Concession Program Business Opportunities. Presented by Denver International Airport October 2014

Transcription

1 Concession Program Business Opportunities Presented by Denver International Airport October 2014

2 Today s Message House Rules Restrooms Refreshments Today s Agenda Short presentations made by Subject Matter Experts Question & Answer period after the presentation

3 Today s Message Several Important Items Denver International Airport (DIA) manages the interminal concessions program Concession Agreement with individual operators The individual operators (Concessionaires) contract directly for tenant finish services Similar to other DIA tenants (airlines, rental cars, other tenants) Quick Audience Poll - Raise your Hand

4 DIA s Concession Program 211,000 square feet/ 147 locations 2,900+ employees Gross Concession revenues of $295M in 2013 Est. +$300MM in 2014 $11.22 per enplanement Up 6.4% over 2012 $11.99 thru 7/2014

5 2013 Program Successes Food & Beverage generated $187 million in gross sales $1,632/square foot $7.14/enplanement Specialty Retail generated $78 million in gross sales $1,526/square foot $2.99/enplanement Services $30 million in gross sales

6 Leasing Approach Direct Leasing 7 and 10 year terms Non-exclusive rights Bid percentage Minimum monthly guarantee (MMG) 10% street pricing policy hours/day operation, open later if inclement weather 3 day parts Airport Concession Disadvantaged Business Enterprise Goals

7 Concessions Minimum Requirements Years of experience & minimum gross revenues required Demonstrate financial capacity Airport Concession Disadvantaged Business Enterprise goal

8 Concessions Program Opportunities Next few years 75% of program expiring Request for Proposals/PVC Approximately another 80 concepts will be transformed >$80MM in additional annual gross revenue $20MM annual construction value

9 Upcoming Concessions Program Opportunities On our 90-day RFP forecast list RFPs will be released beginning in November food & beverage opportunities 3 specialty retail opportunities 1 services opportunity Some RFPs will contain multiple locations (packages) Marketing brochure available (registration desk)

10 Upcoming Concessions Program Opportunities

11 Upcoming Concessions Program Opportunities

12 Upcoming Concessions Program Opportunities

13 Upcoming Concessions Program Opportunities

14 DIA s Traveler Segments

15 DIA s Traveler Segment Needs Several things define the Demanding Elites as a segment Demanding Elites and similarly for the Engaged Explorers Engaged Explorers but they actually share many needs and higher order benefits Shared Higher Order Benefits Ambitious life attitudes and dual focus on career and family they have high expectations and want to be recognized and appreciated Enthusiasm for discovery and exploration and positive energy they love to meet new people and share their experiences through social media Engaged & connected Access to options Elevated experiences Personal interactions Comfortable environment Enjoyable airport experiences Ease & efficiency Feeling human

16 Tenant Construction Opportunities Initial capital investment typically $500K to $2.5M Mid-term Refurbishments Networking with concessionaires Pre-Proposal Meetings Plan holders List (website)

17 Tenant Construction Parameters Design and Construction Don Schutter Tenant Project Manager Design, Construction, Renovations, Maintenance Construction staging Overnight Activities Bonding/Insurance

18 Communication Links FlyDenver Concession Website Maps Concession Revenues Passenger Demographics/Stats Messages to Staff links on website One-on-One Outreach Sessions February, May, September, or by appointment

19 Registration Page Forecast List Opportunities Page Research Material

20 ACDBE Participation at DIA

21 What is ACDBE? Airport Concessions Disadvantaged Business Enterprise Final rule for Airport Concessions (49 CFR, Part 23) Became effective in 2005 Its purpose is to help firms compete and participate in concession opportunities, but does not necessarily guarantee award of a contract.

22 ACDBE Program Objectives Program Objectives - To ensure non-discrimination in the award and administration of opportunities for concessions by airports receiving DOT financial assistance; - To help remove barriers to the participation of ACDBE s in opportunities for concessions at DIA; - To create a level playing field on which ACDBEs can compete fairly for opportunities for concessions.

