CPI Airport Commercial Development and Management Course - Monday October 3 - Thursday October 6, 2022 Lane End Conference Centre, Buckinghamshire, UK
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CPI Airport Commercial Development and Management Course Monday October 3 - Thursday October 6, 2022 Lane End Conference Centre, Buckinghamshire, UK CPI Airport Commercial Development and Management Course 1
file:///Users/jakeharvey/Downloads/airport-rush-2021-08-29-15-05-10-utc.jpg CPI is the leading global airport commercial planning consultancy, based in Sydney, Australia. We work on airport development projects around the world. Established in 1997, CPI’s clients are airports and other operators of transport infrastructure and investors in the sector. We’ve been engaged on hundreds of airport projects globally, visiting and working on dozens of airports every year. We optimise airport non-aeronautical businesses by improving performance through commercial strategy, planning and management. We have been at the forefront of commercial innovation for many years, driving positive industry change. We combine the science of planning with the art of execution to deliver memorable, valuable spaces. CPI Airport Commercial Development and Management Course 2
CPI’s core areas of
expertise are:
Commercial master Space & mix Commercial strategy & Tender management &
planning planning business development ‘go to market’
Whether it’s a new build airport, Whether it’s part of a larger We work with airports to identify and CPI works with clients on all aspects
a terminal expansion or a development project, or a discrete deliver strategies to develop and award of a typical tender process; from
redevelopment, we apply our bespoke piece of work, we review and advise their commercial business. We develop determining and valuing the initial
approach to developing a commercial on the optimal amount and layout of realistic, achievable strategies which opportunity to creating a tender
plan which will deliver the airport’s commercial space for each precinct of deliver measurable financial returns. programme and schedule, writing and
strategic goals. an airport. creating the tender documentation,
A typical project might incorporate
We consider current and potential It’s often difficult for an airport to an assessment of the size of a managing the competitive process,
future constraints and will often assess whether there is enough specific opportunity, analysis of the assessing submissions, and assisting
work with a broader project team or commercial space, of the appropriate competitive marketplace, market with negotiating and awarding
stakeholders, internal or external, to type, in the right locations to provide outreach within that category or contracts. This can be undertaken
ensure that the agreed scheme will be the best service and maximise income. sub-category, and then identifying for an entire airport, precinct, terminal,
flexible and sustainable in the short, We do this by analysing airport data the appropriate strategy to take that category or unit.
medium and long term. and plugging in our own data and opportunity to market. And of course we are also the leading
insights. provider of professional development
We put a commercial value on the
plans we develop. And we stand behind training in the airports sector.
our forecasts of financial performance.
CPI Airport Commercial Development and Management Course 3
About this course
This course is the only professional development course dedicated to the The content
non-aeronautical business of airports.
The course provides participants with expertise and insight into all core aspects
CPI has been at the forefront of delivering market-leading professional of a successful airport commercial programme. It supports them in developing
development courses for airport executives and management, travel a deeper understanding of their own role and their organisation’s role within the
retail professionals and associated stakeholders for over 20 years. context of the wider airport commercial environment and helps them develop
We have trained hundreds of the world’s aviation industry professionals. strong and successful relationships with all key airport stakeholders.
Since a version of this course was launched in 2000, this course has CPI’s course directors join with invited local and international subject matter
been attended by hundreds of delegates from airports and airport experts to deliver a relevant and contemporary course centred on the customer.
sector-related businesses worldwide. The focus is on the fundamentals of optimising commercial performance, from
As Airports Council International’s official online training provider, we commercial planning, retail/F&B mix development and terminal and store design
also offer online training through ACI’s Online Learning Centre; we to forecasting, the tendering process and contract models.
developed and created ACI’s highly successful Certificate in Airport Further dedicated sessions emphasise delivering a distinctive customer
Commercial Management. experience and building a strong, relevant commercial offer through customer
research and segmentation, marketing and branding, advertising, digital and
Who should attend? mobile technology.
