking, maintenance). A study proved that for every one new car input into ZipCar, 9 individual cars would be removed from the road. 


Demand elasticity was monitored precisely to adapt pricing as well as capacity available using advanced data analysis. But Robin and the genuine team had no car rental experience. Thus, melted the techno team with car rental experts to invent a new approach that change the look on the industry.

How the car manufacturers known as OEM will impact the car rental business in 5 to 10 years from now? How the new generation will accept the constraints in the booking and rental process? Car rental operators are mostly afraid about implementing 

To follow Julian, https://www.linkedin.com/in/julianespiritu/


Discover in this episode:

0:00:00 to 0:07:00 introduction of Julian Espiritu 

0:07:00 to 0:15:45 amazing concept of ZipCar on a TV show late 90's

0:15:45 to 0:32:00 how pricing elasticity was used to optimize the demand in New York

0:32:10 to 0:40:08 ZipCar took off in 2007 before to be acquired by Avis for 500 million USD in 2009.

0:40:08 to 0:48:00 15yrs afterwards, where does the car sharing stand?

0:48:08 to 0:55:30 car rental will change under the pressure of OEM

0:55:30 to 1:08:55 will the legacy car rental operators lose the techno game?

1:08:55 to 1:17:10 how the new generation will consume the car rental service in a "Tesla" way of treating the customer

1:17:10 to end


References: 

Abrams Mobility Advisors https://www.abramsmobility.com/abrams-group

Zipcar https://www.zipcar.com/

Turo (ex RelayRide) https://turo.com/

Uber https://www.uber.com/

GetAround https://www.getaround.com/

#8 Julian Espiritu, Managing Director at Abrams Mobility Consulting (vEN)

How Tom Wood Automotive-Sixt franchisee in US did to manage the best way possible the Covid lockdowns? How to maximize profitability prioritizing the revenue per unit per month over utilization? What a pretty refreshing look of revenue optimization!


In this episode, Emmanuel Scuto, founder and CEO of WeYield, talks with Jared Kinnaird, Revenue and Operation Director at Tom Wood Automative (Sixt franchisee in USA).


They talk about

- 2008 and Covid crisis and the learnings to face them

- The higher price is, the better the client is to treat the fleet

- Utilization is not the main goal but the daily dollar average to maximize the revenue per unit.

- "Try tomorrow being better than yesterday"


During Covid (2021-2022), Tom Wood Automotive implemented a cost-saving measure by reducing the workweek from 5 days to 4 days, resulting in significant cost reduction without any layoffs. Going forward, the car rental fleet will not be reduced to the extent it was in 2008 and 2020. Jared believes that having a larger proportion of the fleet at risk presents better profit opportunities after the holding period.


However, this tactic is part of a broader strategy to reduce both the car rental fleet size and utilization, aiming for lower mileage and cleaner cars for sale. In 2019, at Minneapolis airport, rental days increased by 16%, while rental revenue grew by 120%. It's important to consider more than just direct fleet costs. At Sixt Tom Wood Automotive, Jared also focuses on the softer side of costs. 


When facing an excess fleet, it's necessary to lower prices to rent out those cars. On the other hand, if the fleet is correctly sized or slightly under-sized, rental costs can be increased as fewer rentals are needed to cover the expenses. After conducting a thorough revenue management analysis, the owners realized that it's beneficial to wait longer before entering the market to capture more profitable transactions.


Jared's focus is on maximizing the revenue per unit per month rather than maximizing utilization. By reducing the volume and increasing the average daily dollar amount, the company has succeeded in improving profitability. Nota: WeYield apps have introduced the RevCar indicator (revenue per available car) to directly track this on the performance graphs.


