Our fundamental objective is to support our clients in generating optimal revenues from non-aviation activities while delivering their desired customer experience goals.
Our expertise spans food and beverage, specialty retail, duty free, advertising and other paid passenger services.
We are experts in driving all aspects of airports’ non-aeronautical business.
Our fundamental objective is to support our clients in generating optimal revenues from non-aviation activities while delivering their desired customer experience goals.
Our expertise spans food and beverage, specialty retail, duty free, advertising and other paid passenger services.
Commercial master planning
Whether it’s a new build airport, a terminal expansion or a redevelopment, we apply our bespoke approach to developing a commercial plan which will deliver the airport’s strategic goals.
Just as no two airports are the same, no two planning projects are the same. We draw on decades of airport commercial experience to examine all aspects of the performance of the current space and undertake detailed analysis to quantify the future opportunity.
We apply our proprietary methodology, honed during hundreds of past projects. But we always seek to understand the specific defining characteristics of every airport.
For each client, we create a commercial scheme, layout, mix, and environment that we think will deliver the best possible commercial outcome for their airport. This is created in collaboration with the airport’s team, its architects and designers, to ensure that the commercial vision, the customer experience ambition, the architectural vision and the operational requirements are all recognised and respected. We provide a detailed rationale for our approach, and welcome a challenge culture to ensure that the optimal outcome is achieved.
We consider current and potential future constraints and will often work with a broader project team or stakeholders, internal or external, to ensure that the agreed scheme will be flexible and sustainable in the short, medium and long term.
We also put a commercial value on the plans we develop. And we stand behind our forecasts of financial performance.
Space and mix planning
Whether its part of a larger development project, or a discrete piece of work for the commercial team, we can review and advise on the optimal amount and layout of commercial space for each precinct of an airport.
It’s often difficult for an airport to assess whether there is enough commercial space, of the appropriate type, in the right locations to provide the best service and maximise income.
We have decades of experience and understanding of how airports work. By analysing airport data and plugging in our own data and insights we can make a recommendation that will deliver the best possible commercial offer.
Commercial strategy & business development
We work with airports to identify and deliver strategies to develop and award their commercial business. CPI works with many airports to identify opportunities for commercial growth. Through analysis of a number of internal and external factors and variables, we develop realistic, achievable strategies which deliver measurable financial returns.
This could be developing a specific business case; developing the overall retail and F&B strategy; or helping with stakeholder engagement to align and embed commercial strategies within the broader business strategy.
A typical project might incorporate an assessment of the size of a specific opportunity, analysis of the competitive marketplace, market outreach within that category or sub-category, and then working with the airport to take that opportunity to market. This could take the form of a direct negotiation with or on behalf of an airport, or through a clearly defined tender process.
Tender management & ‘go to market’
CPI works with clients on all aspects of a typical tender process; from determining and valuing the initial opportunity to creating a tender programme, writing and creating the tender documentation, managing the competitive process, assessing submissions, and assisting with negotiating and awarding contracts.
This can be undertaken at a micro level or macro-level – for a category or sub-category or for an entire airport, precinct, terminal or unit.
Training
CPI is the leading provider of specialist airport commercial training in the world.
CPI has been at the forefront of delivering market-leading professional development courses for airport executives and management, travel retail professionals and associated stakeholders for over 20 years.
As Airports Council International’s official online training provider, we offer online training through ACI’s Online Learning Centre. We also deliver face to face training via our intensive management development workshops.
We run the world’s first, best and longest-running airport commercial training course, specialising in airport commercial strategy, management and planning. We have trained many of the world’s aviation industry professionals.