Airport Commercial Management & Non-Aeronautical Revenue Training Course

Shows airports how to diversify revenue and maximise the commercial value of retail, property and passenger traffic beyond aeronautical charges.

APO · Airport Operations & ManagementAll Levels#2647ClassroomEnglish , Arabic

Duration

5 Days

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Free substitution at any time · 30+ days' notice: full refund minus 10%. Cancellation policy

Sectors:Aviation & AirportsCategories:Airport Operations & Management

Course Overview

The Airport Commercial Management & Non-Aeronautical Revenue Training Course provides a comprehensive framework for managing airport commercial activities, diversifying revenue streams, and improving the financial sustainability of airport operations. The programme explores how airports can maximise the commercial value of their facilities, passenger traffic, retail environments, and property assets while maintaining service quality, operational efficiency, and a positive passenger experience. Participants examine the principles of airport commercial management, including commercial strategy development, revenue optimisation, retail and concession management, leasing, commercial partnerships, and customer experience enhancement. The course focuses on the relationship between passenger demand, airport infrastructure, commercial space allocation, and revenue performance, enabling participants to identify opportunities for sustainable income generation beyond traditional aeronautical charges. The programme explores major non-aeronautical revenue streams, including retail concessions, food and beverage outlets, duty-free operations, advertising, car parking, ground transportation, lounges, airport hotels, property leasing, and other commercial services. Participants learn how to assess commercial opportunities, evaluate concession proposals, structure commercial agreements, negotiate lease terms, and establish performance standards that align commercial returns with passenger needs and airport objectives. Particular attention is given to commercial data analysis, passenger segmentation, retail planning, pricing strategies, tenant performance monitoring, and the use of digital technologies to improve commercial outcomes. The course also addresses the importance of benchmarking, market research, financial modelling, risk management, and collaboration with airlines, retailers, concessionaires, and other stakeholders. Through practical exercises, case studies, and commercial planning workshops, participants develop the capabilities required to evaluate airport revenue opportunities, improve existing commercial operations, and develop actionable revenue growth strategies. The programme emphasizes sustainable commercial development, transparent governance, and measurable performance improvements to support long-term airport competitiveness and financial resilience.

Learning Objectives

Explain the principles and strategic importance of airport commercial management.
Differentiate between aeronautical and non-aeronautical revenue streams.
Identify opportunities to diversify and increase airport commercial income.
Develop commercial strategies aligned with passenger demand and airport business objectives.
Evaluate retail, food and beverage, duty-free, advertising, parking, and property opportunities.
Apply passenger segmentation and customer behaviour analysis to commercial planning.
Assess concession proposals, leasing arrangements, and commercial partnership opportunities.
Develop pricing, rental, and revenue-sharing approaches appropriate to different commercial activities.
Monitor tenant performance and evaluate commercial profitability.
Apply financial analysis and benchmarking to support commercial decision-making.
Identify risks affecting airport commercial activities and develop appropriate mitigation measures.
Prepare an integrated action plan to improve non-aeronautical revenue and commercial performance.

Who Should Attend

This course is designed for professionals responsible for airport commercial operations, revenue development, property management, retail strategy, and financial performance, including: Airport Chief Commercial Officers and Commercial Directors. Airport General Managers and Senior Executives. Airport Commercial and Revenue Managers. Non-Aeronautical Revenue Development Specialists. Airport Retail and Duty-Free Managers. Concessions and Leasing Managers. Airport Property and Real Estate Managers. Business Development and Strategic Partnership Professionals. Airport Finance and Financial Planning Managers. Passenger Experience and Customer Service Managers. Airport Marketing and Advertising Managers. Contract and Commercial Management Professionals. Airport Planning and Development Specialists. Consultants and Advisors working with airport operators and aviation businesses.

Learning Outcomes

Analyse the structure of airport revenues and identify opportunities to expand non-aeronautical income.
Develop commercial strategies that align airport assets, passenger demand, and market opportunities.
Evaluate the financial and operational potential of different commercial activities.
Design approaches to retail space allocation and commercial tenant mix.
Assess concession agreements, lease structures, and revenue-sharing models.
Apply passenger segmentation and behavioural insights to improve commercial conversion.
Evaluate pricing strategies and commercial offers across airport business categories.
Use financial indicators to measure revenue performance, profitability, and tenant contribution.
Conduct benchmarking and market analysis to identify commercial improvement opportunities.
Develop performance monitoring frameworks for tenants and concessionaires.
Identify commercial, contractual, operational, and market risks affecting revenue generation.
Prepare a practical revenue optimisation roadmap for an airport or airport commercial unit.

