The Task
OMA Airports’ new CEO requested a detailed due diligence of the existing commercial operation of the group’s 13 Mexican airports to identify areas for immediate optimisation, along with developing a medium-term business optimisation strategy, a step-by-step action plan, and a management training program.
Our Approach
We initiated the assessment by visiting the site for several days and meeting with the commercial team. We also discussed specific optimisation opportunities with the commercial director in the terminal, several of which were implemented on the spot. In addition to the quick wins, we devised and launched a series of sales promotions, including several with participation from all commercial outlets at Monterrey airport. We also recommended specific readjustments to the concept mix according to the passenger profile at each airport, improved shop allocation, and the introduction of new units for the Monterrey terminal extension. We updated the current standard commercial contract, developed a new RFP (Request for Proposal), including a Service Level Requirement booklet, to be used in all future commercial contracts, and presented a complete and detailed outsourcing strategy for the contracts, that were set to expire within the coming 24 months. Finally, we set up a contract management system and a business development strategy. The strategy was structured with monthly tasks, sub-tasks, and assigned responsibilities, with clear expectations for the results.
The Result
We created a comprehensive action plan consisting of step-by-step instructions that assisted the commercial management team in identifying and capitalising on opportunities for revenue optimisation. The turnaround strategies were immediately implemented, and an increase in revenue was observed within the first month of operation. The master F&B contract was successfully tendered within the set deadline.