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THE SIXTH CONTINENTTravel Retail Development
OUR MISSION
Brands
Airports Operators
1
“Bring together brand owners, travel retail operators and airports to lead them to success.”
WHO WE ARE
Marco Passoni Senior Executive VP 2.0 & Partners
Brand relationship management Strategic activities Market analysis
2
Fabio Bernardini Chief Executive Officer2.0 & Partners
Airports relationship management Market analysis Tenders
Marco GhiottoSenior Partner
Airports operator management Brand relationship management Retailer management
Eric Trichot Senior Partner
Airports relationship management Strategic activities Market analysis
Guy Ponzo Senior Partner
Project management Strategic activities Market analysis
Paolo Brugioni Senior Partner
Store management and fitting Strategic activities Market analysis
WHAT WE DO
3
PRE-OPENING
Opportunity Selection
Location Scouting Market Analysis Premises Screening
Tender Support
Documentation Business Plans Post Delivery
OPENING
Space Allocation
Store Design Operational Support General Audit
Store Opening
Project Management Staff Selection Retailer Selection
POST-OPENING
Store Management
Offer Definition Sales Strategy Staff Training
Management Reporting
Key Performance Indicators Performance Monitoring Reporting System Implementation
PRE-OPENING
4
Early Warning System & Opportunity Alert Airports Networking Management Competitor Development Monitoring
OPPORTUNITY SELECTION
TENDER SUPPORT
Dimension & Layout Capability Brand Mix Offer Benchmark Analysis
Fact&Figures Trend Statistics Pax Profile Breakdown Categories Sales Analysis
Location Scouting Market Analysis Premises Screening
Tender Documents Analysis Tender Preparation Translation & Graphic Services
Marketing Plan P&L Modelling Turnover/Roy Forecast&Sensitivity
Documentation Business Plan Post Delivery
Assistance in Post-Tender Meetings RFI Full Management Skill Transfer & Capacity Building
OPENING
5
SPACE ALLOCATION
STORE OPENING
Store Design Operational Suppor General Audit
Project Management Staff Selection Retailer Selection
Operators Hunting Trade Agreement Negotiations Parties Handshake
Concept Revision and/or Adaptation Store Layout 3D Rendering
Contract Revision Compulsory Requirements Mngmt General Contractor Contest
Interior Design Lighting System Design Technical System Design
Approval Process Management Gantt Diagram Developement Building Site&Team Management
Personnel Selection Start-Up & On-Site Training Best Practices Base Coaching
POST-OPENING
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STORE MANAGEMENT
MANAGEMENT REPORTING
Offer Definition Sales Strategy Staff Training
Key Performance Indicators Performance Monitoring Reporting System Set Up
Product Mix Analysis Pricing Policy Point of Sale Fitting
Direct Marketing Customer Service Loyalty Campaigns
Staff Coaching Programme Sales Guide Definition Incentives Programme
Definition & Action Measurement & Optimization Analytic Tools Requirement
Peak Traffic Hours Tracking Shoppers Insight Behaviour Staff Performance Monitoring
Business Intelligence Tools Real Time Traffic Adjustement Marketing Effectiveness
7
REFERENCE MARKET
READY TO TAKE OFF!THE “SIXTH CONTINENT”, A MARKET WITH A VALUE OF > 60 BILLION DOLLARS
ITS VALUE WILL DOUBLE IN THE NEXT 10 YEARS
12% YEARLY GROWTH DRIVEN BY TRAVELLERS FROM ASIA AND MIDDLE EAST
OPPORTUNITY TO IMPROVE BRAND AWARENESS
PROFITABLE BUSINESS FOR BOTH CONSOLIDATED AND EMERGING BRANDS
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ROW
VS EU
ROPE
EURO
PE V
S RO
W AIR TRAFFIC
(VARIANCE % FORECAST 2023)
PRC * Asia Africa India Japan North America
CIS ** South America
Pacific Middle East
Central America
7,1% 6,4% 6,2% 6,1% 5,9%
5,0% 4,8% 4,7% 4,6% 4,5% 3,7%
PRC * Asia Africa India Japan North America
CIS** South America
Pacific Middle-East Central America
7,1%6,4%
6,2% 6,1% 5,9%
4,8%5,0%4,7% 4,6% 4,5%
3,7%
CIS ** PRC * Asia South America
India Central America
Japan Africa Middle East
North America
Pacific
8,3% 7,8%
6,2% 6,1% 6,0% 5,5% 5,2% 5,0% 4,9% 4,8%
4,1%
PRC * Asia Africa North America
CIS** South America
PacificMiddle-EastCentral America
India
8,3%7,8%
6,2% 6,1% 6,0%5,2%
5,5%5,0% 4,9% 4,8%
4,1%
Japan
(*) People’s Republic of China (**) Commonwealth of Independent States
BENCHMARKING ANALYSIS
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Source: Verdict & Aci research
SPEND BY CATEGORY
Fashion&Accessories Beauty Confec4onary Duty Free Other (*)
19%
29%
10%
23% 19%
37%
28%
10%
15%
10%
18%
11% 15%
9%
48%
26% 24%
10%
25%
15%
Europe Asia Pacific Americas Middle East & Africa
Fashion&Accessories Beauty Confectionary Duty Free Goods
Middle-East & AfricaEurope Asia Pacific America
19%
37%
18%
26% 29%
28%
11%
24%
9% 10%
15%
10%
23%
15%
9%
25%
19%
10%
48%
15%
Others
AVERAGE SPEND €/DEP.PAX
Europe Asia Pacific Americas Middle East & Africa Global
6,04 € 6,57 €
2,54 €
13,23 €
5,36 € 6,20 € 8,05 €
2,71 €
14,44 €
6,03 €
2010
2013
Europe Asia-Pacific Americas Middle East & Africa Global
2010
2013
6,04 € 6,20 € 6,57 €8,05 €
2,54 € 2,71 €
13,23 €
5,36 € 6,03 €
14,44 €
WHY TRAVEL RETAIL?
