Europcar Mobility Group
Camille Léger heads up Revenue Management at Europcar Mobility Group. She shares with us what's...
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Théâtre Mogador
At the Théâtre Mogador, one of Paris's leading musical venues, Olivier Lazzarini, Sales and Marketing Director, talks about the implementation of Revenue Management.
PROJECT OVERVIEW
- Pricing optimization for The Lion King show.
- Complete diagnosis and audit of sales and fill rates.
- Dynamic price adjustment according to heat zones.
+30 000
tickets sales in line with forecasts
8
tariff categories (vs. 6 previously)
Revbell x Théâtre Mogador: How to maximize sales of The Lion King?
Can you tell us about the Mogador theater?
Théâtre Mogador is a French subsidiary created in 2005 from a Dutch company founded nearly 30 years ago by Joop van den Ende. It is present in 5 countries with a network of 17 theaters. Sold in November 2018 to an American family, Stage Entertainment, it operates theaters and produces shows under license (notably and mainly Disney, RUG, Little Star, etc.) or on its own.
When did the collaboration between Revbell and Mogador begin? What were your expectations?
The collaboration began in 2021, with the Lion King show. We called on Revbell because we wanted to optimize the venue’s occupancy and integrate an inclusive dimension, while preserving the margin.
What solution did Revbell come up with? What results were achieved?
Revbell carried out an audit of past sales and fill rates. Finally, we were supported in revising the floor plan, with a variety of recommendations. In particular, we followed the recommendation to increase the number of categories. We were able to reduce price differentials, making it easier to switch from one to another.
After analyzing the heat zones, we revised the price grid. Prices could vary upwards and downwards, to encourage filling.
We ensured the implementation of recommendations for the new season of The Lion King. Sales began in June, with nearly 30,000 tickets sold to date, in line with our projections!
Was this your first time on the RM?
With a more substantiated approach, yes. We were already practicing dynamic pricing, but on a constant floor plan basis. Revbell helped us with the audit and recommendations for implementation, which included moving from 6 to 8 categories.
In phase 2, we plan to train an internal revenue manager and equip ourselves with an optimization tool (Revbell RMS).
Any final thoughts?
What I appreciated about the collaboration was the balance between expertise from other sectors and exchanges with stakeholders. This enabled us to highlight and take into account our own specificities. A team that teaches, that is available and that knows how to immerse itself in the reality of our day-to-day business, beyond the figures.
In fact, the audit led us to include the creation of a dedicated function in our medium-term plans.
You want to optimize your revenues and train your teams?
Contact our Revbell experts for a diagnosis of your Revenue Management strategy or to organize a customized training session. Together, we’ll define the levers you need to activate to maximize your performance, whatever your business.
