Training
The Airport Commercial Revenue Development Workshop.
Introduction
Given the need to finance future capital expenditure and maximise shareholder value, airports are under increasing pressure to optimise revenues they generate from commercial sources. This can be achieved through adopting policies and practices that can unlock and exploit commercial activities to increase revenue. The workshop for industry managers combines presentations by experienced industry professionals, a terminal concession planning exercise and opportunities to discuss a wide range of relevant themes.
Objective
To increase awareness and appreciation of the issues involved in planning airport commercial activities to optimise revenue. To provide a forum where various strategies and ideas are explored and discussed.
General Information
This 3.5 day course is held at the School of Management at Cranfield University. Attendance is normally on a fully-board basis from Sunday evening until Thursday afternoon. The course fee includes a course dinner for all participants and refreshments and lunch during the day.
Group Discount
Where more than three delegates are booking from within one site in one organisation, a discount of 10 will apply to the invoice for the course tuition fee. Accommodation fees are not included in the discount scheme. Please ask about our discount scheme at time of booking.
Key Themes Covered
- Strategic issues in concession planning in airport terminals
- The role of airport architecture in optimising concession sales
- Planning the airside retail & catering mix
- Airport retailing and concession planning
- Planning airport advertising
- Estimating sales & revenues from retail/catering mix proposed
- Managing the relationship between airport and concessionaire: from pre to post tender
- Contracts and tendering issues
- Airline industry developments & their impact on airport commercial development
- Consumer market research technqiues and their relevance and inportance to airport concession planning
Who Should Attend
- Airport directors and managers who are seeking to broaden their understanding and appreciation of airport concession planning issues.
- Airport directors and managers new to the industry
- Airport concessionaires who are seeking a greater understanding of airport concession planning issues.
- The number of participants will be limted, to facilitate in-depth analysis and discussion of key issues and encourage interaction between participants and the speakers.
Course Directors
Dr Romano Pagliari
Dr Pagliari is a Research Officer in Airport Economincs in the Air Transport Group, Cranfield University.
He can be contacted for further information about the course content on:
Telephone: 44 (0) 1234 754231
Fax: 44 (0) 1234 752207
Email: r.pagliari@cranfield.ac.uk
Mr Frank Gray
Mr Gray is founder and Managing Director of CPI, one of the leading airport concession planning consulting firms. He has been involved in airport commercial development for over 30 years, first as an airport commercial manager (for 16 years - in BAA and in Houston, USA) and then as a consultant.
Mobile: +44(0) 7748 653 737
Email: frankgray@concession-planning.com
Web: http://www.concession-planning.com
For full details of the course go to the Cranfield University: www.cranfield.ac.uk/short
