Family-run Della Corte has won the right to operate two convenience units at Naples International Airport following an open tender.

The current incumbent at Naples Airport won by a slim 0.27 point margin over second placed Lagardère Travel Retail with its Relay format.

As reported, Naples Airport issued tenancies for two-sub concessions covering newspapers, tobacco, books, packaged food and drink, gadgets, souvenirs, technical items and lotteries in March and received letters of interest from Hudson News (Dufry), Relay (Lagardère Travel Retail) and WHSmith.

In a statement obtained by TRBusiness, Operator GE. SAC SpA (Gestione Servizi Aeroporti Campani) praised Della Corte for its innovative technical project with uniqueness and originality as strong differentiating elements.

AIRSIDE & LANDSIDE CHOICE

Important attention had been paid to offering distinguishable landside and airside concepts that take into consideration different customer behaviours and needs throughout the travel journey, says the airport operator.

A concerted effort to improve the commercial offer at its shops over the years and its ability to adapt well to the business environment, especially in the context of a tender that attracted major international retailers, was another influencing factor.

This played out through a strong financial proposal including a minimum annual guarantee of +113% and high royalties in the range of between +8% to +66% compared to its previous agreement.

Of the two stores, the landside unit lends itself towards impulse purchases and has been streamlined around three areas to ease navigation: gifts and souvenirs, magazines and newspapers, and grab-and-go.

Airside, the shop is described as an ‘evocative concept in an elegant environment with a relaxing ambience’. This is designed to foster planned and impulse purchases.

At the centre of the shop is a 1950s-themed purchase counter that highlights the core tobacco range.

Commenting on the win, Sergio Gallorini, Commercial Director, Naples Airport said: “Both the airport and operators of any of size can have a great influence on building up the sense of place at the passenger terminal.

“The local operator has adapted to big growth and changes at our airport. Thanks to a well-balanced tender process (70 points granted on technical and 30 on economic grounds), the overbidding risk was limited and good offers were nurtured.”