Airport attendees are often in commercial, property or business A group exercise gives participants the opportunity to combine their learning from
development roles. They may also be drawn from other disciplines in the the course with their own expertise and ideas and apply it to a real airport terminal
organisation such as finance or operations or may have been appointed commercial planning project.
to work on a masterplanning or development project with little previous
Attendees receive a Certificate of Achievement on completion of the course.
experience of the non-aviation side of airport business.
CPI Airport Commercial Development and Management Course 4
CPI Airport Commercial Development
& Management Course
DRAFT PROGRAMME - TO BE FINALISED
Monday October 3, 2022 Tuesday October 4, 2022 Wednesday October 5, 2022 Thursday October 6, 2022
0845 Coffee and tea 0845 Coffee and tea 0845 Coffee and tea 0845 Coffee and tea
Welcome and introductions
0900 Airports today and in the future 0900 An airport commercial case 0900 The Partner Selection Process 0900 Developing an optimal airport media
– and the importance of non- study - Manchester T2 – strategies for taking your programme that is integrated with
aeronautical business – the redevelopment. Stephen commercial opportunities to the customer journey and built
evolution of an ever-changing Turner, Commercial Director, market. Jeremy Corfield environment. Jeremy Corfield
industry! Susan Gray Manchester Airport (TBC)
1030 BREAK 1030 BREAK 1030 BREAK 1000 BREAK
1045 Creating the optimal commercial 1045 The importance of integrating 1045 Food and beverage focus – how 1030 Groups’ presentation of planning
programme; the fundamentals your customer experience and getting the fundamentals of the projects
of planning a terminal to deliver commercial strategies to drive F&B offer right is central to a
commercial success. revenue. Susan Gray commercial scheme’s success
Jeremy Corfield Susan Gray
1230 LUNCH 1230 LUNCH 1230 LUNCH 12.00 Prize award for winning team.
Presentation of Certificates of
1330 Parking and Ground Transport - 1330 Airport commercial contracts and 1330 Using research and insights to
sector overview, and how insights business scenarios; developing a support delivery of a Completion for all attendees.
and data can inform and support leasing plan for the commercial commercially and customer
a commercial strategy. offer. Jeremy Corfield focused experience.
Theresa Hughes, Managing Tim Wheen, Head of Research &
Director, Chauntry Commercial Insight, Heathrow
Airport Ltd.
1500 BREAK 1500 BREAK 1500 BREAK 12.30 Course key take-outs & wrap up
1530 Terminal concession planning 1530 Terminal concession planning 1530 Terminal concession planning
project briefing and group time project - group time project - group time
1730 FINISH 1730 FINISH 1730 FINISH
1800 Social Event & Dinner 1800 ‘Free’ Evening 1800 Course Dinner
CPI Airport Commercial Development and Management Course 5
What to expect
This is an informal, fun 4 days with plenty of opportunities to interact with It is usually possible, though not guaranteed, to add an additional night at
the speakers and fellow delegates. We organise a team evening on the delegates’ own expense. Please add your request on your registration form and
Monday night for delegates to get to know each other better, and we have we will contact you directly to discuss.
a celebratory, or farewell, dinner on Wednesday evening. Tuesday evening Non-residential packages for Sydney-based attendees are available on request.
is left free. This relaxed social programme provides an important and Please note this on your registration form and we will contact you directly.
valuable opportunity for delegates to mix and make lasting connections
with peers from airports around the world. Payment terms & conditions
What’s included in the fees? Delegates are requested to complete a registration form. An invoice is issued 30
days prior to the course commencement date, with payment due on or before the
The price per first delegate is £3300 +VAT and then £3000 +VAT for first day of the course.
every delegate thereafter from the same organisation.
The price is fully inclusive of:
• A ll course materials and refreshments (morning tea, lunch, afternoon
tea) Monday through Thursday
• Bed & Breakfast accommodation at Lane End Conference Centre for 4
nights from Sunday October 2 - Thursday October 6, 2022
• Course dinner and social event Monday October 3, 2022
• Course dinner Wednesday October 5, 2022
All residential delegates are encouraged to arrive on the evening of Sunday
October 3, 2022. Tuesday evening is left free for delegates to make
their own arrangements. The course finishes at lunch time on Thursday,
allowing delegates to depart in the afternoon.
