Speaker Biograghy: Paresh is a chartered accountant with more than 15 years' experience, more than eight of which have been spent in the airport sector. He has worked in the cargo, commercial, regulatory, strategic and business development areas. He has also acted as executive assistant to the CEO, and handled the concession award process for the new state-of-the-art integrated Terminal 2 at Mumbai’s Chhatrapati Shivaji International Airport, from tendering to evaluation to negotiation and execution of contracts.


Day 3 - 16 March
Session: Commercial - Concessions, Retail & Media

10:05 - 10:35 - Lessons from the bidding process for airport non-aeronautical concessions
Synopsis: Airports are landlords in their own way and hence can dictate terms to the retail partners. However, in the global competitive scenario, unilateral contract management can harm the interests of all the airports. A win-win situation is possible only if a practical yet pragmatic contract is designed.

Audience will learn:

• The structure of the bidding process for concessions – can be distinctly different for duty free and a car rental shop
• The evaluation mechanism – a unique mix of global standards with local requirements is a must
• The finalisation of contracts – give and take between the partners

Day 3 - 16 March
Session: Commercial - Concessions, Retail & Media

10:35 - 11:05 - Panel Discussion: Different perspectives on the airport tendering process
Synopsis: Do airports understand what a tender process actually involves for bidders? Do operators really understand the context of the broader airport commercial ecosystem when they bid? The panel will discuss how to get the balance right in the airport competitive tender process.