1. BENOÎT TROCHU
Business Development
Director

2. LEVERAGE On our genetics

3. What is our job? YES MAKE MONEY IN OPERATING AIRPORTS?
Operate airports? NO
MAKE MONEY?
YES
MAKE MONEY IN OPERATING AIRPORTS?
Create value for travelers, for the country, for VINCI Airports
Invest in a long term
DESIGN “Value for money” AIRPORTS
VINCI Airports Convention 2014

4. Airport operators Funds
A LOT OF COMPETITORS
Airport operators
Funds
VINCI Airports Convention 2014

5. Airports are expensive assets
VINCI Airports Convention 2014

6. TO WIN: LEVERAGE ON OUR GENETICS
> TO WIN, WE MUST
Have strong conviction
Be Risk Taker
Tailor our deals
> WE HAVE UNIQUE STRENGTHS
The KNOW HOW
A global reach
A lot of capital to deploy
VINCI Airports Convention 2014

7. What is of interest for us?

8. GROWTH SEEDS OPTIMIZATION GREENFIELD
VINCI Airports Convention 2014

9. HOW TO IMPROVE OURSELVES

10. How to better leverage on the airport know-how of our VINCI Airports network in business development ?

11. OUR STAKES 1
Improve our ability to identify leverages for value creation 2
Be more and more professional towards our partners in order to monetize our know-how 3
Propose innovative solutions, especially for “non plain vanilla” deals
VINCI Airports Convention 2014

12. 1- INCREASE THE VALUE CREATION OF OUR TECHNICAL SOLUTIONS
FACT
We have not a precise understanding of the impact of our technical solutions on the P&L (consumption, electricity, consumption, cleaning, etc.)
Our engineering support is not yet enough “consultancy” driven
TARGET
Be able to create design / premises with improved efficiency to lower costs
Be as professional as third party consultancy providers
ACTION
Create a common working group (VCGP, VINCI Airports, etc.) to elaborate links between technical solutions and P&L impacts and elaborate optimization solutions
Educate engineers exposed to business development to our stakes, priorities, targets, etc.
VINCI Airports Convention 2014
VINCI Airports Convention 2014

13. 2- BE ABLE TO PROVIDE CARGO SOLUTIONS
FACT
We do not fully understand the cargo dynamics
We are not able to propose offers with ambitious plans especially in emerging markets
TARGET
To be as connected with cargo handlers, freighters, etc. as we are with airlines
ACTION
Create relationships with professionals of this sector , understand their way of thinking, discuss with them opportunities to collaborate
VINCI Airports Convention 2014
VINCI Airports Convention 2014

14. 3- IMPROVE OUR ANALYTICAL UNDERSTANDING OF AIRPORT ECONOMICS
FACT
Our understanding of cost structure has improved but we are still not exploiting the benchmark of our VINCI Airports network
TARGET
Benefit from the different size of airports in our portfolio to assess properly the cost structure of airport and the dynamics of it (drivers, variable/fix, elasticity, etc.)
ACTION
Jointly with the Finance direction, elaborate this benchmark and cross learn with the situations we are facing in Business Development
VINCI Airports Convention 2014
VINCI Airports Convention 2014

15. 4- CREATE A NETWORK OF EXPERTS
FACT
We have too few experts in the VINCI Airports network identified as “part time” consultants for business development (ORAT, operational due diligence, etc.)
TARGET
Have a network of people, covering the full scope of airport operation, educated to have the role of “internal” advisors
ACTION
Identify with the Human Resources the people skilled and interested in that business
Educate them on our objectives
VINCI Airports Convention 2014
VINCI Airports Convention 2014