Reorganisation project to help the airport deal with the shock of the Covid-19 pandemic. Client: Flughafen Düsseldorf GmbH. Under the flags of KPMG Deutschland and Pegasus Aviation Advisors LLC, Johan Schölvinck leads one of three components of the project. This involves securing existing non-aviation commercial revenue and creating new diversified income streams which are less dependent on passengers, and use the exisiting infrastructure in a more versatile way. The other two components of the project are infrastructure cost reduction and staff reorganisation. August 2020 – now.
Commercial planning for the newly developed Terminal 1 B Pier Halls for Schengen and Non-Schengen. Client: Fraport AG, Infrastructure department. Frankfurt Airport (72 mmpa) will drastically redevelop its T1 B-Pier and centralise its B-security processor. With that, it creates the opportunity for two large, open, light central market squares (for Schengen and Non-Schengen). Johan was invited to provide a commercial plan for both halls including a concession plan, tenant mix, category split, and sales and concession fee forecast. Also to provide benchmarks and inspiration thinking ‘outside the box’ with good local Frankfurt flavour and sense of place, dynamic new retail and F&B concepts and other modern ideas to Fraport. September 2019 – February 2020.
Commercial and functional high-level planning for the short- and long-term future of Oslo Airport for Avinor. In a team with planeground GmbH from Köln, Germany. Avinor wants a highly experienced functional, operational and commercial team to provide options which guarantees the best commercial future (given its very high duty-free spending) for Oslo Airport ánd solves the complex passenger flows through its security, border control and customs processors, towards a sustainable less complex solution. December 2019 – May 2020.
Commercial specialist in a team of IATA Consulting experts supporting client Fraport AG in a partial takeover bid (public-private partnership) for a cluster of international airports. Johan teamed up with the IATA team and Fraport’s international department, conceiving improvement plans, interfacing with other airport functions, analysing current and future commercial income flows, assessing local market conditions and opportunities and helping Fraport write its bid document. October 2019 – January 2020.
Commercial planning for the expansion of the passenger terminal of Kaunas Airport, Lithuania. The terminal will be expanded in both directions, making more space available for new Retail, F&B and service concepts. Market Square currently delivers a full package of commercial advice together with ACTM (The Netherlands) and Portland Design (UK): 2D-concession plans for 3 floors, tenant mix, contract and concession fee recommendations, a full commercial (Excel) model with a user manual, 3D-coloured visualisations for 10 selected terminal interior views, tenant utility provision guidelines, material selection, sense of place, and a look and feel manual. July 2019 – May 2020.
Cape Town International Airport
Development of a new commercial concept for all the zones of the airport, including: international departures, international arrivals, domestic departures, domestic arrivals, central terminal building, landside forecourt. Tasks: planning for Retail, Food & Beverage and services; benchmarks; alternative concepts for the concession plan, recommendations for passenger flow, walkthrough duty-free locations, F&B concepts, category mix for Retail and F&B and service concepts; sense of place and iconic objects; forecast model of revenues; concepts for logistics and storage and utilities; integration of ACSA’s different project team’s ideas; three workshops and various rounds of interactive feedback cycles. Client: ACSA. February 2019 – December 2019.
Development of a commercial concept for BER’s
Terminal 3, including:
Airside and landside spatial planning for Retail, Food & Beverage and services
Concepts for the concession plan, selection methods for the choice and none detailed concept of the chosen alternative;
Recommendations for passenger flow, walkthrough
Duty-free locations, F&B concepts, category mix for Retail and F&B and service concepts
Advice on advertising media and locations, logistics and storage, utilities and smoking cabins
Two workshops and a final presentation.
December 2018 – September 2019.
Berlin Brandenburg Airport
Strategic commercial consultant supporting the management of Bremen Airport with analyses, benchmarking, innovation, implementation, concession planning and contract work. Bremen Airport is Germany’s Air and Space center with Airbus, OHB, ESA and other tech companies being part of the Airport City which has 16.500 employees. December 2017 – April 2019.
Strategic commercial consultant supporting the CEO of LUX Airport with analyses, benchmarking, innovation, implementation, concession planning and contract work. In addition, a performance assessment of LUX’s non-aviation business covering all elements of the commercial portfolio. May 2018– May 2019.
