Dallas Fort Worth International Airport Pre Proposal ... · DFW ORD DEN ATL CLT MSP LAS IAH DTW LAX...

January 14, 2020

Dallas Fort Worth International AirportPre Proposal Conference: Terminal A

DFW Airport & Concessions Program

Air Service Updates

Customer Segmentation Study

How to do Business with DFW

Break

Tenant Design and Construction

Package Review

ACDBE Requirements

Procurement: Lessons Learned

Agenda

This presentation will be posted

on the DFW Concessions website.

Zenola Campbell

Vice President, Concessions

DFW Airport and The Concessions Program

DFW Airport Overview

DFW operates four legacy terminals (A, B, C, E) and

International Terminal D. Terminal F Phase 1 is under

construction.

Terminal Renewal and Improvement Program (TRIP)

Legacy Terminals A, B, and E

2019 Industry Recognition

Jointly owned by the cities of Dallas and Fort Worth, DFW has built a huge infrastructure and still has room to grow.

Dallas Fort Worth

International AirportDallas

Fort Worth

We provide an exceptional Airport experience

for our customers and connect our community

to the world.

Mission

Vision

Key Results

DFW Concessions Program

One of the largest concessions programs in

North America

• Over 200 shops, restaurants, and services

• Generated over $425M in FY19 Gross Receipts

• Completed 35 concession locations in FY19

Rental Car Center

• 4.8 million passengers in FY19

• Generated over $280M in FY19 Gross Receipts

Concessions Performance

FY20 is projected to reach $450 M in total sales for Food & Beverage, Retail, and Services.

$150 $166 $171 $186 $203 $211 $219 $223

$240 $277 $293 $88

$101 $104 $110

$111 $113

$114 $114

$124

$129 $135

$7 $6

$7 $7

$8 $8 $11 $12

$18

$19 $22

$100

$150

$200

$250

$300

$350

$400

$450

$500

FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20Projected

F&B Retail Services* In Millions

11

Concessions Mission

To provide a global sense of place with Texas charm that exceeds customer

expectations with best-in-class shopping, dining, and service experiences while

increasing revenue to the Board and economic opportunity for the community.

Objectives

• Maximize sales and revenue

• Make DFW the “Partner of Choice” for new business & concessionaires

• Balance global and local offerings

• Create opportunities for personalized customer experience

• Enhance environmental stewardship through sustainable initiatives

The business is dynamic and growing.

Blurring lines are leading to merging business units

Integrated Holdrooms

Amenities and enhanced offerings

Retail and Food coexisting

Enablers to Growth and Relationships (GAP)

Blurring Boundaries &Personalizing Experiences

19

Ian Hargis

Airlines Relations and Analytics Manager

DFW Air Service Highlights

14

Passenger Growth

DFW Airport Goals

16

61.256.4 57.7 58.3 60.3 62.8 65.0 65.7 66.3 69.0

73.3 75.7

30.6 28.2 28.9 29.1 30.1 31.4 32.5 32.8 33.1 34.5 36.6 37.9

0

10

20

30

40

50

60

70

80

FY 00 FY 10 FY 11 FY 12 FY 13 FY 14 FY 15 FY 16 FY 17 FY 18 FY 19 FY 20

DFW Total Passengers/Enplanements(in Millions)

FY19 DFW total pax/enplanements grew by 6.1% YOY, FY20 projected to grow by 3.4%

Source: DFW Monthly Flight Activity Reports, GSD Forecast

+3.4% YOY

CAGR represents Compound Annual Growth Rate

Total Passengers

Enplanements

1717

International Passengers

18

3.53.9

4.14.3 4.3

4.7 4.8

0

1

2

3

4

5

FY 14 FY 15 FY16 FY 17 FY 18 FY 19 FY 20

DFW International Enplanements(in Millions)

FY20 international enplanements are projected to grow by 2.5% versus fiscal 2019

Source: DFW Monthly Flight Activity Reports, GSD Forecast

2.5% Y/Y

CAGR represents Compound Annual Growth Rate

1919

DFW –“Global

Mega-Hub”

DFW Airport is a “global mega-hub” with non-stop service to 67 international destinations

