For most airports, aeronautical charges alone have never been enough to sustain a commercially viable operation. Landing fees and passenger charges provide a revenue base, but it is non-aeronautical revenue, generated from retail, food and beverage, car parking, advertising, property, and a range of commercial services, that gives airports the financial headroom to invest, grow, and compete.
As passenger expectations rise and airports increasingly compete on the quality of the experience they offer, non-aeronautical revenue has become more than a financial consideration. It is a strategic one. The airports that understand how to develop, manage, and continuously improve their commercial offer are the ones that turn footfall into sustained revenue performance.
Why Commercial Capability Matters Now
The commercial landscape inside airports has changed significantly over the past decade. Passengers spend more time in terminals, expect higher-quality retail and hospitality options, and respond to personalized, well-curated commercial environments. At the same time, concession partners have become more sophisticated in what they expect from airports as commercial landlords. Managing these relationships effectively, and structuring commercial programs that work for both the airport and its partners, requires a clear understanding of commercial strategy and operations.
Airport teams that lack that understanding are at a disadvantage. They may leave revenue on the table, underperform in concession negotiations, or struggle to articulate the commercial case for investment decisions. Structured learning in airport commercial management closes that gap.
About the Certificate in Airport Commercial Management
Airport professionals around the world have chosen the Certificate in Airport Commercial Management to refresh their knowledge and stay current with best practices in the field. Graduates consistently recommend the course across entire commercial teams for the practical grounding it provides.
The certificate equips participants to:
- Understand the commercial operations within an airport and how they interact with the broader airport business
- Develop and apply a successful commercial strategy and understand the principles that underpin an effective commercial scheme
- Identify the building blocks of a strong airport commercial offer, from retail mix and tenant selection to commercial design
- Outline the framework of a successful commercial program and understand what drives performance over time
Created in collaboration with Concession Planning International, one of the world's leading airport commercial management consultancies, the certificate is grounded in real-world practice and current industry standards. It is equally relevant for those new to commercial management and for experienced professionals looking to sharpen or formalize their existing knowledge.
Who Should Enrol
This certificate is designed for commercial managers, concession managers, and business development teams directly responsible for growing non-aeronautical revenue. It is equally valuable for operations leaders who want to better understand the commercial dimension of airport performance, and for senior managers who need a clearer picture of how commercial strategy connects to overall airport financial health.