The revenue machine

"Once we mastered the tool, we freed up time to focus on strategy — that’s when our RPU increased by 15–20%."Rovsh Abdulaev, 24, is Head of Revenue Management at Drivo, a car rental company with five locations in New York. Based in Uzbekistan, he manages U.S. operations remotely, proving geography isn’t a barrier to impact. His story highlights curiosity, resilience, and the power of starting from the ground up. Rosvh is a test-learn fan.His journey reflects a hands-on, learn-by-doing mindset. With mentorship from CEO Tim Juraev, Rovsh helped build Drivo’s rate management department from scratch, later evolving it into full revenue management. He led the shift from manual Excel-based pricing to automation using Rate Highway, which improved precision and efficiency.This change boosted revenue and RPU significantly. Rovsh emphasizes mastering tools, testing strategies, and cross-functional collaboration — especially with fleet and operations teams.“Once you've mastered the tool and have a smooth-running process in place, you'll be able to easily free up your mind and have more free time to think about the strategy you want to implement using your tools.”He also focuses on upsell optimization and demand-based pricing, avoiding the race to be the cheapest.Rovsh can be contacted on Linked InPeople we have been talking aboutTim Juraev, founder and CEO of DrivoDenis Maure how to change an operating system for a 6000 car companyJared Kinnaird how to maximize the car performanceCompanies we have talked aboutDrivo rent a carRatehighwayWeYieldTSDWheelsAuto Rental newsMusicKo'k Jiguli by OzodaWicked Game by Chris IsaakWeYield Revenue Machine PlaylistHosted on Ausha. See ausha.co/privacy-policy for more information.

“That's because it involves investments of several million to attract customers. Right now, no car rental company is willing to do that, so my idea is to offer a hybrid solution.”Olivier Boucher, a seasoned expert in car rental and mobility, has spent 30 years in the industry, primarily with Europcar at both national and international levels.‍His career includes consulting roles in Saudi Arabia, business development for Budget in the UAE, and ongoing consultancy in mobility. Olivier’s experience spans sales, franchise operations, and strategic growth, notably scaling Budget UAE from a small fleet to over 2,000 vehicles.‍He emphasizes adaptability, international exposure, and the importance of data-driven decisions. His approach is rooted in balancing direct and broker-driven sales, optimizing local market opportunities, and maintaining strong relationships with partners. Olivier’s spirit is captured in his advice: "Continue what you're doing, become international," and his belief that "every day is different" in car rental, making it an exciting and rewarding field.Hosted on Ausha. See ausha.co/privacy-policy for more information.

"we increased the revenue per day by +25% playing with room types"Renaud Dion began his career in revenue management with Sofitel in San Francisco, followed by a pivotal role at Réside Étude in Paris, where he built the revenue management department from scratch. He later joined Adagio, a joint venture between Accor and Pierre Vacances, leading a larger team and managing more structured operations.Seeking greater purpose, Renaud transitioned from corporate roles to entrepreneurship, relocating to Cambodia and successfully opening two restaurants.His approach blends data-driven decision-making, segmentation, and operational empathy, which he credits as key to his business resilience, especially during crises like COVID. Renaud’s journey illustrates how revenue management principles can be adapted beyond hotels, emphasizing humility, listening, and continuous learning.As he says, "Take things one by one," reflecting his thoughtful, step-by-step method to both career and business.Dancing in the moonlight by King HarvestVienna by Billy JoelReferencesYield planet (channel manager)Hubert Joly The heart of business (ex CEO of Best Buy)Karim MalakPrevious podcast episodes#34 Benjamin Hode, WeBoost#35 Fabian Bartnick, RM in Restaurants#21 Romain Charié, RevBellHosted on Ausha. See ausha.co/privacy-policy for more information.

