Duty Free Uruguay has implemented an all-encompassing business strategy dubbed “Plan +1.” Given that 3.5 of every 10 customers that currently pass through the store are purchasing, the plan is designed to capture one more customer out of every ten, thereby increasing the capture rate to a solid 45%.

While Plan +1 covers everything from staff training to new brand launches, perhaps the most innovative example of how Duty Free Uruguay is making real steps toward increasing sales is the August 1 launch of their website. The concept has been in various planning stages during 2010 and is now up and running, with about 80% of the in-store products available for pre-order online. Even if customers are not going to the airport, they can purchase items from the store with their credit cards and have friends or family who will be traveling pick up the items.

“Overall we’re expecting a great second half,” concludes Arrosa. “Passenger numbers are up significantly at Carrasco and our objective at the moment is to make sure our year-on-year sales increases double year-on-year passenger increases. It’s a lofty goal, but our statistics to date prove that we’re more than capable of maintaining this high level of performance.”