Speaker Biograghy: Andrew joined MAG in 2005 as Commercial Director for Manchester Airport, responsible for retail. He had spent the previous nine years in store operations with M&S based in the UK, Europe and the Far East. At Manchester Andrew led redevelopments of Terminals 1 and 2, which transformed the retail offer of the airport and its position in the overall airport experience. This involved new research by psychologists and a redesign of the airport operation to deliver customers in the right frame of mind and with enough time to maximise retail returns. Having also led the airports’ car park, marketing and route development function, Andrew became MD of Manchester in 2010 and for the last year has been MD of newly acquired London Stansted Airport. Transformation of the airport experience and in particular the retail offer is a critical part of MAG’s strategy for Stansted, and Andrew will share an insight into the changes and principles that drive them.


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

14:20 - 14:40 - Commercial innovation – growth-focussed partnerships
Synopsis: For the last three years Stansted has been voted the World’s Best Airport for Low Cost Travel by Skytrax. Since moving into new ownership by M.A.G in 2013 it is now able to compete in the London market and realise its potential. Although the airport is relatively new, optimisation of the retail space requires total transformation of the end-to-end passenger journey through the airport. Andrew will provide an insight into the physical transformation taking place at Stansted, the principles behind it and how Stansted is working hard to ensure that the interests of its retail partners are aligned with the rest of the airport operation.

Audience will learn:

• How you can take the World’s Best Airport for the last three years, as voted for by Skytrax, and transfer the layout to optimise passenger experience and retail revenue
• How you align the operational processes of the airport
• The philosophy employed to secure the right retail mix