Institute of Concessions
Concessions Partnership 101:
What Makes you Attractive
to a Prime?
Cassandra Bozeman
About
Cassandra Bozeman
Cassandra Bozeman is the Vice of Business Development for
Paradies Lagardere.
She is responsible for negotiating, leading the development efforts, and
managing airport relationships with large, medium, and small airport
partners throughout the country. Cassandra is an industry veteran with
decades of development experience in airports and all non-traditional
business segments. She has represented national retail and food
and beverage brands, including Wendy’s, OTG and select airport clients.
Prior to exclusive airport development, she managed and lead real
estate development for Limited Brands and Walmart. Bozeman is a
past board member of AMAC. In addition to her
airport development responsibilities, Cassandra and her Husband (Tony)
own ONE Enterprise Group, a franchisee of MOD Pizza.
Cassandra earned a BS in Accounting from Tuskegee University and an
MBA in Finance from the Rutgers Business School. Cassandra enjoys
travel with her husband Tony. Visiting their 3 children, Trent, Travis, and
Linder are the trips they enjoy most.
What We Will Cover Today
ACDBE Partnerships
What Makes an Attractive Partner to A Prime
Who are Great Partners
Module 9 Quiz
Let's Talk: Q & A
ACDBE Partnerships
Direct Lease Sublease Management
Joint Ventures Contracts/Subcontracts
Goods &
Service
Types of ACDBE Partnerships
Direct Lease Joint Venture Sublease Subcontracts/ Goods &
Management
Contracts
Services
Direct Lease
Some airport concession programs use a model that includes
smaller sized concession packages. ACDBEs and other ready,
willing, and able firms pursue these opportunities as prime
concessionaires and/or joint venture partners. If successful,
airport operators enter into direct leases with these firms.
Direct ownership arrangement means:
a joint venture, partnership, sublease, licensee, franchise,
Thi s Photo by Unknown author is l icensed under CC
BY.
or other arrangement in which a firm owns and controls a
concession.
Joint Venture
Joint venture means
an association of an ACDBE firm and one or more other
firms to carry out a single, for-profit business enterprise,
for which the parties combine their property, capital,
efforts, skills and knowledge, and in which the ACDBE
is responsible for a distinct, clearly defined portion of
the work of the contract and whose shares in the capital
contribution, control, management, risks, and profits
of the joint venture are commensurate with its
ownership interest. Joint venture entities are not
certified as ACDBEs. - As defined in 49 CFR Part 23
Evaluating Joint Venture Agreements
Some aspects of the joint venture agreement that the airport operator must review include:
• Organization of the venture
• Roles and responsibilities of the partners in the venture
• the ACDBE’s capital investment
• Ownership
• Operation
• Managerial control
Sublease
Sublease means
a lease by a lessee (tenant) to a sublessee (subtenant).
Sublease is an example of a sub-concession in which the
sublessee is independently responsible for the full financing
and operation of the subleased concession location(s) and
activities. A sublease passes on to the sublessee all
requirements applicable to the concession under the primary
lease, including proportionate share of the rent and capital
expenditures.
Management
Contracts/Subcontract
Subcontracts are:
Agreements with the airport operator or with another
management contractor under which a firm directs or operates
one or more business activities, the assets of which are owned,
leased, or otherwise controlled by the airport operator.
The managing agent generally receives, as compensation, a
flat fee or a percentage of the gross receipts or profits from
the business activity (other than an aeronautical activity),
which must be located at an airport (which is subject to 49
CFR Part 23) and engaged in the sale of consumer goods or
provision of services to the public.
Purchase of
Goods & Services
While 49 CFR Part 23 requires airport operators and
concessionaires to make good faith efforts to explore all
available options to achieve compliance with ACDBE
goals through direct ownership arrangements, the
purchase of goods and services by the airport operator
or concessionaires and management contractors from
certified ACDBEs can count toward participation goals.
Good Faith Effort
Providing Goods and Services to Prime Concessionaires in the airport. Understanding the requirements and
demands of our passengers!
• Organization of the venture
• Roles and responsibilities of the partners in the venture
• the ACDBE’s capital investment
• Ownership
• Operation
• Managerial control
BREAK
What Makes an Attractive
Partner to a Prime?
Key attributes that would make a prospective business attractive to a
Prime Concessionaire
Knowledge Brand & Market Appeal
Operational Experience Operational Organization/Efficiency
Community Engagement,
Financial Stability
Partnership & Collaboration
Quality & Consistency Sustainability & Social Responsibility
Innovation & Adaptability Certification & Compliance
Customer Service Excellence Local & Diverse Representation
Below are key attributes that would make a prospective
business attractive to a Prime Concessionaire
Certification and Compliance:
• Fully certified as an ACDBE by the appropriate authorities
• Proven track record of compliance with ACDBE regulations and requirements
Operational Experience:
• Extensive experience in the specific concession type (e.g., retail, food and beverage, services)
• Demonstrated success in managing airport concessions or similar high-traffic locations
Financial Stability:
• Strong financial health and stability, with the ability to meet capital requirements and sustain operations
• Clear, transparent financial records and projections
Continued...
Quality and Consistency:
• High-quality products or services with a consistent delivery record
• Established supply chain relationships to ensure continuous and reliable service
Innovation and Adaptability:
• Ability to innovate and adapt to changing market trends and customer preferences
• Proven track record of implementing new technologies or business practices to enhance efficiency and
customer experience
Customer Service Excellence:
• Strong focus on customer satisfaction and service quality
• Positive customer feedback and testimonials
Continued...
Brand and Market Appeal:
• Recognizable and reputable brand, with a loyal customer base
• Marketing strategies that align with the airport's demographic and enhance its overall brand
Operational Efficiency:
• Efficient and scalable operations capable of handling airport-specific demands
• Strong operational management team with experience in high-volume environments
Partnership and Collaboration:
• Willingness and ability to work collaboratively with the Prime Concessionaire and other stakeholders
• Strong communication skills and a cooperative approach to business
Continued...
Sustainability and Social Responsibility:
• Commitment to sustainable practices and social responsibility
• Initiatives that support environmental sustainability and community engagement
Compliance with Airport Regulations:
• Familiarity with and adherence to airport regulations, safety standards, and security protocols
• Ability to swiftly adapt to new regulations or changes in airport policies
Local and Diverse Representation:
• Connection to and representation of local culture and diversity, enhancing the airport's community ties
• Contributions to the local economy and support of local suppliers and employees
Who are great Partners?
Airport Minority Advisory Council (AMAC)
• The Airport Minority Advisory Council (AMAC) is the only national, non-profit trade association
dedicated to advancing the full participation of minorities and women in employment and contracting
opportunities throughout the aviation and aerospace industries.
Airports Council International (ACI)
• The Airports Council International-North America (ACI-NA) is the voice of North American airports,
representing local, regional and state governing bodies that own and operate commercial airports
in the United States and Canada. ACI-NA is the largest of the five worldwide regions of the Airports
Council International (ACI).
American Association of Airport Executives (AAAE)
• the largest professional organization for airport employees, delivering results for dedicated
individuals like you, who serve as the backbone of AAAE and our nation’s airport system.
Airport Experience News (AX)
• information resource and event organizer focused on spotlighting the trends, issues
and advancements that affect every point of a traveler’s journey through an airport.
AMAC ACI AAAE
Other Team
AX A New JFK Members
Module 9 Quiz Review
Let's Talk!
Questions & Answers
THANK YOU!
Cassandra Bozeman
