CPI features in leading trade magazine article about airport commercial models

5th January 2018

In a recent article published in leading airport industry magazine Passenger Terminal World, CPI Australia’s Managing Director Susan Gray contributes CPI’s views on the sometimes controversial issue of how airports structure their commercial models. Read the January 2018 edition of Passenger Terminal World.

CPI Managing Director nominated for prestigious Australian Women in International Business Award

22nd September 2017

CPI Australia’s Managing Director Susan Gray is delighted to have been named as a finalist in the Premier’s NSW Export Awards in the category of NSW Women in International Business.

The Australian Export Awards is a national program that recognises and honours Australian companies engaged in international business who have achieved sustainable growth through innovation and commitment. The Awards measure businesses against their peers based on the strength of their international growth, marketing and financial strategies.

Exporters first achieve state distinction through their local State and Territory export award program.

“It’s really an honour for me and for CPI to be recognised for the part we play in exporting our very specialised commercial planning expertise to airports worldwide from our office here in Sydney,” says Susan. “When I opened CPI Australia back in 2010 I knew there was a lot of potential to build on the solid base established by my father back in 1997. Since Jeremy Corfield joined the business a few years later, we’ve gone from strength to strength. We are a small team, and we love what we do.

“It’s the 20th anniversary of CPI this year and we’ve never been busier; we’re currently engaged on projects at major airports in Europe, Asia, Australia, New Zealand and North America. At a time when we’re working so hard it’s particularly gratifying to see that effort being acknowledged.”

Lisa McAuley, CEO of the Export Council of Australia, says: “The competition is extremely tough and we are thrilled to see a number of new names recognised for their tremendous efforts. It’s fantastic to also see the diversity of the companies that entered the awards this year. To acknowledge and celebrate the success of NSW companies is an important part of encouraging more companies to think global. We congratulate you on being named a finalist in the 55th Premier’s NSW Export Awards.”

CPI selected to develop Airports Council International’s new online commercial training

22nd August 2017

CPI has been selected to develop a new training program on airport commercial management to be delivered by Airports Council International’s (ACI) Online Learning Centre.

CPI will deliver all content for the organisation’s revised Certificate in Airport Economics – Commercial Management, which will be re-launched in early 2018.
The course, which incorporates several modules, addresses the fundamentals of the non-aeronautical revenue business at airports and forms an important part of the Airport Economics curriculum provided by ACI.

Susan Gray, Managing Director of CPI Australia, said: “This course will be a fantastic introduction to the airport commercial world. There are many aspects of the airport commercial business that are unique to this industry. This course will be an excellent foundation for airport managers who would like to better understand the fundamentals of the non-aviation business.”

Senior Manager responsible for the operation of ACI’s Online Learning Centre, Eddie Ragauskas commented: “We are delighted to have CPI on board for this project. CPI’s experience, track record and thought leadership in this domain will ensure that airport personnel around the world will have access to the latest industry guidance and best practices with regards to airport commercial operations.”

CPI has led the way with airport commercial training, establishing the very first professional development course of its kind back in 2000 in the UK. The company now runs two, 4-day long, highly-targeted airport commercial development and management courses every year, in the UK and Australia.

Susan added: “We’ve had consistently positive feedback on the value that our courses are adding, so this new partnership with ACI is a perfect fit for us. We see the Certificate in Airport Economics – Commercial Management’s web-based, self-guided modules as the perfect precursor to our more in-depth, hands-on course.”

CPI opens registration for its 23rd commercial training course – celebrating 20 years of CPI

14th August 2017

Registration is now open for the bi-annual Concession Planning International (CPI) Airport Commercial Development and Management Course, to be held in the UK from October 30-November 2, 2017.

The course content has been completely refreshed this year to coincide with CPI’s 20th anniversary; as well as focusing on the core principles of airport commercial planning and management, the course also recognises the impact of new and unique factors facing airports today and in the future. Throughout, it addresses commercial management’s challenge of balancing the goal of optimising commercial income with the increasing emphasis on delivering a distinctive passenger experience.

