Airport Solutions UpdateSept 23, 2016

Overview

1. Introduction of Team Airports & Roles

2. “One Stop Shop” – Growing Sales

3. Marketing Initiatives, Communications & Events

4. Airport Priorities & Passenger Service

5. Airlines Case Studies (Lynn)

6. Boston Logan Case Study (Lynn)

7. Buffalo-Niagara Airport Case Study (Krista)

8. International Airport Projects (Ryan)

9. Reps & Airports – Valued Local Partners

10. Questions & Answers

1. Airport Team Introductions

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Organization Lynn GordonVP Airport Solutions

Strategic directionBudget

Major AccountsSupervision of sales management team

Marketing strategySales development

Management Reports

Krista TapleySales Manager

Sales ManagementOversight of sales support

Oversight & motivation of repsOverall responsibility of sales accounts

Supervision of support staffSales funnel

Gladys MitsuySales Assistant

First POC for airport inquiries (phone, web, etc) Assist sales management

Proposals & literatureInside sales

Coordination of all tradeshows, implementing Marketing’s plans

Reports as requiredTravel arrangements for staff

Attend production meetings if required

Khoi HuynhProject Coordinator

Interface with OperationsCreate reports as required

Verify orders are entered correctly and match client requirements

Create layout spreadsheets, as required and truck breakdown spreadsheets

Verify paperwork for orders shipping & coordination with logistics

Provide back-up support with quotes/ordersSupport service orders

Attend production meetings and take minutes

Customer Service Representatives

Prepare all airport quotesEnter Airport orders

Support reps with service requirementsAssist Sales Assistant with Literature for bids &

proposals, finish requests, as requiredKeep Airport installation list up to date

State Contracts – create a matrix and monitor renewal dates, assist with new contracts.

Reports to both Sales Managers, Airports & CommercialLive chat

Scott JellimanSales Representative – Ontario

Airport & Commercial sales growth (Ontario only)Maintenance of contacts & sales funnel in CRM

Ryan LittzenInt’l Business Development Manager

Sales Development & Growth in specific regions

Interface with sales agentsMaintenance of contacts & sales funnel in

CRM

2. “One Stop Shop” for Airport Furniture –Growing Sales

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One Supplier for Airports

ARCONAS

Seating

Power

Modular Counters

Waste

3. Marketing, Communications & Events

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Association Conferences & Exhibitions

Participate in some 20 industry conferences per year

Exhibit at 7-8 per year

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Marketing

E-vites E-blast partner ads

“one stop shop” Print Advertising:

“human focus” Advertorials Sponsorships Exclusive dinners

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Communications

NEW internal newsletter

Semi-annual rep calls

4. Airport Priorities & Passenger Service

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Passenger service is king

Airports have traditionally competed with one another for passenger traffic & air service

Today they also compete for passenger service ratings

Seating & power for recharging at the top of the list

Key trends (CEU presentation):

1. Power

2. Lounge Seating

3. Colour

4. Concession incursion

5. ADA/PRM

5. Airline Case Studies

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5 year contract

20,000 Flyaway seats delivered and installed in a 9 month period (Phase 1) + 1700 inPower Barstools

Phase 1 – 10 Major Hubs: ATL, BWI, EWR, JFK, LAX, LGA, PHL, PHX, PIT, ORD

Phase 2 – 5 Small Hubs: BNA, IAH, MSP, PDX, STL

Others – CLE, BOS, and…

Flyaway, Black Majilite “Destiny”, 33% powered seats

Reps’ role in coordinating installation

American Airlines Hold Room Refresh Project

F L Y A W A Y – L O S A N G E L E S W O R L D A I R P O R T ( T 4 )

B E F O R E

F L Y A W A Y – N E W A R K I N T E R N A T I O N A L A I R P O R T , N Y ( A A )

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4-year agreement

ATL, BNA, BWI, DAL, HOU, LGA

Bernù Aero, Black “Esprit” (Gr. A), 100% powered seats, 67% new all-aluminum drink holder arms

Replacement of “Business Seating” with Bernù Aero with inPower Flex.

