Weber Paul

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Paul Weber: 

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

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Partnership

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Partnership & the specialist retailer

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Building a better partnership model

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

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Building a better partnership model

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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

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Building a better partnership model

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

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Building a better partnership model Airport Retail Landlord Tenant Supplier Customer

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

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Building a better partnership model

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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

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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

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

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

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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

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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

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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

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Building a better partnership model

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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

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Building a better partnership model

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Building a better partnership model

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Building a better partnership model

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

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

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

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

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