Weber Paul

Paul Weber: 

Paul Weber International Retail Director, BAA plc Building a better partnership model

Slide2: 

Partnership

Slide3: 

Partnership & the specialist retailer

Slide4: 

Building a better partnership model

Slide5: 

Building a better partnership model Why? What's wrong? I'm OK Show me the money Thanks, now get on with it

Slide6: 

Building a better partnership model

Slide7: 

Building a better partnership model The USA - a land of retail firsts Department store 1846 The Marble Dry – Goods Palace in New York Grocery store chain 1860 A & P groceries Mail order catalogue 1872 The “ Grange “ became Montgomery Ward Self service 1916 Piggly Wiggly store, Memphis Mall 1916 Market Square, Lake Front, Illinois Supermarket 1930 King Cullen, Jamaica, New York Shopping trolley 1936 Goldmans store in Oklahoma City Out of town shopping centres 1931 Highland Park Shopping Village, Dallas 1956 Southdale Centre, Edina, Minneapolis

Slide8: 

Building a better partnership model

Slide9: 

Building a better partnership model USA Airport Retail Where are the pioneers?

Slide10: 

Building a better partnership model Airport Retail Landlord Tenant Supplier Customer

Slide11: 

Building a better partnership model What's missing in US airport retail? Specialist retailers

Slide12: 

Building a better partnership model

Slide13: 

Building a better partnership model Airport retail A dream opportunity for specialist retailers Affluent customer base Contained in a defined 'catchment' Nowhere else to go Not much else to do Add pic

Slide15: 

UK's 10 largest shopping venues £ market spend 2004 1. London Oxford Street 2. Glasgow Centre 3. Bluewater 4. London Knightsbridge 5. Heathrow Airport 6. Sheffield Meadowhall 7. Nottingham Centre 8. Birmingham Centre 9. Lakeside 10. Manchester Centre Source: MHE 2005

Slide16: 

Building a better partnership model Airport Specialty retail So why pass it up? Lack of awareness

Slide17: 

Building a better partnership model Airport Specialty retail So why pass it up? Lack of awareness No competitive peer pressure

Slide18: 

Building a better partnership model Airport Specialty retail So why pass it up? Lack of awareness No competitive peer pressure Not impressed by the reality

Slide19: 

Building a better partnership model Airport Specialty retail So why pass it up? Lack of awareness No competitive peer pressure Not impressed by the reality No sensible commercial proposition

Slide20: 

Building a better partnership model Airport Specialty retail So why pass it up? Lack of awareness No competitive peer pressure Not impressed by the reality No sensible commercial proposition Operational difficulties

Slide21: 

Building a better partnership model

Slide22: 

Building a better partnership model BAA: Supporting our retailers On-airport Retail Directors Category management analysis Product development Logistic resources Marketing & merchandising Performance analysis Recruitment & training

Slide23: 

Building a better partnership model

Slide24: 

Building a better partnership model

Slide25: 

Building a better partnership model

Slide26: 

Building a better partnership model % Sales by 'category' Top 50 NA Airports Source: ARN 2005 Fact Book

Slide27: 

Building a better partnership model Specialty Retail: US airports Spend per e/p Pittsburgh performance was double the average Source: ARN 2005 Fact Book

Slide28: 

Building a better partnership model Some North American airport retailers Erwin Pearl Johnston & Murphy Sunglass Hut Wilson's Leather Body Shop Tie Rack

Slide29: 

Building a better partnership model Harvey Olshin Johnston & Murphy Let the debate begin