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Malta conference. November 13th, 2012. Jean-Luc Chassigneux. All my career in Retail 3 years in Romania 7 years in Canada 4 years in UK Since 1989 in Travel Retail for Lagardere Services M.D. of Dutyfly Solutions since June 2010. Dutyfly Solutions. A JV between Aelia and Servair

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Malta conference

November 13th, 2012

jean luc chassigneux
Jean-Luc Chassigneux
  • All my career in Retail
  • 3 years in Romania
  • 7 years in Canada
  • 4 years in UK
  • Since 1989 in Travel Retail for Lagardere Services
  • M.D. of Dutyfly Solutions since June 2010
dutyfly solutions
Dutyfly Solutions
  • A JV between Aelia and Servair
  • Concessionaire for 4 national carriers
    • Air France
    • Iberia
    • Alitalia
    • C.S.A.
  • Also Concessionaire for Air Caraibes, Camair’co, Ecair, Transavia, Carpatair,
k s f
K.S.F.
  • Efficient marketing, procurement & training team
  • Reliable IT system (Front & Back office)
  • Safe trolley
  • Good moneticianpartner
  • Investment in R&D for
    • E-commerce
    • IFE
    • Connectivity
    • Dematerialized (virtual) products
strong b o it solution
Strong B.O. IT solution
  • We have ourownwarehouse soft : Airplan
  • For stock & trolley fleet management
  • For barset management per clusters
  • For sales data & reporting
  • For financialflows (cash, currencies & monetics)
  • For safety & security
  • For customs
  • For Airlinefee & CabinCrewincentive
  • We are interfacedwith SAP
strong f o it solution
Strong F.O. IT solution
  • HHC has to be PC-IPED & PC-IDSS and robust
  • To manage the catalogue (DF & DP, VAT fromdeparting country, …)
  • To beinter-active for sales assistance and advices
  • To register the CabinCrew ID number
  • To record the sales and promotions (Mix & Match, BOGOF, vouchers, discounts, incentive, …)
  • To manage the trolley inventory (customs)
  • Commercial application connected to the monetic
  • Wi-Fi, Bluetooth, Phone, USB connectivity
safe trolley
Safe trolley
  • 3 or 4 players are involved: Concessionnaire, Caterer, Handler and Cabin Crew
  • Each event has to be recorded and tracked
    • Where is the trolley (RFID tag)
    • when is it loaded and unloaded (tracking)
    • At what time the door is opened and closed
    • Who opened and closed the door
how does it work
how does it work

Safe trolley

dutyfly

light trolley
Light trolley
  • In partnership with Aerocat
  • 40% lighter than the standard one
  • Resin made by Solvay and airplane approved
  • Plus:
    • Allows RFID technology for stock management
    • Esay to handle for Cabin Crew
    • 100% recyclable
    • 100 € saving per kg per year for the airline
      • i.e. with 100 trollies full size => yearly saving of 65 K€
monetics
Monetics
  • Being off-line requires
    • Black-list management
    • Grey-list management
    • EMV for chip & pin
    • Algorythm to evaluate the risk
      • CC or debit card or mandatory authorisation
      • Last transactions
      • Which country and which bank
      • BIN codes
slide11
IFE
  • Video presentation instead of static catalogue
  • More dynamic and more inviting
  • Should replace the printed catalogue
  • Fuel and carbon tax savings
  • Interconnected with the Hand Held Computer
  • Allowing CC payment
virtual products
Virtual products
  • Upgrade,
  • Airport valet service
  • Airport Shuttle service
  • Lounge access,
  • And … entertainment tickets

Can be provided and processed via IFE or HHC

connectivity
Connectivity
  • On its way, but … long process and expensive
  • Will allow more flexibility
  • Will secure CC payments
  • Earn & burn for loyalty programs
some figures
Some figures
  • Conversion rate: from 2 to 10 %
  • Spend per pax: from 1.3 to 5.6 €
  • Average basket: from 45 to 96 €
  • Legs with no sales: from 4 to 28 %
  • Fraud on CC: from 0,2 to 4 %
  • Shrinkage: from 0.3 to 2.5 %
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