Gulf Centre for Aviation Studies

ACI - Airport Concession Management

Instructor Led Virtual Training

Effective Concession management represents a crucial element of successful airport development. Accordingly, this course will support airports and their business partners to identify, engage and ensure long-term concession arrangements that deliver customer value and shareholder returns. Participants will develop the necessary skills and professional confidence to establish strategies and execute agreements that represent best-practice.

Course Benefits

  • Describe industry best practices in the field of airport concession management
  • Analyze concession market and potential partner requirements to ensure product and service offerings evolve to suit current and future market requirements
  • Identify and assess the most effective strategies that will attract best-practice concession partners, permit airport self-delivery, and/or formulate effective joint-ventures
  • Develop an effective concession management program that constantly refines marketing strategies, ensures timely collection and use of customer satisfaction and internal performance metrics, and builds a superior interior / exterior sales team.
  • Develop a coherent marketing and branding approach for joint promotions and advertising that also ensures effective account / sales management, and supports loss prevention strategies.

Who Should Attend

  • Airport Finance Directors, Managers and Staff
  • Airport Marketing and Commercial Managers and Staff
  • Airport Consultants and Concessionaires

Course Outline

  • Travel industry and concession market knowledge and trends
  • Concession management strategies and determination of most-effective airport role
  • Concession programming that involves marketing, sales and promotion planning, product and service facility layouts, together with operational and account management
  • Course exercise that provides best-practice examples for participant engagement

Course Prerequisite (s)

  • speak, read and write English.
  • Access to a Desktop computer or  Laptop or mobile, or tablet with web cam. (Using a Mobile is not recommended) 
  • Stable Internet connection
  • MS Team/CISCO Webex application on their device (instructions will be sent once you register for the course)
  • A valid email address