Speaker Biograghy: Jean-Marc has over 18 years' professional experience in airport operations, airport and aviation strategic planning, airport development, public-private partnerships, market assessment and institutional reform. He has been the COO of IOS Partners, a premier consulting company specialising in aviation and economic development, since 2011. He has experience leading key sectorial aviation reforms and is currently working on a wide variety of aviation projects. Prior to his consulting assignments, Jean-Marc was the Director of Operations and Security with Juan Santamaría International Airport in Costa Rica. Some particular achievements include the implementation of safety management systems and an ISO 9001 certification. Jean-Marc has worked on projects in over 40 countries. He is an instructor for ACI (ICAO Annex 9, Annex 14 and SMS). He holds Master's degrees in Economics and Finance – as well as a pilot’s licence.


Day 2 - 16 March
Session: Commercial Development, Retail, Concessions & Media

17:00 - 17:25 - How to improve commercial revenue through improved facilitation and cultural planning
Synopsis: Commercial revenue depends very much on several aspects that are not only related to products, prices and merchandising, but also to the facilitation process, cultural elements and others. What can we do to increase commercial revenue from an airport operation and management perspective? How can we balance operational and security requirements with a successful commercial programme?

Audience will learn:

• Understand the elements that affect passenger spending
• Understand how to improve commercial revenue from the planning stage
• Airport management best practices to increase passenger spending
• Relationship between facilitation, security and commercial revenue
• Cultural aspects in commercial programme