CPI Airport Commercial Development and Management Course 6
Speakers Susan Gray has spent nearly 25 years in the airports industry working initially in aviation journalism, then senior communications and business development roles for SSP, the leading airport F&B operator. Since joining CPI in 2010 Susan has been one of the leading airport commercial planning experts, working on airports of every size on every continent. Jeremy Corfield has a 30-year career spanning global finance, media and digital businesses, focusing over the last 15+ years in the airports sector. A highly experienced airport commercial planner, Jeremy has unparalleled expertise and experience in the airport planning and development. He is also a highly experienced speaker and moderator. Tim Wheen, Head of Research and Commercial Insights, London Heathrow Airport Ltd has been responsible for research and insights at London Heathrow Airport since 2012. He delivers a comprehensive and fascinating insight into how his team’s work informs the commercial strategy and delivers tangible commercial benefit to the airport, including reference case studies. Theresa Hughes is the Managing Director of Chauntry, which provides business critical reservation systems to airports, car park operators and more across the globe. Theresa established Chauntry with her partner Ray Vaughan in 1991. In 2017 Chauntry was purchased by one of its longest standing clients Holiday Extras, for whom they developed and maintained the booking engine. She is also an associate director within Holiday Extras group. Additional guest speakers to be announced CPI Airport Commercial Development and Management Course 7
The venue
Lane End Conference Centre is a purpose-built conference facility
occupying 26 acres of parkland conveniently located for the city of
London and just 30 minutes from London Heathrow Airport.
This is a fully residential course. Delegates are accommodated in their
own en-suite bedrooms containing:
• Double bed • ea and coffee making facilities
T
• En-suite bathroom • Telephone
• Work desk • Iron & ironing board
• Wifi internet access • Toiletries
• Wall-mounted plasma tvs • Fresh towels
The Lane End is a fully accessible facility, with a passenger lift that
Conference room
provides access to all floors. Accessible bathrooms and bedrooms are
available. Other services available include:
• Coffee lounge and bar
• Gym and sauna
• Virtual golf
• Table tennis
• Lounge and courtyard areas
Dining room En-suite accommodation
CPI Airport Commercial Development and Management Course 8Testimonials: “Susan and team, with their wealth of experience, added a lot of
insights and fresh perspectives to the course. I also greatly enjoyed
the engaging conversations and questions that were going around. A
great introduction to concession planning!”
SARAH ONG Assistant Manager, Airside Planning and Leasing,
“I had the pleasure of attending this course hosted by
Singapore Changi Airport
Susan and Jeremy back in 2019 before Covid19 changed
the world we live and work in. I can highly recommend this
course to anyone wishing to expand their knowledge of “Great overview of the macro and micro factors affecting airport
commercialising airports, particularly as the industry starts design and trading. Lots of content made interesting by the speakers
building back.’ - experts in the industry!”
SALVATORE GRANA, Senior Account Manager, SALLY MIRZA Commercial Manager, Stansted Airport,
Heathrow Airport Ltd Manchester Airports Group
“I’m so pleased and impressed with how relevant and “I had a very interesting and enjoyable week. The networking and
helpful this course was in regards to all aspects of my role. the debate amongst attendees was really good. I found the CPI
Content, presentations and organisation were excellent. I consultants to be very professional and high level and the group
loved how passionate Susan and Jeremy were about their project was an excellent, concrete experience.”
work. I enjoyed all the real life examples and have made
PASCALE DE LA PLACE Retail Manager,
great industry connections and friends.”
Aéroport Marseille Provence, France
ROSHNI PATEL Retail Leasing Manager,
Wellington Airport, New Zealand
CPI Airport Commercial Development and Management Course 9Get in touch with us today:
Telephone - +(61) 435 956 777
Email - susangray@concession-planning.com
PO Box 581, Balmain 2041 NSW
Australia
www.concession-planning.com
CPI Airport Commercial Development and Management Course
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