Source: DFW Monthly Flight Activity Reports

Region/Country Destinations

Mexico 21

Central America 8

Europe 8

Caribbean 8

Asia 6

South America 7

Canada 4

Middle East 3

Australia 2

DFW Airport’s domestic presence is massive with non-stop service to 193 domestic destinations

Source: DFW Monthly Flight Activity Reports

Major Centers Airports

DC Area (3) BWI,DCA,IAD

Houston Area (2) HOU,IAH

LA Basin (4) LAX,ONT,SNA,BUR

Miami Area (3) FLL,MIA,PBI

NYC (3) EWR,JFK,LGA

SF Bay Area (3) OAK,SFO,SJC

DFW gained 31 destinations in 2019

333 321294

272 270 260 257 248 247 245 235 229 228 225 223 223 220 219 218 216 213 212 204 203 203

0

100

200

300

400

CDG FRA IST AMS ORD DFW PEK ATL MUC LGW PVG SVO DXB MAN VIE MAD LHR BCN FCO DEN CPH BRU CTU LAX AYT

Total Destinations

193 192 189171

141 140121 119 117 113 109 107 97 96 96 93 92 91 89 84 83 81 80 78 73

0

50

100

150

200

250

DFW ORD DEN ATL CLT MSP LAS IAH DTW LAX PHL PHX EWR MCO DCA SLC SEA IAD SFO BOS FLL LGA BWI BNA SFB

Total Domestic Destinations*

125110

93 9078 77 69 67 62 61 60 59 55

39 38 33 32 31 30 27 24 23 20 17 16

0

50

100

150

JFK MIA EWR LAX ORD ATL IAH DFW FLL MCO BOS IAD SFO PHL CLT SEA LAS DTW MSP DEN HNL PHX SJU GUM TPA

Total International Destinations*

6th

1st

8th

Ranking change-

6th (Present)

14th (5 years)

22nd (10 years)

Ranking change-

1st (Present)

4th (5 years)

6th (10 years)

Ranking change-

8th (Present)

9th (5 years)

10th (10 years)

Source: Diio Mi Schedule report YE Dec 19; Public Announcements, includes routes announced but not yet commenced; * indicates among U.S. airports

2323

New International

Service

24

AA diversifies service to Tokyo with direct flights to Haneda

Daily (HND) service will begin March 29th

Source: Public Announcements

HND ~ 20 km to

Tokyo city center

NRT ~ 70 km to

Tokyo city center

Daily svc starts

Mar 29, 2020

Daily starts

Mar 29, 2020

continuing

daily service

25

AA announces year-round service to Tel AvivBeginning September 9th, 2020

Source: Public announcements

3x wk starts

Sep 9, 2020

26

AA announces new service to AucklandService will begin October 25th, 2020


3x weekly* svc

starts

Oct 25, 2020

27

Volaris announces twice weekly service to Leon and Zacatecas


2x weekly

svc starts

Apr 3, 2020

2x weekly

svc starts

Apr 3, 2020

2828

DFW – San Jose del Cabo, Mexico (SJD)

2x weekly 6/3 – 8/22

DFW – Puerto Vallarta, Mexico (PVR)

2x weekly 6/5 – 8/17

DFW – Liberia, Costa Rica (LIR)

1x weekly 6/13 – 8/8

Sun Country announces new international service for summer 2020


2x weekly

seasonally starts

Jun 3, 2020

2x weekly

seasonally starts

Jun 5, 2020

1x weekly

seasonally starts

Jun 13, 2020

2929

New Domestic Service

30

New AA service to Hilton HeadService will begin March 7th, 2020


1x weekly

seasonally starts

Mar 7, 2020

31

AA schedules new daily service to Fairbanks for the summer season


Beginning May 7th, 2020

7x weekly

seasonally starts

May 7, 2020

32

Summer seasonal service to Portland, Maine


1x weekly

seasonally starts

Jun 6, 2020

33

Frontier increases service to Newark


Daily svc starts

Apr 23, 2020

Summary

• DFW is the largest American Airlines and oneworld hub in the world

• American Airlines’ consistent announcements of new domestic and

international destinations shows their long-term commitment to DFW

• DFW is served by 23 other airlines (non-hub and international), which

diversify our customer base

• DFW is projected to grow 3.4% year-over-year 2020 and at least 2-3%

annually over the next decade

John Han

Sr. Insights and Analytics Manager, Customer Experience

Customer Segmentation Study

© 2019 by M/A/R/C® Research

All rights reserved. No part of this paper may be reproduced in any form of printing or by any other means, electronic or mechanical, including, but not limited to, photocopying, audiovisual recording and transmission, and portrayal or duplication in any information storage and retrieval system, without permission in writing from M/A/R/C® Research.

