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Stephen Freibrun, Managing Director of airport consultancy The Center for Airport Management, LLC, shares his insights into how to create an airport environment that effectively persuades travelers to stop and shop instead of walking straight to the gate and staying put until take off. CAM is a division of SH & E, the world’s largest and oldest aviation consulting firm. ... Concessions Planning is not only a science, it is an art and at the root of this art is the study of passenger behavioral motivation. It is not entirely formulaic. It is not one million passengers equals “x” restrooms, and “y” stalls. It is in many ways a scienti? c process that requires an extensive database of sales productivity analyses by market segment, but effective concessions planning requires a complimentary understanding of what motivates passengers as well... View Full Article (Requires Adobe Acrobat Reader)
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