Description

"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

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