2019 DFW SegmentationPre-proposal Conference





Because needs and preferences of customers differ, we can use segmentation to identify the types of services and amenities that most appeal to key segments.



Methodology

Online survey among close to 2,200 travelers, of ages 21+

U.S. and Non-U.S. citizens were included

U.S. travelers: 2+ trips in the past year with at least one into, out of, or thru DFW Airport

Non-U.S. travelers: 2+ trips to the U.S in the past year

Groups were formed based on commonalities of behavioral, psychographic, and demographic factors, as well as desired in-terminals activity and service levels

1 2 3

38



High Activity in Terminal

Low Activity in Terminal

Airport Basics

Amenities/Services

39

Value Voyagers

Indulgent Explorers

Frugal Vacationers

All Biz Road Warriors



26%

7%

30%

37%

44%

28%19%

8%

Indulgent Explorers All Business Road Warriors Value Voyagers Frugal Vacationers

Size & Spend of Segments

Includes Domestic & non-U.S. passengers Total Sample Size: 2195 40

37% of DFW Customers are

Frugal Vacationers

44% of Concession

purchases are made by Indulgent Explorers

Size Spend



Value Voyagers Frugal VacationersIndulgent Explorers All Biz Road Warriors

Segment SnapshotsW

HO

T

HE

Y

AR

E o Young and travels slightly more

than the average traveler, both for business and leisure

o Average income, but spends more at the airport than other segments – most likely to take advantage of airport amenities

o Likely to travel with kids

o Skew high on media consumption – high engagement with social media

O u t l o o k o n L i f e

Relaxation/ self-care mindset

O u t l o o k o n L i f e

WH

O

TH

EY

A

RE

o Heaviest traveler, primarily for business travel

o Average spend in terminal, despite highest income

o Focused on working in terminal – look for Wi-Fi, charging stations, areas to work

o Likely to take advantage of business amenities

o Average media consumption

Time-saving/ on-the-go mindset

O u t l o o k o n L i f e O u t l o o k o n L i f e

WH

O

TH

EY

A

RE

WH

O

TH

EY

A

RE

o Light travelers, primarily for leisure; some business travel

o Average spend in terminal

o Conducting some work in terminal – look for Wi-Fi, charging stations

o May travel with kids

o Average media consumption

o Most similar to the “average” DFW passenger

o Skews higher for ages 55+

o Lightest traveler, primarily for leisure travel

o Most cost-conscientious segment – bargains, inexpensive dining options, and basic retail are preferred

o Skews low on media consumption – high on email usage, low on social media

Cost-saving/ no frills mindset

Knowledge/ options mindset

Size

26%Spend

44%Size

7%Spend

28%Size

30%Spend

19%Size

37%Spend

8%

41



With more Indulgent Explorers in the terminals and All Biz Road Warriors increasing their spend, coupled with overall passenger growth, the demand for shops and restaurants will continue to grow.



Quiz

43



What Segment do I best represent?

Another delayed flight. I’m so tired and frustrated. At least I know this place like the back of my hand, and I can always go to that little bar in the other terminal.




All Biz Road Warriors




We don’t travel much anymore, so when we do, we tend to stress a bit. We feel better now that we found our gate.




Frugal Vacationers




I’d love to know what restaurants are good here. I’ve tried looking up reviews online but couldn’t find much.

I’m going to take a moment to reassess time and choices once I get to my gate and get organized.




Value Voyagers




It’s our first time here, so it’s taking us a little longer than usual to figure out our way around the airport, but that keeps things interesting.

If we see a play area on the way to the gate, we will stop for a little adventure. We also want to check out some of the shops.




