Concessions 102 So You Still Think You Want to Be a Retail Operator at Sky Harbor International Airport Phoenix Sky Harbor International Airport PHX Small Business Workshop Series – T4 Retail September 24, 2014
THE AVIATION DEPARTMENT’S COMMITMENT to OUTREACH The City of Phoenix Aviation Department is a committed and proactive partner to the small business community. Valerie Churchwell , Small Business Engagement Manager Community Development and Government Relations Division • Advocating on behalf of Small and Disadvantaged Business Enterprises (S/DBE). • Providing contracting opportunity information to SBEs • Assisting prime contractors with identifying SBEs • Educating SBEs on “how to” access contracting opportunities • Hosting small business networking forums • Assisting with monitoring SBE utilization on contracts with participation goals 2 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102 ?
REMINDER Series of informational workshops (schedule available when you leave) Presentation will be available at https://www.phoenix.gov/solicitations/35 - NEW LOCATION Sign in sheet will be available at https://www.phoenix.gov/solicitations/35 - NEW LOCATION PHX Terminal 4 (T4) Retail Workshops are open to any small business firm interested in pursuing retail and goods and services opportunities. ***You do not have to be a certified firm to attend*** DISCLAIMER: Attendance of a PHX workshop does not guarantee work with the City of Phoenix Aviation Department . 3 3 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102 ?
WORKSHOP OVERVIEW • Panel Discussion • FastPitch “review” • Next Steps 4 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102
SO YOU WANT TO BE A SO YOU WANT TO BE A T4 RETAIL OPERATOR? T4 RETAIL OPERATOR? 5
WAYS TO PARTICIPATE • Contract Holder • Goods and Services Provider - Product • Sublease operator - Marketing services - Store location - Safety training • Joint Venture partner - Uniforms - Pest Control • Licensee - Janitorial Services - etc. 6 6 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102 ?
AIRPORT RETAIL vs STREET RETAIL AIRPORT RETAIL BUSINESS MODEL There are similarities but there are DIFFERENCES 7 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102?
CONCESSIONS 102 PANELISTS SMALL BUSINESS TYPES Phoenix Sky Harbor Terminal 4 Food and Beverage Operators Tammie Coe tammie coe to go Concourse A Gate 25 Bruce Mosby Peet’s Coffee and Tea Concourse A near Gate 17 Concourse D (immediately through Security Checkpoint) Ron Williams Kurt Mangum Press Coffee Food & Wine Concourse B near Gate 9 8 8 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102
CITY OF PHOENIX AVIATION DEPARTMENT OUTREACH WORKSHOP SERIES FASTPITCH The PLANE Tuesday, October 14, 2014 Facts about Phoenix Convention Center T4 RETAIL • For Small Business Retailers and Goods/Services providers • One “pitch” person per company • 3 minute limit Participants will be notified of their “pitch” time th NO LATER THAN Friday, October 10 ADVANCE REGISTRATION REQUIRED Register at phxt4retail- fastpitchsmallbiz.eventbrite.com by Friday, October 3, 2014 . This session is free and open to the public For reasonable accommodations, please contact Valerie Churchwell/Aviation at Voice/602-273-2024 or TTY relay 1-800-781-1010 9 as early as possible to coordinate needed arrangements T4RTL_081314vc
WHY DO PRIME RETAILERS SMALL BUSINESS TYPES Joint Venture or Sublease Partner, Licensor, Supplier of Goods and/or Services? Strategic advantage/alliance Enhance the capabilities of a Prime Supplier of Goods Facilitate entry into a closed market and/or Services Spread financial risk More cost effective Greater “value” to the customer/owner Small business requirements The overriding question the prime asks is " Will this company increase our chances of winning?" 10 12 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102
Getting a CONTRACT is all about being able to capture the interest of potential partners or buyers of your goods/services. REMEMBER sometimes a great idea is not always enough . You need to be able to: • Clearly articulate the concept, product or service that you are offering orally • Spur of the moment 30+ minute 30 seconds 3 minutes meeting = potential CONTRACT 11 13 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102
QUESTIONS TO CONSIDER WHEN DEVELOPING YOUR PITCH Is your partnership, approach or idea novel and unique ? How is your “innovation” creating better results than other similar partners, products or services? Does the message reach the audience , hold their interest and touch their emotions ? Will it leave a lasting impact on them (for the “right reasons)? Will they want to know more and follow-up? Does partnership, product or service address an important issue for them? Does it make or is likely to make a significant impact in the proposer’s ability to “win” in T4 Retail? 12 14
IMPORTANT GUIDELINES • Give the important facts • Be specific • Be clear and concise Practice, Practice, Practice! You only have 13 15 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102
ADMINISTRATIVE POINTS - Information presented in this workshop related to contracting opportunities is subject to change . - Register for all meetings and workshops via EventBrite . Contacts: T4 Retail Concessions Paula Kucharz, paula.kucharz@phoenix.gov ACDBE, DBE and SBE certification John Ojeda, john.ojeda@phoenix.gov T4 Workshop information Valerie Churchwell, valerie.churchwell@phoenix.gov 14 16 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102
WHAT’s NEXT… THIS PRESENTATION AND SIGN IN SHEET WILL BE POSTED ON https://www.phoenix.gov/solicitations/35 You will also receive an Online survey . We appreciate your feedback! 15 PHX T4 RETAIL WORKSHOP SERIES| Concessions 102
CITY OF PHOENIX AVIATION DEPARTMENT OUTREACH WORKSHOP SERIES FASTPITCH The PLANE Tuesday, October 14, 2014 Facts about Phoenix Convention Center T4 RETAIL • For Small Business Retailers and Goods/Services providers • One “pitch” person per company • 3 minute limit Participants will be notified of their “pitch” time th NO LATER THAN Friday, October 10 ADVANCE REGISTRATION REQUIRED Register at phxt4retail- fastpitchsmallbiz.eventbrite.com by Friday, October 3, 2014 . This session is free and open to the public For reasonable accommodations, please contact Valerie Churchwell/Aviation at Voice/602-273-2024 or TTY relay 1-800-781-1010 16 as early as possible to coordinate needed arrangements T4RTL_081314vc
Thank you 17
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