Ashley Calaz
Director
Financial Modeling,
Property & Ancillary
Revenue
Ashley is a Chartered Management Accountant with over 20 years of financial and commercial experience within the Airline, Airport, Management Consulting and IT sectors.
Ashley has worked for several regional and global airlines in the UK, UAE and Switzerland and subsequently as a direct report to the CCO of Abu Dhabi Airports where he was, in addition to being the main interface with the central Finance function, deeply involved in investment analysis, commercial planning, bid evaluation, management reporting, revenue budget forecasting and business intelligence. His insights were instrumental in the double-digit growth of Abu Dhabi Airports’ non-aeronautical business in recent years. Ashley also led the strategy for and execution of Al Bateen Airport’s transformation into a facility designed exclusively for business aviation in the heart of Abu Dhabi. His unique combination of aviation skills have, latterly, been deployed in an advisory capacity for investment clients worldwide. Recent assignments have included property business appraisals and strategies for London’s Gatwick airport, Paris Charles de Gaulle and Orly. Ashley Joined TRC in 2016 where he takes the lead on all financial modelling assignments along with those involving property and ancillary revenue.
Mark Entwistle brings experience and expertise from both the client side and consulting fields. Over more than 25 years he has held senior roles in Mumbai, Bali and Heathrow Airports, and has consulted at 35 international airports. This considerable experience enables him to integrate great commercial strategies with airport operations requirements and passenger needs. He has a strong track record in delivering and operating great commercial spaces to maximise non-aero revenue streams.
Mark became involved in the travel and aviation sector during a 15-year consultancy career with Pragma as Divisional Director for Commercial Spaces and Travel Retail. He led retail and customer strategy projects at 14 UK major rail stations, shopping malls and mixed-use developments worldwide and 35 international airports, including Doha, Abu Dhabi and Kuala Lumpur International Airports. The primary focus of these projects was understanding consumer behaviour/needs and customer segmentation, determining what drives customers to buy. Following Pragma, Mark was appointed as Head of Retail Space and Strategy for Heathrow Airport from 2009-2013, identifying and implementing on-going improvement projects for Heathrow's USD2.5 billion turnover retail business, covering 60,000 square metres of retail space. He was responsible for implementing pop-up and online shopping at Heathrow Airport, as well as commercial optimisation projects across all terminals. In 2013 Mark became Commercial Director of Bali International Airport where he was responsible for delivering commercial spaces for the new international and domestic terminals, and all advertising spaces. His role covered strategy, commercial layouts and tenant mix, selection process, negotiating, fit-out and operation. This led to a tenfold increase in non-aero revenues and Bali becoming a leading airport worldwide for ACI passenger satisfaction scores. Mark was also instrumental in training and developing the local team to ensure ongoing excellence. In 2016 Mark was seconded to Bahrain International Airport to be an independent team member for the commercial selection process for the new terminal. From 2018-2021 Mark moved to India as SVP Commercial of the greenfield airport project at Navi Mumbai, where he was responsible for the development of all commercial strategy, layouts, tenant mix and tenant selection documents, to deliver 11,500 sq m shopping and dining across 90 units, as well as 4,700 sq m CIP lounges.
Gilly Gray
Director
Business Development
Australia
Gilly has over 30 years experience as a senior leader and expert consultant in airport and rail sectors in the United Kingdom and Australia.
Having started her career as a hands-on travel retailer managing a portfolio of branded stores at Heathrow and Gatwick Airports as well as London Underground and Rail stations, Gilly joined BAA as a senior manager at Heathrow, where she drove growth in the Retail Services portfolio of Currency Exchange, Car Rental and Vending before moving into the BAA International team.
From BAA, Gilly was seconded to the Australia Pacific Airports PE consortium in Sydney. Her role was as commercial subject matter expert tasked with development and endorsement of compelling strategies and business plan forecasts for the Federal Airports Corporation privatisation program. As a result of the bid, Australia Pacific Airports Corporation was successful in acquiring the Melbourne and Launceston airports. Gilly subsequently moved to Melbourne to join the executive team at Melbourne Airport, and in her time as General Manager, Retail and Car Parks, Gilly delivered a fivefold commercial revenue growth.
As a consultant, Gilly has worked with international and national Travel Retail businesses, service providers and asset owners. She has provided industry and subject matter expertise for consortiums and companies entering the airport market as investor, operator and consultants; reviewed and advised on RFP and tender responses, and developed acquisition and growth strategies.
Gilly’s other career highlights include developing and delivering on the retail and advertising business plan for the Melbourne metropolitan rail franchise, which was significant in the award of an additional seven year term for Metro Trains Melbourne. Notably, Gilly ran the end to end documentation and contract award of the largest out of home advertising portfolio in the history of the state.
