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Maximizing Airport Revenues 2019: Premium Best Practice & Experience Exchange

Unique premium best practice & experience exchange event – Maximizing Airport Revenues 2019 discusses the secrets to increasing revenues, fixing reasons why passengers don’t buy, finding airport finance, expanding retail concessions’ opportunities, car parking, value based pricing, real estate revenues, F&B and Advertising!

Share ideas and experiences with industry’s leading commercial and retail experts to maximizing your commercial activities. This is a perfect event to continue professional development, build more industry contacts, hear and see best practice, discuss solutions to common challenges and network with industry colleagues.

Date: 10-12 December 2019 in Marriott London Marble Arch, 134 George Street, London, W1H 5DN, United Kingdom

Maximizing Airport Revenues 2018 Programme

Maximizing Airport Revenues Programme 2017

Maximizing Airport Revenues 2017 Delegates and Speakers

The world’s most successful airports achieve a careful balance of aeronautical revenues from carriers and commercial revenues, mainly from (but not exclusively) from passengers. London Heathrow, for example, now generates over $750m from commercial\retail, while Amsterdam Schiphol raised $400m in 2015.

Learn and Network with industry experts to maximize your commercial potential! This 3 day quality event is a Must Go for Executives wishing to see the Best Airport Commercial Practices and the latest developments influencing vital revenue streams at airports around the world.

Maximizing Airport Revenues 2019 is designed especially for Airport Executives with such functions as Commercial, Marketing, Finance, Property & Strategy. Interrelated functions such as Marketing, Route Development and Operations would also benefit from the course.

Aimed at Managers and Directors of Airports, Airlines,  Duty Free, CAAs and Concessions specializing in:

  • Airport Auxiliary Services
  • Sales & Marketing
  • Retail
  • Retail Operations
  • Revenue Management
  • Commercial
  • Concession
  • Corporate Planning
  • Customer Experience & Customer Loyalty
  • Brand Management
  • Terminal Operations

To view videos and photos from the previous Maximizing Airport Revenues please View Gallery

For a detailed and most updated version, please download the programme here:

Maximizing Airport Revenues 2018 Programme



Arrivals, Coffees, Registration

Introductions, Ice Breakers, Experience Exchange

Session I: Background, Data, International Benchmarking of Success, Q&A:

  • Improve your Customer Experience to Make More Money
  • Why measure the passenger experience?
  • What does a great passenger experience look like?

 Networking Coffee Break

Session II: Analysis & Data: Fixing the Reasons why Pax Don’t Buy, Q&A:

  • Understanding buying behaviour & Intention to Purchase
  • Getting passengers to Change their Mind
  • Drivers of Satisfaction with Commercial Offering

Session III: How 11 common problems damage passenger experience, Q&A:

  • Understanding common problems encountered by your passengers
  • Quantifying the impact of each problems on passengers experience
  • Prioritize issues based on loss of satisfaction and share of passengers impacted

Session IV: Panel: Designing new & re-modelling existing Terminals to  Enhance Sales, Q&A:                  

  • Landside – Ease of Access, parking, signage, security, check in – De stress the passenger
  • Airside – De stressed passenger, bars, lounges, seating, signage, currency exchange, easy flight information
  • Tricks & Tips: Jam Busters, Single Flow, Snake Passes, Space Allocation, Change from Pier Retail to Centralised Retail Zone etc.

Networking Buffet Lunch: Focus Group Exercise: Hear Real Passengers (Frequent Flyers) share their experiences & Summary of the findings

Session V: Leveraging airport capacity planning tools & Commercial space  Planning Techniques, Q&A:                 

  • Moving away from annual passenger metrics for improved fidelity
  • Using terminal simulation to estimate foot-fall and optimise seating vs. walk-through spaces
  • Integrating with aeronautical capacity – using passenger show-up profiles and target commercial dwell times to size processing facilities.

