Shows
The revenue machine#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...
2025-07-031h 34
The revenue machine#27 Pascal Niffoi Championing Revenue Management vFRPascal 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...
2025-04-261h 44
The revenue machine#26 Mark Richards, how to choose an affiliate programAre 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
...
2025-02-231h 23
The revenue machine#25 Eduardo Hernandez, Key Go Rent, set a yield plan« My best way of learning is to fail»
This document is an interview with Eduardo Hernandez, the commercial manager at KeyGo Rent in Alicante. He discusses his career transition from the ceramic tile industry during 20 years to the car rental industry.
Hernandez explains that pricing in the ceramic tile industry is relatively straightforward, with price lists lasting for a year and prices remaining stable.
He contrasts this with the car rental business, which is much more dynamic, with prices fluctuating rapidly based on demand and market conditions. Hernandez emphasizes the importance of having a separate pricing department to manage pricing strateg...
2025-01-201h 37
The revenue machine#24 Samuel Francisco Working with and learning from those who knowThe 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 im...
2024-12-161h 35
The revenue machineHow To Increase RPD Without Increasing PricesFor 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...
2024-10-1211 min
The revenue machine#23 Christelle Lecoustay, RM du Parc Astérix« 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 de...
2024-10-081h 21
The revenue machine#22 Montgomery Blair, pionner in car rental revenue management« 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...
2024-09-021h 45
The revenue machine#21 Romain Charié - Le duo logiciel/analyste doit travailler en collaboration vFRWelcome 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 e...
2024-09-021h 25
The revenue machine#20 Andy England, Revenue Management expert in car rentalWith 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...
2024-06-251h 44
The revenue machine#19 Alexandre Devanne, consultant pricing (vFR)"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. Te...
2024-05-081h 42
The revenue machine#18 Adrian Treacy, Mindset Consultant"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...
2024-04-011h 37
The revenue machine#17 Guillaume Gery, Hertz Maroc (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 n...
2024-03-091h 26
Think2Thrive 'unplugged'Episode 2: Interview with Emmanuel Scuto, CEO and Founder of WeYieldIn this, our first interview, we meet Emmanuel Scuto, the CEO and Founder of WeYield, a company that specialises in Revenue Management for both small independent Car Hire companies as well as the major international brands known all over the world.
With over 20 years of experience in the Car Rental Industry, and prior to that within the Hospitality Industry, Emmanuel is extremely experienced in revenue management and is on a mission to change how the Car Hire industry manages this massively complex topic.
During this interview we delve into Emmanuel's background, from when he grew...
2024-02-141h 37
The revenue machine#16 Elise Ripoche, J'Affiche Complet (vFR)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'or...
2024-02-111h 40
The revenue machine#15 Arturs Zantmans, mobility expert (vEN)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...
2023-12-261h 42
The revenue machine#14 Adrian's tip "Hit By A Bus or Prepare a Continuity Plan"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...
2023-12-1212 min
The revenue machine#13 Julie Flores, Ratehighway (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...
2023-11-191h 07
The revenue machine#12 Vassilis Devletoglou, Wheelsys (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...
2023-10-172h 06
The revenue machine#11 Karan Sood, Rakuten Canada (vEN)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...
2023-09-151h 34
The revenue machine#10 Denis Maure, Sepamat Europcar Atlantique (vFR)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...
2023-08-121h 01
The revenue machine#9 Jared Kinnaird, Sixt Indianapolis-Tow Wood Automotive (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...
2023-07-141h 24
The revenue machine#8 Julian Espiritu, Managing Director at Abrams Mobility Consulting (vEN)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...
2023-06-251h 41
The revenue machine#7 Nicolas Le Nue, Director of Global & Key Accounts Car at Expedia GroupWhat 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...
2023-05-011h 11
The revenue machine#6 Shady Younis, Ass GM and Director of Marketing, Advanced Cars (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...
2023-03-141h 32
The revenue machine#5 Olivier Jager, CEO and co-Founder of Forwardkeys (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...
2023-02-091h 14
The revenue machine#4 Marcos Del Cid, Managing Director Niza Cars (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...
2023-01-241h 13
The revenue machine#3 Alienor Izri Revenue Consultant (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...
2022-12-291h 31
The revenue machine#2 Michael Meyer, CEO of Ratehighway(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...
2022-11-111h 41
The revenue machine#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, 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...
2022-10-2226 min
The Car Rental PodcastCar Rental Podcast Episode 6#: How to increase revenue and margin with a long term strategy? Interview with Emmanuel Scuto from WeYieldCar Rental Podcast Episode 6#: How to increase revenue and margin with a long term strategy? In this episode Mauro Chiarugi Interviewed Emmanuel Scuto from WeYield, a company specialized in Yield management for the car rental industry.
2020-11-0322 min