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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.
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 experiences00:19:00 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
With over 15 years of experience in revenue management, pricing, commercial strategy, project and change management, I am passionate about driving revenue and profit growth for the hospitality and mobility sectors. I have a proven track record of delivering successful projects, launching innovative solutions, and fostering strong relationships with internal and external stakeholders. Confident with tight deadlines and with the gravitas to communicate either with a Trainee, a General Manager as well as an Executive member, I am able to motivate and coach my team and build up strong relationships with all the relevant stakeholders. I am fluent in Italian, French, and English, and have excellent communication, presentation, and negotiation skills.I’m also the co-founder of Legnonaturale.com, a leading ecommerce of wooden constructions, and Bella-casa.it, comfort & quality Bed and Breakfast concept.
🎙️ As the host of The Revenue Machine podcast, I am passionate about transforming the car rental industry through Yield, Revenue Management, and new technologies. Entrepreneur since 2007, I founded WeYield to empower and, more importantly, to provide greater freedom to all entrepreneurs and professionals in the Mobility sector.