 Session VI: Mix of Airport Concessionaires & offered Products, Q&A:

  • Retail Intelligence
  • Improved Brand Recognition
  • Customer Profile Retail business
  • Managing the right product mix at Your Airport
  • Stimulating the senses and branding local Culture

Networking Coffee Break

Session VII: Key steps to Improve Alternative Revenue Sources in, Q&A:

  • Airport Cities: Real Estate & Land rent (offices, hotels, conference centres, medical centres, promotional areas)
  • Retail, Premium Brands, Newsstands, Gift Shops
  • F&B, Coffee, Bars, Restaurants
  • Car Parks, Rental Cars, Ground Transport
  • Advertising (placed on airport walls, billboards, buses)
  • Duty & Tax Free income
  • Currency Exchanges

Session VIII: Case Studies: State of the Art Case Studies to Drive Commercial Revenues, Q&A:                  

  • Adaption to the Experiential Emotional Retail
  • Captivate consumer to experience the Brand Story
  • Making Memories & Sharing Experiences
  • Immersive Storytelling with brand experiences
  • Integrating F&B with Retail

Session IX: Case Study: Finding Airport Financing, Q&A:

  • Examine the full range of funding options for Airport Concessions
  • New Airport Hotel funding
  • Joint Venturing, Subcontracting or Doing It Alone

Welcome Networking Drinks Reception & Prize Draw [with invited guests from London airports, concessionaries, airlines, suppliers and industry peers].


Arrivals, Coffees & Announcement of the Prize Draw Winner

Session I: Expanding Airport Partner Shop Opportunities: New ways to  generate revenue, Q&A:                

  • Loyalty programmes
  • Seasonal Marketing Program (Edmond International Airport)
  • New Trends and Unexpected Possibilities
  • Airport special events (Helsinki Airport Runway Fashion Show, Munich Airport Xmas Markets etc.)

Networking Coffee Break

Session II: Value Based Pricing, Q&A:

  • What deals are available to concessionaires – Best Practice
  • How are concessionaires placed within a terminal/airport
  • How to manage concessionaires and organize attractive commercial facilities (Retail, F&B, other services)
  • Types of concession contract(lease or rental) including how to impose operating fee
  • Measurement Method of customer satisfaction level
  • The strategy to increase sales of your retail shops using customer feedback )

Session III: Latest Product Education to analyse & improve performance:

  • Javelin Group Terminal Apps to increase passenger spend
  • Concession Analyzer +
  • Airport Analytics ++
  • ALFA Airport Revenue Management Systems
  • ProDIGIQ Lease Management System

Networking Buffet Lunch: Videos of the 10 World’s Best Airports for Shopping [as per World Airport Awards]

Session VI: Group Work Exercise: Experiential Discussions & Sharing Common Problems, Q&A:                  

  • To encourage more interaction with the delegates where everyone can share their own experiences and ask each other questions since they all might experience the same problems.
  • Expert Discussion Exercise: Some points of counsel/improvement advice will be provided by the Expert

Networking Coffee Break

Session V: Digital Transformation: Link the Future of Shopping to the Future of your Airport, Q&A:  

  • Integrating Technology for a Superior Experience
  • Airport Apps: Engaging Pax in Real Time
  • Giving consumers their Preferred Way to Pay

End of the day Farewell & Group Photos

Maximizing Airport Revenues 2018 is a Must-Go course for Executives wishing to hear and see the very Best Airport Commercial Practices and the latest developments. Throughout the course there will be interactive discussions, case studies and group exercises to help you make the most of the knowledge on offer.

Maximizing Airport Revenues 2018 benefits all managers and directors involved in commercial and retail operations. Learning the leading techniques and processes of maximizing your revenue streams; allows participants to evaluate new and emerging solutions to many of the challenges involved in planning and managing airport commercial activities.

The delegates will be asked to solve airport terminal planning problems looking at floor plans and taking into account operational requirements and conflicts. Presentations and lectures are delivered by leading industry specialists with ample opportunity for delegates and speakers to exchange ideas, discuss solutions to common challenges and critically test established processes.

Registration Payment includes:

  • Intense 3 days training with airport retail and commercial leading experts
  • Networking with Retail and Commercial Industry guests
  • Exclusive hospitality (Daily Breakfasts, Networking Lunches and Drinks Receptions)
  • Translation if required (Needs to be confirmed during Registration)
  • Access to Data, Presentations, Videos and Manuals used during the event
  • Table Top Exercises, Live Case Studies & Real World Scenarios
  • Interactive Experiential Discussions
  • Certificate Award
Standard Delegate fee*Registration by 20.08.19
SAVE €400!
Registration by 13.11.19
SAVE €300!
1 delegateEUR 2,250EUR 1,850EUR 1,950
2 delegatesEUR 4,300EUR 3,500EUR 3,700
3 delegatesEUR 6,400EUR 5,200EUR 5,500
4 delegatesEUR 8,500EUR 6,900EUR 7,300

* Plus 20% VAT [where applicable]

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