Indulgent Explorers

Kevin Lemmons

Assistant Vice President, Concessions

How to do Business with DFW Airport

Lease

Concessions Handbooks

Tenant Design Manual

Schedule of Charges

Doing Business with DFW

Governing Documents

Familiarize tenants with Airport construction

Provides guidelines for the design and

construction of spaces

Provides a step-by-step system for design

approval

Tenant Design Manuals


Badge Application Process

Badge Authorization/Sponsorship

AOA Training

Prohibited Items Procedure

ROCIP Training

Risk Management

Safety and Security


Hours of Operation

Irregular Operations (IROPS) Procedures

Flight Banking

Refurbishment/Improvement of Lease Space

Maintenance

Operational Challenges



Cost of Doing Business: Rent Structure

• Greater of Minimum Annual Guarantee (MAG) or Percent Rent

• MAG is set by airport and based on projected sales for that location

• Percent rent is based on the proposal – ranges 12% - 20%+ based on type of product or

concept

Fees and Charges (Refer to lease and Schedule of Charges for complete list)

• Surety Bonds or Cash Deposits – both operational and construction

• Insurance – both operational and construction

• Schedule of Charges – posted each Fiscal Year but may change

58


Item Rate for FY 2020

Vehicular Access Charges (24-hr Free Parking) $ 2,300 per person per year

New Badge/Fingerprinting $ 120 per person

Badge Renewal (within 30 days) $ 90 per person

Employee Transportation $ 47 per person per month

Operating & Maintenance Charge $ 25.08 per SF per year

Marketing Assessment Up to 0.5% of Gross Receipts

Current In-terminal Operating Costs Outlined in the Schedule of Charges

*Subject to Change

Adhere to policies and programs established by

the Board to include:

Sustainability

Point of sale integration

Mobile ordering

Service level agreements

BDD compliance

Strategic Initiatives to Enable Growth and Partnership (GAP)

Concessionaire Commitment

Street pricing strategy

Percent rent only for first year operation

Reconcepting existing locations

Strategic Initiatives to Enable Growth and Partnership (GAP)

DFW Commitment

61

Pricing up to 15% above street price

Hybrid Competitive set

• Airport Brands

• Custom Brands

• Unique Models

• Franchises

• Local Concepts

• Standard Model

See Attachment 7 - GAP Pricing Comparison Declaration Form

6262

Percentage rent in lieu of Minimal Annual Guarantee for the first year

All new locations to pay their designated percentage rent for the first year of operation and begin paying MAG in year two through the end of the lease term in addition to percentage rent.

6363

Guidelines for re-concepting existing concession locations

Often, locations may need to be re-concepted due to consumer acceptance. Typically, that can be revealed in the first two years of the lease.

This action would require locations wanting to re-concept to do so early in their lease term.

Michael Baldwin

Assistant Vice President, Concessions



Design and Build Process – Coordinate with DFW

Concessions TPM Team

• DFW’s Concessions Tenant Project Managers

(TPM) manage the design and construction of

every concessions project

• Compliance with Tenant Design Manual

• Compliance with DFW Design Criteria

• Design review meetings

• Manage the Code Submission process

• Monitor Construction/Build-out process

• Ensure Lease Compliance prior to Code

Submission

30% Design

70% Code Submittal

Construction

There are two phases to the Concessions Build-Out Process:

• Phase 1 – Design Period: Approximately 91 days

• Phase 2 – Construction Period: Approximately 90-150 days depending on concept

• See Exhibit G of the Lease: Design and Construction Timeline

Phase 1 Phase 2


Design and Build Process – Development Process Timeline

68

Board Approval Date

Design Notice to Proceed – 7 days from Board

Approval

Design Kick-off Date – not to exceed 60 days

from Board Approval

Design Completion Date – not to exceed 151

days from Board Approval

Construction Permit issuance – not to exceed

193 days from Board Approval

Construction Duration

Rent Commencement Date

Exhibit G: Design and Construction Timeline

Tenant Design and ConstructionDesign and Build Process – Development Process Timeline (228 to 288 Days)

70

Grand Openings Protocol

Locations must be open and MEP in working condition prior to scheduling a Grand Opening.

Communication must go to the Concessions Tenant Project Manager/Business Unit Manager for final approval on the Grand Opening.

