Improving Concession Management for Malls

concessionaireanalyzer.com/malls

Control, Manage and Boost

Shopping Mall Revenues

concessionaireanalyzer.com/malls2

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?

• Increasing focus on revenue sharing model for concessions

• Data collection for analysis and billing

• Need to measure and influence retail performance

Context

• 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

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

The Opportunity

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

Additional Business Processes

Sales DataCollection

Management

Revenue Share

Calculations

Property Management

Billing Analysis

LoyaltyPeople

Counting

CA+ Solution Overview

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

Collect Sales Data

Automates collection of detailed sales data from concessionaires.

CA+ Objectives

Data Collection

Data Collection Methods

VALIDATION,LOGGING &

MONITORING

Concessionaires’ Back-

Office System

Concessionaire’s Back-Office System

MONITORING

CONCESSIONAIRE

BACK-OFFICE

SYSTEM

Concessionaire

Back-Office

Concessionaire

Back-Office

Concessionaire

Back-Office

MONITORING

• 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

• 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

MONITORING

POS with standard POS functionality as well as airport specific features.

Loyalty card scanning to sales to client

Integrated with CA+ Real-time data collection

Supports retail & F&B

MONITORING

Solution Architecture

ROI DRIVERS

Control Automation Insight

Centralised CA+ Data

Warehouse

Role based CA+ Portal for airport

and concessionaire

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

The CA+ Solution

• 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

What does CA+ do?

• 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

CA+ Benefits

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

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

BUSINESS INTELLIGENCESample Dashboards

REVENUE CALCULATION & BILLING

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

Revenue Calculation & Billing

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

Property Management

DEPLOYMENT

On-premise or hosted in Cloud

Opportunity for managed service

SaaS model

Control, Manage and Boost

Shopping Mall Revenues

Improving Concession Management for Malls

Software

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