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Concessionaire Analyzer+
Concessionaire Analyzer+
Maximising airport retail/F&B performance
www.concessionaireanalyzer.com
Concessionaire Analyzer+
Airport Revenues
Aviation sector revenue $59.5 billion in 2011
 Continued downward pressure on airports’ aeronautical revenues
 Frequently non-profitable sector
Non-aviation sector revenues $45.9 m in 2011
 Retail & F&B largest component (27%) except in N America
 Airports’ Retail and F&B revenues = $12.4
Source: ACI Economics Report 2012
56%
44% Aeronautical
Non-
aeronautical
Concessionaire Analyzer+
Context
Continued downward pressure on airport’s
aeronautical revenues from airlines &
competition
Revenue sharing schemes in place at most
airports on retail and F&B
Airports are increasingly reliant/focused on retail
& F&B sales as source of revenue
 Increasing aeronautical revenue is costly – requires increased
pax & infrastructure investment
 Small % improvement  big value.
Need to measure and influence retail
performance
Concessionaire Analyzer+
Current Situation
 Retailers measure their own sales, footfall, sales by
area, KPIs etc.
 Do not have vision of total sales in airport or sales by category
 Airports collect sales mainly for billing of concession
contracts. Focused on billing with limited analysis
 Data collection limited
 Weekly or monthly by category - not transaction level
 Sometimes by flight – variable quality
 Almost always via e-mail and not structured
 Lacks control and audit
 Billing process lacks automation & controls
 Performance analysis generally limited and manual
Concessionaire Analyzer+
The Opportunity
 opportunity for further improvement through better analysis
and tactical actions to drive airport’s decision-making & planning
 reduce delay in data collection & analysis
 Increase agility and responsiveness to trends
 increase level of detail & thus capability for analysis
 combine sales data with flight, pax and people counting data
 assess impact of promotions, digital advertising etc.
 share analysis with concessionaires to provide performance
analysis
 people counting as revenue booster rather than queue
management
 boost performance of retail/F&B sales and income
Concessionaire Analyzer+
CA+ Overview
Collect sales
data
Analyse
Performance
Concession
Contracts,
Revenue & Billing
Airport
POS
Automates receipt
of retail and F&B
sales data from
concessionaires to
allow subsequent
analysis.
Provides insight on
performance of
airport retailers
and F&B
operators, flights,
routes, retail
categories,
terminals etc.
Enables recording of
commercial
agreements and
determination of
revenues on sales
and billing of
concessionaires.
An optional
Point-of-Sale
solution aimed
at airport retails
and F&B
operators that
provides real-
time airport
sales.
Concessionaire Analyzer+
CA+ Objectives
Implement a low touch cost method for
collection of concessionaire sales data
 Improve controls & auditing
 Reduce latency of information
 Obtain data at detailed level of granularity
Analyse retail and F&B sales to drive airport’s
decision-making
Share analysis with concessionaires to boost
their performance
Calculate revenue agreements & billing
Enable improved resource allocation
Concessionaire Analyzer+
Concessionaire Analyzer+
What is the CA+ Solution?
CA+ is a software solution that allows airports and airport
retailers to boost their performance consisting of:
 Centralised data warehouse
 Integration layer to receive sales & product data from
retailers/F&B
 Business Intelligence platform – web, iPad, Android tablets
 CA+ Portal – role based for airport & concessionaire users
 Integration component for:
 Flight information including passenger numbers per flight
 People Counting Systems data (next on roadmap)
 Shireburn Airport.PoS solution
 Airport specific functionality & real-time data collection
 Concession contracts management
 Billing Engine for revenue share calculation & billing
Concessionaire Analyzer+
What does CA+ do?
 Collects retail sales data into a data warehouse together with
passenger & flights data
 Provides customizable BI platform allowing measurement & analysis
of retail performance to airports to drive revenue improvements
 Equalises analysis with performance per passenger by
flight, route, carrier, retailer category etc.
 Allows concessionaires to benchmark their performance against
similar categories of retailers in terminal/zone etc
 Maintains concession agreements with revenue share, guarantees
 Enables automation of revenue calculation & concessionaire billing
 Improves intelligence for negotiations by airports with airlines &
concessionaires
 Improves resource allocation
 Improves auditing and controls
 etc.
