#37 Loic Certain, revenue management in train

"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 discussion

Loïc 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 Discussed

• Persons

  • Loïc Certain

  • Benoît Rottembourg

• Books

  • Revenue Management and Pricing Analytics by Gallego & Topaloglu

  • Carthage by Irene Vallejo

  • Les Groseilles de novembre by Andrus Kivirähk

• Music

  • Artecomo Amante by Indira Paganotto (feat. Nile Rodgers)

  • Morning Glory by Paul Dore

  • and all other choices on the Revenue Machine Playlist (Spotify)

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