Improving Concession Management for Malls
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Transcript of Improving Concession Management for Malls
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concessionaireanalyzer.com/malls
Control, Manage and Boost
Shopping Mall Revenues
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1. Need to boost revenues of concessionaires & mall
2. Need to control concessionaires
3. Need to have more detailed and fresher data for improved analysis and insight
4. Need to automate and secure processes
• Data collection
• Analysis
• Billing
What’s are the Challenges?
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• Increasing focus on revenue sharing model for concessions
• Data collection for analysis and billing
• Need to measure and influence retail performance
Context
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• Data Collection
• Monthly or weekly totals
• sometimes by category
• no transaction level data
• Concessionaires usually report by email
• Significant effort spent on collection and chasing
• High dependence on Excel by commercial team
• Process lacks control, auditing and monitoring
• Benchmarking
• Retails have own analysis but no benchmarking
• Billing
• Lacks automation and controls
• Analysis
• Performance analysis limited and manual
Current Situation
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1. Improve controls, auditing, monitoring and chasing
2. Increase level of detail and thus capability for analysis
3. Reduce delay in data collection and analysis
4. Increase agility and responsiveness to trends
5. Combine sales data with people counting data etc.
6. Improve performance through better analysis and tactical actions
7. Assess impact of promotions, digital advertising etc.
8. Drive sales through loyalty and promotions
9. Share analysis with concessionaires for broader performance analysis
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The Opportunity
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Core Business Processes
Manage concession agreements
Calculate revenue shares
Lease agreements,
W&E, services
Billing of revenue shares, rents, minimum
guarantees, utilities etc.
Performance and Data Analysis
Sales Data
Collection
Concession Contracts
Management
Revenue Share
Calculations
Property Management
Billing Analysis
Collect sales data from
concessions
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Additional Business Processes
Sales DataCollection
Concession Contracts
Management
Revenue Share
Calculations
Property Management
Billing Analysis
LoyaltyPeople
Counting
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CA+ Solution Overview
Concession Contracts
Enables management of concession agreements including revenue shares,
minimum guarantees, rents, utilities etc.
Property Management
Manage leases of warehouse, offices, counter-tops,, as well as utilities and
services
Revenue & Billing
Calculation of revenue shares, MAGs etc., undertaking billing with optional
integration to accounting/ERP systems.
Reporting & Business Intelligence
Reporting & BI provides insight on performance of concessions, revenue categories, malls and zones and much
more.
Collect Sales Data
Automates collection of detailed sales data from concessionaires.
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CA+ Objectives
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Data Collection
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Data Collection Methods
VALIDATION,LOGGING &
MONITORING
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VALIDATION,LOGGING &
MONITORING
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Data Collection Methods
VALIDATION,LOGGING &
MONITORING
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Concessionaires’ Back-
Office System
Concessionaire’s Back-Office System
VALIDATION,LOGGING &
MONITORING
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CONCESSIONAIRE
BACK-OFFICE
SYSTEM
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Concessionaire
Back-Office
Concessionaire
Back-Office
Concessionaire
Back-Office
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Data Collection Methods
VALIDATION,LOGGING &
MONITORING
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Data Collection Methods
VALIDATION,LOGGING &
MONITORING
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• Software installed on any POS, automatically transferring printed sales receipts data to CA+
• Fully automated
• Non-intrusive
• Loyalty card scanning to tag sales to client
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• Software installed on any POS, automatically transferring printed sales receipts data to CA+
• Fully automated
• Non-intrusive
• Loyalty card scanning to tag sales to client
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Data Collection Methods
VALIDATION,LOGGING &
MONITORING
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POS with standard POS functionality as well as airport specific features.
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Loyalty card scanning to sales to client
Integrated with CA+ Real-time data collection
Supports retail & F&B
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Data Collection Methods
VALIDATION,LOGGING &
MONITORING
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Solution Architecture
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ROI DRIVERS
Control Automation Insight
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Centralised CA+ Data
Warehouse
Role based CA+ Portal for airport
and concessionaire
users
Integration layer to receive
data from concessions
Business Intelligence Platform for data analysis and insight on performance
Contracts management,
revenue shares, minimum
guarantees, utilities &
services, and additional charges
Automation of billing and/or integration to ERP system
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The CA+ Solution
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• Collects retail sales data into a data warehouse together with people counting data
• Provides customizable BI platform allowing measurement and analysis of performance to drive revenue improvements
• Allows concessionaires to benchmark their performance against similar categories in terminal/zone etc
• Maintains concession agreements with revenue shares, guarantees etc
• Automates revenue calculation and concessionaire billing
• Improves intelligence for negotiations by malls with concessionaires
• Improves resource allocation of commercial department
• Improves automation, auditing and controls
• Implements loyalty and promotions
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What does CA+ do?
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• Improves control on concessionaires
• Enables better understanding of sales patterns, categories and more
• Benchmark, monitor and optimise performance of concessions and
categories.
• Greater analysis through greater detail
• Freshness of data - greater agility
• Assess impact of promotions, digital advertising and more
• Monitor budgets and more accurately predict future trends and planning
• Improve negotiations
• Improve flexibility of contracts and automate billing
• Maximize revenue and performance
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CA+ Benefits
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BI Analysis
Role based dashboards, drill-down and filtering
Dashboard composition can be determined
centrally or configured by user
BI Builder allows self-service building of
additional BI components
Open database for ad-hoc reporting, querying
and use of your own preferred BI solution
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BI Capabilities
• Analyse Revenue not just Sales
• Assess performance before, during & after a promotion
• Assess impact of digital advertising campaigns
• Benchmark across concessionaires in same category
• Compare sales and revenues against budgets
• Monitor conversion rates from people counting/flow
• Walk by Walk in Buy
• Monitor trends – work with concessionaire to gain improvements
• Compare performance by category, zone in mall etc.
• Allow concessionaires to benchmark their performance with others in same category
• Improve intelligence for negotiations with tenants
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BUSINESS INTELLIGENCESample Dashboards
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REVENUE CALCULATION & BILLING
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Maintains commercial contracts
• Revenue share % by product category, by sales threshold
• Minimum guarantees
• Rents
• Additional charges (maintenance fees, internet charges, marketing fees)
Undertakes daily revenue calculations
Generates concessionaire billing• Optional integration with ERP systems
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Revenue Calculation & Billing
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Maintains Lease Agreements
• Leasing of offices, store rooms, sales counters etc
• Management of Water & Electricity metering & billing
• Management of services
• Additional charges (maintenance fees, internet charges, marketing fees)
Billing
• Automates billing of rents, utilities & other charges
• Supports payments on different billing cycles
• Supports billing in arrears and in advance
• Optional integration with ERP systems
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Property Management
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Property Management
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DEPLOYMENT
On-premise or hosted in Cloud
Opportunity for managed service
SaaS model
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Control, Manage and Boost
Shopping Mall Revenues