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1 Photo: Robert Daly Getty Images Some of our most luxurious accessories come in pairs. For information about opening a Bijoux Terner boutique contact: Charles Pelegrin + (1) Lucio Souto + (1) Corporate Office: 6950 North West 77th Court Miami Florida Telephone + (1) Fax + (1) AMBASSADEURS VILLAGE LEVEL 4 Stand - U 4

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4 INTERVIEW King Power (Hong Kong) October/November 2006 TULI, MADLY, DEEPLY In May 2005 The Moodie Report ran one of its most entertaining and candid interviews. King Power (Hong Kong) Managing Director Travel Retail Sunil Tuli held nothing back in his views on retail tenders, the concessionaire vs airportowned retail model, and his perception of unfair business practices by a rival. Eighteen months on, has the industry veteran of 22 years mellowed? Not a bit. Interview by Martin Moodie. The Moodie Report: Sunil, it s been a year of frenetic activity in Asia Pacific travel retail driven by several major bids in locations as diverse as Sydney, Pudong, India and Changi. King Power has been active in some of these tenders but not secured any to date. How would you assess 2006 for the company? Sunil Tuli: It s been an interesting year for us and for the industry. We were shortlisted for Sydney, and attended the various briefings, but in the end decided not to bid. It was too complicated from our point of view, because of the different stages of renovation of the airport and the need to relocate the shops several times. Australia was also new territory for us, somewhere we did not have any infrastructure in place. As for Pudong, is there something I don t know? Want to tell me about it? I was referring to the various Pudong Airport catering and retail businesses, King Power s General Merchandise included, being put up for pre-qualification earlier this year. I think you ll find nothing has happened to date. We continue to run our successful business there as normal. But you re right that we did bid for two airports in India and did not succeed. We felt the bid levels we put in were right, so I guess it s good luck to the winners. We would not have taken on those airports at those prices, considering all the uncertainty, the changes in the documents, the tax [on duty free sales] situation and so on. 110 The Moodie Report

5 Creating best-sellers. As a leading brewery, Heineken is always looking out for new marketing and sales opportunities. Opportunities for our customers, created through innovations and new designs. Take for example our new Xtreme Draught system, the BeerTender, the DraughtKeg, Heineken Extra Cold draught & bottles and the aluminium Paco bottle. All eye-catching, user-friendly products with the potential of becoming your bestsellers. Interested? Call our Duty Free & Travel Retail Department to review the opportunities on +31 (0)

6 On the occasion of our 2nd ANNIV In any business set-up, it s vital to develop strong, good relationships with our partners as we are interdependent for growth and advancement. Jonathan and his team have given strong support and enthusiasm for our Changi business and have also played a pivotal role (through securing several exclusive brands) in realizing our experimental Glam-Up store concept. Ken Tse, Executive General Manager, Global Head of Category for Perfumes & Cosmetics, The Nuance Group JH&A has created greater visibility & strong growth for our Lancaster brands in Asia Pacific over the last 2 years. Jonathan s extensive experience & deep knowledge of the region s TR markets underpins this success. Congratulations Jonathan on your 2nd anniversary. I have no doubt that JH&A will continue to thrive under your leadership. Joe Porcelli, Vice President, Managing Director, Coty Prestige Worldwide Travel Retail & Export Latin America In JH&A we have a totally committed and dedicated partner who delivers. With their established team of key professionals who have a thorough understanding of how to maximise business in the TR channels, what seemed like stretching targets for Hot Diamonds 2 years ago have been realised with ease. Julian Mullins, Head of Global Sales, Hot Diamonds It s important for duty free operators to receive strong servicing & support from a Principal or their respective Agent this is JH&A s forte. Their attention to detail, consistent follow through and overall professional servicing are key value-adds to the brands they represent. Sunil Tuli, Managing Director, King Power Group HK (Travel Retail & Duty Free) Jonathan has a comprehensive knowledge of the South Asia market and has actively initiated programmes with us that really work to further the business. He s a positive force that complements my team. A great partnership indeed. Paul Topping, Managing Director, Alpha Asia We have worked with Jonathan & Grace for many years and they have always cared passionately about the business and responded well to our needs. With a second JH&A office located in Seoul, we now have immediate access to their efficient services. TH Kim, Merchandising Team Director, Lotte Duty Free Jonathan Holland & Associates have been very professional, service oriented and proactive in driving business in Asia. Linda Allario, Vice President Global Merchandise Manager, Cosmetics & Fragrance, DFS Group