Once Concessions approves, you will need to coordinate the logistics and expectation of the Grand Opening to our Marking Department, who will coordinate media/scheduling of Executives if available.

Service Level Agreements

72

Guiding Principles and Standards

Lease Compliance

Compliance Observations

Hours of operation

Critical Incidents

Irregular Operations

Signage

Beverage Exclusivity

Menu Approval

Market Basket Pricing Policy

Employee Training

Customer Service Standards

Stockroom Standards

Speed of Service

Product Knowledge

Mystery Shopper Program

Awards Program

Compliant Management

Social Media

Managing online presence

Responding to passenger comments

Managing Trends

Staffing

Flight Banking

Flex Staffing

Contingency Plans

Employee Breaks/Floaters

Acknowledgement in Concessionaire Handbook

73

Guiding Principles and Standards

Recruitment/Hiring

Best Practices

Digital Outreach

Minority Business Council

Media

Regulatory Requirements

Health Permits

Alcohol Permits

Code Requirements

ACDBE M/WBE Requirements

Security / Badging

Fire

FAA

Docks & Deliveries

Delivery Procedures

Vendor Access

Terminal Distribution

AOA Access

Storage Guidelines

Pest Control

Clean Clean Clean!

Monthly Inspections

Acknowledgement in Concessionaire Handbook

Partnership Initiatives

Sustainability

Speed of Service

Point of Sale Integration

Mobile Payment

Cristen Mosley

Project Manager, Concessions

Package Review

Request for Qualifications (RTL-5 and RTL-6)

• Submit RFQ response, which is a short

questionnaire. No proposal deposit is required.

Concessions team will evaluate questionnaire

responses for a shortlist of qualified proposers.

Request for Proposals

• Shortlisted companies for RTL-5 and RTL-6

will then submit a full proposal for evaluation.

A proposal deposit is required.

• A full proposal and deposit is required for

submissions for F&B-1, F&B-2, RTL-3, and

SVC-4.

Two Step Process

Terminal A

Specialty Retail

Duty Free

Convenience

Service

Color Legend

Deferred

Storage

Food & Beverage

RFQ- RTL-5

Candy

RTL-3

Electronics

RFQ – RTL-6

Travel Essentials w/

Branded CoffeeRTL-3

Accessories

F&B-1

Fast Food

Chicken

SVC-4

Spa w/ Wine &

Champagne

F&B-2

Bar w/ Coffee &

Integrated Holdroom

F&B-2

Fresh Market

F&B-2

Bar

RTL-3

Travel Essentials

w/ Coffee

Construction will be

staggered over 18 to

24 months to

minimize impact to

passengers.

Package Directory

Retail

Service

Color Legend

Food & Beverage

RFP Opportunities

Package Gate Concept

F&B-1 A15 Fast Food Chicken

F&B-2 A15

A09

A38

Fresh Market

Coffee and Bar

Bar

RTL-3 A17

A11

A17

Travel Essentials with Drip Coffee

Electronics

Accessories

SVC-4 A15 Spa with Wine and Champagne

Request for Qualifications (RFQ) Opportunities

RTL-5 A11 Candy

RTL-6 A13 Travel Essentials with Branded Coffee

• This location will be a local, regional, national

or international fast food location that offers a

fresh-prepared menu built around chicken.

• The concept may be one specific cuisine, or it

may be themed to a type of preparation, such

as fried chicken, chicken salads, chicken

tenders, or chicken wings.

• Year 2 MAG $345,000

F&B-1: Fast Food ChickenNear Gate A15, 1670 sqft, 10 year term

• This location will be a self-serve Fresh

Market concept with items from local

vendors, including coffee, pastries, fresh

produce, salad and soup bar.

• Year 2 MAG: $284,000

F&B-2: Fresh Market (1 of 3)Near Gate A15, 1468 sqft, 10 year term

• This location will be an inline food and beverage

sit-down with an integrated holdroom concept.

This location will serve coffee, a full bar, and

bar-type menu items.

• All cooking must be cooked and prepared in the

inline location and served to the integrated

holdroom.

• Year 2 MAG: $355,000

F&B-2: Coffee and Bar(2 of 3)Near Gate A9, 1882+2050 sqft, 10 year term

• This location will be an inline food and beverage

sit-down concept with a full bar.