Discover in this episode:

0:00:00 to 0:07:00 introduction of Jared Kinnaird 

0:05:10 to 0:14:20 Learnings from 2008 crisis to prepare 2020-21 Covid 

0:14:20 to 0:19:00 Car market perspective on the used car

0:19:00 to 0:36:15 Yield stragegy: reduce utilization to maximize profit. Learn how

0:36:15 to 0:46:00 The management shifted his mindset on making more money on revenue per unit instead of focusing on utilization
 
0:51:05 to 0:59:00 "level-10" organizational meeting

0:55:30 to 1:20:15 Jared's revenue and general management tips

1:20:15 to end Peer to peer market evolution 


References: 

- To follow Jared https://www.linkedin.com/in/jared-kinnaird/

- Nathalie Aubin what about fleet optimization (webinar) https://youtu.be/UeB6Zi4mQOA

- EOS software https://www.eosworldwide.com/

- Turo peer-to-peer https://turo.com/

- Tow Wood Automotive https://www.tomwood.com/

- Sixt Indianapolis https://www.sixt.com/car-rental/usa/indianapolis/#/

#9 Jared Kinnaird, Sixt Indianapolis-Tow Wood Automotive (vEN)

Pourquoi et comment changer de système de gestion opérationnel (aussi appelé ERP) ? 

Dans cet épisode, Emmanuel Scuto, fondateur et PDG de WeYield, échange avec Denis Maure, co-associé et Directeur Général de Sepamat, le premier franchisé Europcar en France, autour du projet de migration de son ERP vieu de 40 ans vers la solution Wheels. Denis partage la méthode employée pour faire de ce chantier titanesque un succès.

Sujets du podcast

- changer son système d'information ERP, pourquoi ? comment ?

- quelles sont les étapes clefs?

- comment organiser et animer les équipes en interne

- les éléments clefs du succès



Sepamat, entreprise pionnière en mobilité automobile, promeut l'usage judicieux de la voiture via 25 agences dans l'ouest de la France. Les marques qu'elle opère sont Europcar, LocEco et Marguerite (auto-partage), avec une flotte totale de 7000 véhicules pour un CA de 60m€.

Face à l'arrêt imminent du système opérationnel vieillissant après 40 ans, Sepamat agit. Collaborant avec un consultant externe, elle effectue un audit interne pour les spécifications. Le choix s'arrête sur le système Wheels par Invensys qui édite un logiciel entièrement dédié à la location de voitures. Coordonner les multiples interfaces était clé pour le lancement. Le projet a également été l'occasion de revoir le site web et de la gestion des données.

La barrière de la lanque a été gérée facilement et les adaptations se sont faites en interne. 

L'organisation fut essentielle : réunions hebdo  supervisées par le consultant extérieur de Next Décision, comité de projet régulier. L'entreprise s'est segmentée en processus métier gérés par des responsables dédiés en charge de la livraison des modules et de leur recettage. La Covid a été une bonne chose car elle a libèré des ressources pour ce projet. Le lancement, intialement prévu fin février 2021 est retardé au week-end de Pâques pour optimiser les ressources. Le rôle du DG a été de maintenir les liens avec les parties prenantes et d'anticiper les risques.

Ce projet a été au-delà d'une simple mise à jour informatique : c'est une transformation organisationnelle exigeant une équipe compétente et une gestion adéquate. La disponibilité des équipes (50% de leur temps) est cruciale. Le lancement est salué pour la hausse d'efficacité et de productivité, permettant de nouveaux développements. Il a également mis en lumière les impacts sur le back-office, sous-estimés au départ du projet.


Pour suivre Denis, https://www.linkedin.com/in/denis-maure/


Dans cet épisode :

0:00:00 to 0:05:40 introduction de Denis Maure, présentation de Sepamat Europcar Atlantique

0:05:40 to 0:9:15 pourquoi changer de PMS-système opérationnel ?

0:9:15 to 0:17:30 organiser un audit interne pour aider à réaliser le cahier des charges

0:17:30 to 0:28:50 choix de la solution Wheelsys par Invensys avec quels arbitrages

0:28:50 to 0:40:00 comment coordonner tous les intervenants et animer le(s) projet(s)? 

0:40:00 to 0:50:00 go live : quelle date ?

0:40:00 à 0:50:00 go live : quelle date ?

