The Task
An international consultancy firm asked us to perform an in-depth due diligence and create a revenue forecast for all commercial activities for a potential bid for a stake in Pulkovo Airport, the main gateway to St. Petersburg.
Our Approach
To accomplish this, we conducted a site visit and reviewed all available commercial, operational, legal, and financial data. We evaluated the downtown retail and food and beverage offerings to understand the offer and identify potential concepts to incorporate into the airport offer. We then conducted comprehensive due diligence on the various elements of the airport’s commercial operation.
We developed a detailed revenue forecast that specified revenue per passenger, per business line, and year. Additionally, we provided a strategy for increasing revenues based on a detailed short, medium, and long-term optimisation plan, highlighting opportunities that did not require CAPEX. Finally, the commercial revenue forecast detailed the airport’s needs and requirements, such as space allocations, contractual terms, and outsourcing deadlines. Additionally, it included a technical and architectural “wish list” for future development of the commercial offer.
The Result
The outcome was a detailed status quo evaluation, identifying potential upsides based on a short—, medium—and long-term business development strategy. This was supported by a revenue forecast per year per passenger for the concession’s term.