The ARN 2015 Revenue Conference & Exhibition got off to a busy start Monday in San Diego.
The first session, Academy of Concessions – Financing and Lending Strategies for Success, focused on the challenges that many Airport Concessions Disadvantaged Business Enterprise companies face when trying to finance their airport operations. Although a few airports have come up with financing programs to help their ACDBE concessionaires, panelists and attendees largely agreed that few solutions are evident. Traditional bank loans, private capital funding and other sources are options, but the lending industry is generally weary of concessions loans due to collateral and other issues. The panel was moderated by Nancy West, managing member of Exstare Federal Services Group LLC; panelists included Neil Maxfield, senior vice president of concessions at Denver International (DEN); Joseph McCoy, partner at Bryan Cave LLC; and Bob Silvas, president of Silvy Group.
Concurrent to that session was The ABCs of Doing Business in Airports. Concessionaires were able to hear about how to get their concepts ready for airports and how to find the right partners. Led by Renee Tedesco, vice president of business development at Paradies, the panel included Drake Beaton, senior manager at ICF International; Georginnah Navarrete, director of concessions at Los Angeles World Airports; and Tonja Pastorelle of Pastorelle Marketing Group.
Sessions continued after a refreshment break. The Winning RFP informed attendees about the fundamentals of requests for proposal bid processes and offered tips for having a competitive edge. The panel included Linda Moore, president of Animer Consulting; Jenna Paulson, lead consultant of JProject Solutions Inc.; and Andy Weddig, senior vice president of Unison Consulting.
Next door, three dynamic speakers discussed strategies concessionaires and airports can use to “build a buzz” around their businesses. Siobhan Barry, partner at Icrave; Wolfgang Puck, president of Wolfgang Puck Cos.; and John Costello, global chief marketing officer of Dunkin’ Brands all shared their insights.
After lunch, about 70 people boarded buses for a behind-the-scenes tour of San Diego International (SAN). Participants were treated to a variety of food samples from the concessionaires at the airport, and they also were able to see the SAN’s new distribution center.
Also in the afternoon, airport executives shared what opportunities were coming up at their airport. Attendees heard from officials from Hartsfield-Jackson Atlanta International (ATL); Minneapolis-St. Paul International (MSP); Phoenix Sky Harbor International (PHX); Portland International (PDX); and Seattle-Tacoma International and (SEA).
ARN debuted a new event this year, with its Business Pitch Showcase. Four concessions companies presented their pitch to a panel of industry experts for feedback, suggestions and insight: Cafe Intermezzo, The Firkin Group of Pubs, MobileQubes and Pino Gelato. Judges were Pat Murray, executive vice president of business development at SSP America; Rod Tafoya, president of Mission Yogurt; and Deanna Zachrisson, business leader for airport dining and retail, Seattle-Tacoma International.
Conference buzz intensified Monday night, with a cocktail party to celebrate the opening of the sold-out exhibit hall. After the ribbon cutting, several hundred attendees explored the hall and enjoyed dinner, cocktails and a chance to explore what the exhibitors had to offer.
