This document summarizes a presentation about concessions at Port Columbus International Airport (CMH). It discusses how CMH generates revenue from its approximately 40,000 square feet of concession space. It also outlines strategies to optimize concession space and revenue, including focusing on post-security locations, providing passenger services, and promotional marketing. The goal is to get the most value from concession space by meeting passenger needs and driving traffic.

1. Track: B (Terminal/Landside)
Workshop: 5
Title: Concessions to Concessions
Moderator: Chris Donahue
URS
Date: 7 February 2013
CONCESSIONS: BEYOND “LOCATION, LOCATION, LOCATION”
Presented By: David W. Saleme, A.A.E.
Columbus Regional Airport Authority

2. About Today
Getting the Most out of Your
Square Footage
Beyond “Location, Location, Location”
• Background on CMH
• Location, Services, Promotion
David Saleme, Esq, A.A.E.
Business Development Manager
Columbus Regional Airport Authority
Port Columbus International Airport

3. About CMH
Port Columbus International Airport
CMH
• Total Annual Passengers – ~6,380,000
• Three Concourse Design, separate checkpoints,
no post security connectivity.
• No single carrier dominates the market.
• Just over 40,000 square feet of concession space.
• Approximately 46% of concession space pre-
security.

4. About Our Revenue
4,500,000
Enplaned Passengers
4,300,000
Revenue to Authority
4,100,000
3,900,000
3,700,000
3,500,000
3,300,000
3,100,000
2,900,000
2,700,000
2007 2008 2009 2010 2011 2012

5. Revenue Impact
$4,900,000
@ 1% from 2009
Through 2012
$4,700,000
@ 1% after 2012 $1,130,000
$4,500,000
@ 3% after 2012
$4,300,000
$4,100,000 $670,000
$3,900,000 $637,000
$3,700,000
$3,500,000
2009 2010 2011 2012 2013 2014 2015 2016 2017

6. Location
Increase Revenues through customer focused
concessions, services, and marketing.
This “customer focused” approach was developed as a result of
the transition in concession responsibility at the end of 2009 –
we made adjustments based on:
– identifiable industry successes with concepts beyond
typical “in-line” locations,
– data from surveys demonstrating that passengers asked for
concepts already in place,
– our own experiences observing passengers in the terminal.

7. Location
Location
• Total Concession Square Footage
– 10,000 to 12,000 per million EP
• Ratio of Pre/Post Security
– 10/90 split
– heavy concentration post-security
• Alternatives to “in-line” locations

8. Location
Terminal – As a Whole

9. How Much?
10-12,000 Square Feet (SF) of
Concession Space per million
Enplaned Passengers (EP)
Optimum:
31,500 –
37,800 SF
Current:
3,150,000 x .01 = 31,500 SF
40,700 SF 3,150,000 x .012 = 37,800 SF
Terminal – As a Whole

10. 10/90 Guidance
Terminal – Pre/Post Security

11. 10/90 Guidance
Optimum:
28,350 – 34,020 SF
Current:
Optimum: 22,000 SF
3,150 –
3,780 SF
Current:
18,700 SF
Terminal – Pre/Post Security

12. 10/90 Guidance
Terminal – Pre/Post Security

13. Concourse A
2,600 SF – Original

14. Concourse A
~2,700 SF – Revised

15. Concourse B -
Immediate/Potential

16. Future State
Optimum:
28,350 – 34,020 SF
Post-TMP: 28,000 SF
Optimum:
3,150 –
3,780 SF
Post TMP: Concourse B
17,000 SF “Reserve”
7,000 SF
Terminal – Pre/Post Security

17. Services

18. Services

19. Services – Power

20. Services – Kiosks

21. Promotion =‘s Information

22. Conclusion
Increase Revenues through customer focused
concessions, services, and marketing.
Getting the Most out of Your Square
Footage:
• Location: post security and in proximity
to the passenger.
• Services: meet the needs of the
passenger so they are free to
unplug, and can find what they need.
• Marketing: visually interrupt their
David Saleme, Esq, A.A.E.
journey with messaging that drives Business Development Manager
them to the locations. Columbus Regional Airport Authority
Port Columbus International Airport