# Account - Metro Properties France

## Company overview

Metro Properties France manages 34 retail parks across France. The portfolio is mostly suburban retail parks from 5,000 to 25,000 sqm. The company is headquartered in Paris and is part of Metro Properties Group.

Key contacts:
- Antoine Dessart, Head of Partnerships and Assets
- Valerie Chaumont, Legal Director
- Technical contact not yet confirmed

Pipeline stage: Proposal - awaiting internal committee validation
Close target: June 30, 2026
Current scope: 12 locations, 3 to 5 chargers per site

## Interaction history

- March 14: inbound contact via DRIVECO website. Intro deck sent.
- April 2: discovery call with Sophie and Antoine. EV charging confirmed as a priority differentiator for tenant retention.
- April 28: site eligibility pre-check. 9 sites eligible, 3 sites still constrained by parking layout.
- May 15: commercial proposal v2.1 sent.
- May 18: Antoine confirmed the internal committee date: June 12. Decision package needed by June 5.

## Partner motivations

- Attract and retain anchor tenants such as supermarket, DIY and sport chains
- Differentiate retail parks from ecommerce
- Add a premium amenity with no capex and no operational burden
- Generate ancillary revenue from underused parking spaces

## Objections raised

- Who pays for maintenance and breakdowns?
- What happens if EV usage is low during the first 12 months?
- Legal team asked about liability scope in case of station malfunction.
- Contract duration of 10 years was flagged as too long. A break clause was requested.

## Pending actions

- Send revenue model with guaranteed minimum rent details before May 30.
- Confirm compatibility of the 3 constrained sites before May 27.
- Prepare Carrefour case study approved for external sharing.
- Schedule technical visit for Rouen.

## Competitive context

Electra was mentioned informally during the April call. There is no formal competing RFP so far. Antoine is personally convinced, but the investment committee is the blocker.

# DRIVECO Retail Offer - Partner Reference

## The DRIVECO model

DRIVECO finances, installs, operates and maintains charging infrastructure. The retail partner provides parking spaces and receives a revenue share or guaranteed minimum rent.

Core message:
- 0 capex for the partner
- 0 operational burden for the partner
- DRIVECO operates and maintains the charging infrastructure
- The partner receives either a revenue share per kWh consumed or a fixed guaranteed rent per charger per month

## Partner benefits

- No investment required: DRIVECO bears equipment and installation costs
- No operational burden: maintenance, breakdown response and driver support are handled by DRIVECO
- Network visibility: sites appear on the DRIVECO app, Google Maps and EV navigation platforms
- Differentiation: EV charging acts as a premium amenity for tenants and visitors

## Network facts

- 10,000+ charging points in operation or active deployment across France
- 98% network availability based on internal monitoring
- 100% renewable electricity sourcing
- Charging power from 22 kW to 150 kW
- Compatible with Type 2, CCS and CHAdeMO standards
- Underground parking compatible models from 1.9 m ceiling height

## Carrefour reference

DRIVECO is the exclusive EV charging partner for Carrefour across France.

Approved proof points:
- 200+ Carrefour hypermarkets and supermarkets deployed
- Zero capex and zero opex for Carrefour sites
- Average dwell time increase: +18 minutes per EV charging visit, internal study 2024

Approved quote:
"DRIVECO's model lets us offer a premium service without any infrastructure complexity." - Carrefour Real Estate Division

## Contract model

- Standard duration: 10 years with optional 5-year renewal
- Break clause available from year 7 upon 12-month notice, subject to commercial agreement
- Full technical and civil liability carried by DRIVECO for charging infrastructure
- DRIVECO carries civil liability insurance for all charging infrastructure
- Installation lead time: 4 to 8 weeks from signed agreement to first charge
- Site eligibility check: within 5 business days of request

# Sales Copilot Objection Playbook

## Usage rules for the assistant

Use this playbook only with the account notes and the approved retail offer file uploaded by the user. Do not add statistics, commercial terms or legal commitments that are not present in the uploaded files.

When the source is incomplete, say what is missing and ask the sales manager to verify it.

## Common objections

### "Who pays for maintenance and breakdowns?"

Approved answer:
DRIVECO handles maintenance, breakdown response and driver support. The partner does not carry the operational burden for charging infrastructure.

Human check:
Confirm whether the current contract draft uses the standard DRIVECO maintenance clause or a negotiated variation.

### "What if usage is low in the first 12 months?"

Approved answer:
The retail partner can discuss a revenue share model or a guaranteed minimum rent model. Use the account notes to understand which model is most relevant.

Human check:
Confirm the guaranteed minimum rent amount and whether it has been approved for this partner.

### "Is the partner liable if a charger malfunctions?"

Approved answer:
The approved offer states that DRIVECO carries technical and civil liability for charging infrastructure and maintains civil liability insurance.

Human check:
Legal must validate liability wording before sending a formal contract answer.

### "Is a 10-year contract too long?"

Approved answer:
The standard contract duration is 10 years with an optional 5-year renewal. A break clause can be available from year 7 upon 12-month notice, subject to commercial agreement.

Human check:
Confirm whether a year-7 break clause has been approved for this partner.

## Recommended meeting brief structure

1. Partner profile and current status
2. Committee deadline and decision path
3. Partner motivations
4. Current objections
5. DRIVECO answers with source references
6. Missing information
7. Recommended next actions