LEADING AMERICAS OPERATORS: ARINA


Montréal Airport delivers 30% boost in Chinese sales for ARINA


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A rise in international direct and connecting flights to Canada coupled with new brands and a shrewd approach to customer marketing helped spur an 11% rise in revenue for Aer Rianta International North America in 2018. Luke Barras-Hill reports.


well,” explains McDonagh. “There are a lot of flights into the US and Caribbean, so wines are popular.” Elsewhere, ARINA’s concession


at Winnipeg James Armstrong Richardson International Airport has been steady, while sales have picked up at Halifax Stanfield International Airport following a refurbishment of its transborder store in 2017. “That was very much driven by


ARINA duty free revenues grew by 11% in 2018. Pictured above is The Loop Duty Free store at Montréal-Pierre Elliott Trudeau International Airport.


A


er Rianta International’s North America division (ARINA) grew its duty free


revenues by 11% in 2018, effectively mirroring its performance in 2017. The healthy showing will be


important for ARI when its annual results release in the coming months. Profit growth from international


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retail operations dipped to +8% in 2017 having rocketed to +17% in 2016, but the commencement of operations at Riyadh King Khaled International Airport Terminal 5 under daa International and at Muscat International Airport’s new terminal, plus contributions from the likes of Delhi, Auckland, Bahrain, Cyprus and North America will likely reignite that growth. ARINA General Manager Jackie


McDonagh praises a strong performance for the division in 2018, stimulated by passenger gains,


Aer Rianta International’s North America division grew its duty free revenues by 11% in 2018, effectively mirroring its performance in 2017.


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bolstered the range in categories including Irish whiskey, Scotch, gin and vodka, with a focus on local ranges that emphasise sense of place. Supporting these are personalised areas for Grey Goose, Absolut, Bacardi and the Hendrick’s bathtub concept, while ice wine remains a major draw for international tourists, particularly those on flights to London, Paris and China.


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Chinese sales up 30% Québec City Jean Lesage International Airport is another ARINA destination that performed well in 2018, having exceeded its budget targets since opening in December 2017. “We have a good fashion and beauty offer and liquor sales do very


new brands and refurbishments at locations including Montréal-Pierre Elliott Trudeau International Airport. in July, Jo Malone, Shiseido,


Kiehl’s, Atelier Cologne and Maison Margiela joined the assortment at The Loop Duty Free’s international shop, flanking refurbishments to existing Dior, Chanel, Tom Ford, Yves Saint Laurent and Armani spaces. In liquor, 45 new brands have


new international destinations on flights from the airport to Paris and London and that has helped the international performance, which is going well into 2019 as well,” comments McDonagh. In response to increased


international route connectivity from countries like China, McDonagh spearheaded a new marketing strategy in July to delineate the top purchasing choices among different nationalities at Montréal. The strategy featured a digital marketing campaign in support with Estée Lauder aimed at lifting spend- per-head from Chinese passengers who had booked flights to and from the city. Once a flight was booked, passengers were able to receive information on promotions and best-selling products such as the beauty giant’s Advanced Night Repair range via a push- messaging service to their social media channels. “We had mobile pods in check-


in areas so as Chinese pax were checking-in we promoted gift with purchases provided by Estée Lauder,” says McDonagh. In that way, passengers were


encouraged to enter The Loop Duty Free and buy products to earn a free gift, which in turn helped to drive in-store penetration. The strategy was not limited to Chinese passengers either, with US- and Europe-bound travellers


MARCH 2019


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