Speaker Biograghy: Jeremy has more than 20 years’ professional experience in the finance, consulting, media and aviation sectors, specialising over the last 12 years in airport media, and digital and mobile technology. A Director of CPI Australia, Jeremy is one of the world’s leading experts on airport advertising through his previous role as Global Director, Commercial, and Global Director, EYE Fly, for EYE Corp. Jeremy’s most recent projects in airports and associated industries include strategic planning, digital strategy, tender management and assessment, commercial planning, partnering and corporate positioning. Jeremy is a Director of CPI’s Airport Commercial Development and Management course, held in Sydney, and a presenter at the Cranfield University/CPI Airport Commercial Revenue Development course held at Cranfield University. He has written for a wide range of publications over many years.


Day 1 - 25 March
Session: Commercial Development, Retail & Media

15:20 - 15:45 - Panel Discussion: Growth-focused contract models
Synopsis: Contract models aim to balance risk and reward in the airport's favour – does the standard concession contract always create optimal commercial value? Airports traditionally want low-risk, high-return commercial terms, and standard concession contracts have long been the preferred safe structure for achieving this. But with consumer behaviour changing fast, technology disrupting the traditional retail model and the airport journey constantly evolving, what real options exist for driving incremental revenue growth through different contract models? - Are JVs just a way for operators to transfer risk? - Do 'innovative' contract models actually work? - Partnering for constant evolution - Structuring contracts to deal with uncertainty and change (case studies)

Audience will learn:

• The different viewpoints and strategies that today’s airport investors bring to the table
• Aligning contracts with strategy
• How the right commercial model can incentivise growth
• The influence of technology and the evolving retail market on contract models
• Dealing with the certainty of uncertainty

Day 1 - 25 March
Session: Commercial Development, Retail & Media

14:15 - 14:20 - Introduction by Panel Chair - Growth-focused contract models

Day 2 - 26 March
Session: Commercial Development, Retail & Media

15:50 - 16:20 - Panel Discussion: Airport advertising - what airports can do to maximise value
Synopsis: In an ever-more competitive media market, how can airports take the lead in driving advertising revenue growth? Going beyond 'what's new?', this session provides practical and actionable advice and real-world case studies to show how airports can optimise their advertising income potential. Sharing the views of advertisers, media planners and buyers, we will hear directly from the people who control the money about how airports can improve their share of advertising spend. - The competitive marketplace – airports in the wider media context - How airport advertising has changed over time - What gets in the way of growing revenue - Doing it well: what airports must do (case studies)

Audience will learn:

• How the airport media market works
• What airports can do to make themselves more attractive to advertisers
• Examples of high-impact and high-value airport advertising campaigns – how to help make them happen
• Tackling internal challenges – managing airport stakeholders to deliver advertising growth
• A joined-up approach: advertising driving travel retail sales

Day 2 - 26 March
Session: Commercial Development, Retail & Media

14:45 - 14:50 - Introduction by Panel Chair - Airport advertising - what airports can do to maximise value

Day 3 - 27 March
Session: Commercial Development, Retail & Media

10:20 - 11:00 - Panel Discussion: The role of digital signage in the customer experience and commercial revenue growth
Synopsis: This session will explore the scale, scope and role of digital signage in the airport journey, and consider whether the ongoing proliferation of signage is beneficial to the overall customer experience. With signage for check-in desks, FIDS, security, retail, POS, advertising and airport messaging, can an integrated approach make sense commercially and improve the journey for passengers? What role can the airport play in creating a more consistent visual experience? - Digital signage – clutter or clarity? - Many stakeholders, one customer - Can digital signage really multi-task? - Operational considerations - A model for the future – making the customer experience simpler and easier

Audience will learn:

• How digital signage can simplify and improve the passenger journey
• The role of digital signage in creating a sense of place
• Interacting with technology – giving the passenger a more engaging experience
• Embracing the flexibility of technology – digital signage and multi-tasking
• Bringing different stakeholders together – the airport’s role

Day 3 - 27 March
Session: Commercial Development, Retail & Media

10:15 - 10:20 - Introduction by Panel Chair - The role of digital signage in the customer experience and commercial revenue growth