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O2 ou le repassage comme enjeu de civilisation

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Le ménage, c’est généralement une corvée, c’est aussi un métier très ancien, mais est-ce une industrie ? Depuis plus de dix ans, les pouvoirs publics se grattent la tête et ouvrent leur porte-monnaie pour tenter de créer une vraie filière des services à la personne. Avec l’idée, soufflée par de brillants économistes, que cette addition de petits boulots finira bien par former une grande industrie pourvoyeuse d’emplois non délocalisables et accessibles aux non-diplômés. Michèle Debonneuil, auteure d’un ouvrage visionnaire sur le sujet (1), y voit la première pierre d’une nouvelle civilisation, celle du quaternaire, qui mêlerait production de biens et de services, seule issue à la coexistence pacifique et durable entre les économies occidentales et les nouvelles nations émergentes. C’est elle qui a conseillé le ministre Jean-Louis Borloo pour lancer en 2005 un ambitieux plan d’aide assorti de très généreuses aides fiscales et financières. Avec, évidemment, l’objectif de faire revenir dans le travail légal une bonne partie de ce qui se faisait au noir.

Mais on ne passe pas de l’artisanat, voire de l’autoproduction, à l’industrie en un claquement de doigts. Et comme tout nouveau secteur, celui-ci a suivi la courbe d’apprentissage : euphorie, bulle, déception et enfin croissance plus modérée mais durable. En lançant son plan, Jean-Louis Borloo parlait de 500.000 nouveaux emplois en trois ans. C’était la phase euphorie. Le retour sur terre a été rude. Selon l’Observatoire des services à la personne, près de 100.000 emplois équivalents temps plein ont été créés depuis 2005, dont 16.000 en 2009, ce qui n’est déjà pas si mal compte tenu de la conjoncture, mais assez loin des 100.000 par an prévus au départ.

La gestation de la filière n’en est donc qu’à ses débuts. L’essentiel de la profession reste artisanal. Selon l’institut COE-Rexecode (2), le marché représentait en 2007 un total de plus de 20 milliards d’euros de chiffre d’affaires. Là-dessus, le travail au noir et l’emploi direct par les employeurs s’arrogeraient ensemble presque 80 %, quasiment à parts égales. Reste donc les associations, avec autour de 20 %, et enfin les entreprises privées, qui, avec 550 millions de chiffre d’affaires, ne représentent que 2,5 % du total. On est encore loin de la grande industrie.

Et comme dans la plupart des activités nouvelles à la rentabilité incertaine, cela laisse paradoxalement une belle place aux nouveaux entrants, plus souples et prêts à prendre des risques (beaucoup ont coulé). Ainsi sont nés Acadomia dans le soutien scolaire, Adhap Services dans l’aide aux personnes âgées ou malades, ou O2 dans le ménage à domicile. Des leaders dans leur secteur dont le chiffre d’affaires ne dépasse pas les quelques dizaines de millions d’euros au mieux. C’est pourtant sur leurs épaules que repose la réussite ou l’échec de l’émergence de ce nouveau secteur industriel.

Prenons l’exemple d’O2. Créé au seuil des années 2000, comme la plupart de ses confrères, il n’a décollé qu’a partir de 2004. Depuis 2007, son chiffre d’affaires double quasiment chaque année : 13 millions d’euros en 2007, 26 en 2008, 43 en 2009 et 70 attendus pour cette année. Ses résultats sont à l’équilibre depuis septembre 2008 et les premiers profits nets sont attendus pour 2010. Il présente donc le profil parfait de la start-up à croissance rapide. Comment poursuivre sur cette voie ? En apportant sans cesse à ses clients la preuve de la valeur ajoutée de son offre par rapport à l’emploi d’un indépendant, déclaré ou non. Pour cela, il doit relever trois défis intimement liés les uns aux autres : celui des ressources humaines, celui de la productivité et celui de l’expansion.

Compétence et confiance sont clefs pour les clients. Les employés d’O2 étant tous salariés, et non indépendants, la première difficulté est dans le recrutement, confié aux directeurs des agences locales. L’an dernier, la firme a embauché plus de 4.000 personnes. Elle prévoit d’en recruter autant cette année. Près de 95 % d’entre eux sont au chômage et les deux tiers viennent du travail au noir.

