Mumbai International Airport

PROJECT

Mumbai International Airport Limited (MIAL) is a joint venture between the Indian Airport Authority and a Private Enterprise. Economic growth and the rise of the middle class is resulting in significant growth in air travel. MIAL decided to build a brand new airport for Mumbai integrating domestic and international operations into the one terminal with a target to process 40 million passengers per year.

TASK

The concerns were:

1. How to value engineer the F&B to capitalise on the high spending travellers.
2. What concepts to include that would establish a new benchmark for airport F&B.
3. How to pitch the opportunities to the market to attract the very best concepts and operators not just in India but from overseas players as well.
4. How to package the 80 shops to ensure it attracted the highest rental offers and positively stimulate on site competition.
5. How to ensure the RFQ evaluation process was transparent and robust.

OUTCOME

1. B&P used our unique tenancy tier matrix to identify the cuisines and concepts best aligned to the different target market groups to ensure maximum strike rate and spend per passenger.
2. B&P value engineered the tenancy mix layout to attract higher ATVs and strike rates along the passenger journey.
3. B&P provided numerous analysis on the final impact of various tenancy mix options to inform decisions on merits of F&B use over specialty use in certain locations.
4. B&P developed locked templates for sales, rent, KPI, capex and SOP analysis to ensure all tenderers submitted comparable data.
5. B&P used our global connections to introduce local and international players to each other to improve the number and quality of bidders.
6. B&P provided, through our global experience, various analysis on structures, key commercial terms, pouring and advertising rights to inform MIAL on key strategic decisions.
7. B&P developed vision statements for each tenancy to clearly express MIAL’s expected level of concept, menu and fitout for each of the 80 F&B tenancies.

• Increased the MAG by 11%.
• Increased strike rates by 14%.