The course is recognised as a key professional development opportunity on the annual training calendars of many airports. One general manager of commercial describes the course as ‘a 4-day walkthrough of my job description’. In recent years delegates have attended from airports as diverse as Singapore Changi, London Heathrow, Amsterdam Schiphol, Fraport, Budapest, Oman, Keflavik, Kuala Lumpur, Anivor (Norwegian regional airports), Marseille, Nice, Bologna, Tel Aviv, Riga, Sydney, Auckland, Dar Es Salaam, and many more. The success of the UK-based course led to the creation of a Sydney-based course in 2013; there are over 350 course alumni around the world.

The Airport Commercial Development and Management Course combines lectures from CPI consultants Susan Gray and Jeremy Corfield, supported by CPI founder and industry veteran Frank Gray. The content draws on CPI’s experience from more than 100 airport commercial projects, and also features expert guest speakers and a hands-on group terminal planning exercise.

The course focuses on the fundamentals of optimising non-aeronautical revenue, from maximising the passenger flow from a commercial perspective, terminal and store design, retail and food & beverage layout and mix development, to sales and revenue forecasting, the tendering process and contract models.
Further dedicated sessions examine the importance of understanding the customer through research and segmentation, and addresses ways to engage with them through marketing and branding, advertising, digital and mobile technology.

The course is fully residential and costs £2,995 per person. Discounts apply for organisations registering more than one delegate.
Details are on the Training pages of this website.

CPI is appointed commercial planning expert in major Auckland Airport development consortium won by Mott Macdonald

27th June 2017

Concession Planning International (CPI) is delighted to announce it will provide specialist airport commercial planning input to a major NZ$1.8bn redevelopment of Auckland Airport that will transform the user experience at New Zealand’s busiest airport.

Auckland Airport this announced earlier this month that it had appointed a consortium led by Mott MacDonald to complete the design.
Between 2018 and 2022 the airport will undertake several major infrastructure projects across the airport. Central to the team’s brief is the airport’s goal to create co-located international and domestic terminals, offering considerable operational and customer service benefits. CPI’s involvement will focus on delivering the optimal commercial scheme for future users of the new facilities.

Auckland Airport’s General Manager Retail and Commercial Richard Barker said: “Auckland Airport is looking forward to working with CPI as we know that they will challenge our thinking and bring their global experience to the table, so that we deliver an offer that will delight our customers and be commercially very successful.”

CPI Australia Managing Director Susan Gray said: “Our role is to support the airport management and the project team in developing a new, distinctive Auckland Airport experience that marries their customer experience ambitions with their need to deliver a solid commercial return on their investment. Auckland Airport have a very clear vision. We’re really looking forward to working with the team to create the airport of the future.’’

Auckland Airport handled 18.7m passengers in 2016.

Passenger Terminal Expo commercial streams to be chaired by CPI Partner

17th February 2017

For the fourth year in a row, CPI Partner Jeremy Corfield will chair the Commercial – Concessions, Retail Planning and Media stream and the Airport Economics and Financing stream at the prestigious Passenger Terminal Conference. This year’s event will be held in Amsterdam on March 14-16. Those interested in attending the event and the Passenger Terminal Expo that accompanies it can register here. This year the event celebrates its 20th anniversary and is expecting over 5000 delegates.

CPI presents on key factors influencing commercial planning at SMART Airports Asia Pacific

16th February 2017

CPI Australia MD Susan Gray delivered a presentation about some of the key factors influencing commercial planning projects in the modern airport at this year’s SMART Airports Asia Pacific event in Singapore on February 15. Susan’s presentation was part of a session on non-aeronautical revenue generation that closed the first day of the three-day conference which is organised by Aviation Media and is co-located with the Inter Airport Expo.

CPI’s Jeremy Corfield featured in the January 2017 edition of Passenger Terminal World

29th November 2016

CPI partner Jeremy Corfield once again features as a thought leader and respected commentator for the airport retail sector, sharing his views on arrivals retail in the January 2017 edition of the world’s leading airport terminal industry publication, Passenger Terminal World. To read the story, click here.

