"The only element between you and the success you crave is yourself"

Episode abstract
1/ System-Mind Synergy: Explore optimizing the synergy between our systems and mental faculties for peak performance.

2/ Adapting to Volatility: Uncover strategies for maximizing mental agility amidst extreme market volatility and uncertainty.

3/ Harnessing Past Experience: Evaluate how leveraging past experiences can bolster our resilience and adaptability to embrace discomfort and change effectively.

4/ Cultivating a New Mindset: Implement actionable tactics to cultivate and embed a growth-oriented mindset, fostering innovation and adaptability in dynamic environments.

Adrian, with over 15 years of experience in car rental in Ireland working for Enterprise and Sixt in various capacities such as Operations, Channel Management, and Sales, understands the pivotal role car rental operations play in serving customers, often being their initial point of contact after long flights. Transitioning from the bustling front office to the quiet back office was initially jarring for him, prompting introspection about his career path.

He delves into the power of thought, citing statistics that reveal how people's thoughts shape their realities. Adrian advocates for conscious reprogramming of the subconscious mind to foster positive change gradually, emphasizing the mind's inability to distinguish between reality and imagination. He urges professionals to focus on their own businesses rather than fixating on competitors, stressing the importance of recognizing one's unique value proposition.

Adrian encourages embracing change incrementally, acknowledging that personal growth necessitates accepting failure and experimenting with resilient, profitable ventures. He outlines three types of goals—A, B, and C—highlighting the significance of pursuing goals driven by burning desires. Visualizing success mentally is underscored as a potent tool in achieving these objectives. In essence, Adrian advocates for a proactive mindset, strategic focus, and a willingness to evolve in the dynamic car rental industry.

Chapter
00:00:00 Adrian Treacy introduction
00:19:20 How the mindset approach got started
00:34:30 Revenue management and mindset
00:47:14 Setting a new paradygm, our new mental software
00:53:45 How to overcome fear as a driver not to start
01:13:14 3 types of goals A, B, C till the end

#18 Adrian Treacy, Mindset Consultant

Pascal Niffoi's journey in revenue management began after studying mathematics, leading him to an initial experience in flow management before transitioning to Air France in 2000. He described Air France as the "Champions League" of revenue management, providing a strong foundation in a well-established system. His desire for more rapid change led him to Disney, where he encountered a less integrated approach with separate pricing and yield departments, and a focus on country of origin rather than contribution. 

At Disney, Niffoi focused on integrating pricing and yield, re-segmenting demand by contribution, and expanding the scope of revenue management. However, organizational resistance to these changes ultimately contributed to his departure.
Subsequently, at Pierre & Vacances, Niffoi took on a leadership role, aiming to modernize revenue management practices and implement dynamic pricing. 

Despite support for these initiatives, progress was slower than desired due to technical and organizational factors, leading to his decision to co-found Revbell. Through Revbell, Niffoi advocates for a holistic view of revenue management, emphasizing revenue integrity – ensuring that the revenue intended from a sale is actually realized by addressing issues like unapplied fees or incorrect commissions. He also stresses the importance of using intrinsic KPIs that directly measure the effectiveness of revenue management levers, rather than solely focusing on overall occupancy, average price, and revenue. 

Niffoi's diverse experiences have shaped his perspective on the evolution of revenue management, highlighting the importance of foundational principles, holistic integration, data-driven decisions, and effective change management. He emphasizes continuous learning through exposure to diverse client problems and the value of intellectual honesty.

Chapter
00:05:38 Introduction to Pascal Niffoi and his mathematic background and Air France structural experience
00:11:19 Niffoi's move to Disney highlighting the separation of pricing and yield.
00:28:07 Niffoi's time at Pierre & Vacances as the head of revenue management and the the transition to founding Revbell (originally NandC) with Romain Charié
00:34:05 - Discussion on the concept of revenue integrity

References Shared:
L'entreprise, une affaire de cœur by Hubert Joly.
The Infinite Game by Simon Sinek.

#27 Pascal Niffoi Championing Revenue Management vFR

Passionnate about car rental company transformation in yield management

#27 Pascal Niffoi Championing Revenue Management vFR

The Revenue Machine

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