The profile of Non Aviation customers
Non Aviation business activities, not directly carried out by us, are regulated by special contracts signed with third parties, according to which we allow the organization and management of activities, as well as the use of airport spaces necessary to carry out all activities.
These contracts have variable lenght (averaging 3 years) and do not allow tacit renewals. These contracts generally include the following remuneration for SEA:
- annual fixed fees for the use of spaces;
- variable fees (royalties) calculated on the basis of different parameters based on the activity being performed (such as, for example, achieved sales or goods handled), with a minimum guaranteed fee usually backed by a bank surety.
Development of Non Aviation activities requires different strategies for the different terminals Malpensa and Linate, aiming to meet the needs of different types of passengers and users passing through airports.
This strategy has been developed and expressed from a perspective of collaboration and partnership with key industry players. It has led not only to the introduction of innovative sale models and to the expansion of the brand portfolio operating at Milan airports, but also to using analytic tools (including customer profiling, specific marketing plans and quality control systems) to help identify and better meet customer needs.