ABSTRACT
In order for an airport to maximize its revenue from concession fees, the turnover of the various concessions must be maximized and the airport’s ‘take’ or share of that revenue must be as high as is reasonably possible and commercially sound. Total sales by concessionaires depend on three factors. First, the total traffic handled by an airport and, in so far as passengers are the single largest source of sales by concessionaires, the characteristics of its passenger traffic. Second, the total amount of space allocated to those concessionaires operating shops, catering outlets, services and so on and the location of that space within the terminal building. Third, the skill of the concessionaires themselves in generating sales.
