Description
« 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.
Chapter
00:00:00 Stefan introduction
00:13:00 Role at SIXT: supporting franchise pricing
00:34:00 Why operators focus too much on competitors
00:47:00 Importance of dedicated staff and process documentation
01:01:00 Knowledge sharing between franchise and corporate
01:16:00 Implementing KPIs and clear responsibilities
01:30:00 AI in pricing: limits and prerequisites
01:43:00 Book recommendation and closing thoughts
References
James Clear, author of Atomic Habits
Montgomery Blair, podcast
Dr. Henrik Imhoff, SVP & Chief Pricing Scientist, head of Operations Research Sixt International
James Adams, Executive Vice President and Chief Commercial Officer, Avis Budget Group
Romain Charié, CEO and co-Founder of RevBell, podcast
Music
Jessie J "Price Tag"
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