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Emmanuel Scuto recently interviewed Christelle Lecoustay, revenue manager at Parc Astérix, for The Revenue Machine podcast. Together, they discussed the daily life of a revenue manager and optimization strategies during the Paris 2024 Olympic Games.
A graduate of ESSCA's master's degree in services marketing in Angers, Christelle benefits from a dual skill set, both commercial and analytical, inherited from her training and her origins in the hotel industry. At Parc Astérix, optimization is largely based on two segments: CSE (Comités Sociaux et Économiques), which account for 50% of sales, and MICE (seminars and conventions). Hotels play a key role in maximizing overall occupancy, notably by pre-allocating 2 to 3 times the saleable capacity to guarantee an optimal occupancy rate.
Daily monitoring of bookings is at the heart of the revenue manager's job, to ensure that forecast targets are met. However, the run-up to the Olympic Games in 2024 thwarted initial expectations, forcing Christelle and her team to adapt their strategy in the face of unpredictable customer behavior.
Although Revenue Management System (RMS) tools can automate certain processes, Christelle insists on the importance of maintaining control to avoid the “black box” effect that could result from complete and uncontrolled automation.
📌 Chapters
0:00:00 Introduction and presentation by Christelle
0:09:15 The RM is the company's Swiss army knife
0:15:40 Segmentation at Parc Asterix
0:26:50 A typical day for a revenue manager
0:33:50 Park optimization during the Paris 2024 Olympic Games
0:42:00 RMS parameterization pitfall
0:58:40 Optimizing fleet filling
1:05:30 How to keep learning
Christelle Lecoustay est Revenue Development Manager au Parc Astérix (Compagnie des Alpes), où elle optimise les revenus et la rentabilité depuis 2012. Avec plus de 20 ans d'expérience dans la gestion des revenus, elle a occupé des postes au sein de grandes marques hôtelières telles qu'Accor et Hilton, supervisant les stratégies de tarification, l'animation des équipes et l'optimisation de la distribution. Diplômée de l'ESSEC etr de l'Essca d'Angers, Christelle est reconnue pour son expertise dans la gestion des revenus des parcs de loisirs et des hôtels. Elle est également activement engagée dans des réseaux professionnels, notamment le Revenue Management Club Paris.
🎙️ 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.