0:50:00 à la fin enseignements et résultats tirés de cette migration


References: 

Sepamat https://www.sepamat.fr/

Europcar Atlantique https://www.europcar-atlantique.fr/

Loceco https://www.loceco.com/

Marguerite auto-partage https://www.imarguerite.com/

Wheelsys https://wheelsys.com/

Nextdecision https://www.next-decision.fr/

WeYield revenue management https://fr.weyield.io/

SalesForce https://www.salesforce.com/fr/

Aris https://www.aris.fr/

#10 Denis Maure, Sepamat Europcar Atlantique (vFR)

Is everything a commodity, even something as basic as water or car rentals? Karan confidently asserts that with the right approach, anything can be transformed into a valuable brand asset. The perception of something as a mere commodity arises from a lack of perceived value and effective marketing strategies. That is said!

Karan is the undisputed reference of pricing strategies, dedicating his entire career to mastering this vital domain. He's left his mark across diverse industries, from automobiles to Yellow Pages and health products, and is currently at the helm of pricing excellence at Rakuten, overseeing the Kobo reader.

Here is some of what you will find in this episode: 

Within our cognitive framework, two distinct mental processes govern our pricing decisions. One is the rapid, instinctual reaction that references price as a primary factor. Simultaneously, a slower cognitive process evaluates the various elements comprising the value proposition, including intricate psychological factors that influence pricing.

Remember, a strong brand isn't cultivated on third-party broker sites; it blossoms on your very own platform and during the delivery of exceptional service. Building a brand demands both time and financial investments. However, car rental operators needn't scramble to attract all customer segments simultaneously, whether they're low-value, mid-value, or high-value customers.

It's important to recognize that most individuals are inherently more averse to losses than they are drawn to potential gains.

Karan Sood on linked In https://www.linkedin.com/in/soodkaran/

Timeline

- 0:00:00 to 0:06:00 Introduction of Karan Sood

- 0:06:00 to 0:19:00 100% as pricer in a wide range of sectors

- 0:19:00 to 0:27:40 Everything is a commodity if you leave the space for a commodity

- 0:27:40 to 0:37:55 Do the operators competete on price or on the realvalue proposition?

- 0:37:55 to 0:54:00 Brand building is off the transaction, much earlier

- 0:54:00 to 1:12:00 Understand the "good, better and best" concept

- 1:12:00 to 1:20:00 Do not be shy to do A/B testing in price

- 1:20:00 to the end conclusion


References

- Kobo by Rakuten https://www.kobo.com/

- Daniel Kanheman https://www.kobo.com/us/en/ebook/thinking-fast-and-slow

- Liquid death https://liquiddeath.com/

- Advanced Car Lebanon https://www.advancedcarrent.com/

- Rent a Wreck https://www.rentawreck.com/

- U-Haul https://fr.uhaul.com/

- Predictably Irrational by Dr. Dan Ariely https://www.kobo.com/us/en/ebook/predictably-irrational-revised-and-expanded-edition

- Steven Forth, Ibaka

- Snow White at AirB&B https://techcrunch.com/2012/07/18/airbnb-brian-chesky-snow-white/

This podcast is produced by WeYield, the revenue management company dedicated to the car rental industry.

#11 Karan Sood, Rakuten Canada (vEN)

What inspired Vassilis to venture into creating and operating software specifically tailored for car rental businesses?

What motivates him both personally and as a leader?

What key milestones mark his successful journey spanning three decades?

Vassilis Devletoglou is the Founder and CEO of Wheelsys, a Greek software company specializing in the management of various car rental operations.

Why did he choose the car rental industry in his early twenties during the late 90s? It was during his master's program in technology and yield management that he discovered the complexity and fascination of car rental operations. In December 2003, he introduced the first functional software that clients could fully utilize.

"The disparity in quality between Vassilis personally handling a task and micromanaging a team to do it his way is merely 5%." However, this micromanagement consumes opportunities for business expansion. Granting the Wheelsys team autonomy allows the company to operate successfully on its own.

The success isn't solely attributed to Wheelsys being good software, but rather to their ongoing commitment to creativity and weekly updates, continuously enhancing their operating system. They are not content with staying within their comfort zone. As an example, Vassilis Devletoglou made the bold decision to transition Wheelsys entirely to a web-based version, while many competitors still operated on local servers or maintained both options.

