The Task
Following Zurich Airport’s successful bid in the 5th Brazilian airport concession round, our team was commissioned to develop a comprehensive commercial concept and real estate master plan to improve passenger experience and achieve optimal financial results.
Our Approach
Our approach commenced with intensively analysing the status quo to identify opportunities and risks. This included meetings with the airport’s commercial team and concessionaires, as well as a review of performance utilising our benchmark database.
To effectively define concession and brand mixes for the airport, our team conducted a market study to identify key passenger segments and their specific needs and wants. To maximise commercial revenues, we proposed several revenue-enhancement measures, including streamlined contract management, planned marketing strategies, and, lastly, a new terminal layout to enhance passenger flows and improve the overall experience.
Regarding the real estate aspect, we performed an inventory of existing assets and reviewed urban legislation, city plans, and limitations. This allowed us to identify potential areas for new developments, and an in-depth market analysis was carried out to determine which products would best fit within the airport perimeter. All our conclusions were incorporated into a master plan, outlining a mix of uses, GLA, and phasing.
Finally, we developed a business plan to analyse the impact on non-aviation revenues and ROI, ensuring that our proposals guaranteed long-term financial success.
The Result
Our client successfully worked alongside existing concessionaires to improve the range and quality of services offered, leading to diversification of the product range and significant enhancement of the passenger experience. Moreover, our real estate master plan enabled Zurich Airport to secure investors to develop an impressive 50-hectare area.