• This area must have full service domestic and

international alcoholic beverage service, including

beer and liquor choices with a well-trained

mixologist.

• Year 2 MAG: $151,000

F&B-2: Bar (3 of 3)

Near Gate A38, 921 sqft, 10 year term

• This will be a travel essential location and must

offer innovative, current and emerging reading

technology.

• This location will provide self-serve drip coffee.

• Products should include readables, health and

beauty aids, snacks and bottled beverages, drip

coffee, and souvenirs.

• Year 2 MAG: $369,000

RTL-3: Travel Essentials with Drip Coffee (1 of 3)Near Gate A17, 2956 sqft, 7 year term

This location will have a delayed construction

start date due to passenger traffic.

• This location must provide a selection of

electronic accessories for portable devices.

• Offerings may include cell phone and laptop

accessories, DVDs, portable audio and video

equipment, games or other multi-media

related items for sale or rent.

• The location may provide a small section to

view, download and/or play video games.

• Year 2 MAG: $156,000

RTL-3: Electronics (2 of 3)Near Gate A11, 728 sqft, 7 year term

• The store may focus on one single branded

manufacturer or multiple manufacturers.

• Products may include handbags, jewelry,

wallets, belts, sunglasses, small leather

accessories, scarves, socks, giftables, and

ties.

• This location must feature branded fashion

accessory products in multiple price ranges.

• Year 2 MAG: $133,000

RTL-3: Accessories (3 of 3)Near Gate A17, 833 sqft, 7 year term

• This location will provide wine and champagne to

passengers as they enjoy their massage, facials and

nail service.

• The Salon/Spa concept will have “express” day spa

services similar to those found in luxury hotels and

resorts.

• The massage therapy areas should comprise the

majority of the space, with spa-related merchandise

displays for products, such as bath oils, scrubs, lotions,

skin care products and nail care products.

• Year 2 MAG: $103,000

SVC-4: Spa with Wine and ChampagneNear Gate A15, 971 sqft, 7 year term

86

• The location must carry a variety of different

candies, such as high-end chocolates or

nostalgic confectioneries

• The location may also revolve around a specific

type of candy, such as chocolate, taffy, or fudge.

• Product selection can include bulk candy,

packaged candy, and/or freshly prepared treats.

• This location can offer an engaging setting to

include online purchasing and passenger

interaction, such as sampling or live

demonstrations.

RFQRTL-5: CandyNear Gate A11, 627 sqft, 7 year term

87

• This concept must offer innovative, current and

emerging reading technology with a branded

coffee cafe to include a menu of fresh bakery

items.

• This location will provide items such as candy,

gum, snacks, magazines, books, local

souvenirs, t-shirts, greeting cards, health and

personal care items, and a limited supply of

electronic accessories.

RFQRTL-6: Travel Essentials with Branded CoffeeNear Gate A13, 2157 sqft, 10 year term

88

Proposal Deposit

Proposal Acknowledgement Form

Concessions Business Disclosure Form

Concept Fit

Percentage Rent

ACDBE/DBE

Submitting the Proposal

89

Concessions Website

All information for the RFP will be posted on our Website: www.dfwairport.com/concessions

90

Key Dates to Remember

RFP Schedule F&B-1, F&B-2,

RTL-3, SVC-4

RFP Release 12/19/2019

Pre Proposal

Conference

1/14/2020

Final Date for

Questions

3/2/2020

RFP Final

Response Due

3/18/2020

by 2pm CDT

RFQ/RFP Schedule RTL-5 & RTL-6

RFQ Release 12/19/2019

Pre Proposal

Conference

1/14/2020

Final Date for

Questions

3/2/2020

RFQ Questionnaire

Response Due

3/18/2020

by 2pm CDT

Request Proposals

from Shortlist

4/1/2020

Final Date for

Questions

6/12/2020

RFP Final

Response Due

6/29/2020

by 2pm CDTAll dates are subject to change.

