CSG runs the duty free programme on China Southern.


“If people see older products when they open the magazine they have no interest,” Garreau remarks. Encouraging passengers to actually pick up and read


the catalogue in itself is easier said than done, “so it is our job to work with brands to ensure there are new and interesting product listings at the best prices,” he adds. Embracing elements like pre-order and home-


delivery will help satisfy the needs of those tech-savvy Chinese travellers. Garreau says: “We are rapidly developing our


pre-order and home-delivery concepts which have very strong potential, despite being small in terms of overall business.” Becoming more focused on inflight retail and ‘digging


deeper’ into the inflight industry are the prime objectives for CSG, according to Zhang. “In addition to selling products, we would like to be


more focused on inflight services. We want the inflight duty free offers on our various airlines to be like brands and for people to think of us when talking about inflight shopping.” From a product category perspective, perfumes and


cosmetics will remain the major sales generator in the future, says Zhang, who is keeping an open mind in terms of target consumers. “There are passengers of different ages, education levels and demands. Although we are more focused on the younger generation, the others are still important. “The older generation, for example have needs and


purchasing power, but perhaps not as much as the younger equivalent.” Moving forward, CSG is keen to ‘play with new


technology’ to help communicate with consumers, be more proactive and create an excellent business and shopping opportunity on board. Garreau concludes: “We want to add new items,


technology and concepts to our business and have inflight exclusives where possible to give us an advantage.” «


“We definitely need the support of brands to showcase new products and make inflight retail more attractive.”


Patrick Garreau,


Director of Purchasing Services, China Inflight Services Ltd


OCTOBER 2018


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