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No milk today – is the airport cash cow running dry?

No milk today – is the airport cash cow running dry?. Andrew Lynch CEO SSP Group 07/11/12. How do we go from here to there?. x. x. PAX. PENETRATION. AVERAGE SPEND. The sales formula. Pax - long term global pax forecast. Source: IATA. Pax - a resilient industry.

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No milk today – is the airport cash cow running dry?

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  1. No milk today – is the airport cash cow running dry? Andrew Lynch CEO SSP Group 07/11/12

  2. How do we go from here to there? SSP – The Food Travel Experts

  3. x x PAX PENETRATION AVERAGE SPEND The sales formula SSP – The Food Travel Experts

  4. Pax - long term global pax forecast Source: IATA SSP – The Food Travel Experts

  5. Pax - a resilient industry SSP – The Food Travel Experts

  6. Penetration – food & beverage Airport Commercial Revenues Study SSP – The Food Travel Experts

  7. Average spend – food & beverage Airport Commercial Revenues Study SSP – The Food Travel Experts

  8. How to drive sales Buy more Come back Come in SSP – The Food Travel Experts

  9. Come in - accessing new customers • Mobile providers • Newspapers • Gold card holders • Rail landlords SSP – The Food Travel Experts

  10. Come in - partnerships • Airports • Airlines • Concessionaires SSP – The Food Travel Experts

  11. Come in... great shopfronts SSP – The Food Travel Experts

  12. Come in... great smiles SSP – The Food Travel Experts

  13. Come in... great displays & theatre SSP – The Food Travel Experts

  14. Come in... or we can come to you SSP – The Food Travel Experts

  15. Come in... what SSP are doing SSP – The Food Travel Experts

  16. Partnership benefits Help us to: • Get the right brand in the right place • Advertise the brand • Manage passenger flows • Provide FIDS & wifi • Take F&B to the passengers SSP – The Food Travel Experts

  17. Pop up restaurant in Copenhagen SSP – The Food Travel Experts

  18. How to drive sales Buy more Come back Come in SSP – The Food Travel Experts

  19. Buy more SSP – The Food Travel Experts

  20. Buy more – complementary products • Perfect partners • Meal deals • Promotions • Grab and Go SSP – The Food Travel Experts

  21. Buy more – premium quality • Service • Environment • Product SSP – The Food Travel Experts

  22. Buy more... what SSP are doing • Customer insights • Sales analysis • Value for money • Product development • Staff training • Target setting • Recognition & reward SSP – The Food Travel Experts

  23. Pricing – an emotive subject • Awareness of price is high • Premium pricing already exists • Airports are complex & expensive environments However • High Street benchmarking • Pricing provides choice SSP – The Food Travel Experts

  24. How to drive sales Buy more Come back Come in SSP – The Food Travel Experts

  25. Come back SSP – The Food Travel Experts

  26. Come back – because it’s great • Customer service measurement SSP – The Food Travel Experts

  27. Come back – with loyalty • Mystery shoppers to loyal customers • Data gathering SSP – The Food Travel Experts

  28. Come back – with loyalty SSP – The Food Travel Experts

  29. Come back - with loyalty SSP – The Food Travel Experts

  30. Come back - as engaged customers SSP – The Food Travel Experts

  31. Partnership benefits Help us to: • Promote to customers • Share customer sales data • Share customer forecasts • Explore opportunities with airlines SSP – The Food Travel Experts

  32. How to drive sales Buy more Come back Come in SSP – The Food Travel Experts

  33. Driving sales together • Great customer experiences • Partners • Right brand, right place • Inform the customers • Give customers time • Facilitate their journey through airport • Share pax data • Joint approach to others SSP – The Food Travel Experts

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