7 ERSARY We wish to thank all Asia Pacifi c Duty Free Retailers & Operators for their unstinting support and our valued Principals for their belief & confi dence in us. THANK YOU. THANK YOU. We couldn t have done it without you. A bold dynamic force in Asian Travel Retail A team with a total 55 years experience in the industry Offices in Singapore & Seoul, Korea A company that understands & nurtures brands Unrivalled retailer relationships Brand categories include Fragrances & Cosmetics, Jewellery & Watches and Confectionery To make a difference to your brand in Asian TR, contact: Head Office: 51 Goldhill Plaza, #10-09, SINGAPORE Tel: Branch Office: # Dongil Suite River, 880 Bangwha 3 Dong, Kangseo Gu, Seoul , KOREA. Tel:

8 Goldkenn has discovered the secret of enriching gold with the exquisite taste of blended chocolate, hazelnuts and almonds. As you treat yourself to this unique confection, close your eyes in order to savour the rich treasure melting delicately on your palate and discover the true taste of gold.

9 October/November 2006 INTERVIEW King Power (Hong Kong) Changi, yes, we bid for some, and we did not bid for some. In this business you win some and you lose some. No big deal there. Our priorities have been to consolidate and fix our existing businesses. That s not to say we are not looking for growth. Of course one of the most prominent bids was one in which you did not participate at least not actively. How can we participate but not actively? Fair comment. So why didn t you bid? Mr Moodie, since when did we start discussing business strategies with the press? It s a fair question, Sunil. Because your non-participation made a nonsense of the earlier pre-tender interviews, when you did discuss your strategies. No, our comments were valid at the time. You gave a strongly-worded statement to the leading media both DFNI and The Moodie Report that the tender for fashion at Changi Terminal Two was key to your expansion strategy. Yet when the bid levels were revealed a few days later King Power wasn t even in the race. Why was that? We had every intention of expanding, but obviously we look at various factors before deciding whether we finally go in for a bid or not. Would you agree that it s a little unusual to talk up a bid right on the eve of the closing date and then not participate? We didn t talk up the bid. What other parties bid is up to them. That s not the point. A cynic might suggest you had little intention of bidding and were just gently encouraging your rivals to offer more in effect driving up the price. As you well know from your own Changi Terminal One fashion success, it s a highly competitive sector. For a man who has spent so much time in the industry, I am surprised that you ask such a question. There was no change in our strategy. We weighed up the options right until the last moment and made what we believed was the right decision. If you are suggesting that there was an overbid in any way, why don t you ask the players who did tender? I have always maintained that bidders go in with their eyes open, and know exactly what they are doing, so there is no one to blame for bidding levels but the parties themselves. With respect, that s pushing it. I don t agree that the industry is regressing if there are high bids. That s a simplistic view and it s just plain nonsense No it s not, and with equal respect your line of questioning is unfair. Do you remember what happened when we won the Changi T1 fashion contract? All that stuff about rival operators pressurising suppliers not to go in with us? I don t recall you making a fuss about it with other operators and questioning them. We did not bid on T2 fashion because, even though we were ready to do so, the final numbers did not stack up for us. Is that good enough for you or do you want to see the figures? I wouldn t mind seeing the figures I am sure you wouldn t. Have you ever flown a kite? Let s examine the high profile bids of recent times Miami, Vancouver, Changi, Atlanta, Kuwait, Sharm El Sheikh, Sydney and Copenhagen to name a few. In some, not all, cases minimum annual guarantees have been offered that suggest the industry may be regressing, not advancing, in developing a financially sustainable business model. Do you agree? I don t agree that the industry is regressing if there are high bids. That s a simplistic view which offers easy headlines for journalists and it s just plain nonsense. Companies bid what they bid for many reasons profit, strategic motivations and so on. Who are others to complain? I have always maintained that, and I don t think it is up to you or me or anyone else to pass judgement on the industry not progressing just because people are putting in high guarantees. The Moodie Report 115