Concessionaire Analyzer+
BI Analysis
 BI module provides role based dashboards including
drill-down & filtering
 Dashboard composition can be determined centrally for
a role or configured by user
 CA+ BI Builder allows self-service building of additional BI
components
 Open database for ad-hoc reporting, querying & use of
your own preferred BI solution
 Browser, iPad, Android
Concessionaire Analyzer+
Capabilities
 Analyse Revenue not just Sales
 Assess performance before, during & after a promotion
 Assess impact of digital advertising campaigns
 Compare sales/pax etc across concessionaires in same retail
category for benchmarking
 Monitor conversion rates from people counting/flow
 Walk by  Walk in  Buy
 Monitor trends – work with concessionaire to gain improvements
 Compare performance by retail category, zone in terminal etc.
 Allow concessionaires to benchmark their performance with
others in same retail category
 Improve intelligence for negotiations with airlines & retailers
Concessionaire Analyzer+
Concessionaire Analyzer+
Concessionaire Analyzer+
Concessionaire Analyzer+
Concessionaire Analyzer+
Concessionaire Analyzer+
Revenue Calculation & Billing
 Maintains commercial contracts
 revenue share % by product category, by destination (e.g.
EU/non-EU), by sales threshold
 minimum guarantees
 rents
 additional charges e.g. maintenance fees, internet charges etc.
 Undertakes daily revenue calculations
 Generates concessionaire billing
Concessionaire Analyzer+
Airport POS
Optional POS with standard POS functionality plus
airport specific features:
 Fully functional POS solution
 Tagging of sales to flights
 Destination-dependant pricing/tax/excise
 Support for airline voucher payments/reporting
 Staff sales monitoring
 Integrated with Concessionaire Analyzer+
 Real-time data collection
Concessionaire Analyzer+
Deployment
 On-premises or hosted
 Opportunity for managed service
 Flexible licensing model
Concessionaire Analyzer+
Main Benefits
 Enables better understanding of retail sales patterns &
profile of passengers, routes, airlines, pop-up shops etc.
 Greater analysis through greater detail
 Freshness of data – typically collected daily
 Assess impact of promotions, digital advertising etc.
 Benchmark, monitor & optimise performance of
concessions, product categories, routes, zones, terminals
 More accurately predict future trends & planning
 Improve negotiations with airlines & concessionaires
 Improve control & auditing
 Improve flexibility of contracts & automate billing
 Maximize retail sales, revenue & performance
Concessionaire Analyzer+
www.concessionaireanalyzer.com
Shireburn Software Ltd
Tel +356 2131 9977
info@concessionaireanalyzer.com
www.concessionaireanalyzer.com

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The use of Business Intelligence to maximise airport retail and F&B performance.

  • 1. Concessionaire Analyzer+ Concessionaire Analyzer+ Maximising airport retail/F&B performance www.concessionaireanalyzer.com
  • 2. Concessionaire Analyzer+ Airport Revenues Aviation sector revenue $59.5 billion in 2011  Continued downward pressure on airports’ aeronautical revenues  Frequently non-profitable sector Non-aviation sector revenues $45.9 m in 2011  Retail & F&B largest component (27%) except in N America  Airports’ Retail and F&B revenues = $12.4 Source: ACI Economics Report 2012 56% 44% Aeronautical Non- aeronautical
  • 3. Concessionaire Analyzer+ Context Continued downward pressure on airport’s aeronautical revenues from airlines & competition Revenue sharing schemes in place at most airports on retail and F&B Airports are increasingly reliant/focused on retail & F&B sales as source of revenue  Increasing aeronautical revenue is costly – requires increased pax & infrastructure investment  Small % improvement  big value. Need to measure and influence retail performance
  • 4. Concessionaire Analyzer+ Current Situation  Retailers measure their own sales, footfall, sales by area, KPIs etc.  Do not have vision of total sales in airport or sales by category  Airports collect sales mainly for billing of concession contracts. Focused on billing with limited analysis  Data collection limited  Weekly or monthly by category - not transaction level  Sometimes by flight – variable quality  Almost always via e-mail and not structured  Lacks control and audit  Billing process lacks automation & controls  Performance analysis generally limited and manual
  • 5. Concessionaire Analyzer+ The Opportunity  opportunity for further improvement through better analysis and tactical actions to drive airport’s decision-making & planning  reduce delay in data collection & analysis  Increase agility and responsiveness to trends  increase level of detail & thus capability for analysis  combine sales data with flight, pax and people counting data  assess impact of promotions, digital advertising etc.  share analysis with concessionaires to provide performance analysis  people counting as revenue booster rather than queue management  boost performance of retail/F&B sales and income
  • 6. Concessionaire Analyzer+ CA+ Overview Collect sales data Analyse Performance Concession Contracts, Revenue & Billing Airport POS Automates receipt of retail and F&B sales data from concessionaires to allow subsequent analysis. Provides insight on performance of airport retailers and F&B operators, flights, routes, retail categories, terminals etc. Enables recording of commercial agreements and determination of revenues on sales and billing of concessionaires. An optional Point-of-Sale solution aimed at airport retails and F&B operators that provides real- time airport sales.