Tamela Lee

Vice President, Business Diversity and Development

Airport Concessions Disadvantaged Business Enterprise (ACDBE) Program

Airport Concessions Disadvantaged Business Enterprise (ACDBE)Program Overview

• ACDBE Program required by Federal Regulation

• Objective: Ensure full and fair access to

concession opportunities for all business

and in particular for ACDBE business

• Valuable consideration in the awarding of a

Concession Agreement

• ACDBE requirement is pass/fail and must be met

for a proposal to be reviewed and considered by

the selection committee

• Responsive – Proposal compliant with

requirements; further consideration by

Selection Committee

• Non-Responsive – Proposal fails to meet

the requirements; no further consideration

by the Selection Committee

• 51% owned and controlled by one or more socially and economically disadvantaged individuals

• Business size based on SBA size standards

• Personal Net Worth Threshold

Airport Concession Disadvantaged Business Enterprise (ACDBE)

Airport Concessions

33% Annual Goal

ACDBE Program

ACDBE ProgramsTerminal A RFQ and RFP

Concept Location ACDBE

Goal

M/WBE Goal

Candy A11 45% 30%

Fast Food - Chicken A15 40% 30%

Fresh Market/Bar & Coffee/Bar A15 / A09 / A38 45% 30%

Travel Essentials w/Branded Coffee A13 40% 30%

Travel Essentials/Electronics/Accessories A17 / A11 / A17 40% 30%

Spa w/Wine & Champagne A15 35% 30%

Contract-specific goals are be based on scope of work, location of work, and availability of certified firms for the scope of work

• Revenue - Concessions Individual Package Goals

Airport Concessions Disadvantaged Business Enterprise (ACDBE) Program

• The ACDBE goal for this solicitation is a percentage

of purchases for goods and services.

• Option for typically meeting an ACDBE goal:

• 100% ACDBE owner-equity participation

• Percentage Owner-Equity Participation by way

of a sublease, management, operating,

franchise or joint venture agreement or

partnerships

• Percentage of total purchases for all good and

services awarded to ACDBE certified firms

• Other legal arrangement

Key ACDBE Program Points

Certification

ACDBE certificates are due at

time of bid/proposal

submission

Relevant Market Area

No Local Geographic Preference

Pass/Fail

Proposals failing to meet the

requirements receive no further

consideration by the Selection

Committee

Good Faith

Efforts

Stringent documentation

requirements due at time of

bid/proposal submission

Contract-

Specific Goals

A percentage of contract value;

prime self-performance counts

towards goal

ACDBE Certification

Certification not required to do business with DFW.

HOWEVER, if claiming ACDBE credit, certification is required

State of TX HUB, SBE, WBE, DBE, Pending, and out-of-state certificates are not acceptable

!

Certificates due at

time of

submission

Certificates must

state ACDBE

Commodity codes

must be relevant to

scope of work

Commitment to ACDBE

Participation Form

Identify commitment

to meeting and/or

exceeding the

ACDBE Goal

Sample Certificate

Does certification match

Program goal?

Do the commodity codes

cover your proposed scope

of work?

Good Faith Efforts (GFE)

Requirements

• Non-certified firms must meet the goal or demonstrate GFE to achieve goal

• GFE required only if the ACDBE goal is not met or only partially achieved

• GFE should not be considered a template, checklist or quantitative formula

• DFW will evaluate the GFE on quality, quantity, and intensity of the different kinds

of efforts that the bidder/proposer made prior to proposal submission

All factors outlined and support documentation are required

Lack of support documentation will deem the Proposer non-responsive

Pro forma efforts are not considered good faith efforts

!

Approved Certifying Entities

NORTH CENTRAL TX REGIONAL

CERTIFICATION AGENCY 624 Six Flags Drive, Suite 100

Arlington, TX 76011

(817) 640-0606 or www.nctrca.org(Processing timeframe: 60 – 90)

U.S. Department of Transportation

(Approved Unified Certification

Program)125 E. 11th Street

Austin, TX 78701

(800) 558-9368 or www.txdot.gov(Processing timeframe: 60-90 days)

http://www.nctrca.org/

Identifying Prospective MBE Partners

DFW’s Directory is not a ‘certification database’

It is a listing of certified firms that have expressed

an interest in doing business with DFW or are

currently doing business with DFW

!

