b'CONCESSIONSABQ 21As the spearhead for Dream of Flight, Manriquez is fully aware of how important such events can be. Early on in the process of planning out the RFP, we determined that the best way to ensure that we facilitated the establishment of these really critical local-to-national relationships was to have folks meet in person, he explains. We decided to do an in-person matchmaking session and not have any sort of online component, and we were thrilled to see that turnout.Consistent MessagingManriquez began the two-hour matchmaking session with remarks about ABQs guiding philosophy and desire to respect the local culture and unique offerings of New Mexico.I think everyone got the message because we have been really, really consistent about that, he says. Manriquez and his team proactively distributed press releases and granted interviews with local print and television media to keep everyone in the know. Pieces about the concessions revamp and other changes at ABQ have aired on several of New Mexicos television affiliates and appeared in publications such as the Albuquerque Sunport Albuquerque Journal and Albuquerque Business First. This messaging has been key in getting folks to understand Adds More Local Flavorexactly what we are aiming for, Manriquez says of the Dream of Flight bid process.Of course, not all queries can be addressed in news releases But the number of new contracts we execute for concessionsand media appearances. Thats why he considered the in-person is determined by the proposals and awards, and there couldmatchmaking session to be so important. Attendees were given certainly be more than four operators in the new program.the valuable opportunity to interact and ask questionsall of Because this is a complete refresh, the majority of the programwhich he was happy to answer. will most likely be completely different than what passengers seeOn a detailed level, Manriquez used the event to discuss the now at the Sunport. requisite color palettes and layout materials outlined in the package of Manriquez specifies that the request for proposals processtenant design guidelines. He also offered more broad-based guidance is open to any and all respondents that meet the baselineregarding the myriad of business models that local companies and requirements. Local businesses, national primes and anybrands have available to engage with prime operators. other operators are welcome and encouraged to respond withPartner Upproposals, he notes.A subsequent pre-proposal conference held in April provided another In January, when the Dream of Flight project took off, ABQvenue for Manriquez to point local companies in the right direction hosted webinars designed to encourage small- and minority- for successful collaborations with industry veterans, including the owned businesses throughout New Mexico to submit proposals.current food/beverage and retail operators, all of whom have the The lineup included a session about the Airport Concessionsopportunity to respond to the requests for proposals. Disadvantaged Business Enterprise program and a session focused on informing participants about what it takes to operate in an airportIn many instances, he encouraged interested businesses to environment, with detailed information specifically about ABQ.engage in joint ventures or brand licensing agreements with larger operators. Such arrangements are especially helpful for On the heels of the webinars, a matchmaking event wascompanies that may be underfunded for the significant capital held in March to introduce and align small local businesses withoutlay required to build out a unit in an airport environment. nationally recognized prime concessions operators.We realize that it is a very significant investment and it is more We had great turnout, with over one hundred individuals showingcomplex than operating a restaurant, a bar, a brewery or a retail up and representing a cross section of different retail and food andshop in town, Manriquez remarks, noting that partnering with an beverage businesses, Manriquez reports. We are really excitedexperienced large company can be a big help.about the interest among local companies and local brands.AirportImprovement.comJuly | August 2023'