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Camille Leger
RCM | Head of RCM Data & Systems, Europcar Mobility Group
Europcar Mobility Group is the leading mobility company in Europe and the third largest in the world. With a massive network of services in 140 countries, they make transportation easy, enjoyable, and increasingly eco-friendly, whether it's vehicle rental, chauffeur services, or scooter-sharing. Their brands include:
Europcar® – a global leader of car rental and light commercial vehicle rental
Goldcar® – a frontrunner at providing low-cost car rental services in Europe
Ubeeqo® – one of the European leaders of car-sharing
Fox-Rent-A-Car® – one of the main players in the car rental market in the US, with a "value for money" positioning
Supernova Award Category:
The Problem:
Europcar Mobility Group had a monolithic pricing system that consisted of three separate and disconnected tools as well as manual processes that meant pricing analysts spent most of their time on low-value tasks like inputting data into each system. It was clear they needed updated tools to be more strategic and agile in their pricing, and they also wanted a link to CPQ technology so they could streamline the sales experience. In short, Europcar Mobility Group wanted to automate, simplify, and standardize their pricing and selling systems with modernized technology to become more data-driven, dynamic, and customer-centric.
The Solution:
Europcar Mobility Group was looking for a single platform that combined everything they needed all in one place. They selected the PROS Platform as the cornerstone of their widespread transformational journey. This ideal solution consists of PROS Smart Price Optimization & Management and PROS Smart Configure Price Quote.
Europcar Mobility Group processes 50 billion price calculations per year. Since PROS powers more than 400 million prices every day, they were confident that PROS was built to handle their needs, now and into the future.
The Results:
Demand forecasting—They can plan activity for the next days, weeks, and months based on various KPIs (such as revenue, rentals, and days). Before PROS, they were limited in their forecasting capabilities with a short-term horizon and pricing actions weren’t feeding into the forecast and vice versa.
Pricing agility—Hourly price updates are triggered automatically. Before PROS, they had a limited number of rate changes per day with a long loading process since pricing updates were done manually.
Greater pricing insight—They can drill down to give intraday rates for cars and associated products and services at a granular level (such as per car category, station, duration, and type of payment). Before PROS, they had limited granularity to manage pricing with this level of insight.
Revenue management/capacity control—They can steer the fleet to the most profitable customers. Before PROS, they lacked the insight and tools to be able to tailor offers to customer needs.
CPQ—They can accelerate and maximize the use of corporate agreements with professionals. Before PROS, they were limited in their product offerings with no way to offer multiple offers to create packages.
Metrics:
Europcar Mobility Group's strategic objective was 1.7% revenue growth but they obtained a whopping 7.1% YoY 2024 versus 2023.
They achieved 5x more revenue compared to their initial revenue target, with an increased mix of volume versus revenue per day (RPD), which was a nice surprise as original targets were based solely on RPD growth.
The Technology:
The PROS Platform (pros.com) is the only unified, end-to-end solution for intelligent decision-making across marketing, pricing, and sales. PROS Smart Price Optimization & Management centralizes pricing data, connects pricing and selling processes, and delivers AI-powered insights for omnichannel performance. PROS Smart Configure Price Quote delivers real-time, personalized offerings in a multi-channel environment to improve customer experience and increase revenue.
Disruptive Factor:
PROS worked closely with teams from Europcar Mobility Group and partner Deloitte to deliver fast time-to-value and enterprise-wide transformation. This was thanks to an exceptional change management program, rapid adoption of PROS solutions among employees, and a relentless focus on accelerating business value across their organization.
Regular workshops and meetings were held to ensure continuous alignment and address any emerging issues promptly. The teams worked tirelessly, often going above and beyond to ensure that every detail was meticulously addressed.
As a result, the pilot launch in Germany was completed in just eight months, two months ahead of schedule. This followed with an aggressive rollout to other countries in Europe in phases, which provided a lower risk of launch failure, offered an increased learning curve, and delivered more operational efficiency. With a dedicated and focused project team pushing the implementation roadmap, Europcar Mobility Group succeeded in carrying out 23 rollouts in one year, which means one launch every two weeks, across three different workstreams and six different countries.
Implementation highlights for Europcar include:
130 full time employees directly contributing to the project daily
Record-level users trained for an internal application: less than 80 in 2024, up to 500 by the end of 2025
100+ change requests internally, showing the eagerness of the organization to adopt the solution
89% of Europcar employees believe PROS Smart Price Optimization & Management helps them generate more business
86% agree the tool helps them in their day-to-day activities
84% rate their overall experience with the tool as either good or excellent
Shining Moment:
In addition to the quantifiable benefits already mentioned, working with PROS also helped Europcar Mobility Group realize intangible business value:
1) Gaining tremendous organizational insight—The PROS Platform is now the core of Europcar Mobility Group's IT landscape, providing a single source of pricing truth throughout the organization to help them gain a competitive edge with more strategic pricing. For example, PROS Smart Price Optimization & Management is integrated into their CRM platform, as well as their financial and inventory SaaS platforms. This will eventually also include PROS Smart CPQ with further integration with their new future SaaS platform and real-time eCommerce tools.
2) Strengthening collaboration between IT and business—Before the PROS project, Europcar Mobility Group's IT and business relationship was often strained and lacked collaboration. Now, with everyone on the PROS Platform, this has strengthened their relationship, especially as they recognize the value PROS delivers to their organization, whether it’s increasing revenue or improving employee workday satisfaction.
3) Redefining the global organization—Europcar’s transformational journey is a 360° exercise focused on their IT and business. PROS has enabled them to implement their new organizational approach, leveraging their new pricing capabilities and enabling their corporate entities and subsidiaries to all evolve together.
4) Changing how employees work—The PROS implementation has produced ground-breaking organizational changes, including how employees work. For example, automation and new yield capabilities have enabled the previous role of pricing analyst to develop into that of a demand analyst, integrating yield activities that have completely redefined their role. In addition, as PROS Smart CPQ continues to be rolled out, this will also change and improve the way hundreds of Europcar's salespeople work.
About Europcar Mobility Group
Europcar Mobility Group is a global mobility player, with 75 years of mobility services expertise and a leading position in Europe. “We help to change the way you move” is what we stand for and brings us together. More than ever, we're committed to delivering simple, seamless, innovative solutions that make mobility easy, enjoyable and increasingly eco-friendly. To do this, we offer to individuals and businesses a wide range of car and van rental services, be it for a few hours, a few days, a week, a month or more, on-demand or on subscription, relying on a fleet of more than 280.000 vehicles, equipped with the latest engines including an increasing share of electric vehicles. Our brands address differentiated needs, use cases and expectations: Europcar® - a global leader of car rental and light commercial vehicle rental, Goldcar® - a frontrunner at providing low-cost car rental services in Europe, Fox-Rent-A-Car®, one of the main players in the car rental market in the US, with a "value for money" positioning, and Euromobil®, a German car rental player. The Group also operates the "myEuropcar" platform for vehicle subscription. Customers’ satisfaction is at the heart of the Group’s ambition and that of our more than 9,000 employees, everywhere we deliver our mobility solutions, thanks to a strong network in over 130 countries (including 15 wholly owned subsidiaries completed by franchisees and alliance partners). www.europcar-mobility-group.com
