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
Source: Public Announcements
3x weekly* svc
starts
Oct 25, 2020
27
Volaris announces twice weekly service to Leon and Zacatecas
Source: Public announcements
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
Source: Public Announcements
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
Source: Public Announcements
1x weekly
seasonally starts
Mar 7, 2020
31
AA schedules new daily service to Fairbanks for the summer season
Source: Public announcements
Beginning May 7th, 2020
7x weekly
seasonally starts
May 7, 2020
32
Summer seasonal service to Portland, Maine
Source: Public Announcements
1x weekly
seasonally starts
Jun 6, 2020
33
Frontier increases service to Newark
Source: Public Announcements
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
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2019 DFW SegmentationPre-proposal Conference
© 2019 by M/A/R/C® Research
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© 2019 by M/A/R/C® Research
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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.
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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
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High Activity in Terminal
Low Activity in Terminal
Airport Basics
Amenities/Services
39
Value Voyagers
Indulgent Explorers
Frugal Vacationers
All Biz Road Warriors
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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
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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
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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.
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Quiz
43
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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.
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What Segment do I best represent?
All Biz Road Warriors
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What Segment do I best represent?
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.
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What Segment do I best represent?
Frugal Vacationers
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What Segment do I best represent?
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.
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What Segment do I best represent?
Value Voyagers
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What Segment do I best represent?
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.
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What Segment do I best represent?
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
Doing Business with DFW
Badge Application Process
Badge Authorization/Sponsorship
AOA Training
Prohibited Items Procedure
ROCIP Training
Risk Management
Safety and Security
Doing Business with DFW
Hours of Operation
Irregular Operations (IROPS) Procedures
Flight Banking
Refurbishment/Improvement of Lease Space
Maintenance
Operational Challenges
Doing Business with DFW
Doing Business with DFW
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
Doing Business with DFW
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.
Break
Michael Baldwin
Assistant Vice President, Concessions
Tenant Design and Construction
Tenant Design and Construction
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
Tenant Design and Construction
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)
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)
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
Amber Davis
Business Development Manager
Regulatory Compliance Specialist
ACDBE Programs
972-973-6391
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
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
972-973-1749
dfwairport.com/concessions
January 14, 2020
Dallas Fort Worth International AirportPre Proposal Conference: Terminal A
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