retail in the usa - airports council international events/trinity forum/presentations... · retail...
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RETAIL IN THE USARETAIL IN THE USA
The retail culture in the United States is unlike that of The retail culture in the United States is unlike that of any other country any other country
Retail is the secondRetail is the second--largest industry in the U.S. by largest industry in the U.S. by number of businesses and number of employees number of businesses and number of employees
The U.S. leads the rest of the world in terms of the The U.S. leads the rest of the world in terms of the proportion of annual per capita income allocated to the proportion of annual per capita income allocated to the purchase of nonpurchase of non--staple goods. staple goods.
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DUTY FREE IN USADUTY FREE IN USA
One of the less developed duty free regions
Little stores and sometimes multiple locations
Basic product mix
Lack of luxury
No excitement offered to passengers
Very low presence of U.S. customers
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WHY?WHY?
Lack of savings as compared to local marketLack of savings as compared to local market
Duty Free products are widely available in local marketDuty Free products are widely available in local market
Unfriendly operations requirements:Unfriendly operations requirements:
A) Gate delivery systemA) Gate delivery system
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WHY?WHY?
B) AIRPORT INFRASTRUCTUREB) AIRPORT INFRASTRUCTURE
Most U.S. airports allocate limited space for duty free operatioMost U.S. airports allocate limited space for duty free operationsns
Old, ugly , small and basic stores Old, ugly , small and basic stores
No arrival duty free systemNo arrival duty free system
Combination of airCombination of air--side and landside and land--side shopsside shops
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WHY ?WHY ?
C) AIRPORT DUTY FREE OPERATORS C) AIRPORT DUTY FREE OPERATORS
Limited investment capacity due to exorbitant occupancy fees Limited investment capacity due to exorbitant occupancy fees and operating expensesand operating expensesLack of visionLack of vision
D) STAFFD) STAFF
Difficult working conditions in U.S. airports create a great Difficult working conditions in U.S. airports create a great challenge in terms of recruiting the ideal sales staffchallenge in terms of recruiting the ideal sales staff
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DFADFA’’S ACTION PLANS ACTION PLAN
In 2008, DFA structured a plan to aggressively transform the status of the business in the USA. Re think product mix
Upscale IT
Sales staff
New store design and better locations with more space
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THE CRISISTHE CRISIS
After the crisis exploded in September, DFA decided to:
Continue as much as possible with the original action plan structured to increase the duty free business
Implement a tailor made plan to survive the crisis
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CRISIS ACTION PLANCRISIS ACTION PLAN
Operational budget reduced 40% by:1. Headcount reduction of 25%2. Salary reduction of 15%3. Operational rationalization4. Logistics rationalization
Aggressive promotions through all categories
In-store animations
Out-of-store animations
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CRISIS ACTION PLANCRISIS ACTION PLAN
Cross promotions
Strong GWP and Spiff program
Personal shopper program in some VIP lounges
High focus in balancing existing stocks
Very cautious purchasing
Introduction of new brands
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NEW PRODUCT MIXNEW PRODUCT MIX
In all airports and stores we:
Balanced space in each store to correctly display and maximize all categories
Balanced sub-categories and brands within each category
Create the necessary conditions to allow a product / passenger interaction.
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NEW PRODUCT MIXNEW PRODUCT MIX
Defined brands and SKU’s based on:
1. Pax nationalities going through the different stores
2. Space available at each store
3. Economic profile of pax
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IT UPDATEIT UPDATE
A) LOGISTICSAll Divisional and Regional warehouses are fully IT operational.Receiving time was reduced threefold.Accuracy in receiving, storing, picking, and supplying stores improved dramatically.Auto replenishment from Divisional to Regional warehouses and to stores is fully implemented. By 2010 DFA will be running with EDI
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IT UP DATEIT UP DATE
B) RETAIL : New POS
Reduced transaction time by halfUser friendly, reducing store level training time and mistakesReal time sales information by storeFlexibility to implement tailor-made promotions by store: loyalty programs, publicity, passenger purchase history, etc.Capacity to analyze promotions, launches, etc. by store
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SALES STAFFSALES STAFF
Restructure of organizational chart in all airports based upon:
Empowerment to management
Terminals activity as a key staffing guide
Upscale dress code
Increase training in product knowledge
Sales strategy training to all staff
Visual merchandizing team
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SALES STAFFSALES STAFF
With this we achieved:
Motivated staff
Headcount optimization
Improved operational capacity
Sales staff more oriented to greed and serve a customer
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SALES STAFFSALES STAFF
We will implement a new commission program focused on:
Rewarding individual productivity
Balancing sell out
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NEW STORESNEW STORES
Have bigger storesImplement a new design element that should:
1. Create a luxury environment 2. Surprise the passengers3. Visually guide the passenger through the different
categories4. Easy brand identification and product interaction5. Create a great travel retail experience
One of the key elements to increase the duty free business was to:
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NEW STORESNEW STORES
All of these new concepts must :
Increase penetration rates
Increase average tickets
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NEW STORESNEW STORES
DFA was able to negotiate bigger spaces and build:
2 stores at Detroit North Terminal
2 stores at Boston
1 store at JFK / T7
1 store at JFK / T3
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NEW STORESNEW STORES
1 store at Washington Dulles, Terminal C
MIAMI
A) 2 at South Terminal
B) 3 at North Terminal
JFK JFK -- T7T7
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WASHINGTONWASHINGTON--DULLES DULLES -- CC
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JFK JFK –– T3T3
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BOSTON CBOSTON C
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MIAMIMIAMI
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RESULTSRESULTS
With an investment in the ACTION PLAN of more than USD $ 20 MM during 2008 / 2009, DFA was able to:
Reduce the effects of the economic crisis.
Create the necessary conditions to achieve a fast and solid growth.
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RESULTSRESULTS
For the first time in the East Coast, DFA brought a sense of luxury and shopping experience to the airports environment.
Generate a long term commitment with the Duty Free Industry.
Some airports are already showing the benefits: Miami is 15% up against last year which was the highest ever.
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