Launceston Airport wins prestigious airport award for its retail transformation

24th November 2016

CPI is delighted that Launceston Airport has received the ‘Airport Innovation & Excellence – Commercial’ Award from the Australian Airports Association. The award recognises Launceston Airport’s successful Retail Transformation Project, which was undertaken during 2015-16.

The project delivers customised and unique dining and retail options for passengers, celebrating and showcasing the best of Tasmania. Both the new dining options and the retail facilities deliver a lasting first or final impression for visitors to Launceston and Tasmania, by creating greater alignment to their Tasmanian holiday or travel experience.

CPI is proud to have worked with Launceston Airport on the project. CPI provided planning advice on the scheme’s layout, input into the concepts and brands and delivered sales and revenue projections for the proposed scheme to support the transformation business case.

Launceston Airport also received the Major Airport of the Year award for its $3.55million terminal upgrade. The awards were presented at the 2016 Australian Airports Association gala dinner at Canberra’s Parliament House, attended by over 500 representatives from the Australian and New Zealand airports industry.

We thoroughly enjoyed working on the development with the Launceston Airport team and are pleased to see the team and the development being recognised.

CPI represented on expert panel at AAA Annual Conference

24th November 2016

CPI Australia Managing Director Susan Gray chaired a panel of airport industry professionals at this month’s annual conference of the Australian Airports Association held in Canberra.
Susan chaired a session on food and beverage innovation and trends in airports. She was joined by John Pearce, Head of Retail & Commercial – Terminal, at Adelaide Airport; Adam Summerville, Managing Director of Emirates Leisure Retail Australia; and Kieran Fitzpatrick, Chief Operating Officer of Delaware North in Australia and New Zealand.

CPI partner Jeremy Corfield interviewed for Passenger Terminal World

3rd October 2016

Airport retail expert and Passenger Terminal Expo co-chair Jeremy Corfield shares his views on dwell time in airports with Passenger Terminal Today. Read the full interview here.

Global airport commercial consultancy CPI nominated for prestigious Australian export prize

11th September 2016

CPI Australia is delighted to announce it has been nominated as a Finalist in the NSW Export Awards.

The Premier’s NSW Export Awards is an annual program which recognises excellence in the export of goods and services by businesses in New South Wales, Australia. The Awards acknowledge the important contribution of businesses to the economy through job creation and increased prosperity for the community and for the state. CPI Australia’s nomination specifically recognises ‘outstanding international success in delivering professional business services’.

The award winners from the 12 industry categories automatically progress as national finalists to the Australian Export Awards. The Australian Export Awards is a national program where industry winners from all states and territories compete for an Australian industry award, including the coveted Australian Exporter of the Year.

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CPI’s Jeremy Corfield to once again co-chair at Passenger Terminal Expo

10th March 2016

CPI Partner Jeremy Corfield has been once again appointed as co-chair at Passenger Terminal Expo. PTE2016 will be held in Cologne, Germany, from 15-17 March 2016. Jeremy is co-chair of the Commercial Development, Retail, Concessions and Media sessions over three days. For the first time, Jeremy will also be chairing sessions focussing on airport economics and financing.

As the world’s largest airport conference and exhibition, with 4,500+ attendees, 220+ exhibitors and around 1,400 conference delegates PTE is a must-attend event for the aviation industry. Details can be found at

CPI opens registration for July annual airport commercial training in Sydney, Australia

9th March 2016

Registration is now open for Concession Planning International’s (CPI) bi-annual Airport Commercial Development and Management training, once again taking place in Sydney, Australia from July 25-28, 2016.

This professional development opportunity for airport managers is an intensive residential course which provides participants with expertise and insight into all core aspects of a successful airport commercial environment.

CPI, the leading airport commercial planning consultancy, has been running the highly respected Airport Commercial Revenue Development Workshop in collaboration with renowned aviation university Cranfield University in the UK since 2000. Extending the training to the southern hemisphere, the Sydney course is now in its fourth year, having enjoyed strong support from airports in the region. CPI partners Susan Gray and Jeremy Corfield are supported by local and international subject matter experts from across the airports industry.