23 Who Should Apply? Concessions operators (food & beverage, retail, services to travelling public) Firms that provide goods or services to concessionaires in the course of operating the concession Food & beverage distributors Retail goods Paper products Janitorial Legal HR/employees Auto related (car rental and ground transportation)

24 Why should I apply for ACDBE certification?

25 Why should I apply for ACDBE certification? Visibility Increased opportunities Supply to non-acdbes ACDBE operator Growth

26 ACDBE Eligibility Requirements Ownership At least 51% of the firm s ownership must be managed and controlled by members of socially and economically disadvantaged groups. (Woman, Hispanic, Asian, Black, Native American) Business Size $56.42M - F&B, retail, services and suppliers (3-year average gross receipts) $75.23M Car rental companies (3-year average gross receipts) $1B in assets Banks & financial institutions 1,500 employees Pay telephones 350 employees Automobile dealers Personal Net Worth $1,320,000 cap Excludes primary residence Excludes ownership interest in applicant business Time in Business No specific time requirements, though must be actively in business

27 Mistakes and Pitfalls Incomplete information You must answer all questions and upload documentation, even if n/a Insufficient documentation of ownership acquisition By-Laws/Operating Agreement issues Insufficient management, control, and/or voting rights Lack of independence

28 ACDBE Goals Airport Goal Individual Concessions Goals Availability of certified firms Goals on similar concessions Overall airport goal

29 ACDBE Compliance Goals can be met by: Concession owner/operator ACDBE certified Non-certified owner obtaining goods and/or services from ACDBE certified firms Agreements entered into by two or more firms (joint ventures, management agreements, etc.)

30 Joint Ventures For purposes of ACDBE participation, joint venture means an association of an ACDBE firm and one or more other firms to carry out a single, for-profit business enterprise, for which the parties combine their property, capital, efforts, skills and knowledge, and in which the ACDBE is responsible for a distinct, clearly defined portion of the work of the contract and whose shares in the capital contribution, control, management, risks, and profits of the joint venture are commensurate with its ownership interest. The Division of Small Business Opportunity considers any entity that is comprised of an ACDBE and one or more other firms to be a joint venture even if the participants do not identify elsewhere as a joint venture. Joint venture entitles are not certified as ACDBEs.

31 Certification for Counting Must be ACDBE certified in the state of the opportunity by one of the authorized certifying entities of the state (out of state firms must be certified in home state prior to applying for certification in new state) Must be ACDBE certified in the state of the opportunity at the time the proposal is submitted Certification must be updated annually and renewed every three years Participation counts through end of the original contract term even if the ACDBE firm graduates from program during the original term Participation ceases to count if revoked or de-certified for any other reason during the term of the contract

32 When should firms apply for certification? When should I start looking for a partner and/or supplier?

33 NOW!!

34 Please refer to 49 C.F.R., Part 23

35 Suggestions Register to be notified of opportunities Attend pre-proposal conferences Download planholders and attendee lists Attend trainings and networking events Contact current concessionaires Read Resource Materials Check Future Opportunities frequently

36 DSBO Contacts and Information ACDBE Program ACDBE Certification Vicki Padilla Alicia Sewell (303) (303) C.F.R., Part 23: ACDBE Program Specialist/Tenant Finish Julie Wilson (303) tpl JV Guidance: ise_joint_venture_guidance.pdf

37 Prevailing Wage Projects of $2,000 or more (labor and materials) Denver Auditor s Office, Prevailing Wage website Tenant Finish Projects (including storage spaces) FinishProjects.pdf Stan Cuba, Auditor s Office stan.cuba@denvergov.org (303)

38 Thank You Questions? Neil Maxfield DIA - Concessions neil.maxfield@flydenver.com Vicki Padilla ACDBE/M/WBE Program vicki.padilla@flydenver.com Stan Cuba Prevailing Wage stan.cuba@denvergov.org

39 Concession Program Business Opportunities Presented by Denver International Airport October 2014