How do you prepare for such a significant change in the operating system? A successful migration begins with management's commitment to the switch and a thorough understanding of internal strengths and weaknesses. It goes beyond merely signing a contract and paying a fee. Success hinges on the team's dedication, supported by the management team. It requires stepping out of the company's comfort zone, and it's essential not to expect operations to continue in the same way as before. Engaging a consulting firm can significantly facilitate communication between the client and the supplier.

Let make things by the staff that technology can not do. 


Vassilis Devletoglou on linked In https://www.linkedin.com/in/vassilis-devletoglou/

Timeline

- 0:00:00 to 0:08:00 Introduction of Vassilis Devletoglou

- 0:08:00 to 0:17:00 Vassilis history as software engineer who focused on car software

- 0:17:00 to 0:26:40 Vassilis first rental experiences in 2001 to explore the process

- 0:26:40 to 0:36:15 2004, Olympic games and first 5 clients followed by 30

- 0:36:15 to 0:42:30 Hiring: no coincidence in two persons matching

- 0:42:30 to 0:52:00 Sharing values but no micro-managing

- 0:52:00 to 1:04:45 Internationalization and migration as a webapp

- 1:04:45 to 1:25:10 How to prepare a system migration with success

- 1:25:10 to 1:43:45 The future of the operating system

- 1:04:45 to 1:52:28 Impact of electric fleet

- 1:52:28 to end How does Vassilis continue to learn, conclusion

References

- Avance.gr
- Greenmotion
- Migration journey from Denis Maure, Sepamat Europcar Atlantic, Podcast #10
- The Infinite Game from Simon Sinek
- The 5am Club from Robin Sharma

This podcast is produced by WeYield, the revenue management company dedicated to the car rental industry.

#12 Vassilis Devletoglou, Wheelsys (vEN)

Implementing an effective pricing strategy in the competitive car rental industry demands a keen understanding of market dynamics and recent pricing shifts. Rate Highway's 1999 innovation introduced software as a service, transforming accessibility and maintenance. 

While Europe's pricing simplicity contrasts with broker complexity, continuous rate monitoring remains crucial. 

Automated pricing updates are now vital, easing manual management challenges and enhancing revenue by fostering forward-thinking analysis. 

Successful revenue management relies on the 3C's: collection, comparison, and correction. Prioritizing data refinement over daily operations is necessary. 

Suggestion: starting with a simple strategy and gradually integrating advanced features proves beneficial, while even a small time commitment towards pricing optimization yields significant financial gains. Simplifying tactics and setting clear goals are key to profitability amid the forthcoming AI-driven pricing landscape.

Julie Flores on linked In https://www.linkedin.com/in/julieanneflores/

Timeline

- 0:00:00 to 0:08:00 Introduction of Julie Flores

- 0:06:20 to 0:09:20 History of Rate Highway started 1999

- 0:09:20 to 0:18:05 Comparison between US and Europe way of managing their price

- 0:18:05 to 0:22:45 Why using automatic rate updating system

- 0:22:45 to 0:30:35 How does Rate Monitor work

- 0:30:35 to 0:42:40 Start simple for a successful pricing strategy

- 0:42:40 to 0:56:40 Avoid these pitfalls

- 0:56:40 to 1:01:05 AI and machine learning in automatic pricing

- 1:01:05 to end Conclusion



References

- Wheelsys https://wheelsys.com/

- TSD https://tsdweb.com/

- Blue Bird https://www.barsnet.com/products/

- Rate Highway https://www.ratehighway.com/service.html

#13 Julie Flores, Ratehighway (vEN)

Like the majority of car hire companies, it almost certain that your pricing strategy and execution are in the hand of one person. So what happens if this suddenly, this key player in your organization becomes unavailable?

Specifically in the yield management domain, this situation can have a major impact on your sales performane including also managing your distribution channels.


With his long experience in car rental, Adrian Treacy, customer success manager at WeYield, shares his vision on  how to important is to have a continuity plan. He also lists the 4 steps to anticipate any foreseen events and implement proactive processes to 

1/ identify the key roles that are critical to day-to-day crucial to the business
2/ cross-train the team member to step in different roles
3/ succession planning to identify potential replacers for key roles
4/ documentation and knowledge shares to be encouraged with enough and updated procedures

To implementation the plan, here is Adrian'tips:
1/ conduct a risk assessement
2/ develop a business continuity team
3/ review and update plans on a regular basis
4/ test the effectiveness of the plan
5/ communicate and educate teams

Embrace the unexpected, get prepared with automation to continue piloting your operations with the less impact possible in the case of unexpected unavailabilyt of one of your key staff.

