80% limit
Aena has laid out a sweeping plan to broaden its global contest for operating duty-free shops, aiming to stretch the commercial footprint and boost revenue across its network. The Spanish airports operator intends to open more concessions, publish clearer tender specifications, and challenge the previous dominance once held by a Swiss partner in the duty-free space. The push comes as current concessions near their expiry next October, with new contracts anticipated to start next summer and longer-term agreements designed to maximize earnings. The overarching objective is to oversee 86 duty-free shops totaling 66,000 square meters across 27 airports, including the busiest hubs, with an estimated twelve-year revenue approaching 18,000 million euros and the option to extend for three one-year periods. [Citation: Aena strategic plan, 2024]
The new mega contest introduces notable changes. Aena emphasizes its aim to boost competition and welcome new operators into the Spanish market. In practice, the state-led group, with a 51 percent stake via Enaire, seeks to prevent a single operator from maintaining a monopoly over airport duty-free services after the prior award favored a dominant bidder. The move responds to a recent dispute over rental prices seen during the health crisis. [Citation: Ministry of Transport briefing, 2023]
New competition rules
The public specification expands the number of prize draws from three to six and groups them by airport, while extending the concession period to twelve years. There is an option for two additional years beyond the twelve, creating a fifteen-year horizon to support the investment plans of prospective bidders. Aena also introduces a cap: no single operator may secure more than 80 percent of the total awards. This policy, supported by María José Cuenda, managing director of Aena Trade and Real Estate, aims to diversify participation and curb domination by one player. It also leaves room for fresh entrants to compete and helps guard against a repeat of a dominant market position after past legal challenges related to rental arrangements during the pandemic. [Citation: Aena press materials, 2024]
The tender preserves safeguards aligned with extraordinary circumstances. If passenger traffic falls by more than 50 percent, operators can reduce rents by up to 30 percent or more, depending on how severely activity is affected. This resilience measure mirrors the need to align rents with demand during periods of reduced travel, a step that follows legislative changes approved during the pandemic period. It is designed to keep airports viable and ensure a fair sharing of risks among operators and the airport authority. [Citation: European Union state aid guidance, 2020-2021]
Six lots and regional scope
Six lots structure the evaluation of duty-free spaces across Madrid Barajas, Barcelona, the Canary Islands, the Balearic Islands, Andalusia, Levante, and northern airports. Operators may bid for one, two, or three lots. If bidders opt for three lots, they must also bid for the fourth lot to ensure coverage across the network. Those applying for the Madrid–Barajas concession will also consider opportunities at northern locations such as Galicia, Asturias, and the Basque Country, where duty-free shops coexist with a broad range of restaurants and specialty stores. The revised geography reflects a strategic view to balance regional demand with operational efficiency and supply-chain considerations. [Citation: Aena tender document summary, 2024]
Aena has revised the bid evaluation process. The previous practice focused solely on the economic offer. The new approach evaluates both the technical and economic proposals, ensuring a more balanced assessment of each submission. This shift signals a broader emphasis on operational capability, service quality, and strategic fit alongside price. Prospective bidders must demonstrate robust customer experience plans, supply chain resilience, and sustainable practices to be considered. [Citation: Tender guidelines, 2024]
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