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TO PURSUE A CONTINUOUSLY GROWING MARKET
TO DIVERSIFY DEVELOPMENT
TO ENHANCE BRAND AWARENESS
TO INCREASE RETAIL REVENUE
TO CONNECT WITH AN INTERNATIONAL AUDIENCE
TO ATTRACT NEW CUSTOMERS
THE TEAM
11
Marco Passoni Senior Executive VP 2.0 & Partners
Marco is a duty free and travel retail professional with over 20 years of experience and a deep knowledge
of the industry and its governance.
Having held various top management roles in a number of
high-profile Italian companies, he created and developed the
Ducati Airport Shop concept and was the first to intro-duce world-class brands such as National Geographic
and Victoria’s Secret into the Italian travel retail markets.
In 2.0 & Partners, he is responsible for brand relationship
management, strategic activities and analysis.
Fabio BernardiniChief Executive Officer
A versatile engineer, Fabio has gained a deep knowledge
of airport services and customer requirements working with
stakeholders from the biggest airports worldwide.
In 2013, he was instrumental in the opening of the first
National Geographic and Victoria’s Secret stores in Italy and
Europe, being responsible for planning, P&L and project
management. With 15 years of managerial experience,
in 2014 Fabio co-founded 2.0 & Partners, where he is
responsible for relationship management with key airport
stakeholders, opportunity scouting and market analysis.
Marco GhiottoSenior Partner
Marco is a duty free and travel retail specialist with
15 years international experience in consumer goods and a
deep knowledge of the corporate multinational world.
Having held several senior marketing and commercial roles
in many Regions of the world, he has joined 2.0 & Partners
to bring his international expertise and individual contacts
with airport operators and global retailers. He looks after
brand relationship and operators’ management and analysis.
THE TEAM
12
Paolo BrugioniSenior Partner
Founder of ER, Paolo is a retail consultant. He started his
career in Fiat Auto where he was responsible for the redevel-
opment of its distribution network.
In 1999, Paolo joined Pam, the leader in food distribution
in Italy. Subsequently, he became CEO of Benetton Retail
opening over 70 flagship stores across the world.
Paolo is a subject matter expert in retail dynamics
Guy PonzoSenior Partner
Guy Ponzo began his career at Casino Group, one of the
major Retail Business Companies and became in 1985
Marketing Director of Casino France.
In 1997, he left the Casino Group and he was appointed Chief
Operative Officer of the Retail Company STANDA in Italy.
Associated with the travel retail industry since 2002, Ponzo
started in airport with Aeroporti di Roma as Commercial
Director. He moved to SEA, the Milano airports landlord in
2004 still as Commercial Director.
.
Eric TrichotSenior Partner
As airport retail consultant having assisted many airports
throughout the world, Eric Trichot provides a strongly profit-
able expertise in commercial development and operations
at airports.
Eric Trichot’s experience in the airport retail environment
during more than two decades. He was in charge of the
Commercial Development Department, managing all
commercial Revenues of Nice Airport. Since the creation
of PT&M in 2003, Eric Trichot as been working with
success and appreciation for more than 10 airports.
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“HELPING BRANDS TO PURSUE THEIR INSPIRATIONS”
LET YOUR TRAVEL RETAIL PRESENCE TAKE OFF!