#14 Adrian's tip "Hit By A Bus or Prepare a Continuity Plan"

Arturs boasts over 25 years in the car rental sector, initially with Avis in Latvia. His foresight in transport economics led to a pioneering thesis on car rental models, anticipating the shift from vehicle ownership to renting. After establishing a luxury car club in Russia and a move to US, he transitioned to Italy, focusing on electronic distribution and online markets.

For him, the legacy brands underestimated online potential, assuming their reputation sufficed. Sixt and Enterprise differed, prioritizing customer-centric services. 

Disparities in pricing strategies between the US and Europe influenced sales tactics and customer interactions significantly, with aggressive upselling tactics commonplace in the US.

Brokers reshaped the industry by mastering online marketing, although some struggle to be profitable amid saturation and technological demands. New brands stemming from the resale car market present challenges due to limited rental expertise.

The recent expansion of the affiliation programs in the car rental is driven by experienced managers from established brands pivoted to offer fresh sales approaches. 

Brokers embraced these innovations through platform upgrades and digitalized customer service, reducing operational costs for new brands. Overall, the industry evolved due to a clash between stagnant legacy players and innovative disruptors, fostering a new era of cost-effective and tech-savvy rental models.

Timeline

- 0:00:00 to 0:08:05 Introduction of Arturs

- 0:06:20 to 0:14:35 Entrepreneurship in Russia called Garage #1

- 0:14:35 to 0:23:35 First mistake of the big brands

- 0:23:35 to 0:28:20 Sixt is on a different path

- 0:28:20 to 0:30:35 Difference between a franchise in Europe and the same brand in US 

- 0:38:45 to 0:52:08 Are all the brokers efficient and profitable?

- 0:52:08 to 1:03:45 Residual value scisor effect

- 1:03:45 to 1:14:50 Affiliation brands expanding

- 1:14:50 to 1:31:05 Control the techno, use it as a servant for the customer satisfaction

- 1:31:05 to end

References

- Rently https://www.rentlysoft.com/
- Cartrawler https://corporate.cartrawler.com/en-gb/
- Sixt https://www.sixt.com/
- Advanced Car Rental https://www.advancedcarrent.com/
- Rate Highway https://www.ratehighway.com/savings.html
- previous episodes talked Shady Younis, Nicolas Le Nue, Jared Kinnaird and Julian Espiritu

#15 Arturs Zantmans, mobility expert (vEN)

Ce podcast est produit par WeYield, la société de Yield Management et réalisé par Emmanuel Scuto.

L'approche tarifaire peut avoir une impact fort sur la valeur. Elise a expérimenté ces techniques d'optimisation du revenu apprises au cours de ses expériences passées (Club Med, Louvre Hotels, Media) sur son premier bien immobilier. L'idée lui est ensuite venue de créer J'Affiche Complet pour aider les propriétaires de locations saisonnières à mettre en place et gérer leur grille tarifaire et optimiser leur distribution. Depuis 2023, Elise organise un évènement majeur pour ce secteur avec comme point d'orgue l'événement "Rendez-vous de la location saisonnière" (mai 2024 pour la prochaine édition).

Nous apprenons au cours de cet échange que le Yield management est souvent confrontée à deux obstacles humains : d'une part, certains décisionnaires sont très motivés pour déléguer cette tâche à un expert ; d'autres perçoivent sa mise en place comme une perte de responsabilité. Il est crucial de partager une vision et un objectif global clairs. Il est également essentiel de bien comprendre les objectifs des différentes parties prenantes afin d'aligner la stratégie

Les caractéristiques d'un bon gestionnaire du revenu sont les suivantes :
- Excellentes compétences en communication (orales et écrites), parfois dans un rôle d'évangélisateur interne et externe.
- Capacité à mener le changement avec une approche pédagogique.
- Souci de la qualité des résultats.
- Forte appétence pour les chiffres, une maîtrise excellente d'Excel et une rigueur extrême.
- Capacité à remettre en question les pratiques établies.

