MarketPlace Development, in conjunction with the Metropolitan Washington Airports Authority (MWAA), invites all local, regional, and national retailers, quick-service food operators, and restaurateurs to learn more about the opportunities that will be available for the fifth phase of leasing at Ronald Reagan Washington National Airport (DCA) and Washington Dulles International Airport (IAD).

1. June 25, 2015
Summer Concessions
Leasing Opportunities Outreach Forum

2. Agenda
 Opening Remarks
 IAD & DCA Concessions Progress Report
 Overview – Dulles International and Reagan National Airports
 Airport Concessions Disadvantaged Business Enterprise
(ACDBE) Certification Information
 Summer 2015 Leasing Opportunities
 Question / Answer Session

3.  Public Outreach Forums ‐ 4
 Number of People that Attended Outreach Forums ‐ 983
 Number of Proposals Sent ‐ 2,491
 Number of Responses Received ‐ 743
 Number of Spaces Leased ‐ 163
 Estimated Tenant Capital Investment ‐ $78 Million
 Percentage of the Entire Redevelopment Program Leased ‐ 84%
 Number of Companies Currently in the Redevelopment Program ‐ 55
 Estimated Total Annual Rent Increase ‐ $11 Million
 Number of Units Open as of 6/25/15 ‐ 74
Accomplishments to Date
Through Phase IV

4. Leasing Recap

5. Dulles International Leasing Update
Retail
3

6. Brands at Dulles International

7. Reagan National Leasing Update

8. Brands at Reagan National
grille district

9. Local Concepts

10. &pizza

11. brb
(be right burger)

12. Taylor Gourmet

13. Washington
Informer

14. American Tap
Room

15. Capitol Grounds
Coffee

16. Five Guys

17. Chef‐Driven Concepts
By Michael Symon
By Geoff Tracey
with Jeff Tunks
with Carla Hall
with Ruth Gresser
with Robert Wiedmaier
By Richard Sandoval
By Mike Isabella
By Wolfgang Puck

18. Reservoir
with Robert Wiedmaier

19. Page
with Carla Hall

20. Tagliare
with Ruth Gresser

21. Custom Burgers
with Jeff Tunks

22. El Centro D.F.
By Richard Sandoval

23. Kapnos Taverna
By Mike Isabella

24. The Kitchen
By Wolfgang Puck

25. Bar Symon
By Michael Symon

26. Chef Geoff’s
By Geoff Tracey

27. District

28. Bistro Atelier

29. Legal Sea Foods

30. District Chop
House

31. Grille District

32. Firkin & Fox

33. DC Craft
Brews

34. Smashburger

35. Better Brands

36. Brooks Brothers

37. Burberry

38. Tumi

39. Coach

40. Montblanc

41. Thomas Pink

42. L’Occitane

43. Michael Kors

44. Vineyard Vines

45. Swarovski

46. Estēe Lauder/
M.A.C

47. Overview

48.  Manager for the food & beverage and retail programs at
Dulles International and Reagan National Airports
 Responsibilities include:
 Leasing
 Marketing
 Management
 ACDBE Compliance
 Construction Coordination

49. IAD Overview
 135 gates
 133 domestic & international destinations
 28 international carriers with over 400 weekly departures
 21.6 million passengers in 2014
 18,000+ employees
 11th consecutive year of international growth

50. IAD Overview
Passenger Demographics
 76% of passengers spend more than one hour in
the airport prior to departure
 61% of passengers spend more than 90 minutes
at the airport prior to departure
 Median income ‐ $92,810

51. DCA Overview
 44 gates
 434 daily departures
 81 non‐stop destinations
 20.8 million passengers in 2014 (highest since
opening)
 7,000+ employees

52. DCA Overview
Passenger Demographics
 60% of passengers spend more than one hour in
the airport prior to departure
 42% of passengers spend more than 90 minutes
at the airport prior to departure
 Median income ‐ $96,110

53. IAD and DCA Overview
2014 Sales and Enplanements
IAD
 Sales: $105.6 Million
 Enplanements: 10.6 Million
 Sales per Enplanement: $9.94
DCA
 Sales: $95.2 Million
 Enplanements: 10.5 Million
 Sales per Enplanement: $9.11

54. IAD Overview
Sales PSF (by Category)
 Over 100 shops
 2014 sales per
square foot: $996
$1,114 $1,107
$545
$996
$200
$600
$1,000
$1,400

