THE NETWORK 79 BTOB FOCUS GROUP The aim of the 2 part of the study conducted by TNS SOFRES in November 2016 was to find out what repairersnd expect of a brand. This study was conducted in 2 countries (France and Spain) amongst our BtoB targets. The development strategy of the Motrio franchise is based on the results of this survey. The following approach was used: • 18 individual interviews held in Paris and elsewhere • 18 individual interviews in Madrid and Valencia - 10 repairers belonging to a network (including 4 Motrio) - 8 independents The repairers questioned shared the following opinions: • Claims of being a "passionate" mechanic • Clear-sightedness, a strong commitment and a desire to be proactive to changes in their profession and their additional turnover • A strong, shared feeling that the sector is at a turning point and is moving towards a more commercial dimension • Unstable distribution circuit To summarise, the following repairer expectations were revealed by this study: • FRANCE: - Claim of their independence - Importance of "zero" constraints - Requirement for a growing network - Need to have signage • SPAIN: - Importance of support from the brand - Delivery frequency is a stumbling block - Motrio network quality image