ICT role in 21st century education and its challenges
Ca+ ppt nicer 1.
1. The use of Business Intelligence to
maximise terminal retail activities
John de Giorgio
Managing Director – Concessionaire Analyzer Ltd
www.shireburn.com/airports
2. Agenda
ontext
hat are the issues?
hat is the opportunity?
hat is the solution?
3. Context
ownward pressure on landing fees from
carriers
irports are increasingly reliant/focused on
retail sales
evenue share lease agreements common in
airport terminals
s fixed rent, thresholds, minimum guarantees etc.
sually identical % across products within a
concession despite different product margins
4. What are the Issues?
eed to analyze retail sales to drive
airport’s decision-making but…..
anual collation of concessionaire
sales data by airports
• Inefficient
• lack of control & auditing
• latency of information
Generally data is aggregated per day
No transaction/product level details
Barriers to deep analysis of retail data
5. What is the Opportunity?
o analyze retail sales transaction data
through Business Intelligence
techniques:
• to gain an understanding of retail patterns
& trends
• sales by route, carrier, product category etc.
• to be able to improve negotiations with
concessionaires and airlines
• assess effect of promotions
• tweak retail sales mix
• maximize retail revenues and income
6. Prerequisite
utomate collection of
concessionaires’ sales data into a
data warehouse
• Transaction level detail
• Ease upload of sales data by
concessionaires
• Web services
• Standard file formats
• Automation possibilities
8. Business Intelligence
ancy name for reporting?
nalyse, monitor, plan & project
ashboards, scorecards, KPIs
ombine sales, passenger, lease &
property data into analysis
9.
10. BI Examples
ncome/m2 by concessionaire
ncome by route, airline, day/time etc.
• Income per pax by route, airline etc
ncome by product category
op 20 product categories by income
ross margin per pax by concessionaire
• Important for per pax fee monitoring
11.
12. Secondary Effect
Opportunities
mplement revenue sharing at product category
level to reflect product margins
acilitate move to per pax based fees
mprove control of concessionaires & reduce
fraud, under-reporting etc
• Completeness checks
• Sales gap analysis
• Mystery shopping
mplement standard POS solution for some/all
concessions
• opportunity for real-time sales data
13. The Solution?
More info in exhibition space and at
www.concessionaireanalyzer.com
Carolina Court
Ta’ Xbiex, XBX 1425
Malta
Tel +356 2131 9977
info@concessionaireanalyzer.com
www.concessionaireanalyzer.com
