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Focused on its train timetable it is not to consume

Sébastien Van Hoove, Deputy CEO of A2C.

What is the policy of the SNCF as regards the marketing of its stations The 3,000 stations SNCF in the France, nearly 400 have businesses with human presence. This represents approximately 1 500 points of sale for 185 000 m of commercial surface (excluding parking). But the heritage that we have to manage is very heterogeneous. Most of our stations simply respond to the main applications for travellers, with a newsstand, an offer of catering, take-out, car rental, pharmacy and different vending machines. This offer is not new. By the end of the 19th century, Hachette proposed its first libraries which stood the station buffet. Only the stations of major cities have a sufficient flow to propose a genuine diversification of their businesses. Today, the SNCF is seeking to open its stations on the city. Trade is involved in this development by making the halls more human, more comfortable and more secure. Many projects will be launched in the months and the years to come, including to Lille, Paris Montparnasse, Cannes, Nice and Lyon which running at Paris Saint-Lazare, whose restructuring is soon over, and to the train station of the is.

How you select represented activities It is very difficult to assess a crossing threshold from which a diversification of activities is possible. Unlike the shopping centres, galleries of the stations have no natures of identical flow. It all depends on the urban environment and trade and the distance between the centre of the town and the train station. A station is not a territory of experience in which the traveller makes a first purchase. Focused on its train timetable, it is not to consume. That he travels for work or leisure, the traveler is going towards concepts that it attract and reassure, in which he can reproduce already purchases in the downtown or shopping centre. Where the interest of the presence of national signs, beautiful concepts, carriers of meaning, with a staff trained.

How is the selection of these traders Unlike the shopping centres, 100 of our marketing themselves through public tenders published in the press of each sector of activity. Each announcement specifies search activity and the name of the station. A record is provided to each applicant who shall provide proof of its network to him entrust the operation of the sign. We examine the quality and relevance of the concept, and the experience of the candidate and his financial capabilities. Last test: the candidate must itself determine the amount of the levy, which replaces the rent as a percentage of its turnover, and the guaranteed minimum. As a general rule, we sign with the franchise, with its sign. And apart from a few exceptions, no network would benefit agreement at the national level. Specialized, Elior or SSP, which are franchises of multiple signs in stations, are in competition with other retailers for each tender. Once the contract is signed, the franchisee can solicit financial partners by clarifying that it develops its activity into the station.

What advice would you give to a candidate for the franchise wishing to locate in a station There are few traders disappointed by their implementation into the station. Candidates must not hesitate to know our services spontaneously. Call for offer concerning the activity and the station, they will be systematically contacted.