Airport Retail and Other Non-aviation Business
Increase non-aviation revenue by developing and implementing effective commercial strategies for airport retail, F&B, and other key business areas.
@ Aeroclass
Course description
Commercial, non-aviation business constitutes a major part of any airport’s income. Shops, restaurants, and other passenger services within the terminal — both landside and airside — are vital elements of the customer journey. Additional sources such as car parking, car rental, advertising, and real estate developments like Airport Cities are equally essential to an airport’s financial success.
This training offers an in-depth exploration of these diverse commercial activities, helping participants understand their structure, performance, and interdependencies with airport operations. Through case studies, practical insights, and real-world examples from the instructor’s experience, participants will learn what drives successful airport commercial strategies, what challenges to avoid, and how passenger behavior influences business outcomes.
By the end of this class, participants will be able to analyze, design, and present their own commercial program that maximizes non-aviation income while improving the passenger experience.
Learning outcomes
At the end of this class, participants will be equipped to:
- Explain the importance of non-aviation revenue to airport profitability and sustainability
- Differentiate between business-to-consumer (B2C) and business-to-business (B2B) categories
- Evaluate and manage key commercial sectors such as retail, F&B, parking, advertising, and real estate
- Develop commercial management strategies including partner models, contracts, and performance tracking
- Create and present a tailored commercial program that enhances both revenue and customer experience
Who should attend
- Airport commercial and retail managers
- Business development and strategy professionals
- Airport operations and finance managers
- Marketing and branding specialists in aviation
- Consultants and planners in airport development
- Anyone involved in or aspiring to manage airport non-aviation businesses
Meet your instructor
.JPEG)
Johan Schölvinck
Johan Schölvinck helps airports to improve their non-aeronautical revenues and achieves remarkable results.
He has 28 years of high-level experience (as an airport manager or as a consultant) in retail and real estate planning and development, both in airport expansions in performance improvement of existing facilities. His expertise includes airport strategy, concession planning, partner models, financial and contractual matters, international benchmarking, marketing and branding, the design side, and commercial training. Johan has worked in all corners of the world, has presented at numerous conferences on the topic of airport retail/non-aviation income, and has designed and delivered many courses on the subject. He is widely regarded as one of the world's top airport commercial advisors.
He is the Founder and Managing Director of Market Square Consult which assists airports and airport business partners in Commercial strategy and planning. Johan is an MSc in economics, speaks four languages fluently, and has worked in all corners of the world. His airport management and consulting career began in 1993 with the Schiphol Group. One of his main clients is the RHDHV Group with NACO and InterVISTAS. Prior to his consulting and airport management career, he worked for Chiquita Brands and Royal Dutch/Shell.
- Experienced globetrotter: Johan Schölvinck has three decades of high-level airport non-aviation business experience, both in airport expansions and in performance improvement of existing facilities.
- 40 airport commercial development projects: Johan has been involved with more than forty airports all over the globe, helping them to design and develop the best commercial programs.
- Istanbul New Airport: As strategic commercial adviser to the owners of the new Istanbul Airport, Johan was instrumental in the development of the world’s largest airport airside market square (40.000 m2 shops and 20.000 m2 restaurants).
- Renowned presenter: He has worked around the world and has presented at numerous conferences on the topic of airport non-aviation business and has designed and delivered many courses on the subject. He is widely regarded as one of the world's top airport commercial advisors.
I help airports make more money from their non-aviation business. Embark on a journey with me to learn the same.
Why you should attend?
If you’re involved in airport management or commercial development, understanding non-aviation revenue is essential. While aviation fees are often regulated, commercial income from retail, F&B, and other services remains flexible and represents over half of a mature airport’s revenue.
This course helps you resolve the balance between operational efficiency and commercial success - learning how to turn passengers into guests and the terminal into a marketplace. You’ll explore how to design commercial strategies that complement airport operations, improve the passenger journey, and create long-term business value.
You’ll also gain insights from real-world examples, understand how leading airports integrate commercial and operational objectives, and develop your own business plan tailored to your airport’s needs.
Related courses
Aeroclass offers online courses from leading industry professionals. Learn anytime, anywhere, and master practical skills to advance your career.
Safety Investigation Report Writing
- Video Course
Writing a safety investigation report is a key element of the investigation process. No matter how much time, effort or funding has gone into an investigation a poorly written report will devalue the entire investigation process.
The Flightpath to a Greener Industry: Environmental Challenges & Initiatives in Aviation
- Video Course
Discover how aviation is tackling environmental challenges through innovation, sustainability, and new technology.
Digital Customer Relationship Management Strategies to Boost Direct Sales - Practice
- Online or On-site
Explore and optimize every stage of the customer journey to strengthen direct sales channels and generate additional revenue opportunities.
 resize.JPEG)
Safety Management System Refresher
- Video Course
Keep up with the latest updates in the evolving Safety Management Systems (SMS). Ascertain that you can assess and manage risks to improve your system’s overall productivity and compliance.
Air Services Development: Connecting Airlines, Airports and Tourism Boards
- Online or On-site
Learn how to build compelling business cases for airlines, foster partnerships, and drive air service growth connecting airports, airlines, and tourism boards.
