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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

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


Malta conference
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 %