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<text><![CDATA[On a regular basis - every 20 months -<br />]]></text>
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<text><![CDATA[our customers have to - for reason x or y -<br />]]></text>
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<text><![CDATA[change their mobile phones.<br />]]></text>
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<text><![CDATA[And at the time of changing the mobile phone,<br />]]></text>
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<text><![CDATA[they have two kinds of preoccupation.<br />]]></text>
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<text><![CDATA[The first is:<br />]]></text>
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<text><![CDATA[how much is a new mobile phone going to cost me ?<br />]]></text>
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<text><![CDATA[And the second type of preoccupation is:<br />]]></text>
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<text><![CDATA[but ultimately<br />]]></text>
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<text><![CDATA[if I invest in a new phone,<br />]]></text>
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<text><![CDATA[quite simply because the one I have<br />]]></text>
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<text><![CDATA[is broken, or damaged,<br />]]></text>
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<text><![CDATA[or got damp...<br />]]></text>
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<text><![CDATA[In the end, am I, through my individual action,<br />]]></text>
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<text><![CDATA[contributing or not<br />]]></text>
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<text><![CDATA[to the deterioration of the environment ?<br />]]></text>
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<text><![CDATA[Today we are in a period<br />]]></text>
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<text><![CDATA[in which these things count.<br />]]></text>
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<text><![CDATA[We've had the 'Grenelle de l'environnement' round table,<br />]]></text>
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<text><![CDATA[there are a certain number of elements<br />]]></text>
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<text><![CDATA[which mean that all our customers -<br />]]></text>
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<text><![CDATA[the French, our fellow citizens,<br />]]></text>
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<text><![CDATA[are attentive to their individual acts.<br />]]></text>
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<text><![CDATA[And they told us -<br />]]></text>
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<text><![CDATA[they are particularly sensitive<br />]]></text>
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<text><![CDATA[to their actions with regard to<br />]]></text>
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<text><![CDATA[- I'd say with all the actions they have<br />]]></text>
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<text><![CDATA[in their everyday acts of consumption.<br />]]></text>
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<text><![CDATA[And for them, this translates into:<br />]]></text>
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<text><![CDATA[what will they do for the environment ?<br />]]></text>
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<text><![CDATA[And within that, we were led to<br />]]></text>
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<text><![CDATA[test their sensitivity<br />]]></text>
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<text><![CDATA[to several types of things,<br />]]></text>
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<text><![CDATA[and in particular to the provision<br />]]></text>
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<text><![CDATA[of reconditioned phones.<br />]]></text>
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<text><![CDATA[So this is something that could have<br />]]></text>
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<text><![CDATA[been taken as something<br />]]></text>
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<text><![CDATA[which was simply a discount operation.<br />]]></text>
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<text><![CDATA[But not at all<br />]]></text>
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<text><![CDATA[because it was introduced<br />]]></text>
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<text><![CDATA[through articulation with another operation,<br />]]></text>
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<text><![CDATA[namely, our recycling operation,<br />]]></text>
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<text><![CDATA[which allows all French people - and without having to be<br />]]></text>
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<text><![CDATA[an Orange customer - you can be an SFR or Bouygues customer -<br />]]></text>
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<text><![CDATA[to bring them into any Orange boutique,<br />]]></text>
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<text><![CDATA[and make sure<br />]]></text>
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<text><![CDATA[that with phones which have value,<br />]]></text>
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<text><![CDATA[so typically we have studied the subject:<br />]]></text>
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<text><![CDATA[25% of our phones now<br />]]></text>
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<text><![CDATA[-and it's the same all over the world<br />]]></text>
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<text><![CDATA[we also looked with our German colleagues,<br />]]></text>
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<text><![CDATA[it was the equivalent - which still has value,<br />]]></text>
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<text><![CDATA[and so we offer them<br />]]></text>
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<text><![CDATA[complimentary cheques worth 30 to 70 euros.<br />]]></text>
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<text><![CDATA[Because this has a value to incite people<br />]]></text>
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<text><![CDATA[to bring in their phones<br />]]></text>
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<text><![CDATA[but to also take into account the fact<br />]]></text>
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<text><![CDATA[that recycling has a value,<br />]]></text>
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<text><![CDATA[and the fact of acting in favour of sustainable development, for ecology,<br />]]></text>
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<text><![CDATA[is something which has a value.<br />]]></text>
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<text><![CDATA[6 months ago we decided<br />]]></text>
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<text><![CDATA[at Orange, for France,<br />]]></text>
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<text><![CDATA[to listen to our customers on two new themes<br />]]></text>
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<text><![CDATA[which were fed back to us<br />]]></text>
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<text><![CDATA[by our most recent market research<br />]]></text>
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<text><![CDATA[which are the two themes<br />]]></text>
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<text><![CDATA[firstly of sustainable development and secondly of buying power.<br />]]></text>
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<text><![CDATA[And on these two successive themes<br />]]></text>
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<text><![CDATA[we took into account everything our customers told us<br />]]></text>
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<text><![CDATA[and we were led to develop a new range,<br />]]></text>
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<text><![CDATA[a new range of mobile phones<br />]]></text>
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<text><![CDATA[which we call the reconditioned collection.<br />]]></text>
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<text><![CDATA[So through this name,<br />]]></text>
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<text><![CDATA[we described exactly what it represents.<br />]]></text>
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<text><![CDATA[And these reconditioned phones<br />]]></text>
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<text><![CDATA[- we have developed them at three price levels:<br />]]></text>
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<text><![CDATA[an entry range price at 25 euros,<br />]]></text>
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<text><![CDATA[a second at 45 euros<br />]]></text>
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<text><![CDATA[and a third at 95 euros<br />]]></text>
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<text><![CDATA[with usages that are mostly<br />]]></text>
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<text><![CDATA[centred on voice and texting<br />]]></text>
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<text><![CDATA[as well as usage which is increasingly multimedia<br />]]></text>
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<text><![CDATA[with mobile phones which are increasingly top of the range,<br />]]></text>
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<text><![CDATA[and which are not sales<br />]]></text>
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<text><![CDATA[on a specific phone, or a specific brand,<br />]]></text>
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<text><![CDATA[but which correspond more to segmentations,<br />]]></text>
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<text><![CDATA[to categorizations of products<br />]]></text>
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<text><![CDATA[which correspond more to the usage of our customers.<br />]]></text>
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<text><![CDATA[We are capable of having customers<br />]]></text>
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<text><![CDATA[who are mobilized on themes<br />]]></text>
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<text><![CDATA[that serve strongly to federate.<br />]]></text>
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<text><![CDATA[Acquiring a reconditioned mobile, is making a stand for the environment.<br />]]></text>
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<text><![CDATA[Innovation has found its television.<br />]]></text>
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