Course Outline

Day 1

Airport Commercial Management Fundamentals & Revenue Strategy

Introduction to airport commercial management and its strategic role.
Understanding airport business models and commercial objectives.
Differences between aeronautical and non-aeronautical revenues.
Overview of major airport revenue categories and their financial contribution.
Identifying commercial assets, facilities, and passenger-related opportunities.
Understanding the relationship between passenger traffic and commercial spending.
Developing commercial strategies aligned with airport master plans and business priorities.
Assessing market conditions, passenger profiles, and competing commercial destinations.
Establishing commercial performance objectives and revenue growth priorities.
Practical Application: Assess the commercial profile of a hypothetical airport and identify priority opportunities for diversifying revenue and improving commercial performance.

Day 2

Retail, Duty-Free, Concessions & Passenger Spending

Principles of airport retail planning and commercial space allocation.
Managing duty-free, specialty retail, and food and beverage concessions.
Understanding passenger journeys and commercial touchpoints.
Passenger segmentation, spending patterns, and purchasing behaviour.
Developing an effective retail tenant mix based on passenger profiles.
Evaluating concession proposals and tenant business plans.
Structuring concession agreements, rental terms, and revenue-sharing arrangements.
Improving retail visibility, accessibility, product selection, and customer experience.
Monitoring tenant sales, conversion rates, and commercial productivity.
Managing concessionaire relationships and resolving commercial performance issues.
Practical Application: Develop a retail and concession improvement plan for a selected airport area, incorporating passenger demand, tenant mix, commercial space utilisation, and revenue potential.

Day 3

Diversifying Non-Aeronautical Revenue Streams

Developing revenue from advertising, sponsorships, and promotional activities.
Managing car parking and airport ground transportation services.
Evaluating airport lounges, hospitality, and premium passenger services.
Commercial opportunities in airport hotels and conference facilities.
Airport property leasing and commercial real estate development.
Identifying opportunities for logistics, office, and ancillary commercial services.
Developing strategic partnerships with retailers, service providers, and external investors.
Evaluating new commercial concepts and passenger-focused service offerings.
Understanding commercial agreements and revenue models for different business categories.
Assessing market demand and feasibility before launching new revenue initiatives.
Practical Application: Prepare a diversification proposal for an airport, selecting three potential non-aeronautical revenue opportunities and assessing their market demand, investment requirements, risks, and expected commercial contribution.

Day 4

Commercial Financial Analysis, Pricing & Performance Management

Understanding airport commercial revenue drivers and cost structures.
Developing commercial budgets, forecasts, and revenue projections.
Evaluating rental income, minimum annual guarantees, and turnover-based rent.
Applying revenue-sharing models and concession performance conditions.
Conducting financial assessments of commercial proposals and investments.
Using benchmarking to compare commercial performance with relevant airport peers.
Developing key performance indicators for retail, concessions, parking, and property.
Monitoring tenant performance and identifying underperforming commercial assets.
Applying pricing strategies to improve revenue while maintaining customer value.
Managing contractual, financial, and market risks in commercial operations.
Practical Application: Analyse a sample airport commercial performance report and develop recommendations to improve profitability, rental returns, tenant productivity, and revenue growth.

Day 5

Commercial Innovation, Digital Transformation & Revenue Growth Planning

Using passenger and transaction data to support commercial decisions.
Digital retail, e-commerce, and pre-ordering opportunities in airport environments.
Applying customer analytics and targeted marketing to increase commercial conversion.
Exploring technology-enabled advertising and personalised passenger offers.
Improving the integration of commercial planning with passenger flow and terminal operations.
Evaluating commercial innovation opportunities and emerging business models.
Establishing governance, accountability, and commercial decision-making processes.
Developing revenue optimisation initiatives with measurable targets.
Preparing implementation roadmaps, resource plans, and stakeholder engagement strategies.
Monitoring outcomes and establishing continuous improvement mechanisms.
Final Workshop: Develop and present an integrated airport commercial strategy covering current revenue analysis, non-aeronautical growth opportunities, retail and concession planning, commercial agreements, financial projections, performance indicators, implementation priorities, risk controls, and long-term revenue sustainability.