  • 7. Concessionaire Analyzer+ CA+ Objectives Implement a low touch cost method for collection of concessionaire sales data  Improve controls & auditing  Reduce latency of information  Obtain data at detailed level of granularity Analyse retail and F&B sales to drive airport’s decision-making Share analysis with concessionaires to boost their performance Calculate revenue agreements & billing Enable improved resource allocation
  • 9. Concessionaire Analyzer+ What is the CA+ Solution? CA+ is a software solution that allows airports and airport retailers to boost their performance consisting of:  Centralised data warehouse  Integration layer to receive sales & product data from retailers/F&B  Business Intelligence platform – web, iPad, Android tablets  CA+ Portal – role based for airport & concessionaire users  Integration component for:  Flight information including passenger numbers per flight  People Counting Systems data (next on roadmap)  Shireburn Airport.PoS solution  Airport specific functionality & real-time data collection  Concession contracts management  Billing Engine for revenue share calculation & billing
  • 10. Concessionaire Analyzer+ What does CA+ do?  Collects retail sales data into a data warehouse together with passenger & flights data  Provides customizable BI platform allowing measurement & analysis of retail performance to airports to drive revenue improvements  Equalises analysis with performance per passenger by flight, route, carrier, retailer category etc.  Allows concessionaires to benchmark their performance against similar categories of retailers in terminal/zone etc  Maintains concession agreements with revenue share, guarantees  Enables automation of revenue calculation & concessionaire billing  Improves intelligence for negotiations by airports with airlines & concessionaires  Improves resource allocation  Improves auditing and controls  etc.
  • 11. Concessionaire Analyzer+ BI Analysis  BI module provides role based dashboards including drill-down & filtering  Dashboard composition can be determined centrally for a role or configured by user  CA+ BI Builder allows self-service building of additional BI components  Open database for ad-hoc reporting, querying & use of your own preferred BI solution  Browser, iPad, Android
  • 12. Concessionaire Analyzer+ Capabilities  Analyse Revenue not just Sales  Assess performance before, during & after a promotion  Assess impact of digital advertising campaigns  Compare sales/pax etc across concessionaires in same retail category for benchmarking  Monitor conversion rates from people counting/flow  Walk by  Walk in  Buy  Monitor trends – work with concessionaire to gain improvements  Compare performance by retail category, zone in terminal etc.  Allow concessionaires to benchmark their performance with others in same retail category  Improve intelligence for negotiations with airlines & retailers
  • 18. Concessionaire Analyzer+ Revenue Calculation & Billing  Maintains commercial contracts  revenue share % by product category, by destination (e.g. EU/non-EU), by sales threshold  minimum guarantees  rents  additional charges e.g. maintenance fees, internet charges etc.  Undertakes daily revenue calculations  Generates concessionaire billing
  • 19. Concessionaire Analyzer+ Airport POS Optional POS with standard POS functionality plus airport specific features:  Fully functional POS solution  Tagging of sales to flights  Destination-dependant pricing/tax/excise  Support for airline voucher payments/reporting  Staff sales monitoring  Integrated with Concessionaire Analyzer+  Real-time data collection
  • 20. Concessionaire Analyzer+ Deployment  On-premises or hosted  Opportunity for managed service  Flexible licensing model
  • 21. Concessionaire Analyzer+ Main Benefits  Enables better understanding of retail sales patterns & profile of passengers, routes, airlines, pop-up shops etc.  Greater analysis through greater detail  Freshness of data – typically collected daily  Assess impact of promotions, digital advertising etc.  Benchmark, monitor & optimise performance of concessions, product categories, routes, zones, terminals  More accurately predict future trends & planning  Improve negotiations with airlines & concessionaires  Improve control & auditing  Improve flexibility of contracts & automate billing  Maximize retail sales, revenue & performance
  • 22. Concessionaire Analyzer+ www.concessionaireanalyzer.com Shireburn Software Ltd Tel +356 2131 9977 info@concessionaireanalyzer.com www.concessionaireanalyzer.com