Séquences
- 0:00:00 à 0:07:35 Présentation d'Elise Ripoche

- 0:07:35 à 0:28:20 Les débuts en optimisation d'achat d'espaces publicitaires et dans l'hôtelerie

- 0:28:20 à 0:43:50 C'est quoi un bon revenue manager? Comment adresser le travail en distanciel?

- 0:43:50 à 0:54:00 Le why de J'Affiche Complet et l'approche de la tarification dans des projets de vie

- 0:54:00 à 1:05:45 Le How de J'Affiche Complet et la prise de risque avec le Rdv de la location saisonnière

- 1:05:45 à 1:17:15 Comment vulgariser le Revenue Management?

- 1:17:15 à 1:23:55 L'accompagnement humain avec un expert et le peer-training

- 1:23:55 à 1:29:15 Le feedback de l'équipe et les mastermind pour continuer de s'améliorer

- 1:29:15 à jusqu'à la fin Le conseil d'Elise aujourd'hui à la Elise d'hier

#16 Elise Ripoche, J'Affiche Complet (vFR)

Guillaume Gery est l'un précurseur dans le yield management en location de voitures depuis 20 ans. Il est parti d'un pricing figé, imprimé dans des catalogues, vers une optimisation plus flexible. Il réaliser que dans une haute saison, il y a des basses saisons et qu'il y a aussi des hautes saisons en période de faible activité qu'il faut également optimiser.  

Comment aborder la culture du changement? En accompagnant les collaborateurs pour les faire grandir associé à un système d'information efficace supporté par un esprit pionnier et permettant d'embarquer tout le monde avec un cadré autorisant l'erreur. Les éceuils sont nombreux et il faut accepter d'abandonner un confort, une sorte de maitrise ouatée finalement dangereuse. 

A court terme, la mise en place du yield coûte de l'argent. Mais avec une vision stratégique à long terme, l'impact sur le compte d'exploitation et sur l'amélioration des compétences des collaborateurs sont des gains majeurs pour l'entreprise. Le Yield permet de repenser son organization car avec cette méthode, la société n'est gérée de la même façon.

La puissance de calcul est un soutien essentiel pour accélérer l'analyse. Donc, il faut être un peu fainéant pour laisser la machine faire ce pour quoi elle est faite. Mais un équilibre entre l'humain et la machine reste essentiel : la machine est puissante pour faire ce qu'on lui a demandé de faire (éxécutant) ; l'humain conserve son intuition et demande à l'ordinateur de lui fournir les données explicatives (tacticien). Un conseil : l'agilité et la rapidité ne doivent pas prendre le pas sur la prise de recul et l'analyse. 

Quels sont les bonnes aptitudes pour un yield manager? La compétence technique peut toujours être apprise en interne ou via l'apport extérieur. Mais l'état d'esprit avec l'envie de se dépasser est essentiel pour être un bon revenue manager. "Mon grand-père disait qu'il n'y a pas de mauvais outils, il n'y a que des mauvais ouvriers"

Séquence
- 0:00:00 Présentation de Guillaume Gery
- 0:15:35 Accès aux data et nouvelles mentalitésles : les débuts du yield
- 0:28:20 Yield : gains financiers et nouvelles compétences
- 0:40:54 Sois fainéant et laisse travailler la machine. 
- 0:57:08 Le profil du bon revenue manager
- 1:10:03 Comment continuer à apprendre ?
- 1:19:15 le conseil de Guillaume à Guillaume

#17 Guillaume Gery, Hertz Maroc (vFR)

"The only element between you and the success you crave is yourself"

Episode abstract
1/ System-Mind Synergy: Explore optimizing the synergy between our systems and mental faculties for peak performance.

2/ Adapting to Volatility: Uncover strategies for maximizing mental agility amidst extreme market volatility and uncertainty.

3/ Harnessing Past Experience: Evaluate how leveraging past experiences can bolster our resilience and adaptability to embrace discomfort and change effectively.

4/ Cultivating a New Mindset: Implement actionable tactics to cultivate and embed a growth-oriented mindset, fostering innovation and adaptability in dynamic environments.

