Case Study

Travel Retailer

eCommerce feasibility study.

Travel Retailer

Joint travel retailer and international airline ecommerce feasibility study.

Javelin Group was engaged by a leading travel retailer, who operates across airport stores, distribution and on-board duty free. One of the retailer’s key partners is a full service airline in the Far East. The two businesses have successfully worked together on the inflight retail proposition for many years.


In order to further leverage the potential of ancillary revenues, the travel retailer asked Javelin Group to assess the feasibility of a joint ecommerce proposition with the airline. The challenge was to understand the complex ecosystem of stakeholders, including airline, airport, ground handling agent and retailer, and formulate a strategy that adds value to the passenger whilst also being profitable, and operationally and technologically feasible with the given partners.


Javelin Group validated the ecommerce rationale, defined the customer proposition, operational capabilities and technical requirements, before quantifying the business case and developing a roadmap.


The outputs provided the client with the insight required to decide on the commercial agreements with the airline for its new digital journey.

Find out more about Javelin Group’s Airport & Travel Hub Futures service line.

Contact  Robin

Contact Practice Director

Robin Bevan

Director, Location Planning

Robin Bevan runs our Location Planning practice. He has over 25 years’ experience in retail property, including location strategies for retailers, geographic channel strategies for brands, shopping centre strategies for developers and owners, due diligence for private equity investors and commercial space planning for travel hub operators, and has wide international experience, having worked in 20 countries. Robin is a PPE graduate from the University of Oxford and is based in London.