Aena Business Model Canvas

Aena's airport operations are significantly bolstered by its key partnerships with ground handling and service providers. These collaborations are essential for maintaining efficient passenger and cargo flow, encompassing services from baggage handling to aircraft maintenance.

The company actively contracts with specialized firms for critical functions such as security screening, cleaning, and passenger assistance. For instance, Aena's commitment to consistent service quality is demonstrated through its long-term agreements with security providers and those offering assistance to passengers with reduced mobility (PRM).

In 2023, Aena's network handled over 286 million passengers, underscoring the sheer volume of operations these partnerships support. The reliability and quality of these service providers directly impact customer satisfaction and operational efficiency across Aena's extensive airport portfolio.

Aena's strategic partnerships extend to technology providers and innovators crucial for enhancing operational efficiency and passenger experience. These collaborations are vital for implementing smart airport solutions, from advanced baggage tracking systems to seamless digital check-in processes.

The company actively seeks out partners offering cutting-edge solutions in areas like cybersecurity and data analytics to manage the vast amounts of information generated by airport operations. For example, Aena's commitment to digital transformation is evident in its ongoing investments in IT infrastructure and passenger-facing technologies.

Aena's focus on sustainability also drives partnerships with companies specializing in green technologies and energy efficiency. These alliances are key to reducing the environmental impact of airport operations, aligning with global climate goals and regulatory expectations.

Aena's commercial management is a core activity, focusing on maximizing revenue from non-aeronautical services like retail, dining, and car rentals across its airports. This includes strategically tendering new commercial spaces and refining existing agreements to boost passenger spending.

In 2024, Aena reported robust growth in its commercial revenue, which expanded at a faster pace than passenger traffic. This indicates successful strategies in enhancing the passenger experience and optimizing the commercial offering, contributing significantly to the company's overall financial performance.

Aena's key activities center on managing and operating its extensive airport network, ensuring efficient air traffic control and enhancing commercial revenues through retail and services.

The company also prioritizes strategic infrastructure development, including airport expansion and upgrades, alongside international investments and real estate development to maximize land asset value.

Aena's skilled workforce, encompassing air traffic controllers, operational staff, engineers, commercial managers, and administrative personnel, is a cornerstone of its business model. This human capital is vital for navigating the complexities of airport management and ensuring stringent safety protocols are met.

The expertise of Aena's employees in areas like safety, operational efficiency, and commercial strategy is indispensable. For instance, in 2023, Aena reported a workforce of approximately 12,000 employees, highlighting the scale of its human resource investment.

The company's overall efficiency and the quality of services delivered to passengers and airlines are directly linked to the capabilities and dedication of its human capital. Investing in training and development for these professionals is crucial for maintaining Aena's competitive edge.

Aena's intellectual property, including proprietary operational software, efficient management methodologies, and brand recognition, represents a significant intangible asset. This intellectual capital underpins its operational excellence and market positioning.

The company's commitment to innovation and continuous improvement in airport management processes is a key differentiator. This focus on knowledge creation and application drives efficiency and enhances the passenger experience.

Aena's brand, associated with reliable and high-quality airport services, fosters customer loyalty and attracts airline partners. This strong brand equity is a testament to its long-standing reputation and operational success.

Aena's strategic partnerships and alliances with airlines, concessionaires, and other aviation stakeholders are crucial for its ecosystem. These relationships facilitate seamless operations and revenue diversification.

Collaborations with airlines are vital for ensuring route development and passenger traffic at its airports. For instance, Aena actively works with major carriers to attract new routes and increase flight frequencies.

Agreements with concessionaires for retail, food, and beverage services are essential for generating non-aviation revenue. In 2023, commercial revenues grew significantly, reflecting the success of these partnerships.

Aena presents a prime environment for diverse commercial ventures, offering retailers, food and beverage providers, and service companies access to high-traffic airport locations. This strategic positioning allows businesses to connect with a substantial, captive customer base, significantly boosting their visibility and sales potential.

The company actively manages tender processes, creating a structured pathway for businesses to secure valuable concessions within its airports. This ensures fair competition and provides operators with the opportunity to leverage Aena's extensive passenger flow.

In 2023, Aena's commercial activities demonstrated robust performance, with commercial revenue reaching €1,734 million, a 15.1% increase compared to 2019. This growth underscores the attractiveness and success of the commercial opportunities provided to its concessionaires.

Aena facilitates seamless travel by providing secure, efficient, and punctual airport operations, a critical value for millions of passengers and airlines. In 2024, Aena airports managed over 280 million passengers, demonstrating their robust operational capacity and commitment to reliability.

Aena prioritizes digital engagement to foster relationships with passengers, moving beyond simple transactions. This includes robust airport apps and websites that offer real-time flight information, navigation assistance, and booking services, aiming for seamless passenger journeys. For instance, Aena's app saw a significant increase in downloads and active users throughout 2023, reflecting growing passenger reliance on digital tools for travel planning.

Feedback mechanisms are integral to Aena's customer relationship strategy. Passengers can share their experiences through online surveys, social media channels, and dedicated customer service platforms. In 2024, Aena reported a 15% increase in passenger feedback submissions compared to the previous year, highlighting a commitment to understanding and acting upon passenger sentiment to improve services.

Aena cultivates diverse customer relationships, ranging from formal, long-term contracts with airlines to collaborative partnerships with commercial tenants and digital engagement with passengers. These relationships are underpinned by clear agreements, feedback mechanisms, and a focus on enhancing the overall customer experience.

The company also maintains crucial business-to-business ties with cargo operators and ground handling firms, providing essential infrastructure and adhering to service level agreements. Furthermore, Aena engages in vital dialogue with government and regulatory bodies, ensuring compliance and aligning strategic development with legal frameworks.

