search.noResults

search.searching

note.createNoteMessage

search.noResults

search.searching

orderForm.title

orderForm.productCode
orderForm.description
orderForm.quantity
orderForm.itemPrice
orderForm.price
orderForm.totalPrice
orderForm.deliveryDetails.billingAddress
orderForm.deliveryDetails.deliveryAddress
orderForm.noItems
ACI EUROPE


not forthcoming, ACI Europe has witnessed changing connectivity patterns, with major European hubs such as Frankfurt and Amsterdam among the leading global players. Noting growth in airport’s


commercial revenues, including retail, which is increasing at a slower rate, he said: “The big challenge is how are


we going to continue to invest if our ability to develop commercial revenues is not the one we thought. “Europe’s airports are willing


to restrategise their commercial activities and Nice is a very fine example of that, by moving to digital, also not focusing so much on product and quantity, but trying to build a narrative and experience to encourage consumers to spend.”


Not just about footfall... Patrick Bohl, Head of Retail and Advertising, Budapest Airport and Chair, ACI Europe Commercial Forum, then took to the stage and passionately asserted that airport charges cannot make up for the loss making at Europe’s airports. Non- aeronautical revenues, he said, should instead fill the gap. In a first working session, Rachel


Bulford, Head of Retail, Gatwick Airport moderated a panel tasked with the frequently raised question: “Is there a big problem in the airport retail space and are conversion rates and yields performing far below expectations?” As a relative newcomer to travel


retail, Bulford drew on her previous domestic retail experience to enlighten the audience: “Gatwick’s daily footfall is roughly


equivalent to the numbers of customers I used to welcome in a week in a high street store. We have in a day, what I used to see in a week. “It’s probably not surprising that


strong passenger numbers can have a positive effect on driving retail sales, however, we know that having footfall is only one element of driving a successful shop or restaurant. “We can only improve metrics


by developing compelling and distinctive propositions and we know there are other significant challenges to this. Digital is undoubtedly changing consumer


MAY 2017


Left to right: Eugenio Andrades, Dufry; Filip Soete, Aéroports de la Côte d’Azur; Francis Gros, Luxottica Group.


behaviour and expectations and our competition has broadened to include online pureplays who have a fundamentally different operating model to our own.” Bulford told delegates that


passenger growth is also changing the mix of travellers, which impacts on spend per passenger. Peter Mohn, Owner and


CEO, m1nd-set, then provided a comprehensive insight on planning, visiting and purchasing behaviours at the airport. No visible and appealing promotions ranked as the number one reason why travellers would not visit duty free shops at airports, with the expectation the offer would be too expensive compared to home following in second.


Lack of newness in TR? Meanwhile, the main reason for not purchasing instore was due to high prices, followed by a lack of new and interesting items. Recommendations for the airport retailers included offering more unique and travel related products, selecting and training excellent and proactive sales staff and providing ideal gifting items. In an interesting snapshot, Francis


Gros, Head of Global Channels, Luxottica Group outlined how the sunglasses category, which achieved a CAGR of +11.14% in the seven years since the global financial crisis in 2008/2009, plays a key role in driving incremental spend per passenger. Eugenio Andrades, Divisional


Chief Executive Officer UK, Central and Eastern Europe, Dufry, rounded off the session’s presentations with an overview of the success of the world’s largest travel retailer.


“Europe’s airports are willing to re-strategise their commercial activities and Nice is a very fine example of that.”


Olivier Jankovec, Director General, ACI Europe


He began by highlighting that


airports account for approximately 57% of global travel retail sales of $62bn. Maximising spend across a range of passenger groups, such as Asian travellers, was thus important. Turning to figures from Generation Research on behalf of ACI, he drew attention to the 2005-2016 global airport spend per head evolution, in which CAGR measured an average +3.1%. This was outstripped by pax (+5.2%) and overall sales (+8.5%). He said Dufry was approaching the


challenge of improving a qualitative improvement in passenger yield across four areas: understanding its customers; training sales staff and equipping them with the latest tools; understanding the power of omni- channel to connect with customers through different touchpoints; and emphasising new experiences through the likes of pre-order. «


Peter Mohn, Owner & CEO, m1nd-set . TRBUSINESS 37


(Credit: Aviation Media)


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76  |  Page 77  |  Page 78  |  Page 79  |  Page 80  |  Page 81  |  Page 82  |  Page 83  |  Page 84  |  Page 85  |  Page 86  |  Page 87  |  Page 88  |  Page 89  |  Page 90  |  Page 91  |  Page 92  |  Page 93  |  Page 94  |  Page 95  |  Page 96  |  Page 97  |  Page 98  |  Page 99  |  Page 100  |  Page 101  |  Page 102  |  Page 103  |  Page 104  |  Page 105  |  Page 106  |  Page 107  |  Page 108  |  Page 109  |  Page 110  |  Page 111  |  Page 112  |  Page 113  |  Page 114  |  Page 115  |  Page 116  |  Page 117  |  Page 118  |  Page 119  |  Page 120  |  Page 121  |  Page 122  |  Page 123  |  Page 124  |  Page 125  |  Page 126  |  Page 127  |  Page 128  |  Page 129  |  Page 130  |  Page 131  |  Page 132  |  Page 133  |  Page 134  |  Page 135  |  Page 136  |  Page 137  |  Page 138  |  Page 139  |  Page 140  |  Page 141  |  Page 142  |  Page 143  |  Page 144  |  Page 145  |  Page 146  |  Page 147  |  Page 148  |  Page 149  |  Page 150  |  Page 151  |  Page 152  |  Page 153  |  Page 154  |  Page 155  |  Page 156  |  Page 157  |  Page 158  |  Page 159  |  Page 160  |  Page 161  |  Page 162  |  Page 163  |  Page 164  |  Page 165  |  Page 166  |  Page 167  |  Page 168  |  Page 169  |  Page 170  |  Page 171  |  Page 172  |  Page 173  |  Page 174  |  Page 175  |  Page 176  |  Page 177  |  Page 178  |  Page 179  |  Page 180  |  Page 181  |  Page 182  |  Page 183  |  Page 184  |  Page 185  |  Page 186