“Past delegates at our course have said that the exposure to the fundamentals of optimising commercial performance really helps them to better understand and manage their role within the airport organisation, where there are so many stakeholders with important priorities,” says Susan Gray, Managing Director, CPI Australia.

In addition to those in commercial roles, professionals from functions such as finance, operations, marketing and business development all benefit from the course. “Many delegates are experts in their respective fields, but may have only ever worked in a single airport,” says Susan. “They really appreciate the insights we bring from our global experience. They also really like having the opportunity to meet and share their experiences with peers from around the world in this relatively private forum. One of the most frequent comments we hear from delegates every year is ‘I thought I was the only person who has to face this particular issue’.”

The training venue, the HC Coombs Centre for Financial Studies, is located a few minutes’ away from Sydney CBD across the iconic Sydney Harbour Bridge. Delegates stay on-site in comfortable en-suite accommodation. Fees include all course materials, accommodation, most meals and course social events for 4 nights from Sunday July 24 to Thursday July 28. Discounts are available for delegates who do not require accommodation and for organisations sending 2 delegates or more.

Read more or register here.

July dates for this year’s Sydney Commercial Course confirmed

11th January 2016

This year CPI will again run our Airport Commercial Development and Management Conference in Sydney in July. The course will run from Monday July 25 to Thursday July 28, 2016. As previously, the venue for this fully residential course will be the HC Coombs Centre for Financial Studies at Kirribilli, Sydney.

CPI accepts a maximum of 15-18 delegates for this week long, intensive training course which includes sessions covering core areas of commercial airport business delivered by CPI consultants as well as guest speakers from the industry. Attendees also participate in a group exercise to plan an airport redevelopment that will optimise its commercial performance.

We will once again be joined by guest speakers including Shane de Wit of Melbourne-based Traffic and Parking Consultants, who provides an expert overview of the parking and ground transportation business – one of the greatest sources of revenue for many airports. Ian Cesa of Horizon Consumer Science will also again make a presentation about undertaking and understanding market research in airports and using these insights to drive commercial returns. Other speakers to be announced.

Discounts are available for organisations sending multiple delegates and for students who live in Sydney and do not require accommodation.

In 2015 this course attracted delegates from Oman, Adelaide, Singapore, Darwin, Auckland and Sydney airports, with some organisations sending several delegates.

Retail masterplanning article features CPI views

5th January 2016

CPI’s insights featured strongly in a recent article about retail planning in airports, focusing on the importance of incorporating commercial into airports’ overall masterplanning and strategy planning. The article ran in the January issue of Passenger Terminal World magazine and can be viewed here.

CPI featured in industry article looking at the future of airport planning

30th December 2015

CPI Partner Jeremy Corfield was featured in the Annual Showcase 2016 published by Passenger Terminal World. Read the full article here:

CPI and Cranfield University complete 16th airport commercial course in UK

15th November 2015

The 16th annual CPI / Cranfield University Airport Commercial Revenues Workshop this year attracted delegates from Budapest, Frankfurt, Schiphol, Verona, Marseille and Heathrow airports, Tanzania Airports Authority and Oman Airports Management Company. Gebr Heinemann and Mott MacDonald also represented the wider industry.

The course took place at Cranfield University in the UK in early November. Guest speakers included Tim Wheen, speaking on Heathrow Airport’s extensive passenger insight programme and how these findings feed into its successful passenger experience and commercial strategies. Cranfield’s Henrik Rothe presented the architect’s perspective on airport planning. Delegates were also invited to attend an exclusive guest lecture from Willie Walsh, CEO of International Airlines Group (IAG).

CPI’s bespoke commercial course for Papua New Guinea airports is a great success

29th September 2015

CPI has delivered a tailored commercial training course for a team of managers and some of their key business partners at Port Moresby International Airport, Papua New Guinea. PNG’s National Airports Corporation asked CPI to create and deliver the course for some of the organisation’s high potential managers after two senior managers previously attended CPI’s Sydney course.

The tailored course is a cost- and time-efficient way to deliver the core aspects of our successful annual commercial courses. It offers organisations the opportunity to tailor the content to reference characteristics, issues and challenges that are specific to their own organisation.

