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A LONG-TERM COMMITMENT ALONGSIDE OUR CONTRACTING AUTHORITIES VINCI Airports stands out in the airport management sector as a result of its operating expertise, which calls on the work of 5,000 employees at its airports. When we bid on an airport concession tender, we plan to support the contracting authority for several decades. It is for the contracting authority and with the contracting authority that we design, build and operate the airport. The goal of both parties is to create long-term value. Our partnership approach involves engaging in an ongoing dialogue with the contracting authority throughout the concession period. The strong partnership, based on the VINCI Group’s financing capacity (as evidenced for example in the €3.08 billion the Group invested to acquire ANA), provides the contracting authority with the resources needed to carry through the project. Based on our expertise in complex project management and our experience in airport management, we do our utmost to control the risks inherent in the construction and operational phases. A CLOSE PARTNERSHIP WITH THE AIRLINES BASED ON OUR COMMON INTERESTS VINCI Airports also differs from other airport-sector players in the scale of its operations, which gives it the ability to negotiate the introduction of new routes and enables it to forge close working relationships with the airlines. We work with the airlines to develop our airports and, thanks to us, the airlines transport more passengers. To foster the creation of new routes, our marketing teams make detailed market surveys available to the airlines showing the economic and demographic potential of the region or country, traffic forecasts, and so on. We then support each airline’s strategy, putting it in touch with the local stakeholder environment, submitting communication plans, offering an attractive pricing policy for the first years, etc. As a result of the creation of many new routes, traffic at our airports in the first half of 2014 grew more than 11% in Lisbon, more than 10% in Phnom Penh and more than 7% in Nantes. WIN-WIN RELATIONSHIPS WITH ALL THE COMPANIES DOING BUSINESS AT THE AIRPORTS WE MANAGE Operating at our airports, a large number of companies ranging from major international brands to local retailers and service providers contribute to passenger satisfaction. They are therefore our strategic partners in developing business at the airports we manage. To enable them to enjoy the full benefit of our passenger
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flows, a specialized VINCI Airports team supports them throughout all stages of their business—development, installation and operation. STAKEHOLDER INVOLVEMENT The partnership approach also applies to all the regional stakeholders, in keeping with the VINCI Concessions business model. Because an airport by definition serves the public interest, it is the focus of a wide variety of social and economic stakeholders in its region, including local elected officials, businesses, the local tourist industry, citizens, local residents and civic organizations. The airports we manage are above all their airports. This is why we strive to meet the needs of all the stakeholders by maintaining constant coordination with them.
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