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11 Discover the Misaki 2007 collection of Pearl Jewellery and Watches during the TFWA Cannes 2006 at our booth E26 in Yellow Village. Tel. :

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13 October/November 2006 INTERVIEW King Power (Hong Kong) Moving on, what are King Power s plans in Macao? There is plenty of activity going on there with the likes of DFS developing in a major way and a lot of development in retail both duty free and general retail. How is King Power looking at these opportunities? Macao is a very important business for us. As you know, King Power is the only real duty free operator there. Everyone else in Macao is effectively just a local market retailer, due to the tax and duty structure, whereas we run all the airport, airline and ferry terminal business in Macao. Some other operators are trying to give the impression that they run downtown duty free shops, but that is a misnomer. One should not try and insult the intelligence of the mainland Chinese tourist to Macao by saying downtown stores are duty free. Having said that, we already operate stores in the city, in the Mandarin Hotel. We are opening another store there soon, selling Valentino. This will be a joint venture with Valentino. We will do two other stores with them, one in the Venetian and the other in the Four Seasons. In the Venetian, we will also discuss having a Vertu [the upmarket mobile phone brand Ed] shop, a confectionery store, and if possible a bigger area for general merchandise. Obviously, we are very excited about these projects. What s happening with King Power in Mainland China? We run our concessions in Pudong that we discussed earlier, as well as some domestic airports in China. The group has many diverse interests in China, from domestic retail to distribution, manufacturing and food & beverage. Of course, we are looking for expansion in many new areas. Watch this space. You started your career in India, running duty free shops for the state-owned retailer ITDC. You must be both professionally and personally intrigued by the latest developments there, with a rash of tenders covering both established and greenfield airports. Yes, I am really fascinated. Tenders are one thing; giving contracts to good companies is another. One day, hopefully, the size of the business and all the problems that go with it will justify all the hype. What do you think the overseas-led approach and professionalism of the airport groups in, say, Bangalore and Hyderabad will mean for the industry? Changi challenge: King Power is keen to consolidate its position in Singapore, where it has a solid base Professional operators for duty free are badly needed. I really hope things improve. We talk so much about everything that is happening in India but the infrastructure in most sectors really sucks. Look at some of the countries around the region that have developed so quickly. Why can t that happen in India? I love that country and want to see it progress. The risks still appear high. Would you stake your own fortune on entering the Indian duty free market? I am not sure of duty free there now, having chased it for over 15 years. The numbers are low in terms of international passengers and sales, and the hassles are too many. I would stake my fortune, if I had one, on the domestic market though. You participated in what many consider to be one of the best conference sessions ever at the Trinity Forum in 2005 when you went head-to-head with Randy Emch of Global Airport Services over the merits of a concessionaire-driven vs airport-owned retail operation. We scored it a draw Well I didn t. I won, and most in the audience would agree. My arguments were about commercial reality, his were about academic theory. Thank you for saying that it may have been the best session in the conference; it s a rare compliment. But I did not go head-to-head with Randy, who I respect a lot. I was merely offering my humble opinion. I was asked later by certain parties why I did that and why The Moodie Report 119

