Concessions 102 So You Still Think You Want to Be a Retail Operator - - PowerPoint PPT Presentation

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Concessions 102 So You Still Think You Want to Be a Retail Operator - - PowerPoint PPT Presentation

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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 DEPARTMENTS

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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

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PHX T4 RETAIL WORKSHOP SERIES| Concessions 102 ?

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

THE AVIATION DEPARTMENT’S COMMITMENT to OUTREACH

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  • 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

  • pportunities. ***You do not have to be a certified firm to attend***

REMINDER

PHX T4 RETAIL WORKSHOP SERIES| Concessions 102 ?

DISCLAIMER: Attendance of a PHX workshop does not guarantee work with the City of Phoenix Aviation Department.

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WORKSHOP OVERVIEW

  • Panel Discussion
  • FastPitch “review”
  • Next Steps

PHX T4 RETAIL WORKSHOP SERIES| Concessions 102

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SO YOU WANT TO BE A T4 RETAIL OPERATOR? SO YOU WANT TO BE A T4 RETAIL OPERATOR?

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WAYS TO PARTICIPATE

  • Contract Holder
  • Sublease operator
  • Store location
  • Joint Venture partner
  • Licensee

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PHX T4 RETAIL WORKSHOP SERIES| Concessions 102 ?

  • Goods and Services Provider
  • Product
  • Marketing services
  • Safety training
  • Uniforms
  • Pest Control
  • Janitorial Services
  • etc.
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AIRPORT RETAIL vs STREET RETAIL

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AIRPORT RETAIL BUSINESS MODEL

There are similarities but there are

DIFFERENCES

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SMALL BUSINESS TYPES

PHX T4 RETAIL WORKSHOP SERIES| Concessions 102

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CONCESSIONS 102 PANELISTS

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

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The PLANE Facts about T4 RETAIL

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 as early as possible to coordinate needed arrangements

Tuesday, October 14, 2014 Phoenix Convention Center

FASTPITCH

CITY OF PHOENIX AVIATION DEPARTMENT OUTREACH WORKSHOP SERIES

T4RTL_081314vc
  • For Small Business Retailers and Goods/Services

providers

  • One “pitch” person per company
  • 3 minute limit

Participants will be notified of their “pitch” time NO LATER THAN Friday, October 10

th

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SMALL BUSINESS TYPES

PHX T4 RETAIL WORKSHOP SERIES| Concessions 102

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WHY DO PRIME RETAILERS Joint Venture or Sublease Partner, Licensor, Supplier of Goods and/or Services?

Supplier of Goods and/or Services

 Strategic advantage/alliance  Enhance the capabilities of a Prime  Facilitate entry into a closed market  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?"

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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

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30+ minute meeting 3 minutes 30 seconds

= potential CONTRACT

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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

  • n 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?

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  • Give the important facts
  • Be specific
  • Be clear and concise

Practice, Practice, Practice!

You only have

IMPORTANT GUIDELINES

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PHX T4 RETAIL WORKSHOP SERIES| Concessions 102

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ADMINISTRATIVE POINTS

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  • Information presented in this workshop related to contracting
  • pportunities 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

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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!

PHX T4 RETAIL WORKSHOP SERIES| Concessions 102

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The PLANE Facts about T4 RETAIL

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 as early as possible to coordinate needed arrangements

Tuesday, October 14, 2014 Phoenix Convention Center

FASTPITCH

CITY OF PHOENIX AVIATION DEPARTMENT OUTREACH WORKSHOP SERIES

T4RTL_081314vc
  • For Small Business Retailers and Goods/Services

providers

  • One “pitch” person per company
  • 3 minute limit

Participants will be notified of their “pitch” time NO LATER THAN Friday, October 10

th

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Thank you