The Task
Our team was tasked with developing comprehensive strategic plans for ANA Aeroportos de Portugal’s retail, parking, advertising, car rental, and real estate businesses. The initial project led to ongoing support for six years.
Our Approach
We initiated the project by conducting an in-depth review of existing performance in all nine airports managed by ANA, including an international benchmark to assess competitive positioning. In support of the new strategy, we conducted a market study to identify different customer segments and their needs and wants.
The strategic plan encompassed the main non-aviation business lines, such as Retail, Parking, Advertising, Car Rental, and Real Estate. We developed a strategic vision and objectives for each and followed up with an action plan, incorporating new airport layouts, a revised concession mix, and an optimised marketing plan.
To ensure the successful implementation of the new strategy, our experts provided on-site support for six years. The comprehensive action plan included upgrading commercial areas in all airports, tendering and selecting new concessionaires, defining a new concession management model, and developing new commercial concepts with operators.
The Result
The result was significant growth in all non-aviation businesses over the next five years, with revenues increasing between 20% and 40%. Additionally, passenger satisfaction drastically increased while attracting leading brands and travel retail operators. Our team’s strategic approach supported ANA Aeroportos de Portugal in transforming its non-aviation business lines, creating a superior passenger experience, and improving its commercial performance.