14 INTERVIEW King Power (Hong Kong) October/November 2006 Right on course King Power (Hong Kong) has seldom been out of the headlines this year, but most of those headlines have not related to duty free. Managing Director Antares Cheng has continued to drive an impressive expansion and diversification programme. In August the company acquired French costume jewellery house Agatha, a 60 million business with 280 outlets worldwide and around 700 employees. In the same month the man became a brand as King Power unveiled the launch of Antares, a lifestyle range embracing watches, golf accessories, consumer technology, business tools, personal and home accessories and fashion. And more acquisitions are in the pipeline. Cheng says the broadening of the business has been a long-term and necessary trend for King Power. Yes, we have been diversifying into many businesses; but that is not a recent development. We started off with duty free many years ago, then moved into broader travel retail and then other businesses such as food & beverage, manufacturing, health services, flowers, leisure and lifestyle. We re also active in domestic retail and distribution, mainly in China to date. Recently you are hearing of some acquisitions as well, and that is a key part of our overall strategy. We re pleased that it has proven to be a successful approach and that is why we continue to look for opportunities and for growth. Cheng says Agatha is ripe with potential, in both travel retail and local markets. It s a good brand, with excellent momentum. We spent a lot of time with this acquisition and we are happy with it. It forms a core part of the group s expansion strategy, and we have many plans for it in domestic and travel-related markets. He says other acquisitions are being constantly evaluated. But the brand must be right, and the development potential rich. By investing in under-funded brands and utilising the power of the King Power distribution network Cheng is convinced he can accelerate the growth of the right brands. The company, he says, is right on course in one instance literally. Later this year King Power opens the SkyCity Nine Eagles golf course, next to Hong Kong International Airport. The new facility, which will target local players as well as travellers in transit, will be launched with a charity tournament attended by VIPs, celebrities and Airport Authority Hong Kong management. We are delighted to have had the full co-operation of the Airport Authority in accepting our exciting concept, and we re looking forward to tee-off time, says Cheng. Nine Eagles reflects our devotion to helping Hong Kong International Airport build further on its outstanding international reputation with a concept unique in the airport s development since We intend to promote not only the airport s international image and reputation but Hong Kong s as well. Nine Eagles will be a great complement to the new SkyPlaza development. Airports in Asia are competing hard for business and this facility will give Hong Kong International an extra edge. But amid all the diversification, Cheng has not lost focus on the business that started it all. Our Antares Cheng: driving growth core duty free business is very important to us, and continues to do well, he notes. We are always looking at new opportunities. There have been some recent tenders we have not been successful in, but that is all part of the game. So while we don t get everything we want at the price we want it at, we continue to look. We re in this business to make money not headlines. He adds confidently: King Power has been a nice success story and we continue to grow. There will be many new businesses added to this company soon. Of course, there are disappointments, like with Singapore Airlines recently [King Power Traveler was narrowly headed by DFASS in the outsourcing contest for the Singapore carrier Ed] as we believe we are very strong in the airline inflight business. But we wish Singapore Airlines and DFASS well, and we see plenty of other opportunities in that channel. Cheng concludes: Our aim in business is not only to do well but to be steady in our thinking and run our businesses ethically and to the full satisfaction of the stakeholders whether they are our suppliers, our customers, our employees, or other business associates. 120 The Moodie Report

15 Irresistible Beauties CHOCOLATIER FINEST BELGIAN QUALITY Discover the Duc d O range at our floating booth during the TFWA World Exhibition. Please contact Mr. Filip Van de Vyver for an appointment. mob.:

16 INTERVIEW King Power (Hong Kong) October/November 2006 Shadow boxing: Tuli s debate with Global Airport Services Randy Emch over the best retail contract model was one of the highlights of the 2005 Trinity Forum. I won, insists Tuli I was so outspoken. It was simply because it was something I believed was right. Also, if they [Global Airport Services] had just gone around saying how good their model was, it would have been OK. But to go and start bashing the existing concessionaire model was not correct from my point of view. Anyway, have they finally got any contracts? In fact, I believe that GAS tendered in a normal bidding situation in Vancouver and Sydney. This means I won the argument, discussion, and debate, whatever you call it. Case closed. You re approaching industry veteran stage whereas you have passed it. Thank you. But you are a voice of experience in this business and someone who, rightly or wrongly and at least refreshingly tells it as you see it. As you assess a year characterised by aggressive bidding, industry consolidation, serious security challenges and continued downward pressure on pricing, how do you assess the health of the business? The industry is in good shape. As long as we do not have For GAS to start bashing the existing concessionaire model was not correct from my point of view more natural disasters like the tsunami, disease outbreaks like SARS or avian flu, or major terrorist attacks that can affect travel, we will be OK. They re the external factors over which we have no control. But variables such as high bids, pressure on pricing and consolidation are nothing to worry about. They re all normal dynamics in business, and we are a good, strong industry. If I asked you to single out one highlight down the years, what would it be? Obviously, the highlight for me was to start Weitnauer [now Dufry Ed] from scratch in 1995 in Asia as a one-man company, and build it to what it became. To take it from one small shop in Singapore to nearly S$100 million (US$63 million) in a short time, with businesses in Singapore, Indonesia, Vietnam, Myanmar and elsewhere was a personal achievement for me and very rewarding. Any plans for retirement? It will be long after yours I suspect. I plan to retire all the time, but I think the industry will have to bear with me for some time yet. So many things to do, so much to learn 122 The Moodie Report

