SPAIN. Spanish airport operator Aena today launched the world’s largest duty free retail tender by turnover, covering 27 airports across its network.
As expected, the bidding specifications feature six lots compared to just three in the previous tender, all offering sufficient size for economies of scale to be developed, Aena noted. In this way, one of Aena’s main objectives – “to boost clientele and promote competition” – will be fulfilled, the company noted.
Critically, the contract duration is being substantially increased, rising from seven to 12 years, with the option of three annual extensions. Aena said this was in response to an important request from retailers seeking to amortise their investments.
The contracts are expected to generate some €18 billion in sales over their collective terms. They include 86 duty free points of sale, plus many additional premises dedicated to other categories.
The stores will occupy some 66,000sq m, equivalent in surface size to more than seven football pitches.
The tender terms were published today on the airport operator’s website.
“This tender has generated a great deal of excitement and has already sparked the interest of the main operators in the sector,” said Aena Commercial and Real Estate Managing Director María José Cuenda.
Cuenda confirmed that the strategy surrounding the tender confirmed details revealed at the TFWA World Exhibition & Conference in Cannes in October. Here, interested parties were given an overview of the tender opportunity by senior Aena management in a session moderated by The Moodie Davitt Report Founder & Chairman Martin Moodie.
This new tender will involve renewing the management of the commercial spaces at 27 airports in the Aena network, where current contracts are in force until 31 October 2023.
The tender strategy aims to maximise the value of the business by:
- Reaching more customers and boosting global sales
- Attracting the largest number of international retailers to bid for the different lots (establishing rules that avoid empty lots in the award)
- Diversifying the business (expanding product categories and services)
- Adapting to changing trends that are occurring in both passenger type and the model
- Incorporating and supporting the development and implementation of new technologies and digitisation.
These objectives, aimed at maximising revenue, are anchored by Aena’s fundamental pillars: sustainability, technology and customer experience, the airport company emphasised.
The positive impact of Brexit (meaning British travellers can buy duty free as they depart Spain) has been taken into account, as it represents a major change in Aena’s duty free model. The company noted that British passengers represent Aena’s main market.
The tender result is expected to be published in July 2023, after being ratified by Aena’s Board of Directors. 
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