Business Magazine

Boom des grandes surfaces et changement de mode d’achat à Maurice ?

u003cp align=left\u003eu003cstrongu003eLe paysage commercial a visuellement beaucoup changé ces dernières années aux quatre coins de lu0026rsquo;île : apparition de nouveaux centres commerciaux, développement du nombre de points de vente et arrivée de nouvelles enseignes. Mais sommes-nous vraiment en présence du0026rsquo;un changement drastique et définitif du commerce à Maurice ?u003c/strongu003eu003c/pu003eu003cpu003eLe récent rapport 360u0026deg; Retail de DCDM Research nous apprend que malgré la multiplication des grandes surfaces, le commerce traditionnel (boutiques, tabagies) représente toujours 60 % du nombre des points de vente en opération à ce jour, totalisant 6 099 points de vente, soit 11 fois plus que le nombre de grandes surfaces (599) en 2015 (le canal HORECA u0026ndash; Hôtels, restaurants, cafés : 3 103). Du point de vue du nombre de points de vente, nous sommes loin de la disparition du commerce de proximité comme on peut parfois lu0026rsquo;entendre.u003c/pu003eu003cpu003eNéanmoins, les gérants de magasin (7 500 détaillants interrogés) se révèlent majoritairement pessimistes face à lu0026rsquo;avenir de leur business (55 % du0026rsquo;entre eux), et 16 % se révélant très pessimistes. Il demeure cependant une grande hétérogénéité : 60 % du commerce traditionnel se dit inquiet (68 % parmi les tabagies). On observe que les plus optimistes sont ceux qui proposent MCB Juice (57 % du0026rsquo;optimistes), les franchisés (83 % du0026rsquo;optimistes), et ceux qui sont situés dans un centre commercialu0026nbsp; (80 % du0026rsquo;optimistes). Un climat globalement difficile pour le petit commerce qui subit lu0026rsquo;impact de la grande distribution, mais qui, en partie, tire sa subsistance de sa nature même de proximité ; il serait passé du mode du0026rsquo;approvisionnement principal des consommateurs à une alternative, un modèle qui offre une variété limitée de produits, mais des produits du0026rsquo;achat du0026rsquo;impulsion ou de première nécessité. Ces derniers occupent aussi une place dans la vie quotidienne des Mauriciens et sont en quelque sorte un vecteur de lien social, certains offrant encore des facilités de crédit.u003c/pu003eu003cpu003eEn considérant lu0026rsquo;évolution de lu0026rsquo;univers du retail entre 2000 et 2015, le bilan est très contrasté (sur les catégories mesurées) ; le nombre de supermarchés, supérettes, snack et cold storages a plus que doublé en 15 ans. Les cold storages notamment ont su se réinventer, passant du0026rsquo;un format proche des boutiques en 2000, à celui, soit spécialisé soit proche des supérettes en 2015. Néanmoins, le nombre de boutiques diminue fortement en 2015 u0026ndash; une baisse de 15 % u0026ndash;, de même que les tabagies qui, après avoir fortement augmenté en 2006, baissent de façon importante en 2015 (-11%).u003c/pu003eu003cpu003eDu point de vue du consommateur, de réels changements accompagnent cette transformation du paysage de la grande distribution : les hyper-supermarchés deviennent ainsi le nouvel espace de référence dans la vie de 9 consommateurs sur 10 qui y font leurs provisions, alors quu0026rsquo;ils étaient 6 sur 10 il y a seulement trois ans. En 2015, ils sont moins de 7 % à ne jamais se rendre en grandes surfaces. La fréquence de lu0026rsquo;acte du0026rsquo;achat a également évolué : 2 consommateurs sur 3 su0026rsquo;y rendent plusieurs fois par mois, alors que trois ans plus tôt ils étaient 1 sur 3. Lu0026rsquo;habitude de u0026laquo;courses mensuellesu0026raquo; su0026rsquo;efface progressivement au profit du0026rsquo;une fréquentation plus fractionnée dans le mois, comportement probablement renforcé par lu0026rsquo;expérience du0026rsquo;un shopping u0026laquo;loisiru0026raquo; quu0026rsquo;offrent les nouveaux centres commerciaux et qui en fait une raison nouvelle de se rendre dans les grandes surfaces.u003c/pu003eu003cpu003eAvec 29 % du marché en fréquentation à lui tout seul, Winneru0026rsquo;s et ses 20 points de vente sur lu0026rsquo;île sont le pilier de la grande distribution à Maurice. Un leadership établi mais peut-être menacé au fil du temps, par lu0026rsquo;augmentation du nombre de magasins concurrents et lu0026rsquo;apparition de nouvelles enseignes. Du0026rsquo;après les données du Tracking Distribution de DCDM Research, la deuxième enseigne est désormais Dream Price qui totalise 13 % de la fréquentation au premier trimestre 2015, soit la moitié du leader.Le rapport de différence entre les deux est par ailleurs sensiblement le même quand on les compare sur la base de leurs chiffres du0026rsquo;affaires. Une surprise ? Pas vraiment, cette dernière affiche une progression lente mais constante depuis plusieurs années ; sa fréquentation nu0026rsquo;était que de 6 % à la même période en 2010. Petit à petit, Dream Price a dépassé des enseignes références comme Way, Super U ou Jumbo u0026amp; Spar. La faute à qui ? Le prix ?u003c/pu003eu003cpu003eProbablement une des raisons de son succès, la proposition du0026rsquo;un prix bon marché, mais aussi du0026rsquo;un modèle de point de vente de proximité, à taille humaine, où le confort du0026rsquo;achat est plus minimaliste et où lu0026rsquo;on va à lu0026rsquo;essentiel. On appelle cela les hard-discounters, auxquels on peut rajouter des enseignes locales telles que King Savers, Facilité, Masters Express, etc. dont le maillage du territoire commence à être conséquent, ou du0026rsquo;autres plus atypiques comme Lolo qui est un modèle unique du0026rsquo;hypermarché par sa surface, mais de discounter par son positionnement prix.u003c/pu003eu003cpu003eIl est certain que lu0026rsquo;une des tendances les plus marquantes du moment est un glissement progressif des consommateurs vers le discount : il totalise aujourdu0026rsquo;hui 30 % du marché en fréquentation, contre un toujours imposant 70 % pour les enseignes dites traditionnelles (Winneru0026rsquo;s, Super U, Way, Shoprite, Jumbo u0026amp; Spar, Intermart, etc.). Mais en 2008, ces scores étaient radicalement différents : le hard-discount ne totalisait que 10 % de la fréquentation contre 90 % pour les autres enseignes. Cu0026rsquo;est donc une nouvelle habitude pour de plus en plus de Mauriciens du0026rsquo;aller chercher le meilleur prix. Pourtant, les grandes enseignes traditionnelles martèlent depuis longtemps quu0026rsquo;elles pratiquent les prix les plus bas. Comment font-elles pour garder le cap et occuper le terrain ?u003c/pu003eu003cpu003eu003cimg alt=\ 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