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18 LUXURY RETAIL DFS Galleria Macao October/November 2006 DFS prepares to take luxury retailing to a new peak in Macao Last month DFS Group, the world s leading travel retailer, received the green light to proceed with its most ambitious development yet the 86,000sq ft DFS Galleria store in Macao, expected to open in the first quarter of If the industry was dazzled by DFS Galleria Okinawa, it ain t seen nothing yet, reports Martin Moodie. An unprecedented focus on luxury and an individual and collective boutique environment, the likes of which have never been seen in travel retail. That s the pledge from DFS Group, the world s leading travel retailer, as it sets its sights on its most ambitious project to date the DFS Galleria in Macao. Last month the LVMH-led group announced it had signed a definitive Grant of Right of Use agreement with Las Vegas Sands Corp to begin construction of the 86,000sq ft retail extravaganza, which is expected to open in the first quarter of The Galleria will be located in the Mall at the Four Seasons Hotel Macao on the Cotai Strip the heart of Macao s booming gaming and tourism area. While the news was not unexpected DFS had signed an MOU in March September s announcement was still a red-letter day for DFS, says the company s Hawaii-based Director of Corporate Communications Sharon Weiner (who is also DFS Regional Vice President). The final commitment of the brands to us was the big piece, she comments. We are creating an environment for these brands whereby their goals and objectives can be protected. We assure them a consistent luxury environment that they can trust. In turn they have confidence in how we manage the totality of the brand environment. In short DFS will ensure brands are positioned with the right adjacencies, in the right positions and with the right execution. It s what Weiner describes as the totality of the brands one that is there for all to see within the stunning luxury boutique area at DFS Galleria Okinawa. In terms of product mix the new Galleria will differ from its most recent predecessors Okinawa and the revamped Tumon Bay Galleria in Guam through its unrelenting focus on luxury. There will be no bridge (mid-point) brands and no destination merchandise offer, for example, as the retailer devotes all its attention on top-end price points Ed Brennan: Buzzing likely to prove attractive to upscale Japanese travellers and high rollers from the Chinese mainland. Weiner adds: The DFS Galleria Macao is an evolution in the Galleria concept. Many of the branded boutiques will be larger than in other Gallerias, allowing for expanded assortments. In addition there will be an intensified focus on watchmaker brands and luxury jewellery. DFS is planning a mini boutique hall for watches and jewellery, with specialised fit-outs and a very innovative selling environment. The store will also feature individual outlets from a rollcall of the world s most prestigious luxury brands, including Hermès, Christian Dior, Gucci, Fendi, Cartier, Prada, Burberry, Ermenegildo Zegna, Tods, Dunhill, Chaumet, Celine, Chopard, Ralph Lauren, Loewe, Omega, TAG Heuer, De Beers, Van Cleef & Arpels and many more. It s a prospect that has DFS Group Chairman and CEO Ed Brennan (pictured) buzzing. Macao will be the newest expression of the DFS commitment to delivering the world s most popular luxury brands in an environment that reflects our customers needs for elegance and excellent service, he says. The architecture and detail continue the commitment we have to luxury for DFS stores. Crucially, too, the addition of Macao to the DFS destination portfolio underlines the group s determination to build its business in China and to the travelling Chinese Brennan s key motivation in shifting group headquarters from San Francisco to Hong Kong in January Weiner says that Chinese and Japanese travellers will be key targets, with significant business from other Asian nationalities. Can DFS surpass the towering heights it achieved in Okinawa? The luxury industry has little doubt. 124 The Moodie Report

19 PORSCHE DESIGN P 1700 Shoes P 2000 Luggage P 3100 Writing Tools P 3300 Leather Goods P 3400 Jewellery P 3600 Smoking Accessories P 6000 Timepieces P 8000 Eyewear P 9610 Navigation Tools Visit us at TFWA: Riviera Village RE 17 Present at many international airports: Dubai Frankfurt London Munich Singapore Vienna

THE BIG PICTURE The Trinity Forum April 2007

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