The Task
Airport International Group, the operator of Queen Alia International Airport, requested our assistance in defining and implementing an immediate optimisation of commercial revenues, developing an RFP, a new standard commercial contract, and planning a master food & beverage concession tender.
Our Approach
After conducting a quick due diligence, we found several immediate opportunities for improvement, which we implemented during on-site visits. The optimisation efforts were carried out in collaboration with the retailers and did not require capital expenditure.
To increase the amount of sqm to be tendered, we first reviewed the opportunities for relocating several existing concepts and including available areas not previously used for commercial operations.
We then developed a new RFP and corresponding contract that included both the units that would be immediately available and the units identified to become available over the next 2-3 years.
The RFP was based on identifying the operator best suited to ensure the continued development of the airport’s F&B offer by implementing best global practices and introducing practical day-to-day operational requirements.
The Result
The result was a new standard RFP and Master Concession Contract with detailed SLA requirements, which will be used by all future commercial operators at the airport and will ensure ongoing collaboration between retailers and the airport. The contract includes a new phased payment structure aligned with the forecast passenger growth.
This was launched at the beginning of 2019 to a shortlist of international Food & Beverage operators.