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Improving Concession Management for Malls

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As customers become more savvy and aware of market dynamics, malls need to move from the traditional retail business model to one that focuses on a social and lifestyle experience, built around the customer.

Concessionaire Analyzer+ (CA+) offers a comprehensive retail management suite, giving mall operators the toolset to better control, manage and improve their financial performance.

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Improving Concession Management for Malls

  1. 1. concessionaireanalyzer.com/malls Control, Manage and Boost Shopping Mall Revenues
  2. 2. concessionaireanalyzer.com/malls 2 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?
  3. 3. concessionaireanalyzer.com/malls 3 • Increasing focus on revenue sharing model for concessions • Data collection for analysis and billing • Need to measure and influence retail performance Context
  4. 4. concessionaireanalyzer.com/malls 4 • 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
  5. 5. concessionaireanalyzer.com/malls 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 5 The Opportunity
  6. 6. concessionaireanalyzer.com/malls 6 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
  7. 7. concessionaireanalyzer.com/malls 7 Additional Business Processes Sales Data Collection Concession Contracts Management Revenue Share Calculations Property Management Billing Analysis Loyalty People Counting
  8. 8. concessionaireanalyzer.com/malls 8 CA+ Solution Overview Concession Contracts 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 more. Collect Sales Data Automates collection of detailed sales data from concessionaires.
  9. 9. concessionaireanalyzer.com/malls CA+ Objectives 9
  10. 10. concessionaireanalyzer.com/malls 10 Data Collection
  11. 11. concessionaireanalyzer.com/malls 11 Data Collection Methods VALIDATION, LOGGING & MONITORING
  12. 12. concessionaireanalyzer.com/malls 12 VALIDATION, LOGGING & MONITORING
  13. 13. concessionaireanalyzer.com/malls 13 Data Collection Methods VALIDATION, LOGGING & MONITORING
  14. 14. concessionaireanalyzer.com/malls 14 Concessionaires’ Back- Office System Concessionaire’s Back-Office System VALIDATION, LOGGING & MONITORING
  15. 15. concessionaireanalyzer.com/malls 15 CONCESSIONAIRE BACK-OFFICE SYSTEM
  16. 16. concessionaireanalyzer.com/malls 16 Concessionaire Back-Office Concessionaire Back-Office Concessionaire Back-Office
  17. 17. concessionaireanalyzer.com/malls 17 Data Collection Methods VALIDATION, LOGGING & MONITORING
  18. 18. concessionaireanalyzer.com/malls 18
  19. 19. concessionaireanalyzer.com/malls 19 Data Collection Methods VALIDATION, LOGGING & MONITORING
  20. 20. concessionaireanalyzer.com/malls 20 • 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
  21. 21. concessionaireanalyzer.com/malls 21
  22. 22. concessionaireanalyzer.com/malls 22
  23. 23. concessionaireanalyzer.com/malls 23 • 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
  24. 24. concessionaireanalyzer.com/malls 24 Data Collection Methods VALIDATION, LOGGING & MONITORING
  25. 25. concessionaireanalyzer.com/malls POS with standard POS functionality as well as airport specific features. 25 Loyalty card scanning to sales to client Integrated with CA+ Real-time data collection Supports retail & F&B
  26. 26. concessionaireanalyzer.com/malls 26 Data Collection Methods VALIDATION, LOGGING & MONITORING
  27. 27. concessionaireanalyzer.com/malls Solution Architecture 27
  28. 28. concessionaireanalyzer.com/malls 28 ROI DRIVERS Control Automation Insight
  29. 29. concessionaireanalyzer.com/malls Centralised CA+ Data Warehouse Role based CA+ Portal for airport and concessionaire users 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 29 The CA+ Solution
  30. 30. concessionaireanalyzer.com/malls • 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 30 What does CA+ do?
  31. 31. concessionaireanalyzer.com/malls • 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 31 CA+ Benefits
  32. 32. concessionaireanalyzer.com/malls 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 32
  33. 33. concessionaireanalyzer.com/malls 33 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
  34. 34. BUSINESS INTELLIGENCE Sample Dashboards 34
  35. 35. concessionaireanalyzer.com/malls
  36. 36. concessionaireanalyzer.com/malls
  37. 37. concessionaireanalyzer.com/malls 37 REVENUE CALCULATION & BILLING
  38. 38. concessionaireanalyzer.com/malls 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 38 Revenue Calculation & Billing
  39. 39. concessionaireanalyzer.com/malls 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 39 Property Management
  40. 40. concessionaireanalyzer.com/malls Property Management 40
  41. 41. concessionaireanalyzer.com/malls 41 DEPLOYMENT On-premise or hosted in Cloud Opportunity for managed service SaaS model
  42. 42. concessionaireanalyzer.com/malls Control, Manage and Boost Shopping Mall Revenues

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