Concessionaire Analyzer+ allows airport terminals to centrally collect retail and F&B sales data from concessionaires into a data warehouse, to combine it with flight and passenger numbers information and, using business intelligence techniques, allow them to better understand the retail patterns in the airport. Assess performance, benchmark concessionaires, product categories, terminals and zones so as to identify the operational and marketing tactics which assist in boosting performance.
Identifying Income Per Passenger by route, by flight, by time of day and day of the week, as well as per concessionaire.
Negotiate with airlines and airport concessionaires from a position of knowledge and work with your concessionaires to improve retail and F&B sales in the airport terminal.
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