Certificate in Airport Commercial Management

Competencies Obtained

On completion of this course participants will be able to:

• Understand the various airport commercial operations and the important role commercial activities play in the airport business.
• Describe the main components of a successful commercial strategy.
• Explain the fundamental principles that impact the delivery of a good commercial scheme.
• Explain the key building blocks of an effective, targeted airport commercial offer.
• Put in place a framework to implement a successful, sustainable commercial program.

Who Should Enrol?

• Graduates and job seekers wishing to start a career in airport commercial management.
• Team members, supervisors, and managers with commercial management responsibilities.
• Existing employees that would like to enhance their knowledge and skills in airport commercial management.
• Employees wishing to enhance their career opportunities and advance to leadership and management positions.

Course Content

The Certificate in Airport Commercial Management consists of the following five modules:

1. Introduction to Airport Commercial Operations

• The Role and Importance of Non-Aeronautical Activities
• Sources of Non-Aeronautical Revenue
• Commercial Team Structure and Responsibilities
• The Airport’s Unique Operating Environment

2. Developing a Commercial Strategy and Masterplan

• The Importance of a Commercial Strategy
• Defining the Commercial Masterplan
• The Airport Brand
• Components of a Successful Airport Commercial Strategy
  • The Importance of Knowing Your Passengers
  • The Location of Commercial Activities
  • Other Key Considerations

3. Commercial Planning

• Commercial Planning Overview
• Commercial Planning and Retail Design
• The Commercial Planning Process
  • Analyze Performance and Benchmark
  • Understanding Needs, Trends, and Constraints
  • Commercial Scheme Size and Components
  • Design, Architecture, Brands, and Concepts
  • Approval and Implementation

4. The Commercial Offer

• Components of an Airport Commercial Offer
  • Food and Beverage
  • Duty Free
  • Retail
  • Car Parking
  • Ground Transportation and Car Rental
  • Additional Primary Components
  • Secondary Components
• Other Factors Impacting Commercial Scheme Performance

5. Maximizing Commercial Performance

• Selecting Commercial Partners
• Steps in a Tender Process
• Types of Commercial Contracts
• Contract Terms
• Managing Commercial Performance
  • Defining and Communicating Performance Requirements
  • Measuring Commercial Performance
  • Improving Performance and Rewarding Success
  • Addressing Underperformance and Non-Compliance

Assessment

Each training module includes an integrated online assessment. Candidates must successfully complete all module assessments to receive the Certificate.