• Pre-Bid/Pre-Proposal Sign In Sheet

• Minority Chambers

• Advocacy Organizations

• Certification Agencies

DFW D/S/M/WBE Online Directory

www.dfw.diversitysoftware.com

Federal Aviation Ad Administration

DBE/ACDBE Directory

(dbE-Connect)

http://www.dfw.diversitysoftware.com/

Common Submission Errors

• Submit Out of State certificates. Must receive interstate certification with

NCTRCA

• Use GFE plan as a checklist and fail to submit support documentation

DO

DO

NO

T• Sign all required documents

• Submit required/correct ACDBE certificates for all identified ACDBE firms

• Respond to all RFP Evaluation Criteria questions

• Provide certificates for all identified ACDBEs

Additional RFP RequirementsTo ensure Program compliance

Joint ventures are not an option for multi – location concepts unless waived in writing by the Vice President or designee of

BDDD prior to proposal submission.

That selected entity will have 60 days from that notice of award to sign and return their lease, approved and

executed Joint Venture, sub-lease, management, operating and/or franchise agreement from Business Diversity

and Development Department (BDDD), if applicable prior to Board approval.

Only awards with signed leases, approved and executed Joint Ventures sub-lease, management, operating

and/or franchise agreement, from Business Diversity and Development (BDDD), will be presented to the Board.

If the lease or other documentation required by BDDD is not signed within 60 days, Concessions may proceed

with the second recommended proposer and the proposal deposit will be forfeited.

Business Diversity &

Developmentb d d d @ d f w a i r p o r t . c o m

9 7 2 - 9 7 3 - 5 5 0 0

CONTACT US

Cathy Jackson

ACBDE Programs

972-973-5507

[email protected]

Amber Davis

Business Development Manager

Regulatory Compliance Specialist

ACDBE Programs

972-973-6391

[email protected]

mailto:[email protected]



Thank You

Sonji Brown-Killyon

Contracts Manager, Procurement

Procurement: Lessons Learned

Lessons Learned

✓Follow all preparation instructions

✓Check to make sure all information provided is correct and complete

✓Make sure all required documentation is submitted.

✓ Include the required deposit.

✓Make sure you sign and date your proposal.

✓Respond to what the RFP requests, please avoid placing limitations or conditions

✓Don’t just state what you will do; explain why it will work and why it is best in class for the Airport’s traveling public.

✓Submit the requested number of statement copies.

✓Find out in advance exactly where the proposal must be delivered and make sure documents arrive well in advance of the due date/time.

▪ Third-party delivery service delays and traffic conditions are not valid reasons; your proposal will not be accepted if it is late.

Things to Remember

✓RFP Preparation – RFP Concept Number on Everything

✓ Proposal cover, checks, boxes, forms, envelops

✓Contact Emails – Ensure they are correct.

✓Deposit Check will be returned after Board approval of awardees.

✓Please use the proposal submittal label provided in the RFP Package and affix it on the

outside of the delivery package(s).

✓Submit all RFP questions in writing by the question due date and time to:

Ms. J. Suzanne DeVasher

Senior Contract Administrator

[email protected]

972-973-1749


Zenola Campbell

Vice President, Concessions

Closing

111

Key Dates to Remember

RFP Schedule F&B-1, F&B-2,

RTL-3, SVC-4

RFP Release 12/19/2019

Pre Proposal

Conference

1/14/2020

Final Date for

Questions

3/2/2020

RFP Final

Response Due

3/18/2020

by 2pm CDT

RFQ/RFP Schedule RTL-5 & RTL-6

RFQ Release 12/19/2019

Pre Proposal

Conference

1/14/2020

Final Date for

Questions

3/2/2020

RFQ Questionnaire

Response Due

3/18/2020

by 2pm CDT

Request Proposals

from Shortlist

4/1/2020

Final Date for

Questions

6/12/2020

RFP Final

Response Due

6/29/2020

by 2pm CDTAll dates are subject to change.

Closing

Presentation will be available on the

DFW Concessions website RFP

page along with other resources.

For any and all questions:

Ms. J. Suzanne DeVasher

Senior Contract Administrator

[email protected]

972-973-1749

dfwairport.com/concessions


January 14, 2020

Dallas Fort Worth International AirportPre Proposal Conference: Terminal A

Dallas Fort Worth International Airport Pre Proposal ... · DFW ORD DEN ATL CLT MSP LAS IAH DTW LAX...

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