b'CONCESSIONSCVG49On the initial submittals, we didnt want to know anything about the rent or capital investment commitment, Ruiz says, noting the desire to convey that CVG cares first and foremost about each operator and each concept. We based our decision on the customer experience and the concept itself.The new approach worked in the airports favor, with a collection of 10 different proposals submitted by the October deadline. Previously, it typically received one or two bidders when offering traditional RFP packages. By changing its approach, CVG was also able to open the door to new operators that had never participated in an airport bidding process before.So far, weve secured two operators that never really had an intention to be in an airport, but through this process we were able to get them on board, Ruiz reports. One of those operators is a local Wendys franchise, which opened a stand-alone location at CVG in 2023. Taste of PlaceSSP America was awarded contracts for six restaurant locations. One of its new offerings is a concept that celebrates Cincinnati Bengals football. Paul Loupakos, senior vice president of As Ruiz explains it, they felt that changing the search processDevelopment and Airport Retention at SSP could ultimately strengthen and diversify the airports commercialAmerica, lauds the CVG Commercial Team for program by attracting more operators. revamping its selection process for food and beverage providers.Something that COVID proved across many airports is thatThey are knowledgeable professionals who when you have a couple of prime operators, there is not enoughunderstand how the business has changed competition to ensure the level of service desired, he remarks.since the COVID-19 pandemic, LoupakosPAUL LOUPAKOSThey also noticed a negative post-pandemic trend: If one companysays. The CVG team understands how operated all of the concessions in a single concourse, that operatoressential it is that airports and restaurateurs work collaboratively could cherry pick which locations to bring back to service afterto ensure we develop restaurants in a win-win-win manner which passenger traffic resumed in order to protect its own bottom line.works for the airport, companies like SSP and, ultimately, the By diversifying, we ensure that we are providing a higher customerpassengers.experience in terms of operators, menus and pricing, adds Ruiz. The Commercial Team consequently switched to an RFQ processWe have participated in every competitive bid process for its most recent bid package, issued in October 2023; and Ruizimaginable and leave it to the airports to determine the best and Hegedus report that their goal has been achieved. In early 2024,approach, he continues. Ultimately, what we care about is CVG awarded contracts for four full-service restaurants and threebringing a taste of place and authentic experiences to airports coffee/snack outlets: two in Concourse A and five in Concourse B.because we believe this approach produces a unique experience Importantly, the winning bidders are adding the variety and qualityfor travelers which highlights the regions culinary landscape.Ruiz and Hegedus were hoping to attract. Healthy Competition, Healthy MenusIn With the New Tailwind Hospitality rounds out CVGs first slate of winning bids using the This time around we knew we had eight locations we wanted toRFQ process. Its Sambazon counter-service location features acai bowls award, and rather than going the traditional route of combining threewith berries and other natural fruits. The new health-oriented option or four locations in a package and being very prescribed on what weopened at the airport in October 2024, after the wanted in terms of type of cuisine, brand level, investment and otherCommercial Team worked with Tailwind to fine-tune factors, we decided to leave those details open-ended and focus onits proposed concept.the concept, Ruiz relates. Jerry Brienza, vice president of Business By switching from strictly RFPs to sometimes adding RFQs, Development and Relationship Management the airport was able to focus on the qualifications of potentialfor the company, notes that the RFQ follow-up operators and their concepts, while leaving the specific financialsinterview provided constructive, open dialogue out of the equation. that enabled Tailwind to showcase its workingJERRY BRIENZAAirportImprovement.comJanuary | February 2025'