Aena's direct sales and business development teams are instrumental in forging partnerships with airlines, a critical component of their customer relationships. These teams focus on attracting new carriers to Aena's airports and negotiating favorable terms for existing ones, directly impacting passenger traffic and revenue. For instance, in 2024, Aena continued its efforts to expand its airline network, a testament to the proactive work of these development units.

Beyond airlines, these dedicated teams are responsible for securing and managing commercial concessions and real estate leases within the airport ecosystem. This involves identifying and cultivating relationships with a diverse range of B2B clients, from retail outlets to service providers. Their success in these negotiations is vital for diversifying Aena's revenue streams and maximizing the commercial potential of its airport infrastructure.

The strategic importance of these teams is underscored by their role in establishing and nurturing long-term contracts. By building strong relationships with key business partners, Aena ensures a stable and predictable flow of commercial revenue, contributing significantly to the company's overall financial health and growth trajectory. This focus on sustained partnerships is a hallmark of Aena's business development strategy.

Aena's channels are multifaceted, encompassing direct engagement through its digital platforms and sales teams, alongside formal procurement processes and strategic public relations efforts. These diverse channels are designed to serve a wide array of customers, from individual passengers to large commercial partners, and to maintain robust communication with all stakeholders.

The digital channels, including Aena's websites and mobile applications, are pivotal for passenger convenience and commercial outreach. In 2023, Aena's mobile app saw over 15 million downloads, with active users increasing by 25%, demonstrating their growing importance in connecting with travelers and facilitating ancillary revenue generation.

Direct sales and business development teams are crucial for building airline relationships and securing commercial concessions. These teams actively work to attract new carriers and negotiate agreements, contributing to a stable revenue flow. In 2024, Aena continued expanding its airline network through these proactive development efforts.

Formal tender and procurement processes are employed for awarding commercial concessions and service contracts, ensuring transparency and competition. For example, in 2024, significant contracts for retail and catering at major airports were awarded through these competitive bidding procedures, securing optimal terms for Aena.

Public Relations and Corporate Communications are vital for informing stakeholders and managing Aena's reputation. Investor presentations and press releases in 2024 highlighted strong financial performance, such as the 12.1% passenger traffic increase in Q1 2024, reinforcing Aena's credibility.

Commercial concessionaires and retailers, including major players like Dufry, SSP, and Hertz, are a cornerstone of Aena's revenue. These businesses, operating everything from duty-free shops to restaurants and car rentals within Aena's airports, rely heavily on the immense passenger traffic Aena facilitates. In 2023, Aena's airports handled over 287 million passengers, providing a captive audience for these operators.

These partners are attracted by Aena's ability to deliver high footfall and offer competitive commercial terms through structured tender processes. Aena actively manages these relationships, ensuring a supportive operational environment that helps these businesses thrive. For instance, Aena's focus on enhancing the passenger experience directly translates into increased sales opportunities for its concessionaires.

Aena serves a diverse customer base, crucial for its revenue generation and operational success. Airlines are primary clients, paying aeronautical fees for landing and airport services, with Aena handling over 283 million passengers in 2023. Passengers, the ultimate drivers of traffic, seek efficient and enjoyable airport experiences, contributing significantly to commercial revenues through spending in retail and dining outlets. In 2023, Aena airports saw 284.7 million passengers, highlighting their importance.

Commercial concessionaires, such as Dufry and SSP, are vital partners, operating retail and food services within Aena's airports. They leverage the high passenger footfall, with over 287 million passengers in 2023, to drive sales. Cargo operators and logistics firms utilize Aena's infrastructure for air freight, with 2023 volumes exceeding 580,000 tons, contributing through handling and warehousing fees. Ground handling companies also rely on Aena for operational space and regulatory frameworks to service airlines.

Aena dedicates substantial resources to security and safety operations, a critical component for passenger trust and regulatory compliance. This includes significant investments in advanced screening technology and highly trained personnel to safeguard passengers, aircraft, and airport infrastructure.

The company's commitment to these high standards is reflected in its contracted security services, which extend until 2028, underscoring a considerable and ongoing financial commitment. For instance, in 2023, Aena's security costs represented a significant portion of its operational expenditures, demonstrating the continuous investment required to maintain these essential services.

Aena's cost structure is dominated by infrastructure maintenance and capital expenditure, with significant allocations for airport safety, efficiency, and modernization under plans like DORA III. Personnel costs are substantial, amounting to €1.35 billion in 2023, reflecting the large workforce required for airport operations. Additionally, security and safety operations, utilities, and general operational expenses like cleaning and waste management are critical cost drivers, with ongoing investments in energy efficiency and sustainability measures.

Aena generates revenue from its parking facilities, serving both passengers and visitors, and also from various other mobility services. This stream is a consistent contributor to the company's overall commercial revenue.

Mobility services, in particular, demonstrated robust growth during the first half of 2025, indicating an increasing demand for these offerings.

Aena's revenue streams are diverse, encompassing aeronautical fees from airlines for airport services and significant commercial income from retail, food, and beverage operations. These commercial activities saw a strong 14.7% growth in 2024, demonstrating Aena's success in enhancing passenger experience and diversifying income beyond core aviation charges.

Parking and other mobility services also contribute consistently, with mobility services showing robust growth in the first half of 2025. Furthermore, revenue from leasing land and properties for commercial and logistics use, driven by real estate development, grew by 11% in 2024, highlighting the value of its airport ecosystems.

International operations, particularly at London Luton Airport and in Brazil, are also key revenue generators, expected to contribute 15% to Aena's EBITDA by 2026.