Speaker Biograghy: Peter leads AviAlliance’s team responsible for evaluation, development and optimisation of commercial activities at airports, including real estate, retailing and parking in the context of acquisition projects as well as in portfolio management and consultancy. Additionally, Peter was Project Director Acquisition Projects in India (2004/05) and Abu Dhabi (2008) as well as Director Asset Management Budapest in 2010. Since 2012 Peter has been a Member of the Board of Directors at Budapest Airport Zrt., Hungary.


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

15:00 - 15:20 - Successful contract models – A view from an airport investor and manager
Synopsis: - Potential contract models available in the market - Characterisation by risk and reward structure - Experience of AviAlliance with different contract models in relation to various commercial businesses (retail, advertising, parking) - Lessons learned and outlook

Audience will learn:

• Potential contract models available in the market
• Pros and cons from an airport investor and management view
• Experience and outlook