“Fixed rates, last-minute deals: Campgrounds have trained their customers to wait for decades… and lost revenue.”Louise Charlot, founder of RM Camping, shares her journey from working in tourism marketing to becoming a pioneer in revenue management for the camping sector.‍After more than a decade with Flower Camping, she launched one of the first agencies dedicated to revenue management for campsites, helping owners move from fixed, seasonal pricing to dynamic strategies. Louise emphasizes the importance of data-driven decisions, regular performance reviews, and adapting to market trends.‍As recently as nine years ago, campgrounds operated with fixed pricing (no price increases during the season, only last-minute promotions). RM Camping convinced these outdoor lodging operators that booking entire weeks in August four months in advance meant “leaving money on the table.” It was necessary to vary the prices via a dynamic process.‍Her approach is pragmatic and collaborative, focusing on building trust with clients through clear dashboards with clear key performance indicators and step-by-step optimization. As she says, “Have confidence, be curious, and keep learning.” Louise’s story is one of innovation, patience, and the value of adapting best practices from other hospitality sectors to the unique world of outdoor accommodation.‍Linked In Louise Charlot‍References‍Inaxel softwareeSeason softwareBooking expertMaxxtonOfficiel des TerrainsCampings.comYield bookingEurodecisionsWeYield ForumRevBell Revenue makers‍MusicsNina Simone My baby just cares for meSofiane Pamart + Alba Bon entendeur‍Link to previous episodBenoît Rottembourg, revenue management at Maersk (maritime shipping)Hosted on Ausha. See ausha.co/privacy-policy for more information.

"Context is everything in revenue management: if the context is well defined, then the KPI makes sense and the decision is clear."Summary of the discussionLoïc Certain, an expert in revenue management, shares his journey from hospitality to rail transport, highlighting his passion for data and process optimization. Starting with a background in economics and hotel management, Loïc quickly moved into revenue management, automating alerts and reports for hotel directors.His transition to SNCF marked a shift to a highly analytical and process-driven environment, where he led pricing and competitive intelligence during the opening of rail competition in France.Loïc emphasizes the importance of context in interpreting data and making decisions, and advocates for continuous learning and curiosity. His approach is both pragmatic and innovative, focusing on actionable insights and challenging industry beliefs. As he says, "Learning is necessary and what makes us grow every day."References DiscussedPersonsLoïc CertainBenoît RottembourgBooksRevenue Management and Pricing Analytics by Gallego & TopalogluCarthage by Irene VallejoLes Groseilles de novembre by Andrus KivirähkMusicArtecomo Amante by Indira Paganotto (feat. Nile Rodgers)Morning Glory by Paul Doreand all other choices on the Revenue Machine Playlist (Spotify)Hosted on Ausha. See ausha.co/privacy-policy for more information.

Revenue management is curling: aim, accept you’ll be wrong, and design the ‘brushing’ to correct the shot.Benoit Rottembourg is a mathematician with a PhD in applied mathematics who transitioned from solving abstract problems to tackling real-world business challenges. His career began at Bouygues, where he worked on workforce and supply chain optimization, before moving into pricing and revenue management at TF1, a French TV channel.Benoit became a pioneer in implementing revenue management in new industries, including campsites and maritime shipping, notably leading the digital transformation at Maersk. There, he helped design and launch a dynamic pricing tool for spot cargo, overcoming industry resistance and legacy processes. His approach emphasizes the importance of aligning technology with business needs, fostering collaboration between data scientists and operational teams, and adapting solutions to real-world volatility.Listen to the curling metaphor and you will understand the trick of the revenue management. How to improve permanently :never forget the human and the consequences of the processes. So observe and listen.get infuse by brillant brains like data scientists. Talent is universal.Benoit now focuses on auditing algorithms for robustness and fairness, always advocating for a hands-on, field-driven approach to optimization.Linked In Benoit RottembourgReferencesThe Theory and Practice of Revenue Management by Kalyan T. Talluri, Garrett Van RyzinRevenue Management and Pricing Analytics by Guillermo Gallego and Huseyin TopalogluMusicsThe Hu "wolf totem"Feu Chatterton "allons voir"Hosted on Ausha. See ausha.co/privacy-policy for more information.

"Certainty at times doesn't mean black and white. Certainty means I'm going to go in the right direction based on the data that I have."Fabian Bartnick began his career in hospitality by chance, starting at the front desk and night shifts at Heathrow, where he was introduced to revenue management through hands-on projects. He quickly progressed through roles in reservations and multi-property revenue management, eventually joining IHG and later moving to the technology side with Ideas, where he helped build the consulting division for EMEA. Fabian’s journey led him to co-found a company focused on revenue management for restaurants (F&B), leveraging his expertise in tech, revenue management, and events. His approach emphasizes the importance of both data-driven decisions and human insight, especially in dynamic environments like restaurants, where immediate feedback and adaptability are crucial. Fabian is recognized for pioneering the adaptation of revenue management principles from rooms to F&B, advocating for immersive learning, and fostering collaboration between operations and revenue teams.Chapter00:00:00 Introduction and cultural anecdotes00:04:30 Fabian’s background and entry into revenue management00:13:20 Early training and learning by doing00:23:10 The role of mindset and non-data information00:29:40 Embracing uncertainty and decision reversibility00:36:00 Transition to RMS technology and industry observations00:46:30 Founding a restaurant revenue management company00:54:00 Challenges in F&B data and operational realities01:06:00 Table and seat optimization vs. menu and server performance01:15:00 Personal learning habits and advice for young professionalsMusicRage Against The Machine - Killing In The NameDisturbed - The Sound of SilenceHosted on Ausha. See ausha.co/privacy-policy for more information.