Reps’ role in coordinating installation

Southwest Airlines Hold Room Refresh Project

B E R N Ù A E R O – L O S A N G E L E S W O R L D A I R P O R T T 1

B E R N Ù A E R O – W I L L I A M P . H O B B Y A I R P O R T , T X

6. Boston Logan International AirportCase Study

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12 year relationship with installations in all 4 terminals, approx. 10,000+ seats

Highly-engaged, service-focused sales representative with strong relationships with Capital Programs team and installation company.

Flyaway (clusters & linear), Majilite “Destiny” Black + Color Blocking, 100% powered seats, 100% drink holders

Product diversity: inPower Bars, inPower Stools, Aerea and Connex

Engaging in a full renewal program at Terminal E & C – new cushions & accessories

High-emphasis on increasing passenger service experience and accessibility

BOS Logan Case Study

F L Y A W A Y – B O S T O N L O G A N T E R M I N A L B ( U N I T E D G A T E S )

F L Y A W A Y – B O S T O N L O G A N T E R M I N A L B ( U N I T E D G A T E S )

F L Y A W A Y – B O S T O N L O G A N T E R M I N A L B ( A M E R I C A N G A T E S )

7. Buffalo-Niagara InternationalCase Study

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Buffalo-Niagara International Airport

4 years in the making

started with a small Setz Cluster project (pre-security)

built strong relationships with the airport Director and various members of his team

invited their team to the factory for a tour and presentation

provided layouts and consultation on color options

80% Bernu Aero with Drink Holder Arms, 15% Place PowerStations, 5% Connex + 2 Fiore, with upgrades on all upholstery

Project went to bid with best value as the deciding factor, Arconas was the highest bidder and still won the contract

B E R N Ù A E R O & P L A C E – B U F F A L O N I A G A R A I N T ’ L A I R P O R T

B E R N Ù A E R O & P L A C E – B U F F A L O N I A G A R A I N T ’ L A I R P O R T

F I O R E & C O N N E X – B U F F A L O N I A G A R A I N T ’ L A I R P O R T

8. International Airports

arconas.com

Dammam Saudi Arabia – King Fahd International Airport

Developed relationship with local long time supplier to the airport.

Required two trips by Arconas to develop relationship with the airport team

Local partner travelled to Canada to learn installation and become familiar with the product

Installation (600 Seats) were installed in one week without any hiccups

provided layouts and consultation on color options

Customer chose 3 different upholstery colours and loop arms to add style and design to the space

Key deciding factor was the ability to quickly turnaround and install project to showcase the upcoming development at the airport

B E R N Ù A E R O – K I N G F A H D I N T E R N A T I O N A L A I R P O R T – S A U D I A R A B I A

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ANR Robinson Airport – Tobago – Trinidad & Tobago

Airport was looking to refresh a 35 year old gateway to the island with a durable product that had a high level of customization.

After an in person consultation with the entire Trinidad & Tobago airport authority it was identified that they needed consultation help with 4 other projects between both airports

Developed unique layouts that would maximize seating a provide a comfortable atmosphere to wait for International Flights.

Recommended certain colour blocking colour schemes that would liven the space. Offered 3D image to help imagine the colours recommended

Worked with local installation team by skype to install the remote location project

Bernù Aero was chosen for its performance in high salinity environments and its durability.

B E R N Ù A E R O – A N R R O B I N S O N A I R P O R T – T R I N I D A D & T O B A G O

B E R N Ù A E R O – A N R R O B I N S O N A I R P O R T – T R I N I D A D & T O B A G O

9. Sales Reps – Valued Local Partners

Building a friendly, knowledgeable, service-oriented airport team across

North America and the globe.

arconas.com

At Arconas, we truly care about our customers.

Trusted partners: local reps offer a competitive advantage

Specific market knowledge

Responsiveness

Long-term customer service relationships

Reps security badged at airports for major accounts.

Installation supervision

Problem-solving

Team approach

Thank You

Questions & Answers