This key management course is designed to devlop airport managers skills for analyzing the marketplace and preparing effective airport commercial strategies to satisfy customer needs and counter competitor actions.

• Generate understanding of industry issues, strategies, and tools used by commercially-oriented airports.
• Develop advanced skills for analyzing the marketplace and preparing effective commercial strategies to customer needs and competitor actions.
• Encourage interaction and discussion of global commercial best practices through team work and proposal formulation.
• Build participant confidence and competencies in leading and managing airport commercial development and sales efforts.

• Airport middle and senior management
• Global airport operators
• Consultants, banking and financial institutions whose clientele includes airports
• Airline managers interested in better understanding the airport commercial functions

• Commercial Challenges
• Commercial Planning
• Course Integration Exercise
• Strategic Intelligence (focus onunderstanding and analyzing decision-making environment)
• Commercial Strategy (focus on developing strategies to capture leading market position)
• Airport Economics (focus on how economics critical to making commercial decisions)
• Commercial Sales Management (focus on building competence and managing sales staff)
• Commercial Management (focus on building team for delivering commercial practices)
• Airport Retailing
• Air Terminal Concession Planning
• Selection of Tenants & Concessionaires
• Airport Land Development
• Other Airport Commercial Activities
• Communication and Promotion Planning
• Property Management and Fraud Prevention
• Business Negotiations (focus on planning and effective bargaining for win-win outcomes)