Is tourist demand collapsing? Don't make the classic mistake of slashing prices by following your competitors. It's a trap that erodes margins without generating volume.1The real solution lies elsewhere: in analytical discipline and a Revenue Management strategy founded on data and direct marketing. Discover the 4 essential steps to manage your business with method and composure, even in a storm.1Read the full article on the WeYield Blog: Why Slashing Prices Is Never EnoughWhat Shady Younis intervention during the Revenue Management Conference March 2024 in Berlin How Boost Car Rental Business Success? Shady YounisHosted on Ausha. See ausha.co/privacy-policy for more information.

"Essayez, essayez : les succès compenseront les échecs"CarrièreBenjamin Hode, originaire de Nantes, a débuté sa carrière dans le secteur de la location de voitures en tant que préparateur saisonnier chez Europcar.Sa passion pour la gestion et les voitures l'a conduit à occuper des postes dans la gestion de flotte, la gestion de projet, puis finalement dans la gestion des revenus, où il a été le pionnier des pratiques RM chez Europcar Atlantique.Benjamin s'est ensuite orienté vers le conseil et a fondé WeBoost, où il aide les sociétés de location de voitures à mettre en œuvre et à externaliser leurs stratégies de gestion des revenus.Sa carrière se caractérise par une approche pratique, une volonté d'apprendre de ses erreurs et un désir de partager ses connaissances, que ce soit par le biais d'engagements universitaires ou d'expériences innovantes en matière de tarification dans le secteur de l'hôtellerie. L'histoire de Benjamin est celle d'un apprentissage continu, d'une grande capacité d'adaptation et d'un engagement à rendre la gestion des revenus accessible et efficace.Benjamin Hode sur Linked inChapitres00:00:00 Le parcours de Benjamin : ses racines nantaises et ses débuts professionnels00:13:45 Débuts dans la location de voitures et la gestion de flottes00:22:10 Transition vers le RM chez Europcar Atlantique00:34:20 Les leçons clés du RM : apprendre de ses erreurs et s'adapter00:45:00 Évolution technique : données, automatisation et touche humaine00:58:30 Conseil et création de WeBoost : externalisation de la gestion des revenus01:10:00 Application du RM au bar : tarification dynamique du prix de la bière01:20:15 Formation, partage des connaissances et implication universitaire01:30:00 Réflexions, conseils et conclusionsRéférencesTony Lesaffre (Europcar Atlantique)Denis Maure (Europcar Atlantique)Emmanuel de BrossesOlivier Martin, Stairway ManagementRenaud DionNelson Mandela : « Je ne perds jamais. Soit je gagne, soit j'apprends. »MusiqueKassav’ - Zouk la sé sel médikaman nou niNinho - Goutte d’eau (Hip Hop Symphonique)Hosted on Ausha. See ausha.co/privacy-policy for more information.

Career Summary of the IntervieweeTiago Gomes Santos began his career with a degree in history and initially worked as a teacher. Due to limited opportunities, he transitioned into retail sales, where he developed a strong foundation in customer service and cross-selling techniques. Over time, Tiago became fascinated by neuro-marketing and behavioral science, leading him to specialize in sales optimization. He spent seven years at Frontline Performance Group (FPG), focusing on car rental coaching and ancillary sales. Eventually, Tiago founded his own consultancy, dedicating 95% of his time to helping car rental companies across Europe improve their ancillary sales strategies, customer experience, and team performance.References DiscussedFrontline Performance Group FPGBooksSurrounded by Idiots by Thomas EriksonSapiens by Yuval Noah HarariInfluence by Robert CialdiniThinking, Fast and Slow by Daniel KahnemanMusicAC/DC Live at River Plate (YouTube)Macklemore & Ryan Lewis - Can't Hold Us (YouTube)Hosted on Ausha. See ausha.co/privacy-policy for more information.