Our people

Our people

We’re a group of experts with highly specialised backgrounds in airport commercial businesses, complemented by leadership roles across a range of disciplines, industries and markets. With our diverse and proven track record we are the expert airport commercial resources to complement your existing team. The combination of our collective consulting histories, our deep executive experience and the currency of our professional development programmes means that we really do see you differently. We’ll develop a creative solution that unlocks value, and we will transfer knowledge and skills to your organisation.

We’re flexible and agile. We prefer to take a highly collaborative approach to working with our customers. We are a people-led business, and we believe the best solution always starts with the customer.

The CPI team

“We apply principles, knowledge and expertise to deliver unique, tailored outcomes.”

“We are a team of expert thinkers and proven problem solvers with a heritage in airports and other travel hubs.”

Frank Gray

Frank GrayFrank is founder and Managing Director of CPI. He has over 45 years’ experience in commercial development, planning and management in airports worldwide. Frank is a specialist adviser to airports, rail operators, governments, private sector investors & funding organisations on commercial development in airports.

Frank is a visiting lecturer on Airport Commercial Development to MSc students at Cranfield University and to MSc students at the University of Westminster in London. Frank co-founded the annual CPI/Cranfield University Airport Commercial Revenue Workshop at Cranfield University and is a presenter on the CPI Airport Commercial Development & Management course, Sydney.

At BAA, he was a senior manager in charge of commercial development at all seven airports. As Assistant Director of Aviation (Commercial & Properties) at Houston in Texas, he was responsible for all commercial and property activities at the three airports run by the City.

He moved into consulting in 1990, establishing and running the European practise of a Canadian-based company. In 1993 he joined Cook, Neill Associates (CNA) as Director of Consulting. During 5 years at CNA he built a reputation for airport concession planning worldwide, before setting up CPI in 1997.

Concession Planning International Limited
11 Northdowns, Cranleigh, Surrey
GU6 8BY, United Kingdom
Skype: frankgraycpi
Mobile: +44 (0) 7748 653 737
Email: frankgray@concession-planning.com

Susan Gray

Susan GraySusan is the Managing Director of CPI Australia.

Susan has over 20 years of professional experience in the global airports sector. With her unique background in this industry, she specialises in the areas of branding and marketing communications, and has a broad and deep understanding of the airport food and beverage business.

She is a presenter on both the CPI Airport Commercial Development & Management Course, Sydney and the CPI/Cranfield University Airport Commercial Course in the UK. She has written for various industry publications, including Airport World, Airport Business & The Moodie Report (as herself & on behalf of clients). Susan has a BA Hons degree in International Relations.

Prior to joining CPI, Susan spent 9 months with an embedded team of consultants at Delhi International Airport, India where she led a work stream to identify the brand architecture & brand positioning for the airport and develop and implement a commercial brand for the new Terminal 3.

Susan previously spent seven years with SSP, a leading travel food & beverage concessionaire, in a variety of global marketing, communications & branding, client relations & business development roles.

In her time at SSP, she was responsible for group corporate communications (including media relations), international stakeholder communications & airport relationship strategy for SSP across 30+ countries; rail, air and roadside.

Susan was also responsible for delivering the successful global re-brand to ‘SSP, The Food Travel Experts’ including development of brand guidelines, and creation and dissemination of all marketing collateral, from websites to tender guidelines.

In a previous role, Susan was responsible for SSP’s client relations strategy across all key accounts within the SSP global estate. This included project-managing several major F&B tenders at airports worldwide, and providing support to other client-facing tenders, projects & activities globally.

Originally a journalist, Susan was Deputy Editor of leading travel retail trade publication The Duty Free Business (now Travel Retail Business) and Editor of the annual publication The Airport Book. Susan also worked as a journalist and editor on publications for ACI Europe and the UK’s Airport Operator Association.

CPI Australia
P.O.Box 581, Balmain
NSW 2041, Australia
Skype: susangraycpi
Mobile: +61 (0) 435 956 777
Email: susangray@concession-planning.com

Jeremy Corfield

jeremy_corfieldJeremy is a Partner at CPI Australia.

Jeremy has more than 28 years’ professional experience in the finance, consulting, media and aviation sectors, with 12 years in executive roles in airport and out-of-home advertising, with a focus on digital and mobile technology. Jeremy has a strong history of not only creating possibilities, but working with business partners and suppliers to deliver them. Since 2001, Jeremy has been actively involved in many facets of airport commercial activity.

Jeremy is a director of the CPI Airport Commercial Development & Management Course, Sydney and a presenter on the CPI/Cranfield University Airport Commercial Course in the UK. Jeremy has written for many publications including Airport World, ACI Airport Business & Marketing Magazine Australia and presents at leading retail & aviation industry conferences. He holds an MBA in Strategic Management and has completed the Stanford University Graduate School of Business Managing Change program.

Jeremy is one of the world’s leading experts on airport advertising. Prior to joining CPI, Jeremy was Global Director, Commercial, and Global Director, EYE Fly, for Eye Corp, the leading international out-of-home media company. Jeremy led EYE’s airport advertising business globally, with clients including Singapore, Gatwick, Manchester, Stansted, Sydney, Melbourne and Auckland International airports among more than 20 significant airports & more than 40 terminals worldwide.

Jeremy has a deep understanding of airport advertising revenue benchmarking, strategic planning, audience research and segmentation, integrating advertising into the architectural and cultural framework of airports, and generating media revenues on a local, national, regional and global scale.

With his background in financial modelling and commercial strategy, Jeremy has extensive experience in business analysis, planning, and commercial negotiations. Having worked with firms including Ernst & Young, GE, Thorn and EYE Corp, Jeremy has a diverse background across a range of industries & disciplines.

CPI Australia Pty Ltd

P.O.Box 581, Balmain

NSW 2041, Australia

Skype:jeremycorfieldcpi

Mobile: +61 (0) 404 811 100

Email: jeremycorfield@concession-planning.com

Peter Orlando

Peter OrlandoPeter is a specialist retail consultant with over 30 years’ experience in both domestic retail and travel retail markets. Peter has particular expertise in airport duty & tax free retail, having previously been Managing Director of Forte Retail Services (Airports Division), subsequently renamed Alpha, & acquired by World Duty Free. Under his leadership, the company was BAA’s largest concession partner covering both duty free and specialty retail operations at seven UK airports.

With a focus on airport retail innovation, Peter developed and installed over 100 retail and food & beverage concessions in 30 airport terminals worldwide. This informed his understanding of what works where and for which customer type, and is fundamental to his approach to airport concession planning projects. With his involvement in all CPI retail projects over the last 15 years, Peter has stayed abreast of the evolution of airport retail.

Peter’s key areas of involvement in CPI projects include review of existing concessions, space allocation, location, accessibility, visibility, adjacencies, tenant mix, suitability and passenger support performance evaluation, brand and merchandise relevance and downtown comparisons.

Concession Planning International Limited
11 Northdowns, Cranleigh, Surrey
GU6 8BY, United Kingdom
Email: peterorlando@concession-planning.com

Our partners:

Our collaborations with our partners have delivered some very exciting outputs for our customers. We are not retail designers. We are not retail architects. And we are not a creative ‘branding’ agency. But we have long-established relationships with some fantastically talented experts who excel in all these areas.