Setting a Strong
Foundation
Identify Opportunities
- Analyse and benchmark KPIs - spend per head, penetration, income per m² etc.
- Identify and prioritise uplift projects and scopes.
- Review of all commercial areas and opportunities for increased revenues.
- Sales & Revenue projections.
- Create project briefs and work programmes.
Commercial Strategy Development
- Segmentation and understanding of passenger requirements.
- Determine global, airport and local market trends
- Model and recommend target commercial space and locations,
- Optimal strategy between airport and commercial operations,
- Clear definition of short and long-term commercial goals,
- Develop commercial vision and mission statement
Creating Great Spaces
Commercial layouts and space planning
- New, existing or expanded terminals
- Space optimisation and allocation,
- Sizing and distribution of space
- Detailed commercial layouts
- Delivery and storage strategy
- Shops visible and accessible to passengers
Tenant and merchandise mix
- Mix targeted to passenger profile to maximise engagement
- Breakdown of layout into individual units
- Target space requirements by category
- Allocate commercial units by category
- Detailed layouts by shopping and eating type
- Recommend target brands and operators – local and global
World Class Commercial
Tender management and negotiations
- Strategy design and implementation of commercial tender process,
- Production of RFQ, RFP, Commercial Agreements to meet airport vision
- Attracting the best brands and operators,
- Identifying and analyzing potential bidders
- Tender management from submission of RFPs to bid analysis and evaluation
- Tender evaluation based on criteria rating and evolved financial models
Process development and implementation
- Create tenant design and fit-out guidelines
- Implement design process, management and approvals
- Commercial quality control and opening readiness
- Develop control documents, guidelines and processes for tenant fit-out
- Establish Service Level Agreements
- Recommend internal processes for driving future revenues
Smart Airport and Digitalisation
Digitization and New Technologies
- Development of a connected and holistic digital Customer Journey (incl. Passenger Processes)
- Development and definition of digital touchpoints, outputs and achievements
- Implementation of an interactive pax navigation system (call to gate strategies etc.)
- Implementation of a digital commerce and marketing platform,
- Advice on EPoS solutions and business intelligence reporting (defined KPIs)
- Implementation of digital facility management, mobility solutions, contract, and handling management
Smart Airport and City
- Strategy, implementation and oversee the process of smart airport and define components
- “Bimisation” of complete assets and register all assets electronically
- Incorporate smart airport in maintenance and control center
- Create “billing clusters” and plan for common area billing, metered- and non-metered utilities billing
- Help create communication plan (internal, external)
- Support in LEED certification for assets
Commercial
Excellence
Building High Performing Teams
- Develop and agree effective commercial team structure
- Create job role specifications and qualification requirements
- Implement international standard internal processes and meeting structures
- Implement specialist training programmes to build team skills
- Build management and leadership culture to drive high performance
Commercial Operations Excellence
- Review of existing commercial operations and detailed recommendations
- Develop process to record operational issues and reporting
- Commercial operations documents and checklists
- Commercial operations handbook
- Establish processes for working with commercial operators
- Implement commercial operations team training