Adrian, with over 15 years of experience in car rental in Ireland working for Enterprise and Sixt in various capacities such as Operations, Channel Management, and Sales, understands the pivotal role car rental operations play in serving customers, often being their initial point of contact after long flights. Transitioning from the bustling front office to the quiet back office was initially jarring for him, prompting introspection about his career path.

He delves into the power of thought, citing statistics that reveal how people's thoughts shape their realities. Adrian advocates for conscious reprogramming of the subconscious mind to foster positive change gradually, emphasizing the mind's inability to distinguish between reality and imagination. He urges professionals to focus on their own businesses rather than fixating on competitors, stressing the importance of recognizing one's unique value proposition.

Adrian encourages embracing change incrementally, acknowledging that personal growth necessitates accepting failure and experimenting with resilient, profitable ventures. He outlines three types of goals—A, B, and C—highlighting the significance of pursuing goals driven by burning desires. Visualizing success mentally is underscored as a potent tool in achieving these objectives. In essence, Adrian advocates for a proactive mindset, strategic focus, and a willingness to evolve in the dynamic car rental industry.

Chapter
00:00:00 Adrian Treacy introduction
00:19:20 How the mindset approach got started
00:34:30 Revenue management and mindset
00:47:14 Setting a new paradygm, our new mental software
00:53:45 How to overcome fear as a driver not to start
01:13:14 3 types of goals A, B, C till the end

#18 Adrian Treacy, Mindset Consultant

"identifier les attributs de valoriser avant d'agir sur les prix"

Quand la tactique consiste à simplement augmenter les prix, le risque est de venir heurter la valeur perçue par le client et de ne pas atteindre les résultats globaux. Sur le marché du pneu automobile, la concurrence est intense. Mais la perception premium par le client permet d'avoir une différence prix forte par rapport à la concurrence.

Pour réussir, il est essentiel de se pencher sur les attributs de valorisation : ce qui différencie par rapport à la concurrence mais qui est valorisé par le consommateur pour être converti en prix. Tester la perception prix permet de mesurer l'élasticité des clients au prix : un changement de prix ne coûte rien, est facile et très rapide à mettre en oeuvre. 

L'augmentation des prix n'enclenche pas forcément une fuite du volume lorsque le produit et la marques sont supportés par le marketing et la communication associée via les attributs de valorisation. Une cartographie de ces attributs prend seulement quelques semaines. Cela peut être fait en interne

La promotion n'est pas du pricing mais un mécanisme commercial de simulation temporaire de la demande habillé par le marketing. Un outil pricing est une option pour simuler l'élasticité de prix. Pour être efficace, il doit être contrôler par un pricer. Il y a toujours quelqu'un qui va prendre une décision sur le prix mais c'est malheureusement rarement une fonction dédiée.

La verticalité du prix permet gérer une différenciation fine. L'exemple du pricing Décathlon est est une référence dans le domaine. Segmenter l'offre permet d'offre plus de service associé au prix. Le gain possible est entre +3 et +8% de marge.

Les aptitudes pour être un bon revenue management : aimer la data, la manipuler, la formater tout en sachant prendre du recul pour garder à l'esprit comment la décision va être interpréter par le client sur le marché cible.

Chapitre
00:00:00 présentation d'Alexandre
00:17:50 Rester customer centric et les attributs de valeur
00:30:10 Tester la perception en jouant avec les prix
00:40:10 Comment réaliser des tests d'attributs de valorisation
00:52:40 Attention à l'impact de la promotion permanente
00:58:04 A quoi sert un outil pricing
01:08:00 Pourquoi la fonction prix est-elle si peu développée
01:14:00 L'exemple du pricing chez Decathlon
01:27:50 Comment devenir un bon pricer
01:39:01 Le challenge pricing d'Alexandre

#19 Alexandre Devanne, consultant pricing (vFR)

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

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

« I wake up every morning believing that I do not know much »

Montgomery Blair, a seasoned expert in revenue management, emphasizes continuous learning and innovation. With a strong background in data science and analytics, he pioneered the implementation of a revenue management system for Dollar Rent A Car in the late 1990s, revolutionizing leisure pricing based on demand forecasting.

