About Us

Paccaya Resources is a specialist advisory firm working mainly with airports to optimize their commercial environments, enhance their overall commercial performance, and develop and implement a long-term strategic direction.

Clients

Paccaya’s clients are international airports from around the world, from large to small, which are determined to improve the value generated from their commercial space (Duty Free, F&B, other retail, lounges, etc.)

Location

Paccaya Resources is based in Hong Kong and its team operates globally, particularly in Asia and the Middle East and increasingly so in Europe and North America.

Our Expertise

Paccaya’s growing team has over a century of work experience in airports, mainly in the areas of commercial audit & analysis, human resource management, retail operations, merchandising, supply chain, food & beverage, business strategic improvement, concession planning, etc. From an assessment to a full commercial audit, Paccaya will provide a review of the airport’s commercial environment, improvement

recommendations, and a long-term strategic guide and plan to grow the business. The recently launched ACP360 (Airport Commercial Pulse assessment) is a standardised assessment of the duty-free concessionaire according to a pre-determined set of criteria which reflects best practises in retailing standards, communication, value proposition, brand assortment, customer acquisition, etc.

Paccaya’s growing team has over a century of work experience in airports, mainly in the areas of commercial audit & analysis, human resource management, retail operations, merchandising, supply chain, food & beverage, business strategic improvement, concession planning, etc. From an assessment to a full commercial audit, Paccaya will provide a review of the airport’s commercial environment, improvement recommendations, and a long-term strategic guide and plan to grow the business. The recently launched ACP360 (Airport Commercial Pulse assessment) is a standardised assessment of the duty-free concessionaire according to a pre-determined set of criteria which reflects best practises in retailing standards, communication, value proposition, brand assortment, customer acquisition, etc.

Case Study

Increased profitability by identifying and prioritizing key areas of improvement

Business Case
Challenge
Impact
Target
Outcomes
  • Airport with strong growth led by increasing traffic, especially from China
  • Performance at a sales level seems good and is increasing month after month
  • Poor understanding of space apportionment
  • Inefficient transaction processes
  • Lack of clarity around category organization (assortment)
  • Poor promotional strategy
  • Weak merchandising
  • Decreasing Spend per Passenger (SPP)
  • Missed opportunity of around 30% of total sales
  • Increased risk due to share of daigu
  • Poor customer experience
  • Elevate merchant function
  • Improved assortment & apportionment
  • Improved promotion strategy
  • Improved transaction process
  • Improved SPP
  • Improved top and bottom-line financial returns
  • Improved customer experience
Business Case
  • Airport with strong growth led by increasing traffic, especially from China
  • Performance at a sales level seems good and is increasing month after month
Challenge
  • Poor understanding of space apportionment
  • Inefficient transaction processes
  • Lack of clarity around category organization (assortment)
  • Poor promotional strategy
  • Weak merchandising
Impact
  • Decreasing Spend per Passenger (SPP)
  • Missed opportunity of around 30% of total sales
  • Increased risk due to share of daigu
  • Poor customer experience
Target
  • Elevate merchant function
  • Improved assortment & apportionment
  • Improved promotion strategy
  • Improved transaction process
Outcomes
  • Improved SPP
  • Improved top and bottom-line financial returns
  • Improved customer experience

Our Team

paccaya_Andrew-main-profile

CEO – Andrew Ford

Leadership

Andrew Ford’s 30+ year career has mainly been in the travel retail industry with many years spent at Allied Domecq developing luxury spirit & wines, as the CEO of the duty-free industry’s global Tax Free World Association (TFWA), and latterly as Vice President, Global Business Development for DFS Group in Hong Kong.

 

Andrew has a deep understanding of the duty-free industry and its importance in generating value for tourism economies and their airports. He has extensive work experience developing business for airports, luxury brands, food & beverage operators, and duty-free retailers. He has been a board member of Airports Council International (ACI) Asia Pacific’s World Business Partner program, an executive board member of PATA (Pacific Asia Travel Association), and a board member of the Middle East Africa Duty Free Association and the Asia Pacific Travel Retail Association (President 2017-2019).

Members

Members of the Paccaya team together have over a century of hands-on experience in retail operations, duty free, aviation, supply chain and merchant management, human resources and financial services. A very mobile team of C-suite executives seconded by an experienced support team; members are based in Asia and Europe and work on projects globally.

WHAT IS AN ACP360?

The Airport Commercial Pulse assessment is a 3rd party independent review of your airport’s commercial activities undertaken by seasoned experts. Focused primarily on the duty free concessions, recommendations are tangible ways to improve the business in the airport.

WHY CONDUCT AN ACP360?

IN EVERY BUSINESS, THERE IS A PLAN, AND THEN THERE IS WHAT ACTUALLY HAPPENS. Are your commercial operations delivering what is needed to maximize your economic performance, to develop the right image, and to be an outstanding contributor to your local community?

INDEPENDENT SNAPSHOT

Fastest way to get an impartial and independent snapshot of your existing commercial activities.

IMPROVEMENT AREAS

Know what to work on. Get clarification on the key areas for improvement to close the gap between where you are and where you should be.

LEVERAGE + ACCOUNTABILITY

Get expertise knowledge on the performance of your commercial activities. Use the language of the operators to deepen your relationships, to make them accountable and to deliver more.

BEST PRACTICES

Take back control of your operations through enhanced transparency with the operators and new best practices incorporated in your long-term strategy.

WHAT DOES AN ACP360 COVER?

ACP 360

A comprehensive review of all your commercials activities with a deeper emphasis on the key economic contributors – retail and F&B in the international airside area.

WHICH AREAS ARE REVIEWED?

Get a snapshot and highlights of the key focus areas at the airport and operator levels.

THE ACP360 REPORT

The report includes the expert assessment of all activities in the scope, recommendations to review with the concessionaire, and areas in the airport to better promote these concessions. Paccaya can further assist with commercial consultancy, negotiations with concessionaires, coaching of the airport commercial team, etc.

Copyright 2019 – Paccaya. All rights reserved

Copyright 2019
Paccaya. All rights reserved