Introduction: In this contributed column, Aena Brasil outlines the multi-faceted commercial opportunities at São Paulo Congonhas Airport amid a major investment.
BRAZIL. Airports operator Aena Brasil has revealed a major commercial and infrastructure overhaul at São Paulo Congonhas Airport, underpinned by a R$2 billion (US$387 million) investment and a strategic mandate to drive non-aeronautical revenue growth.
The comprehensive programme includes a state-of-the-art passenger terminal and a complete reimagining of the commercial landscape, designed to boost spend per passenger, conversion rates and operational fluidity.
By 2028, the commercial footprint will double, expanding from 10,000sq m to more than 20,000sq m. Congonhas currently serves approximately 25 million passengers annually, with a robust daily footfall of 100,000.
Aena Brasil confirmed that the tender process is scheduled to commence in May, rolling out progressively in multiple lots throughout the year. New commercial operations are scheduled to begin in 2028. Further details are available via the official landing page: www.aenabrasil.com.br.
High-frequency passenger base
The commercial strategy is anchored in the high-yield profile of Congonhas travellers. Currently, 52% of passengers travel for business, while 45% are frequent flyers who travel at least once a month. With typical dwell times ranging between one and two hours, and 70% of passengers already engaging in retail or F&B, the potential for growth is significant.
“This is a highly engaged, time-sensitive passenger base that demands a commercial offer that is both efficient and elevated,” said Aena Brasil Chief Commercial Officer Juan José Sánchez.
“We are designing an environment that responds directly to these behaviours while unlocking greater value across the entire passenger journey.”
F&B as a primary engine
Food & beverage will serve as a cornerstone of the new concept. Aena Brasil is moving beyond the traditional airport food court model to introduce premium, experience-led formats.
The curated mix will feature fast-casual dining, flagship coffee concepts, premium bars, premium patisseries and healthy gourmet options. This selection combines quality and convenience with a sophisticated sense of place inspired by São Paulo’s vibrant urban identity.
“F&B is a powerful driver of both dwell time and spend, particularly given the professional profile of our passengers,” Sánchez noted.
Retail space will also see a transformative +130% increase. The offer will span high luxury, accessible luxury, leading Brazilian brands, cosmetics, fashion, convenience and bookstores, positioning Congonhas as a premier urban retail destination and a benchmark for international gateways.
Airside focus
A key pillar of the strategy is the concentration of 75% of all commercial opportunities in the airside environment.
“Airside is where we see the greatest commercial upside,” Sánchez said. “By focusing our premium offer in the departure area, we enhance visibility, increase engagement and drive higher conversion.”
While F&B currently leads sales, Aena Brasil identifies retail as a primary growth lever. While current passenger research shows 54% satisfaction, 35% of travellers remain “indifferent”, representing a clear opportunity to capture market share through a more compelling, differentiated offer.
The transformation also includes a +72% expansion of VIP lounges and hospitality services, further reinforcing the airport’s premium positioning.
A diversified revenue mix
Beyond traditional retail and F&B, Aena Brasil is broadening its services portfolio. This includes an expanded car rental offering and a substantial increase in duty-paid retail, with the walkthrough store footprint growing from 550sq m to 1,500sq m.
“Our focus is on diversifying revenue streams and maximising productivity per square metre,” Sánchez added. “Congonhas is set to become a regional benchmark for commercial performance.”
The project reflects Aena Brasil’s wider strategy of positioning its Brazilian network, now reaching 17 airports, as integrated platforms for world-class retail, services and passenger experience. ✈
This Partner Content was first published in The Moodie Davitt Magazine, May 2026. Click here for access.
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