At Avis Budget Group, Montgomery advanced their Revenue Management system, integrating fleet management and corporate contracts into the optimization process. He highlights the importance of balancing dynamic pricing with corporate flat rates to maximize profitability, noting that losing low-rate corporate accounts can often lead to higher overall returns by freeing up availability for higher-paying customers.

Montgomery underscores the need for internal collaboration, suggesting that the real competition often lies within the organization, between departments managing different segments. He advises focusing on maximizing contractual segments before optimizing discretionary pricing.

In the car rental industry, Montgomery advocates for leveraging supply flexibility, driving cost efficiency, and making smarter data-driven decisions. He stresses the importance of correctly defining problems and accurately measuring performance, particularly in fleet decisions. Lastly, he encourages professionals to embrace innovation, take calculated risks, and stay engaged through industry conferences to drive significant advancements.

Chapter
0:00:00 introduction of Montgomery Blair starting in car rental late 1990’s
0:29:30 what are the key dimensions to look at in RM
0:40:10 The overall level of fleet
0:51:25 AI and measuring performance 
1:03:10 Should duration band pricing be stopped?
1:08:10 How to share analytics in a digest format

References
It’s your ship from Captain Michael Abrashoff
Principles of economics by Alfred Marshall

#22 Montgomery Blair, pionner in car rental revenue management

« Le revenue management sans le commercial et les opérations, ça ne marche pas »

Emmanuel Scuto interview Christelle Lecoustay, revenue manager au Parc Astérix, pour le podcast The Revenue Machine. Ensemble, ils ont discuté du quotidien d’un revenue manager et des stratégies d’optimisation en période de Jeux Olympiques Paris 2024.

Diplômée du master en marketing des services de l’ESSCA d’Angers, Christelle bénéficie d’une double compétence, à la fois commerciale et analytique, héritée de sa formation et de ses origines dans l'hôtellerie. Au Parc Astérix, l'optimisation repose en grande partie sur deux segments : les CSE (Comités Sociaux et Économiques ex-Comité d'Entreprises) qui représentent 50% des ventes, et le MICE (séminaires et conventions). 

Les hôtels jouent un rôle clé en maximisant la fréquentation globale du parc, notamment en pré-allouant 2 à 3 fois la capacité vendable pour garantir un taux de remplissage optimal.

Le suivi quotidien des réservations est au cœur du métier de revenue manager, afin de vérifier que les objectifs prévisionnels sont atteints. La période des JO 2024 a toutefois déjoué les attentes initiales, obligeant Christelle et son équipe à adapter leur stratégie face à des comportements clients imprévisibles.

Bien que les outils de Revenue Management (RMS) puissent automatiser certains processus, Christelle insiste sur l’importance de garder le contrôle pour éviter l’effet « boîte noire » que pourrait engendrer une automatisation complète et non maîtrisée.

Chapitres
0:00:00 Introduction et présentation de Christelle
0:09:15 Le RM est le couteau suisse de l’entreprise
0:15:40 Segmentation au Parc Asterix
0:26:50 Journée type d’un revenue manager
0:33:50 L’optimisation du parc pendant les JO Paris 2024
0:42:00 Ecueil sur le paramétrage d’un RMS
0:58:40 Optimisation du remplissage du parc
1:05:30 Comment continuer d’apprendre


Références
Parc Asterix https://www.parcasterix.fr/hotels
EzRMS par Infor https://www.infor.com/fr-fr/products/hotel-revenue-management-software
Orchestra https://www.orchestra-software.com/vous-etes/logiciel-pour-les-hotels/
Podcast Romain Charié N-and-C https://www.weyield.io/podcast/romain-charie-co-founder-ceo-at-n-c
Yann Artus-Bertrand https://www.yannarthusbertrand.org/en/

#23 Christelle Lecoustay, RM Parc Astérix

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

How To Increase RPD Without Increasing Prices

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

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

« 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/

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

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

#26 Mark Richards, how to choose an affiliate program

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.

#27 Pascal Niffoi Championing Revenue Management vFR

"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

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

Passionnate about car rental company transformation in yield management

The Revenue Machine

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