The document discusses how airports can improve management and increase revenues from non-aeronautical sources, which typically account for 40% of total revenues. It outlines challenges with current data collection and analysis practices, and introduces the CA+ solution to address these challenges through automated data collection, performance monitoring and analysis, and revenue calculation and billing. The CA+ solution aims to help airports improve controls, gain better insights, and maximize non-aeronautical sales and revenues.

1. Control, Manage and Boost
Non-Aeronautical Revenues

2. 40%
Non-
Aeronautical
56%
Aeronautical
4%
Non-Aeronautical Sector Aeronautical Sector
Non-Operating Revenue
Non-aeronautical sector revenues
reached US$58bn in 2014*
• Non-aeronautical sector
usually more profitable
• Contribution to EBIDTA
significantly higher
* 2015 ACI Airport Economics Report
2
Airport Revenues

3. 3
1. Need to boost non-aero revenues to
support core operations
2. Need to control concessionaires
3. Need to have more detailed and
fresher data for improved analysis and
insight
4. Need to automate and secure
processes
• Data collection
• Analysis
• Billing
What are the Challenges?

4. 4
• Data Collection
• Monthly or weekly totals
• sometimes by category
• no transaction level data
• Concessionaires usually report by email
• Significant effort spent on collection and chasing
• High dependence on Excel by commercial team
• Process lacks control, auditing and monitoring
• Billing
• Lacks automation and controls
• Analysis
• Performance analysis limited and manual
Current Situation

5. 1. Improve controls, auditing, monitoring and
chasing
2. Increase level of detail and thus capability
for analysis
3. Reduce delay in data collection and
analysis
4. Combine sales data with flight and
passenger numbers
5. Improve performance through better
analysis and tactical actions
6. Assess impact of promotions, digital
advertising and more
7. Share analysis with concessionaires for
broader performance analysis
5
The Opportunity

6. 6
Core Business Processes
Manage
concession
agreements
Calculate
revenue shares
Lease
agreements,
W&E, services
Billing of
revenue shares,
rents, minimum
guarantees,
utilities etc.
Performance
and Data
Analysis
Sales Data
Collection
Concession
Contracts
Management
Revenue
Share
Calculations
Property
Management
Billing Analysis
Collect sales
data from
concessions

7. 7
Additional Business Processes
Sales Data
Collection
Concession
Contracts
Management
Revenue
Share
Calculations
Property
Management
Billing Analysis
Loyalty
Flights
People
Counting

8. 8
CA+ Solution Overview
Concession Contracts
Enables management of concession
agreements including revenue shares,
minimum guarantees, rents, utilities etc.
Property Management
Manage leases of offices, hangars,
counter-tops, warehouse, as well as
utilities and services
Revenue & Billing
Calculation of revenue shares, MAGs
etc., undertaking billing with optional
integration to accounting/ERP systems.
Reporting & Business Intelligence
Reporting & BI provides insight on
performance of concessions, flights,
routes, revenue categories, terminals
and much more.
Collect Sales Data
Automates collection of detailed sales
data from concessionaires.
Flights
Integrates with operational flight data
systems to collect detailed flights and
passenger data.

9. 9
Data Collection

10. 10
Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

11. 11
VALIDATION,
LOGGING &
MONITORING

12. Monitoring
12

13. 13
Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

14. 14
Concessionaires’ Back-
Office System
Concessionaire’s
Back-Office System
VALIDATION,
LOGGING &
MONITORING

15. 15
CONCESSIONAIRE
BACK-OFFICE
SYSTEM

16. 16
Concessionaire
Back-Office
Concessionaire
Back-Office
Concessionaire
Back-Office

17. 17
Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

18. 18

19. 19
Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

20. 20

21. 21

22. 22
• Software installed on any POS, automatically
transferring printed sales receipts data to CA+
• Fully automated
• Non-intrusive
• Boarding pass scanning to tag flights to sales

23. 23
Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

24. POS with standard POS functionality as well as
airport specific features.
24
Boarding pass scanning
to tag flights to sales
Destination-dependant
pricing/tax/excise
Support for airline
voucher
payments/reporting
Integrated with CA+ Real-time data collection
Supports retail & F&B

25. 25
Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

26. 26
ROI DRIVERS
Control Automation Insight

27. Centralised CA+
Data
Warehouse
Role based CA+
Portal for airport
and
concessionaire
users
Integration
layer to receive
data from
concessions
Business
Intelligence
Platform for
data analysis
and insight on
performance
Contracts
management,
revenue shares,
minimum
guarantees,
utilities &
services, and
additional
charges
Automation of
billing and/or
integration to
ERP system
27
The CA+ Solution

28. • Collects and controls sales data
• Maintains concession agreements with revenue shares, guarantees and
more
• Provides a customisable BI platform allowing measurement and analysis of
performance to drive revenue improvements
• Automates revenue calculation and concessionaire billing
• Improves understanding through business intelligence
• Allows concessionaires to benchmark their performance
• Automation improves resource allocation
• Improves auditing and controls
28
What does CA+ do?

29. • Improves control on concessionaires and airport commercial team
• Enables better understanding of sales patterns, routes, airlines,
categories and more
• Benchmark, monitor and optimise performance of concessions,
categories, routes, terminals.
• Greater analysis through greater detail
• Freshness of data - greater agility
• Assess impact of promotions, digital advertising and more
• Monitor budgets and more accurately predict future trends and planning
• Improve negotiations with airlines and concessionaires
• Improve flexibility of contracts and automate billing
• Maximize non-aviation sales, revenue and performance
29
CA+ Benefits

30. 30
CA+ Architecture

31. 31
Role based dashboards,
drill-down and filtering
Dashboard composition
can be determined centrally
or configured by user
BI Builder allows self-
service building of additional
BI components
Open database for ad-hoc
reporting, querying and use
of your own preferred BI
solution
BI Module

32. Analyse revenue not just sales
Assess performance before, during and after a promotion
Assess impact of digital advertising campaigns
Compare sales/pax across concessionaires in same category for benchmarking
Compare sales and revenues against budgets
Monitor conversion rates from people counting/flow
Compare performance by category, zone in terminal and more
Allow concessionaires to benchmark their performance with others in same category
Improve intelligence for negotiations with airlines and concessionaires
32
BI Capabilities

33. 33
Business Intelligence – Sample Dashboards

34. 34
Business Intelligence – Sample Dashboards

35. 35

36. 36

37. 37

38. 38

39. 39

40. 40

41. 41

42. 42

43. 43
REVENUE CALCULATION
& BILLING

44. Maintains commercial contracts
• Revenue share % by product category, destination (e.g. EU/non-EU), by
threshold
• Minimum guarantees
• Rents
• Additional charges (maintenance fees, internet charges, marketing fees)
Undertakes daily revenue calculations
Generates concessionaire billing
• Optional integration with ERP systems
44
Revenue Calculation & Billing

45. Maintains Lease Agreements
• Leasing of hangars, offices, store rooms, sales counters etc
• Management of Water & Electricity metering & billing
• Management of services such as
• Additional charges (maintenance fees, internet charges, marketing fees)
Billing
• Automates billing of rents, utilities & other charges
• Supports payments on different billing cycles
• Supports billing in arrears and in advance
• Optional integration with ERP systems
45
Property Management

46. Property Management
46

47. 47
DEPLOYMENT
SaaS Licensing
model
On-premise or
hosted in Cloud
Opportunity for
managed service

48. Control, Manage and Boost
Non-Aeronautical Revenues
www.caplus.aero