What changes can business travellers expect with the arrival of the new A321neo aircraft in La Compagnie's fleet?
Jean-Charles Périno - We are moving from a all-business-class aircraft to another "all-business class" aircraft, with capacity increasing from 74 to 77 seats. The real difference, then, is the product: we will be introducing perfectly flat lie-flat seats, as well as a state-of-the-art in-flight entertainment offer, including free, unlimited Internet access for all our customers. We're not talking about the kind of connection we've seen in the airline industry in the past, which "coughs" a bit, but rather about a new kind of service. WiFi connection "just like at homemuch more stable thanks to Viasat. Beyond that, theA321neo is quieter and uses less fuel. So it's a new aircraft, and we're also the launch company! But the positioning remains the same: The Company remains the specialist in business class at the best price between Paris and New York.
During a previous interviewWhen you talked about in-flight connectivity, you wondered about the marketing model...
J.-C. P. - And I'm still wondering! The business model has changed radically in recent years: it's now a much more efficient model. To make the most of it from an economic point of view, as many passengers as possible need to use it. In any case, that's the gamble we're taking. It's a low-cost offer, which must be able to connect as many of our customers as possible. In the same way that we have democratised business class, we want to democratising wifi in business class.
But low-cost was originally based on the segmentation of the offer, whereas here you are betting on the "all-inclusive" approach...
J.-C. P. - Not everything is included. We have introduced the transferwhich is an optional service, as is travel insurance. And there are other things we're working on that we could offer as options. But the DNA of business class - the lounge, the seat, the on-board experience - is an all-inclusive experience. It's a market on the move, and technology is opening up new possibilities, so we're not stopping ourselves from developing our offer.
What are you going to do with the two Boeing currently in use?
Jean-Charles Périno - The first A321neo will arrive in April, for entry into service in May. We'll be taking one of the two 757s out of the fleet, so we'll end up with a fleet of three aircraft, which will enable us to develop our business. There is the possibility of seasonal routes, and the charter business is also generating growing demand, and the 757 will enable us to meet this demand.
Are the plans for new seasonal routes taking shape?
J.-C. P. - We are still working on this. But for the moment our mission is to successfully integrate these A321neo aircraft. La Compagnie's development on the Paris-New York route is accelerating. This is a fundamental route for us, and we are therefore remaining focused on this route.
How is La Compagnie's traffic developing in 2018? Is there a slowdown in France USA demand due to trade and political tensions since the election of Donald Trump?
J.-C. P. - As far as we are concerned, there is no sign of a slowdown either from France or from the USA: we are experiencing growth on the Paris - New York route in line with our expectations. The proportion of American customers continues to increase and in 2018 represented the majority of our customers, with 55%.
How is Orly airport strategic for your French and American travellers?
Jean-Charles Périno - Orly is above all close to the heart of Paris. For the largest part of our traffic, customers looking for the best value for money in Business class between Paris and New York, Orly's location represents a considerable advantage. For our customers whose final destination is not Paris, Orly also offers a fantastic choice of connections to the provinces and Europe.
What is your assessment of the partnership signed a few months ago with easyJet for its Worldwide platform?
J.-C. P. - We're very happy with it, particularly in terms of brand awareness. This has given us the opportunity to be distributed via the easyJetWe were able to reach a customer base that we didn't really have access to, travellers who didn't really know us. Today the product has improved: if a self-connector searches for a flight from Toulouse to New York, for example, we appear in the results. It's not a traditional connectivity solution: it's still two separate transport contracts, with no code-sharing. It's a new way of consuming, and one that customers are embracing. We're making it easier for travellers to find the best travel solution from point A to point B, even if we don't serve point A. We are great believers in this kind of partnership.
So you're optimistic about the next few months?
J.-C. P. - We are in a complex environment, with relatively high oil prices. The arrival of the 321neo will also help in this respect, thanks to the operational performance of these aircraft. The environment is subject to a great deal of uncertainty, but we are convinced that with this model, which is very focused on our core target, there is a market in which we intend to continue to work. There is a strong growth in the offer, with the arrival of a huge number of players on the low-cost segment in particular, but our rather unique positioning of business class at the best price is keeping us out of this great war that exists in economy class.