Une fois les employés recrutés, il faut les fidéliser. D’abord parce que le recrutement est difficile, mais aussi parce que l’intérêt de l’entreprise est d’avoir des personnels familiers des clients et qui travaillent le plus possible, deux mi-temps coûtant plus cher qu’un temps plein. Selon Guillaume Richard, le patron d’O2, ses salariés travaillent au minimum à mi-temps. Pour les garder, il faut à la fois satisfaire leurs souhaits en termes de temps de travail et gérer leur progression dans le temps alors qu’ils sont payés au SMIC.

Pour cela, l’entreprise compte sur deux leviers. Le premier est celui de la possibilité d’évoluer vers l’encadrement, au siège, ou, surtout, dans la gestion d’une des agences locales. Le deuxième est celui de l’élévation du niveau des prestations. L’entreprise a créé pour ce faire trois niveaux dans le ménage : classique, confort et prestige, selon l’exigence demandée par le client. Guillaume Richard ne perd pas une occasion de préciser que si, sur la prestation classique, les employés repassent 6 chemises à l’heure, la performance monte à 10 chemises dans la classe prestige, voire 15 pour certains ! A chaque niveau, le tarif augmente de 2 euros. L’entreprise partage à 50-50 ce gain avec le salarié. Or, statistiquement, lorsque l’on propose trois niveaux de tarif, 80 % des clients optent pour celui du milieu…

Le deuxième défi est celui de la productivité. Elle s’exprime en termes de quantité (plus de revenus pour le même coût) ou de qualité (une meilleure prestation qui peut justifier un prix plus élevé). L’usage de l’informatique est généralisé, chaque intervenant est relié au central avec son téléphone mobile. La prise en charge d’un enfant à la sortie de l’école est ainsi concrétisée par la lecture d’un code-barres. Sur le plan qualitatif, c’est la formation qui joue ce rôle.

Le dernier défi est celui de l’expansion. Très rapidement, O2 s’est rendu compte qu’il y avait bien plus de synergies à répliquer une activité ou deux sur tout le territoire plutôt que d’offrir toute une palette de services dans une seule ville. Les métiers du service à la personne sont trop divers, le soutien scolaire effectué par des professeurs mandatés n’a rien à voir en termes de gestion avec le ménage ou la garde d’enfants. Cap donc sur l’expansion géographique. L’entreprise a ouvert 120 agences en France. Dans ce métier de proximité, c’est l’élément clef pour agrandir sa clientèle et le principal poste d’investissement. Un responsable d’agence coûte 6.500 euros par mois et gère 70 salariés à mi-temps. Du coup, il faut de trois à quatre ans pour rentabiliser une agence. L’objectif est de disposer de 500 agences en France d’ici à cinq ans. Puis de travailler sur un déploiement progressif à l’international.

Selon l’étude de COE-Rexecode, ce sont les entreprises qui devraient récupérer l’essentiel de la croissance du métier des services à la personne dans les années qui viennent, avec un chiffre d’affaires passant d’un peu plus de 1 milliard d’euros en 2010 à près de 8 en 2015 et plus de 17 en 2020. Mais, d’ici là, la question centrale demeure : que se passera-t-il quand l’Etat débranchera le système d’aide qui permet aux entreprises du secteur de proposer des tarifs du même ordre que le travail au noir, soit deux fois moins (après déduction fiscale) que le prix normal (10 euros de l’heure pour un ménage classique au lieu de 20). Le risque est grand de voir alors les clients orchestrer un retour vers le noir et l’artisanat. L’Etat s’est en quelque sorte condamné lui-même à la réussite de son plan, et c’est peut-être la meilleure protection pour cette industrie naissante.

Les chiffres clefs

  •  Chiffre d’affaires 2009 : 43 millions d’euros (+ 65 %).
  • Marge opérationnelle : 2,5 % en 2010, 6 % à terme.
  • Effectif : 5.000 personnes (2.500 équivalents temps plein)
  • 120 agences.
Les points forts
  • Spécialisation sur deux métiers : ménage (75 %) et garde d’enfants (25 %).
  • Couvre toute la France.
  • Croissance rapide.
  • Leader sur son marché.
Les points faibles
  •  Dépendant des aides d’Etat.
  • Marge faible (2,5 % en 2010).

Lire la suite sur le blog des Echos


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