1. FINDING THE BEST OPTIONS FOR ENTERING THE AIRPORT
Sub-Contract
Joint Venture
FINDING THE BEST OPTIONS FOR ENTERING THE AIRPORT
Or Go at it Alone

2. Director of Business Development Raleigh-Durham International Airport
INGRID HAIRSTON
Director of Business Development
Raleigh-Durham International Airport
@IHairston

3. DBE CONSULTING LLC. & TRAVELING GRACE @dbeConsulting
KIMBERLY GRIFFIN
OWNER/ CEO
DBE CONSULTING LLC. & TRAVELING GRACE
@dbeConsulting

4. VICE PRESIDENT OF PARTNER RELATIONS & BUSINESS DIVERSITY
COURTNEY THORNTON
VICE PRESIDENT OF PARTNER RELATIONS & BUSINESS DIVERSITY
HUDSON GROUP

5. AIRPORT

6. I HAVE A GREAT CONCEPT, NOW WHAT?
Airport Research
Submit Proposal
PAX
PROFILE
RETAIL GOALS
CUSTOMER
MARKET
AIRPORT
INFORMAL OR RESPONSE TO RFP/RFB
Business Plan

7. Prototype Store Design Unique or Desired Concept
AIRPORTS ARE LOOKING FOR CONCESSION PARTNERS WITH… + -
Prototype Store Design
Unique or Desired Concept
Business Plan
Owner Experience
Concept Overlap
Limited Capital
Minimal Experience

8. TIPS & ADVICE TO IMPROVE YOUR ODDS

9. CONSULTANT

10. Upcoming Opportunities
Potential
Possibilities
Joint Venture
Sublease/Direct lease
Supplier
Some airports have trail kiosk programs
Look for bids
Understanding requirements
Attending pre-bid meeting
Attending airport conferences

11. Your Brand Your Qualifications Know your strengths and weaknesses
How do you expand your brand to meet the needs of the RFP in the airport?
Do you have a local regional national concept or brand?
What are your qualifications?
Is your company ACDBE Certified?
Do you have an ACDBE partner?

12. Your Business Your Concept Do you have your capital in place?
Can you afford to take on the whole percentage in a joint venture?
What would be your roles and responsibilities and
Do you have a track record and a management team?
Is there someone or a business that's in this industry that you admire?
Is this a proven concept?
Do you know what square footage that would be needed for your particular concept?
Do you have your drawings of the space?

13. MASTER/ PRIME CONCESSIONAIRE

14. ACDBE SUCCESS & GROWTH Understand the History of the Program
ACDBE Certification
*NAICS Codes
Research Viable Opportunities
*UCP – Complete the Streamlined Process
Identify Knowledgeable People Willing To Help

15. KNOW THE GOALS OF THE PROGRAM
National vs. Local Brands
Concepts
Trends
Plan to Optimize Sales & Revenue
Merchandise Preferences
Goal for Local, Women & Minority Owned

16. NETWORKING IS INVALUABLE
Local Stakeholder Meetings
Outreach Events
FAA Website
Industry Organizations

17. VETTING Maintain a Company File with Up-To-Date Information
Ensure Good Standing In Respective Markets
Connect with Key Individuals to Express Interest
Identify Options to Participate
Roles, Responsibilities & Risks

18. VETTING (CONTINUED) Research Financial Capacity and Financing Options
Educate Yourself About The Opportunity & Key Stakeholders
Community Involvement
Regular Contact to Remain On Radar

20. HYATT REGENCY PRODUCTION TEAM
MODERATOR
PANELEST #1
ERIC FRIEDMAN
INGRID HARISTON
PANELEST #2
PANELEST #3
KIMBERLY GRIFFIN
COURTNEY THORNTON
SPECIAL THANKS TO
ANDY TELLIJOHN
HYATT REGENCY PRODUCTION TEAM