On Friday, December 5, 2025, the Polsky Center for Entrepreneurship and Innovation at the University of Chicago and the AMAC Chicago Chapter hosted an insightful Mix & Mingle event focused on a compelling question for small businesses: How can you do business at the airport without owning a traditional store? This dynamic discussion offered actionable strategies for entrepreneurs looking to tap into the high-traffic, customer base of airport retail.
Key Takeaways from the Experts
The event featured a fantastic lineup of speakers who shared their expertise on navigating this unique retail landscape:
- Felix Leshey (Retail Executive, Airport Concessionnaire, Founder of BAMENDA Coffee and Vice President of Membership for the AMAC Chicago Chapter)
- Layla Bitoy (AMAC Runway to Success Winner)
Here are the key highlights and strategies shared for succeeding in airport retail through non-traditional channels:
1. Mastering the Art of Gift Sets and Bundles
A powerful way to boost sales and increase average basket size is to create attractive gift sets and bundles strategically.
- Business & Personal Gifts: Don’t limit yourself to personal travel gifts. Curate professional gift sets for business travelers looking for last-minute thank-you gifts or items for a meeting. Similarly, offer fun, thoughtful personal gift baskets perfect for travelers returning home or visiting friends.
- High-Value Bundles: Combine several complementary, high-margin items (e.g., gourmet snacks, local coffee, a useful travel gadget) into one appealing “bundle” to make the purchase decision easier and increase the total transaction value.
2. Leveraging Seasonality and Holidays
Airport traffic and passenger demographics fluctuate throughout the year. Being agile and responsive to these changes is critical.
- Capture Changing Demographics: Use different seasons and holidays to target specific traveler profiles:
- Summer Travel: Focus on family-friendly items, sunscreen, and vacation gear.
- End-of-Year Holidays: Feature luxury items, festive gift sets, and quick-purchase stocking stuffers.
- Valentine’s Day/Mother’s Day: Offer small, romantic, or self-care-focused bundles.
- Agile Merchandising: Stay agile and continually refresh your product mix and displays to capture passengers’ attention during specific windows.
3. The Power of Endcap Space and Impulse Buys
Securing and optimizing prime endcap space—even in temporary or smaller formats—is essential for capturing impulse buys from travelers.
- Enplanements (Departing Passengers): For travelers awaiting their flight, focus on items that solve an immediate need or offer entertainment for the journey ahead (e.g., travel pillows, reading material, portable chargers, snacks).
- Deplanements (Arriving Passengers): For those who have just landed, focus on quick, local items (e.g., city souvenirs, local treats, or last-minute business/personal gift sets) they can take to their destination immediately. The goal is to maximize visibility for these high-urgency purchases.
4. Marketing to Conference Travelers
A brilliant, often-overlooked strategy is to track major conferences and conventions in your city.
- Targeted Marketing: When a large convention is in town, thousands of business travelers will pass through the airport. Market-specific, relevant products or gift sets (e.g., tech accessories, professional notebooks, branded local items) to capture the surge in traffic and increase sales from this high-value demographic.
The event, hosted at Polsky (UNIVERSITY OF CHICAGO), underscored the vital role that organizations like AMAC and the Polsky Center play in equipping small, minority-owned businesses with the strategies needed to break into lucrative, highly competitive markets like airport concessions.
A big thank you to the speakers for sharing these invaluable insights! If you’re looking to expand your business reach, leveraging non-traditional retail methods at the airport could be your next runway to success.
What are your best strategies for maximizing impulse purchases in high-traffic areas? Share your tips in the comments below!