Gilly graduated from The University of West London with a degree in Business Studies and is a graduate from the Australian Institute of Company Directors.
David Griffiths
Founder & CEO
David has 40 years of experience working as a professional retailer, including 29 years in the Transport sector. He entered the world of Transportation as a key member of the senior team that transformed retail and car parking at BAA’s airports in the early 1990’s, a model which has since been adopted worldwide at airports and across other transport sectors such as rail and maritime. David worked for BAA in several high profile strategic and operational roles including 4 years as Commercial Director on the Main Board of London Stansted Airport, and 3 years as BAA’s Group Retail Business Development Director where he devised and implemented the strategy which optimised space productivity across all of BAA’s airports, he ran and restructured BAA’s leasing team and also spent three years as Trading Director on the Main Board of World Duty Free with responsibility for buying and merchandising. David founded TRC in 2007 as Commercial Advisors to Airports, Airlines, Rail and Maritime Worldwide – developing their business model and helping to optimise Sales & Revenue. At TRC David oversees all projects and takes the lead on those involving duty free, shops & advertising. David has practical hands on experience as an airport manager, airport retailer, airport developer manager and as a consultant advising airports, airlines, rail stations & train companies, ferries, cruise ships and ports.
Marie has 28 years of experience in Car Parking, Car Rental & Onward Travel across the Transport sector plus 11 years in Contract Management. She previously worked for BAA where the majority of her career was as Head of Travel Services managing a multi-million £ Parking and Car Rental business across BAA’s 7 UK Airports. Key achievements at BAA included the development of new parking products and services and customer led Design Standards across the group. This included responsibility for the design and development with key business partners of innovative parking technology solutions for Heathrow Airport¹s Terminal 5. Marie has been recognised widely across the Parking Industry for major achievements in customer service and the design and delivery of new build and refurbishment parking projects and as a Fellow member of the Institute of Parking Professionals within the British Parking Association (BPA) with an award-winning portfolio of Airport projects from her time with BAA. Marie has worked as an Airport Car Park Manager, Operator and Technology supplier, is at the forefront of best practice in parking and car rental, including the challenges from electric and automated vehicles and, has recently started writing a car parking column for the Moodie Davitt Report. As a consultant for the past 12 years Marie has advised owners and operators of Airports, Rail Stations, City Centre and Out of Town Parking venues on how to optimise Commercial Revenue. Marie joined TRC in 2010 where she also leads on Leasing and RFP related projects across all product categories, drawing upon her 11 years of experience running the Commercial Contract team at London Gatwick Airport.
Gavin McKechnie
Director
Retail Operations
Gavin moved into transportation in 1999 after 15 years in High St. retailing. As one of the early pioneers with World Duty Free in Heathrow, Scotland and Stansted, he moved to the landlord side of the equation and became retail director for Scottish Airports and Southampton.
After 5 years Gavin relocated to India and became the Chief Commercial Officer for Delhi Airport, delivering the commercial strategy and two new terminals. This put Delhi on the map as far as Travel Retail was concerned. Whilst in Delhi he also formed several joint venture companies and was instrumental in the formation of the highly successful Delhi Duty Free.
Gavin also worked on the commercial plans for Hyderabad and Sabiha Gokcen airports for GMR. Upon returning to the UK, Gavin was employed by Network Rail to transform the commercial offer and customer experience within their 18 major stations, handling more than 1 billion customers per annum. Gavin’s team completed the Kings Cross project as well as the Waterloo balcony and several other projects in Euston, Leeds and Edinburgh.
Then back to airports and SVP Commercial in Abu Dhabi airports for two spells, of 4 years and two years respectively, where he delivered the commercial strategy and built a team capable of both finishing the project and maintaining the business going forward. Sandwiched in between the Abu Dhabi spells, Gavin was International Operations Director for WH Smith, successfully opening over 35 new stores in 6 airports.
Gavin offers a wealth of experience both as a landlord and a concessionaire in air and rail, coupled with a commercial awareness honed over the years as a retailer and landlord.
Abbas Mirza
Senior Executive Advisor
Abbas is a Chartered Management Accountant with 29 years of experience across the Transport sector. Joining BAA Plc as a financial analyst Abbas soon progressed to Head of Group Retail Finance before moving into a product role as Head of Commercial Services managing a large multidisciplinary team, driving sales and revenue growth in key retail categories across BAA’s 7 UK airports. Abbas moved into Consulting in 2008 joining ICF/SH&E as Vice President Aviation, a Global role handing multiple key strategic accounts. While at ICF Abbas was responsible for all aspects of strategic execution of services for clients covering revenue enhancement strategies, commercial strategy, transitioning government assets into the private sector, transactions and management consulting ranging from areas such as organisational change to the integration of new technology. Prior to joining TRC Abbas was a Partner at PWC where he created their Aviation Division in the Middle East. At TRC Abbas oversees all retail intelligence using his Global Aviation Knowledge to interpret in context with each situation, he will also lead on financial modelling and analysis.
