The Patillo Group team of subject
matter experts delivers technology directives, leadership and
guidance in analysis, forecasting and trending for and about the
airport concessions industry worldwide.
Airport master developers,
concessionaires, institutional and global investors, development
companies and research firms turn to TPG to optimize existing
programs, evaluate individual concepts, and conduct competitive
analysis for one-off spaces as well as airport concessions master
plans. TPG additionally offers expertise in assisting with
certification, negotiating licensing agreements and evaluating
operational effectiveness of individual spaces and airport terminal
A TPG team member was Director of Concessions for Hartsfield-Jackson
Atlanta International Airport and was specifically hired to lead the
design, evaluation and selection process for the world’s largest
single airport concessions RFP which included existing and newly
created spaces for retail, food and beverage, and business travel
services in Concourse E and the new Maynard H. Jackson, Jr.
International Terminal (Concourse F).
After implementation, we managed
the 300+ location concessions program generating nearly $500M in
annual revenue at the world's busiest and most efficient airport.
His scope also included capsule hotels, first-class common-use
lounges, advertising, rental cars, and other special business
Prior to leading concessions efforts
at Hartsfield-Jackson Atlanta, our team member worked at Seattle-Tacoma,
Chicago O'Hare, and Washington Reagan National. In addition to
public sector experience, as an operator, he ran successful
concessions at Denver, Jacksonville, Houston and LAX.
As a highly pursued and industry proclaimed subject matter expert in
airport concessions, Our team is available to perform
analysis, forecasting and trending for and about the airport
concessions industry. TPG is known for being a thought leader for
space planning, interior design and MEP development and has given
several presentations at airport industry conferences such as AAAE,
ACI and ARN.
Concessions Program Planning and MEP Concept Layout
Assess airport space and select concepts; arrange concessions
concepts in optimal combinations given space constrictions and
back-of-house requirements; deliver recommendations on point-of-sale
configuration, signage, and support space allocation.
Devise the optimal strategy for securing qualified, capable
concessions operators given the prevailing governmental structure,
airport management model, and local business community.
Engage concessionaires to develop and negotiate win-win lease
agreements that promote a dynamic airport business environment.
Concession Program Financial Performance Evaluation
Use ratio analysis and profitability metrics to assess quality of
revenues delivered by entire concessions program. Benchmark program
against relevant competitive airport programs.
ACDBE Program Compliance Analysis and Solutions
Develop and implement ACDBE program improvement initiative using a
outreach sessions designed to attract operationally qualified
women-owned and minority-owned businesses. Evaluate program
compliance against FAA approved goals; measure results against
relevant airport peer group. Goal-seek program achievement to attain
Concessions - Individual Concept Performance Analysis
Analyze individual concept types and/or concept locations to
determine performance level relative to industry standards.
Airport Relationship Management: generate and maintain
mutually beneficial relationships with targeted, key airport
managers, directors and executives in a way that produces meaningful
Concept Optimization: general concept troubleshooting; market
positioning analysis within the airport environment, pricing
analysis, assessment of bundling options, social media marketing
Customer Service Process Improvement: queuing solutions, menu
optimization, time-motion studies
Request for Proposals Response: generate qualified, compliant
RFP responses that emphasize key attributes of respondent
Contract Negotiation: provide leasing assistance with
negotiation on contract with airport or management entity;
preparation of key exhibits to the lease agreement; negotiation
leadership at key airport meetings.
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