Strategic consultancy to the CCO and Board concerning a review of PRG’s concession plan, advice on the upcoming duty-free tender and advice on the duty-free contract. May-September 2018.
The Management of Istanbul Grand Airport (IGA), the airport owner of the 25-year private concession to build-finance-operate-transfer Istanbul New Airport (INA), asked InterVISTAS to help the company with all strategic commercial matters, both aeronautical as non-aeronautical. InterVISTAS approached Market Square Consult for this project.
We have helped IGA to develop its strategic commercial objectives and translate them into a business plan and corresponding business models. Following that, we have advised on the right commercial strategy for IGA to meet its high business targets. This for instance resulted in the planning of the largest airside airport shopping and restaurant market space, with 40.000 m2 of shops and 20.000 m2 of restaurants, a world record. The airside retail concession agreement with Unifree for the entire airport concession period of 25 years, is another world record. The design development and harmonisation of other terminal commercial concessions is a grand task in which we play a major role.
We were also involved in the business planning of advertising, ground handling, aircraft fuelling, inflight catering, as well as the commercial organisational structure of IGA.
The project ran from June 2014 until December 2016.
Istanbul New Airport
Taiwan Taoyuan International Airport
Market Square was asked by InterVISTAS and its sister company NACO to develop a commercial plan for all the non-aeronautical elements of the new Terminal 3 as well as the new Multifunctional Building at Taiwan Taoyuan International Airport (TTIA) in Taipei, Taiwan.
Market Square has conducted intensive workshops with the client to investigate the existing market and the commercial plans of TTIA, and suggest commercial targets. The next step was the development of a comprehensive commercial plan for T3 and the Multifunctional Building (MFB) in close connection with client partners TTIA, NACO, PB and TYLin.
The client approved the plan, selected an architect and the plan is currently in the detailed design phase.
Moscow Domodedovo Airport (DME) is the largest Russian airport. It is 100% privately owned and is the busiest domestic gateway to Moscow. It has grown its international traffic impressively in recent years.
Market Square and its project partners InterVISTAS and ACTM were commissioned to perform a comprehensive commercial redevelopment study for the airside and landside concessions within the airport’s current terminal. Johan Schölvinck led the team and the project was completed in 2015.
DME was also looking for advice on commercial organisational structure, advertising, business models, contract tender development, performance management systems and passenger research.
We have been able to help them successfully on all topics.
Moscow Domodedovo Airport
The private consortium Aeroportos Brasil Viracopos (ABVCP) acquired ownership of Viracopos International Airport (VCP) in Campinas, Brazil during the first auction of Brazilian airports in 2012. NACO (Netherlands Airport Consultants) was part of the consortium and has developed VCP’s masterplan and oversaw its implementation. ABVCP hired Market Square who partnered with ACTM and InterVISTAS to develop a comprehensive concession plan for VCP’s new terminal.
In an intense period of only 2 months in conjunction with the client onsite, we produced a concession plan for all airside and landside concession (shops, food & beverage and services). With the FIFA World Cup in Brazil approaching fast, the Client required us to fire on all cylinders.
The concession plan is very exciting and will guarantee ABVCP the highest possible income stream from terminal concessions. Furthermore, the design is flexible to accommodate sharp international traffic growth. The Brazilian habit of having a meal with friends and family at the airport is well addressed.
ABVCP was very happy with the concession plan and has implemented it.
Aeroportos Brasil Viracopos
Market Square with its partner InterVISTAS was asked to develop a detailed plan for new retail and food & beverage concessions for Princess Juliana International Airport (PJIA, airport code: SXM) on the Caribbean island of Sint Maarten, develop an RFP process and help implement it.
We analysed the facts and current situation, researched other airports, compiled benchmarks and developed ideas and revenue forecasts for PJIA to consider and implement.
As a next step, we led the project to tender and renew all the expiring retail and food & beverage concessionaire agreements in one motion, after a comprehensive strategy and concession plan.
The concession partners were selected and the transformative new commercial arena was built and opened in the summer of 2015.
PJIA has grown its commercial revenue exponentially through this project.