The profile of Non Aviation customers

Non Aviation business activities not directly handled by us are governed by special contracts signed with third parties. Based on these, we allow organization and management of non relevant activities at any given time, as well as the use of airport spaces necessary to carry out such activities. These contracts have varying durations (averaging 3 years) and do not allow tacit renewals. These contracts generally include the following remuneration for SEA:

• annual fixed fees for the use of spaces;
• variable fees (royalties) calculated on the basis of different parameters based on the activity being performed (such as, for example, achieved sales or goods handled), with a minimum guaranteed fee usually backed by a bank surety.

Development of Non Aviation activities requires the implementation of differentiated strategies at different terminals at Malpensa and Linate, with the aim of meeting the needs of different types of passengers and users attending these airports.
This strategy has been developed and expressed from a perspective of collaboration and partnership with key industry players. It has led not only to the introduction of innovative sales models and to the expansion of the brand portfolio operating at Milan airports, but also to using analytic tools (including customer profiling, specific marketing plans and quality control systems) to help identify and better meet customer needs.