Speaker Biograghy: Raj's creative energy has been fundamental to JHP’s success since he joined the practice in 1985. His intuitive understanding of space and its potential for any and all commercial activity is one of the practice’s greatest assets. Raj is neither happy nor comfortable without a pencil and sketchbook to hand, and his work transforming London's Selfridges department store into the ultimate 'Day Club' is legendary among the design fraternity. He has been involved in JHP’s airport projects since JHP’s retail revolution in Heathrow Airport in 1989. He has planned commercial solutions for airports such as Hong King, Venice, Bangkok and Delhi. His work for duty free and travel retailers includes the World Duty Free flagship store in Heathrow Terminal 5, Dufry’s huge arrivals store in Sao Paulo and LOTTE duty free’s successful bids for all outlets in Incheon Airport, Korea.


Day 3 - 16 March
Session: Commercial - Concessions, Retail & Media

09:35 - 10:05 - How to win bids and influence airport authorities
Synopsis: Raj will draw on years of experience at JHP assisting global travel retail groups to win their airports bids. He will share, from a designer’s perspective, seven key ideas for travel retailers to adopt while they are preparing their airport bids. He will explain how their design proposals should be integrated with the overall retail masterplan of the airport and be harmonious with the airport’s design philosophy. The audience will understand how global duty free retailers are now increasingly influencing airport design. Raj will also address what to look for in travel retailer design proposals if you’re an airport authority.

Audience will learn:

• The ideal content for the airport authority
• The sequence of how to present a captivating tender
• The key role travel retailers play in crafting the passenger experience
• The ideal bid team structure
• A look to the future of airport retail design

Day 3 - 16 March
Session: Commercial - Concessions, Retail & Media

10:35 - 11:05 - Panel Discussion: Different perspectives on the airport tendering process
Synopsis: Do airports understand what a tender process actually involves for bidders? Do operators really understand the context of the broader airport commercial ecosystem when they bid? The panel will discuss how to get the balance right in the airport competitive tender process.