The Task
An international airport operator was contemplating making a proposal to acquire a stake in the two Medellin airports and sought our expertise in conducting due diligence and preparing a revenue forecast.
Our Approach
We conducted a site visit, which provided a comprehensive understanding of the daily commercial operations. This also allowed us to examine the passenger profile and commercial concept mix. Based on this, we developed a detailed business development strategy, segregated into immediate turnaround opportunities and medium-term revenue optimisation—including planned outsourcing of commercial contracts, shop reallocation, and modifications to the existing passenger flows.
Subsequently, we met with airport management, reviewed current commercial contracts, and scrutinised financial data from the past three years. After assessing all the data, we formulated a comprehensive due diligence report and revenue forecast for an acquisition bid for the three airport concessions.
The Result
Our approach resulted in specific input to the architects for terminal extensions and redirection of passenger flows to ensure maximum exposure to the commercial offer. We also provided a list of specific optimisation points and a set of future operational requirements for all commercial operators. Finally, we presented a detailed revenue forecast outlining the anticipated income per passenger, per business line, per year.