The 1,500 shops, vending machines and services at stations represented 1.5 billion euros of turnover in 2018, an increase of nearly 6.5% since 2014. In total, 256 companies occupy 180,000m² of commercial space.
A booming sector
With an average annual growth of 8%, travel retail will reach a turnover of 8 billion euros in 2020. In 2017 this turnover was distributed as follows: airports (56%), stations (25%), motorways (15%), metros (4%). Stations are therefore a prime location... and becoming even more so! By 2020 we are expecting to see 13 million visitors at stations. Beyond just the major Parisian stations, we are also seeing rapid commercial development in the regions with average annual growth of 3%.
Attractive shops
Station shops perform extremely well with one third of visitors entering a sales point, a conversion rate of 60 to 75% depending on the stations (proportion of those who enter who then make a purchase) compared with 77% in shopping centres and an average basket up to €20 at the big Parisian stations.
New commercial opportunities
The stations have a total surface area of 2 million square metres. In 2016 only 180,000m² was devoted to commercial businesses, 9% of the total. By 2023, SNCF Gares & Connexions is expecting this to increase by two thirds, up to 300,000m² of commercial space with a turnover of 2.2 billion euros.
Clearly identified customer targets
Three main behaviours have been identified among customers at stations, corresponding to three types of needs and three types of services to offer: ‘Zero time’ (just passing through), ‘100% useful time’ (the visitor wants to use the time spent at the station to save them time in their everyday life) and ‘100% pleasant time’ (the visitor wants a relaxing station).
Station shops open on Sundays
Since 11th February 2016 the law has allowed station shops to open on Sundays at 12 major stations (Paris Saint-Lazare, Paris-Nord, Paris-Est, Paris-Montparnasse, Paris-Lyon, Paris-Austerlitz, Lyon Part-Dieu, Marseille Saint-Charles, Bordeaux Saint-Jean, Montpellier Saint-Roch, Avignon TGV and Nice Ville).
Newsagents and restaurants - commercial locomotives
Newsagents represented 35% of turnover generated at stations in 2018, with restaurants and take-away representing 25%. Innovative concepts developed in recent years in these two areas, and especially a move upmarket, has led to stronger growth in their turnover.
Open a business at the station
Any plan to install a commercial business at a station must correspond to a vacant site and is subject to a tender on our dedicated platform.