55. $1,489
$1,715
$520
$1,319
$200
$600
$1,000
$1,400
$1,800
$2,200
$2,600
$3,000
DCA Overview
Sales PSF (by Category)
 Over 75 shops
 2014 sales per
square foot:
$1,319

56. Unique Airport Conditions

57. Unique Airport Conditions
 Space size
 Aggressive economics
 Hours of operation
 Storage
 Distribution and delivery
 Design and construction
 ACDBE requirements
 Security

58. IAD Overview
Hours of Operation (Average)
Location Food & Beverage Hours* Retail Hours*
Main Terminal 24 Hours 5:00 AM – 10:00 PM
Concourse A 6:00 AM – 10:00 PM 6:00 AM – 9:00 PM
Concourse B 5:00 AM – 9:00 PM 6:00 AM – 9:00 PM
Concourse C 5:00 AM – 10:00 PM 7:00 AM – 9:30 PM
Concourse D 5:00 AM – 10:00 PM 7:00 AM – 9:30 PM
*Select Retail, Newsstands and Food & Beverage locations are open 24 hours.
All hours are subject to change based on flight schedules.

59. DCA Overview
Hours of Operation (Average)
Location Food & Beverage Hours* Retail Hours*
National Hall 6:00 AM – 9:00 PM 7:00 AM – 8:00 PM
Terminal A 5:00 AM – 9:00 PM 7:00 AM – 8:00 PM
Terminal B 5:00 AM – 9:00 PM 7:00 AM – 8:00 PM
Terminal B/C 5:00 AM – 9:00 PM 7:00 AM – 8:00 PM
Terminal C 5:00 AM – 9:00 PM 7:00 AM – 8:00 PM
*Select Retail, Newsstands and Food & Beverage locations are open 24 hours.
All hours are subject to change based on flight schedules.

60. Marketing Program

61. Marketing Support
 Merchant Communication
 Customer Service
 Branding and Digital Marketing
 Sales Programs and Events
 Leasing Outreach
 Public Relations

62. Marketing Awards
 2014 ICSC MAXI Gold‐ NOI Enhancement
 2014 ICSC MAXI Finalist‐ New Media & Emerging Technology
 2013 ICSC MAXI Finalist‐ New Media & Emerging Technology

63.  Each store receives two secret shop evaluations in each “round.”
 Rounds of secret shopping occur every two months, meaning that a store
will receive 12 evaluations in a 12‐month period.
 Associates who earn a score of 100% on secret shop evaluations receive a
$100 gift card reward; 94‐99% receive a $50 gift card.
 Each round of secret shop evaluations are followed by one‐on‐one tenant
consultations.
 Management and associate training seminars are held quarterly. Topics are
selected based on tenant feedback and cater to each property’s needs.
Customer Service Program
Secret Shop Evaluations, Consultations, and Training

64. Customer Service Program
Training Seminars

65. ANNUAL MERCHANT MEETINGS

66. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Airport Concession Disadvantaged Business Enterprise
(ACDBE) Program

67. ACDBE
(Airport Concessions Disadvantaged Business Enterprise)
 Goals of our contract – 25% Retail; 35% Food & Beverage
 Number of ACDBE Firms Currently in the Redevelopment
Program – 36
 Estimated Percentage of ACDBE Participation – 49.46%

68. Julian F. Senter
Assistant Manager of ACDBE Certifications
Equal Opportunity Programs Department
Metropolitan Washington Airports Authority

69. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Airport Concession Disadvantaged Business Enterprise
(ACDBE) Program
Federally required program that is locally implemented
Pertains to concession activities of airports receiving Federal financial
assistance from Federal Aviation Administration (FAA)
Intended to ensure nondiscrimination in the award and administration of
concession opportunities and create a level playing field on which ACDBEs
can compete fairly for concession opportunities

70. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Code of Federal Regulations
49 CFR Part 26
49 CFR Part 23

71. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Equal Opportunity Programs (EOP)
Department
The EOP Department is responsible for the implementation of the Airports
Authority’s ACDBE Program in accordance with 49 CFR Parts 26 and 23 as
amended
EOP’s primary ACDBE responsibilities:
• Outreach
• Certification
• Compliance

72. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
ACDBE Basic Eligibility Requirements
51% owned and controlled by socially and economically disadvantaged
individual(s)
Disadvantaged owner(s) must be U.S. citizen(s) or lawfully admitted
permanent resident(s) of the U.S.
Firm must meet ACDBE small business size standard, generally, $56.42
million in average annual gross receipts (3 year average). Affiliates are
included.
Firm must be organized as a for-profit business

73. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Presumptive Disadvantaged Groups (Rebuttable)
African Americans
Hispanic Americans
Subcontinent Asian Americans
Native Americans
Asian-Pacific Americans
Women

74. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Burden of Proof
Ownership (documentable proof)
Management Control (daily control)
Owner(s) Personal Net Worth is below $1.32 million
(after allowable adjustments)
Firm meets ACDBE size standards (gross receipts or number of
employees)

75. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
ACDBE Certification Process
Home state ACDBE certification first
Submit complete DBE Uniform Certification Application
Submit all applicable supporting documents (15-25 documents)
Site visit/interview with principal owner(s)
Request for additional information/clarification (if necessary)
Render final decision (within 90 days of receipt of full application,
including additional requested information)

76. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
ACDBE Allowable Participation
ACDBE participation may be achieved through the following methods:
Direct lease with ACDBE
Sublease or subcontract with ACDBE
Joint Venture with ACDBE(s)

77. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Joint Ventures
Association of an ACDBE firm and one or more other firm(s)
Carry out a single, for profit business enterprise
Parties combine their property, capital, efforts, skills, and knowledge
ACDBE is responsible for a distinct, clearly defined portion of the work
of the contract
ACDBE share of capital contribution, control, management, risks, and
profits of the joint venture are commensurate with ACDBE firm’s
ownership interest

78. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Joint Ventures
ACDBE joint venture member must be certified in the type of work to
be undertaken in the joint venture
Joint venture entities cannot be certified as an ACDBE
Joint venture agreement must be reviewed and approved by EOP prior
to lease/contract execution, for ACDBE participation to count toward
meeting the ACDBE goal

79. M E T R O P O L I T A N W A S H I N G T O N A I R P O R T S A U T H O R I T Y
Information
www.mwaa.com
Metropolitan Washington Airports Authority
Office of Equal Opportunity Programs
Suite 144
1 Aviation Circle
Washington, DC 20001-6000
(703) 417-8625
Richard Gordon
Manager of Equal Opportunity Programs
richard.gordon@mwaa.com
Julian F. Senter
Assistant Manager of DBE/ACDBE
Certifications
julian.senter@mwaa.com
Terry L. Woodson
Assistant Manager of Outreach
terry.woodson@mwaa.com

80. Retail Merchandising Unit (RMU) / Kiosk Program

81. Retail Merchandising Unit (RMU)
and Kiosk Program
 Focus on unique needs of
each airport
 Re‐design of RMU / Kiosk
Program at both airports
 New state‐of‐the‐art
fixtures
 Opportunity for:
 Small businesses
 Entrepreneurs
 Short‐term commitment
 Low capital
 Incubation to permanent
tenant

82. New RMU and Kiosk Design
Conceptual RenderingConceptual Rendering

83. Specialty Leasing Locations
17 RMUs & 4 Kiosks
 IAD
 Concourse A – 5 RMU Locations
 Concourse B – 7 RMU Locations
 DCA
 National Hall – 5 RMU Locations
 National Hall – 4 Kiosk Locations

84. Dulles International
Specialty Leasing Opportunities

85. Reagan National
Specialty Leasing Opportunities

86. Leasing Opportunities
IAD and DCA

87. Dulles International
Leasing Opportunities by Category
 1 Bar / Restaurant Location
 3 Quick Serve Locations
 1 Café with Grab n’ Go Location
 1 Café with Bar Location
 1 Coffee Kiosk Location
 1 Coffee with Grab n’ Go Location

88. Dulles International ‐ Opportunities
6‐ Coffee w/ Grab n’ Go
Retail
31‐Bar/Restaurant
2‐ Coffee (Kiosk) 3‐ National Fast Food Brand
4‐Mexican Quick Serve 5‐Asian Quick Serve
7‐ Café with Bar
8‐Café with Grab n’ Go

89. Dulles International
Opportunities in Concourses C and D
Retail
1‐ Bar/Restaurant
1,105 SF
2‐Coffee Kiosk
(24 Hours)
459 SF
3‐ National Fast Food Brand
2,449 SF

