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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Control, Manage and Boost
Shopping Mall Revenues

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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?

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• Increasing focus on revenue sharing
model for concessions
• Data collection for analysis and
billing
• Need to measure and influence retail
performance
Context

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• 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

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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
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The Opportunity

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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

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Additional Business Processes
Sales Data
Collection
Concession
Contracts
Management
Revenue
Share
Calculations
Property
Management
Billing Analysis
Loyalty
People
Counting

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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.

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CA+ Objectives
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Data Collection

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Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

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VALIDATION,
LOGGING &
MONITORING

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Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

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Concessionaires’ Back-
Office System
Concessionaire’s
Back-Office System
VALIDATION,
LOGGING &
MONITORING

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CONCESSIONAIRE
BACK-OFFICE
SYSTEM

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Concessionaire
Back-Office
Concessionaire
Back-Office
Concessionaire
Back-Office

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Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

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Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

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• 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

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• 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

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Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

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POS with standard POS functionality as well as
airport specific features.
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Loyalty card scanning to
sales to client
Integrated with CA+ Real-time data collection
Supports retail & F&B

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Data Collection Methods
VALIDATION,
LOGGING &
MONITORING

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Solution Architecture
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ROI DRIVERS
Control Automation Insight

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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
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The CA+ Solution

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• 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
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What does CA+ do?

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• 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
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CA+ Benefits

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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
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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. BUSINESS INTELLIGENCE
Sample Dashboards
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REVENUE CALCULATION
& BILLING

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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
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Revenue Calculation & Billing

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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
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Property Management

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Property Management
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DEPLOYMENT
On-premise or
hosted in Cloud
Opportunity for
managed service
SaaS model

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Control, Manage and Boost
Shopping Mall Revenues