ANA Portugal - Commercial Due Diligence


About the brand

The ANA Group is a Portuguese business group responsible for the management of airports in Mainland Portugal, Porto, Faro, The Azores and Madeira Autonomous Regions. Its responsibilities include the management of airport hubs and their retail space and ground handling services.

It was announced for privatisation by the Portuguese government in August 2012 at which point the group facilities handled more than 30 million passengers with approximately 80% travelling internationally. Of the group airports Lisbon was deemed a particularly attractive asset due to its strategic position to attract high growth destinations such as Brazil and Portuguese speaking Angola and Mozambique.

The Challenge/Task

To assess the non-aeronautical revenue opportunity at the airports operated by ANA. including Lisbon, Faro and Porto, as part of the bid process for the potential investment in the portfolio.

Pragma were tasked with identifying the immediate risks and potential improvements which could be implemented to maximise the revenues at each airport, and their potential effects. This cumulated in the construction of a bespoke space supportable and revenue model for each airport over the course of the concession.

What we did

  • Conducted an evaluation of the commercial facilities and their commercial performance, including speciality retail, duty free, F&B, advertising and car parking

  • Developed a bespoke space supportable and revenue model for each airport detailing the recommended provision of space within each category, and the potential revenue that this space should generate in the future

  • Worked with the commercial designers to assess the impact of various design plans to ensure that the most optimal solution was put forward for the consortium’s bid

  • Undertook a detailed analysis of the current and future forecast passenger composition, identifying the needs and requirements of key passenger segments, in order to incorporate variations in spend behaviour by passenger segment within the forecast revenue model

The Result

Our work provided an appraisal of the commercial facilities and their future potential, alongside the creation of key revenue forecasts. The results and outputs of the revenue model were used by the consortium team as key inputs into their investment model.