The 4-day long course included some key areas of focus such as key principles of commercial planning in airports, contracts and tendering, global retail and F&B trends, in the context of delivering distinctive passenger experiences.

Susan Gray, Managing Director of CPI, said: “It was a great privilege to be able to develop and deliver a programme that was tailored to address some of PNG airports’ current issues and how to tackle some of their future challenges. It was great to see and hear from them how much they took away from the sessions that they felt they will be able to apply to their roles.”.

2015 CPI Airport Commercial Development and Management Course, Sydney once again delivers commercial planning insights and expertise to airports from across the region

30th July 2015

The 2015 Sydney edition of CPI’s globally-recognised airport commercial training course concluded today, delivering another successful instalment of CPI’s ongoing commitment to providing the world’s leading professional development programme for airport commercial leaders. With attendees from Australia & New Zealand, Asia and the Middle East, the 2015 Sydney course delivered a 4 day focused program with a mix of presentations from the CPI team and expert guest presenters.

Building on the success of 2015, the 2016 edition of this course will be held in late July, once again in Sydney, with details to be advised in the coming months.

Susan Gray writes on defining the passenger experience for Passenger Terminal World

25th June 2015

CPI Australia Managing Director Susan Gray writes for Passenger Terminal World on the importance and value of defining the passenger experience in airports.

CPI co-chairs and moderates commercial sessions at successful Passenger Terminal Expo 2015

12th March 2015

CPI Partner Jeremy Corfield successfully co-chaired three full days of the commercial stream at Passenger Terminal Expo 2015 during March. Jeremy moderated the Commercial Development, Concessions, Retail and Media stream, which featured presentations from experts from organisations including Singapore Changi, London Gatwick, Vienna Airport, Brisbane Airport Corporation, Aéroports de Paris, Isavia, Vancouver Airport Authority, Brussels Airport, Aeroporti di Bologna and Darwin Airport.

Passenger Terminal Expo 2015 organiser UKIP Media & Events claimed attendance numbers in line with last year’s record 1300+ delegates. The Expo and Conference was held in Paris’ Expo de Versailles and attracted more than 3,500 attendees, over 330 speakers and 180+ exhibitors from airports and airport –related businesses around the world.

Next year’s event will be held in Cologne, Germany from March 15-17, 2016.

CPI announces 2015 dates for leading airport commercial management and development courses in UK and Australia

29th January 2015

CPI is delighted to announce that the Airport Commercial Development and Management course will again take place in Sydney, Australia from Monday July 27 to Thursday July 30, 2015.

The Australian course, now in its third year, draws delegates from across Australia and New Zealand, though past attendees have come from as far afield as Papua New Guinea and Botswana. The course is held at the HC Coombs Centre for Financial Studies.

CPI and Cranfield University have also revealed the dates for the UK course, now in its 16th year. This annual course will take place from Monday October 5 to Thursday October 8, 2015. The venue is the Milton Keynes campus of the highly regarded aviation postgraduate school of Cranfield University.

Both courses offer an excellent professional development opportunity for high potential managers. It is particularly valuable to those who have joined the airports industry from other sectors, have a background in another specialist area such as finance or operations, or simply wish to gain a deeper understanding of all aspects of the non-aeronautical business of airports.

For more details on CPI training please click here.

CPI and Isavia complete selection process for redeveloped airside space at Keflavik Airport

2nd December 2014

CPI has completed the commercial planning and selection process for retail and food and beverage in the airside departures lounge at Keflavik International Airport, working alongside the commercial team of the airport’s operator Isavia over the last 12 months.

CPI undertook a detailed analysis of the commercial performance of Keflavik’s airside departure lounge. The consultancy determined the amount and type of retail and commercial space this area would need and on this basis, calculated actual forecast revenues to inform Isavia’s budgeting and tender planning.

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CPI’s Susan Gray and Jeremy Corfield join the industry discussion at the Australian Airport Association’s Commercial Forum on the Gold Coast

29th November 2014

CPI was honoured to be invited to participate in the 2014 Australia Airports Association National Conference Commercial Forum on the Gold Coast, Australia, this week.