Andrew has over 20 years of Supply Chain Management and Operations experience across global transport and retail related sectors. A highly dedicated logistics professional who has worked on an extensive range of assignments relating to the management and development of retail supply chains, both in-house and as a consultant. Particular areas of expertise include operations management, strategic modelling and re-engineering, data analysis and investigation. Andrew’s work has enabled clients to expand their networks, harness efficiencies and introduce new systems and procedures. Andrew has worked on projects for a number of major airports, looking at process re-design for the delivery and x-ray screening of airport retail goods, throughput analysis and future traffic modelling for airport retail & duty-free goods. The work he has carried out developing and implementing retail consolidation centres has given him a unique insight into the complexities of moving goods through a highly regulated and secure environment.
In his role working for 3rd party logistics providers and in his capacity as a logistics procurement consultant Andrew has developed a deep-rooted understanding of the multi modal transport industry, the marketplace, operations and new technology. This knowledge extends beyond general cargo to temperature-controlled food products and the specialist facilities required to handle food products quickly and efficiently. Having worked for five years in the bakery industry he is fully aware of the specific requirements that the fast moving, high volume ambient supply chain demands including time criticality, systems and process management.
Senior Management positions include being Operations Director with Gate Retail onboard where Andrew worked very closely with logistics service partners across Europe negotiating contracts, implementing service agreements and developing integrated supply chain models to replenish regional warehouses with duty-free products. Additional services included the provision of click and collect operations for TUI at airports across Scandinavia. Andrew has also undertaken a number of Consulting and Interim Management assignments across the transport sector including Birmingham Airport, DFDS Onboard Retail, Dubai International Airport, Heathrow Airport, Manchester Airport, Muscat and Stansted Airport.
Nick Webb
Director
Marketing,
Communications
& Digital
Nick is a senior commercial professional with wide ranging experience and over 30 years in blue chip FMCG, retail and service sectors, both in the UK and internationally. He has extensive knowledge of all aspects of commercial management, sales development and multi-channel marketing and sales, as well as a proven record of delivering results within challenging and complex trading environments.
Nick has worked within Travel Retail for more than 20 years. He was with BAA, World Duty Free and Heathrow for 19 years, starting within marketing, before broadening into senior commercial roles. His experience covers car parking & car rental, ecommerce, B2B airport media and retail concessions. Nicks last position at Heathrow was Head of Category for Luxury, Fashion & Media managing over 25 partners and an EDITDA of over £120m p/a.
During 2018/19, Nick was Vice President of Commercial Operations T2 at Guangzhou Baiyun International Airport, China’s 3rd largest airport and in 2020, the busiest airport in the world. With responsibility for all commercial activities, Nick gained a unique and detailed insight into the Chinese passenger at airports and downtown. Chinese passengers remain the most valuable customer segment within the Travel Retail market.
Nick’s key strength is having actually “done the jobs” on the ground and not directed others at a distance. He is therefore able to demonstrate a high level of technical knowledge and “hands-on” experience.
Dave Wells
Director
Food & Beverage
After a successful career as a multi-site operator in the UK casual dining arena, Dave moved into the travel sector in the early 2000s. His contribution to the long-term growth of The Restaurant Group plc’s market-leading TRG Concessions business gives him unique experience within the travel and hospitality sectors.
For over 15 years Dave has collaborated internationally with travel hub operators and developed an influential network within the hospitality industry. This network allows Dave to understand consumer trends and secure opportunities for innovative brands to deliver market-leading performance and memorable guest experiences in travel locations.
Experienced and imaginative, Dave successfully negotiated multiple concession and franchise contracts at major travel hubs balancing risk and opportunity for food and beverage operators.
Client-focused, Dave has also provided sector expertise and category space planning advice for new terminal developments at multiple airports, and understands how brands must evolve their operations to meet passenger expectations and achieve financial targets in the travel arena.
During Dave’s career within TRG Concessions the business grew to operate 71 sites under multiple brands in every category of food and beverage. At the start of 2020 the business operated in 21 air and rail locations (growing from 5 in 2005) and Dave had secured 13 exclusive brand relationships ranging from globally-known brands to UK entrepreneurs and SMEs.
Dave led all commercial aspects for the growing business, including strategic positioning, financial forecasting, performance analysis, client relations, site acquisition and retention and brand portfolio development. Leading for TRG on all tender activity at major European airports, Dave’s proven ability to predict best match of brand and audience and accurately assess potential performance enabled the business to secure over £100m investment from the PLC Board during that period.
As a Board Director of the UK Travel Retail Forum Dave represents the views of the Food and Beverage sector.