Imagine if you get 1% better in pricing what would be the result at the end of the year

In this episode of The Revenue Machine Podcast, Emmanuel Scuto interviews Stefan Schoesser, founder of Decurade Consulting and former head of franchise pricing at Sixt International. Stefan shares his journey from hotel management studies to a decade at Sixt, where he specialized in supporting franchisees with pricing strategies and data-driven tools.

He highlights the challenges of empowering local operators with the right tools, data, and training, and the importance of focusing on internal metrics over competitor prices.

Stefan’s consulting firm now helps car rental companies identify and optimize their "value engines"—core business processes like pricing and fleet planning—by implementing clear structures, KPIs, and process documentation. The conversation emphasizes the need for dedicated pricing roles, continuous learning, and the practical limits of AI without strong data and processes.

00:00:00 Podcast introduction and technical setup

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00:13:00 Role at SIXT: supporting franchise pricing

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00:34:00 Why operators focus too much on competitors

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00:47:00 Importance of dedicated staff and process documentation

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01:01:00 Knowledge sharing between franchise and corporate

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01:16:00 Implementing KPIs and clear responsibilities

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01:30:00 AI in pricing: limits and prerequisites

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01:43:00 Book recommendation and closing thoughts