90. Dulles International
Opportunities in Concourses C and D
1‐Bar/Restaurant
1,105 SF
2‐Coffee Kiosk
24 Hours
459 SF
3‐National Fast Food Brand
2,449 SF

91. Dulles International
Opportunities in Concourses A and B
6‐Local/Regional
Coffee w/ Grab n’ Go
970 SF
3
4‐Mexican Quick Serve
(to include breakfast)
2,265 SF
5‐Freshly prepared
Asian Quick Serve
1,329SF

92. Dulles International
Opportunities in Concourses A and B
6‐Local/Regional
Coffee w/ Grab n’ Go
970 SF
4‐Mexican Quick Serve
(to include breakfast)
2,265 SF
5‐Freshley Prepared
Asian Quick Serve
1,329 SF

93. Dulles International
International Arrivals Café Package
 1 In‐line Location for Café with Grab n’ Go
in Main Terminal, Baggage Level
 1 Kiosk Location for Café with Bar
in Main Terminal, Baggage Level

94. Dulles International
Main Terminal – Baggage Level
(International Arrivals)
7‐ Café with Bar
+/‐ 2,000 SF
8‐ Café with Grab n’ Go
1,547 SF

95. Dulles International
Main Terminal – Baggage Level
(International Arrivals)
7‐ Café with Bar
+/‐ 2,000 SF
8‐ Café with Grab n’ Go
1,547 SF

96. Dulles International
Main Terminal – Baggage Level Photo

97. Dulles International
Main Terminal – Baggage Level Photo

98. Dulles International ‐ Opportunities
6‐Local/Regional
Coffee w/ Grab n’ Go
970 SF
1‐Bar/Restaurant
1,105 SF
2‐Coffee Kiosk
(24 Hours)
459 SF
3‐National Fast Food Brand
2,449 SF
4‐Mexican Quick Serve
(to include breakfast)
2,265 SF
5‐Freshly prepared
Asian Quick Serve
1,329 SF
7‐ Café with Bar
+/‐ 2,000 SF
8‐Café with Grab n’ Go
1,547 SF

99. Reagan National
Leasing Opportunities by Category
 1 Retail Location
 1 Bar / Restaurant Location
 1 Coffee Kiosk Location

100. Reagan National ‐ Opportunities
2‐Retail
1‐Asian‐Sushi
Bar/Restaurant
3‐National Brand Coffee
(24 Hour Location)

101. Reagan National ‐ Opportunities
2‐Retail
611 SF
1‐ Asian‐Sushi
Bar/Restaurant
984 SF
3‐ National Brand Coffee
(24 Hour Location)
480 SF

102. Leasing Process

103. Leasing Goals
 Stimulate competition
 Drive revenue
 Get innovative concepts and best operators
 ACDBE participation and local businesses
 Transparency and open access

104.  Tenant outreach
 Create a list of interested
tenants for different
opportunities
 Proposals sent to
interested / qualified
parties
 Counter proposals
 Evaluate counters and
negotiation
 MWAA approval
 Offer lease
Leasing Process

105. Choosing a Tenant
“How do you choose a tenant for the airport?”
It is our practice to get multiple offers on each space to create demand, establish a
market value for the space, and ascertain the highest and best use for the location.
We then evaluate the offers based on the following:
 Use & Concept (innovative and new)
 Economics (rent)
 Operator Experience and Success
 Financial Strength of Operator
 ACDBE Participation
 Store Design
 Investment

106. Facebook
/DullesFoodandShops
/ReaganFoodandShops
Twitter
@IADFoodandShops
@DCAFoodandShops
Website
DullesFoodandShops.com
ReaganFoodandShops.com
Follow us online:

107. Contact Us
LEASING
Michael DiCosola
Executive Vice President, Leasing
mdicosola@marketplacedev.com
(617) 243‐7452
Susan Drury
Leasing Manager
sdrury@marketplacedev.com
(703) 417‐1565
Hanna Koren
Specialty Leasing Manager
hkoren@marketplacedev.com
(703) 417‐1565
GENERAL MANAGERS
Kathy Viola
General Manager, Reagan National (DCA)
kviola@marketplacedev.com
(703) 417‐1565
Kierran (KC) Casey
General Manager, Washington Dulles (IAD)
kcasey@marketplacedev.com
(703) 572‐5080
COMPLIANCE MANAGER
Eric Ruffin
Compliance Manager
eruffin@marketplacedev.com
(703) 417‐1565