The Task
Copenhagen Airports International, a shareholder of Grupo Aeroportuario del Sureste (known as ASUR, a Mexican airport operator), requested that we provide a business development and outsourcing strategy for all commercial business lines in the nine airports under management. This included developing new standards for RFPs and contracts and managing all international tenders.
Our Approach
Our team worked as an integrated part of the Copenhagen Airports International commercial department to develop a detailed business development strategy. This included analysing passenger profiles, defining space requirements and unit locations, detailing retail and F&B concepts and formats and in-terminal flow plans, and, finally, developing a revenue forecast with the specification of revenue per passenger and per sqm.
Our team’s legal and business background and fluency in Spanish enabled them to work closely and collaboratively on-site with local lawyers, commercial managers, financial teams, and the airports’ operational departments. Over two years, our experts developed a completely new commercial standard contract, which was used for all commercial activities. All operations are now streamlined, concession fee payments are automated, and insurance and guarantees are systemised.
Additionally, all SLA requirements, design manuals, technical installation booklets, and KPIs are available in booklet format and ready to be included in future contracts.
Our team also developed a complete tender package, including a standard RFP for international tenders for each one of the commercial business lines. Most of the large key concession contracts were offered as multi-airport master concessions. Smaller concessions were offered via local mini-tenders or parallel negotiations.
We also managed the tender process for each business line, including the development of pre-tender marketing, sales meetings with potential bidders, development of electronic bid evaluation systems, and draft contracts.
The Result
All commercial units at the nine airports were successfully tendered in international tender processes, all contracts were signed within the given timeframe, and the commercial revenues have significantly increased.