Upcoming Dates

Selected date

Milan · 1 – 5 Feb 2027 · Classroom

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City	Dates	Price per Participant	Early Bird
FrankfurtScheduled	9 – 13 Nov 2026	€6,200	—	Select Download Brochure
GenevaScheduled	9 – 13 Nov 2026	€7,300	—	Select Download Brochure
Cape TownScheduled	16 – 20 Nov 2026	€7,700	—	Select Download Brochure
HamburgScheduled	16 – 20 Nov 2026	€6,200	—	Select Download Brochure
IstanbulScheduled	23 – 27 Nov 2026	€5,300	€4,770until 2 Nov	Select Download Brochure
JeddahScheduled	29 Nov – 3 Dec 2026	€4,800	€4,320until 9 Nov	Select Download Brochure
CasablancaScheduled	7 – 11 Dec 2026	€4,700	€4,230until 16 Nov	Select Download Brochure
Kuala LumpurScheduled	7 – 11 Dec 2026	€4,700	€4,230until 16 Nov	Select Download Brochure
LisbonScheduled	14 – 18 Dec 2026	€6,000	€5,400until 23 Nov	Select Download Brochure
LondonScheduled	21 – 25 Dec 2026	€5,800	€5,220until 30 Nov	Select Download Brochure
MadridScheduled	28 Dec 2026 – 1 Jan 2027	€6,000	€5,400until 7 Dec	Select Download Brochure
MadinahScheduled	28 Dec 2026 – 1 Jan 2027	€4,800	€4,320until 7 Dec	Select Download Brochure
DammamScheduled	3 – 7 Jan 2027	€4,800	€4,320until 14 Dec	Select Download Brochure
MakkahScheduled	4 – 8 Jan 2027	€4,800	€4,320until 14 Dec	Select Download Brochure
ManamaScheduled	11 – 15 Jan 2027	€5,300	€4,770until 21 Dec	Select Download Brochure
MarbellaScheduled	18 – 22 Jan 2027	€6,000	€5,400until 28 Dec	Select Download Brochure
ErbilScheduled	24 – 28 Jan 2027	€4,000	€3,600until 4 Jan	Select Download Brochure
MarrakeshScheduled	25 – 29 Jan 2027	€4,700	€4,230until 4 Jan	Select Download Brochure
MilanScheduled	1 – 5 Feb 2027	€7,000	€6,300until 11 Jan	✓ Selected Download Brochure
MunichScheduled	8 – 12 Feb 2027	€6,000	€5,400until 18 Jan	Select Download Brochure
KigaliScheduled	15 – 19 Feb 2027	€7,700	€6,930until 25 Jan	Select Download Brochure
MuscatScheduled	15 – 19 Feb 2027	€6,300	€5,670until 25 Jan	Select Download Brochure
OnlineScheduled	21 – 25 Feb 2027	€2,700	€2,430until 1 Feb	Select Download Brochure
ParisScheduled	22 – 26 Feb 2027	€6,700	€6,030until 1 Feb	Select Download Brochure
AmmanScheduled	28 Feb – 4 Mar 2027	€4,000	€3,600until 8 Feb	Select Download Brochure
AmsterdamScheduled	8 – 12 Mar 2027	€6,000	€5,400until 15 Feb	Select Download Brochure
TrabzonScheduled	8 – 12 Mar 2027	€5,300	€4,770until 15 Feb	Select Download Brochure
BakuScheduled	15 – 19 Mar 2027	€5,300	€4,770until 22 Feb	Select Download Brochure
BangkokScheduled	22 – 26 Mar 2027	€6,700	€6,030until 1 Mar	Select Download Brochure
BerlinScheduled	29 Mar – 2 Apr 2027	€6,300	€5,670until 8 Mar	Select Download Brochure

Available in: Istanbul · Dubai · London · Doha · Amsterdam

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