CPI’s Susan Gray joined the F&B expert panel to discuss the topic “Airport Food and Beverage – Does a master F&B concessionaire approach still deliver the best outcome to an airport?”.

CPI’s Jeremy Corfield delivered a presentation and associated case studies on the subject “Delivering an integrated digital, advertising and signage strategy that enhances the customer experience and generates commercial income”.

Susan Gray commented “This commercial forum is a fantastic initiative by the AAA team and we are very pleased to have been asked to join the debate on some important issues for Australia airports. Forums such as this really bring the industry together and provide a platform to hear a range of views on the issues that drive commercial performance in airports.”

15th CPI / Cranfield University Airport Commercial Revenues Workshop once again attracts delegates from across the world

17th October 2014

The 15th annual CPI / Cranfield University Airport Commercial Revenues Workshop has once again attracted delegates from across the globe, and achieved the important milestone of some 300 delegates that have participated in this training since its inception.

Bringing together representatives from airports and associated industries from countries as diverse as Singapore, Germany, Iceland, Latvia, Greece, Australia and Malta, this year’s course continues the rich tradition of delivering the world’s longest running and best commercial training for airports. Covering all facets of the airport commercial revenues spectrum, this course provides a platform for focussed learning, debate and dialogue designed to stimulate understanding and innovation in airport commercial activities.

2015 courses will be held in Sydney in late July, and in the UK in late October, with firm dates to be announced in the coming months. For more details on CPI training please click here.

CPI’s Jeremy Corfield to chair Day Two of the China Passenger Communications & Engagement Summit 2014 in Shanghai

23rd August 2014

Jeremy Corfield, Partner in CPI’s Australian office, is honoured to be selected by the Organising Committee to chair Day Two of the inaugural China Passenger Communications & Engagement Summit 2014, to be held in Shanghai on 11-12 September. With a focus on how technology can enhance the airport passenger experience and generate additional commercial revenues for airports, the second day of the Summit features speakers from airports such as Shanghai , Shenzen Baoan, Finavia, Geneva and Vienna, airlines including British Airways, JAL and Shenzen Airlines, and organisations including Google, Ilium and HNA Yisheng International.

With a focus on the full spectrum of interactivity, the Summit promises to deliver leading-edge insight into this most important focus of airport commercial activity.

2014 CPI Airport Commercial Development and Management Course, Sydney,  a resounding success

31st July 2014

The 2014 Sydney edition of CPI’s globally-recognised airport commercial training course has concluded, capping another successful instalment of CPI’s ongoing commitment to providing the world’s leading professional development programme for airport commercial leaders. With attendees from Australia, New Zealand, Singapore, Papua New Guinea and Botswana, the 2014 Sydney course once more brought together a diverse cohort of airport professionals for an intensive four-days covering all aspects of the airport commercial spectrum.

The 2015 edition of this course will be held in late July 2015, once again in Sydney, with details to be advised in the coming months.

CPI’s Jeremy Corfield to chair 3 sessions at Passenger Terminal Expo 2014

18th March 2014

CPI Director Jeremy Corfield will be chairing 3 separate sessions at the world’s largest airport conference and exhibition, Passenger Terminal Expo, in Barcelona from 25-27 March 2014. Jeremy’s sessions will include “Growth-focused contract models”, “Airport advertising – what airports can do to maximise value” and “The role of digital signage in the customer experience and commercial revenue growth”.

Reinforcing CPI’s as an influential voice in key airport commercial issues, Jeremy has curated a diverse speaker group including leaders from Stansted Airport, Gatwick Airport, Vienna International Airport and LAX, as well as prominent architects, designers, futurists and media organisations.

CPI appointed to provide commercial consulting services at Keflavik Airport, Iceland

16th March 2014

CPI has been appointed by Isavia, operator of Keflavik Airport, Iceland’s largest airport, to provide commercial consultancy services for the upcoming tenders of speciality retail and food and beverage concessions. This follows CPI’s recent work with Isavia to create a new commercial plan and scheme for the international departures lounge at the airport.

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