The Task
Our team was approached by the owner of a 29,6% shareholding of Grupo Aeroportuario Centro Norte (known as OMA), the airport operator managing 13 airports in Mexico, to perform an independent commercial due diligence and develop a revenue forecast with detailed assumptions to support the stake sale.
Our Approach
We utilised our expertise to gain a comprehensive understanding of each airport’s current situation and commercial opportunities. By categorising passenger profiles and using traffic forecasts, we identified future needs for each commercial business line and relevant risks and opportunities. We then identified potential operators, recommended contractual and financial control systems for the new operations, and developed high-level tender planning with defined deadlines while identifying risks.
Finally, we developed a revenue forecast for the concession period supported by evaluations of terminal plans, space allocation, passenger flows, operational processes, and each airport’s socio-economic characteristics. We also provided the client with recommendations for short–, medium–, and long-term revenue optimisation opportunities.
The Result
Our team’s extensive analysis contributed to the successful conclusion of the stake sale within 30 days of finalising the commercial due diligence and revenue forecast.