1. MIA commercial model enhancement resulting in a win-win situation 澳門國際機場創造多贏的商業改造策略

2. Past vs. Today - Macao

3. 2002 Casino concessions 2003Individual Visit 2004LCC 2008Financial crisis, Daily cross-strait charters 2009Cross-strait regular scheduled flights

4. Macau International Airport Major Service Providers

5. 5 1. Frequent flyerFirst-time traveler 2. Traveling for businessTraveling for leisureIncreased dwell time 3. Transit/transfer at MIAOrigin-destination PastTodayImpact on commercial Commercial Strategic Plan of MIA 4. Flying full-service airlineFlying LCCProducts to use in-flight 5. MaleMale and female 6. Individual travelerTraveling with familyMore variety of products 7. ChineseAsianUniquely Macao products 8. Not staying in MacaoStaying in Macao

6. Immigration Security 157 m 2 250 m 2 FB = 250 m 2 25 m 2 32 m 2 Bank = 55 m 2 AIRSIDE DF = 1,366 m 2 FB = 250 m 2 FIN = 65 m 2 Exchange 285 m 2 Departure Level – December of 2009 25 m 2 16 LANDSIDE FIN = 7 m 2 OK = 40 m 2 POST = 32.3 m 2 LUGGAGE = 32 m 2 COUNTER = 80 m 2 Exchange OK Total Commercial Area 1,872 m 2

7. Shop 1 Shop 8 Shop 3&4 Shop 5 & 6 Shop 2 Shop 7 Departure Level – December of 2012 A G2 C G3 E D F B OK cafe AIRSIDE DF = 1,904 m 2 FB = 0 m 2 FIN = 31 m 2 LANDSIDE FIN = 7 m 2 OK = 40 m 2 POST = 32.3 m 2 LUGGAGE = 32 m 2 CAFE = 40 m 2 COUNTER = 60 m 2 Exchange 13 Total Commercial Area 2,146 m 2 (+274 m 2 )

8. AIRSIDE FB = 460 m 2 CIP = 770 m 2 TOURISM = 360 m 2 STORAGE = 202 m 2 FB = 460 m 2 CIP = 385 m 2 Tourism = 360 m 2 Mezzanine Level – December of 2009 Storage = 202 m 2 FB = 945 m 2 LANDSIDE FB = 945 m 2 OFFICE = 595 m 2

9. Lounge = 360 m 2 Mezzanine Level – December of 2012 CIP = 587 m 2 CIP = 460 m 2 F & B = 571 m 2 F & B = 635 m 2 F & B = 243 m 2 F & B = 185 m 2

12. Make it easier to change the pictures: Use the Selection Pane to temporarily hide a Picture Placeholder. (Home tab, Select, Selection Pane). Click the eye icon to hide or show an object. To change a sample image, select the picture and delete it. Now click the Pictures icon in the placeholder to insert your own image. If you don’t see the Pictures icon, click the Reset button (Home tab, Slides, Reset). The animation is already done for you; just copy and paste the slide into your existing presentation. Sample pictures courtesy of Bill Staples.

13. Total MIA Revenue 2,0273,587

14. CAM Revenue Distribution

16. Sales per departure pax20092012 Retail189506 F & B14.420.0 Sales per m 2 20092012 Retail (+547m 2 )302,512602,573 F & B (-702m 2 )18,63847,744 Sale per pax20092012 Advertising2.68.0 Non-aeronautical revenue for CAM 53.494.8 Evaluation of Results In Mop

17. To Study passengers’ needs and habits To provide divers services to end users To Study passengers’ needs and habits To provide divers services to end users To maintain a good communication channel with business partners / service providers and trust their profession To provide win-win agreement terms with business partners / service providers To maintain a good communication channel with business partners / service providers and trust their profession To provide win-win agreement terms with business partners / service providers To provide an open and fair business environment To attract more traffic by redevelopment and use of existing spaces To tailor made business models and shop boundaries to suit the needs of MIA To attract more international brands to MIA as operations / service providers To attract more traffic by redevelopment and use of existing spaces To tailor made business models and shop boundaries to suit the needs of MIA To attract more international brands to MIA as operations / service providers Macau SAR Government CAM Passengers / End Users MIA Operators ( e-Business 혁신 단계 ) Summary of Commercial Area Redevelopment Experience

18. 18 多謝 Thank You Macau International Airport Company Ltd.