Commercialisation Strategy

The drive for airports to extract optimal value from their assets has led to the increased importance of developing a Commercialisation Strategy.

The right strategy and type of business model for selling advertising will vary from airport to airport. Strategic recommendations for an airport will typically include sales and revenue potential and the best type of sales operation. A small number of airports have built successful in-house sales operations, whilst the majority utilise external sales resources under a concession or other type of agreement. There are a number of options to a traditional concession contract and Compass can analyse these and recommend the best one for each airport.

Wherever external sales are recommended, we will detail the relative benefits of different agreement types plus the optimum length and financial/other terms of contract that should be sought.