Valet Parking Services 101So You Want to Be a

Valet Parking Services Providerat PHX

Phoenix Sky Harbor International Airport PHX Small Business Workshop SeriesSeptember 24, 2015

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The City of Phoenix Aviation Department is a committed and proactive partner to the small business community.

Valerie Churchwell, Small Business Engagement Manager • Advocating on behalf of Small and Disadvantaged Business

Enterprises (S/DBE). • Providing contracting opportunity information to SBEs• Assisting prime contractors with identifying SBEs • Educating SBEs on “how to” access contracting opportunities• Hosting small business networking forums• Assisting with monitoring SBE utilization on contracts with

participation goals

THE AVIATION DEPARTMENT’S COMMITMENT to OUTREACH

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TRACEY RIVASValet Parking Services Program

Acting ManagerBusiness and Properties

SKY HARBOR TEAM

ROXANN FAVORSDeputy Aviation DirectorBusiness and Properties

ANGELA BOOKEREqual Opportunity Specialist

Equal Opportunity Department

VALERIE CHURCHWELLSmall Business Engagement

Manager

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Presentation will be available at https://www.phoenix.gov/solicitations/351 - NEW LOCATION

Sign in sheet will be available at https://www.phoenix.gov/solicitations/351 - NEW LOCATION

PHX Information meetings and workshops are open to any small business firm interested in pursuing valet parking services opportunities. ***You do not have to be a certified firm to attend***

REMINDER

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DISCLAIMER: Attendance of a PHX information session or workshop does not guarantee work with the

City of Phoenix Aviation Department.

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REMEMBERAll information provided isSUBJECT TO CHANGE

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SO YOU WANT TO BE AVALET PARKING SERVICES PROVIDER

at PHX?

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SKY HARBOR PARKING

CY 2014• 24,000 parking spaces• 2.8M annual transactions• $80.6M total gross revenue

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WAYS TO PARTICIPATE

• Contract Holder• Joint Venture partner• Licensee

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• Goods and Services Provider- Technology- Uniforms- Signage for Kiosk- Office Supplies- Printing- Tents/Awning/Canopy (for

cars & worker) - Consultants/Customer

Service Training- Etc.

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OWNER ATTRIBUTES

Your reputation!• Strong operation (off-airport or at an airport)• Provider of quality customer service• Positive community connections• Experienced team Innovative and creative in developing, planning,

designing, and delivering a special/unique valet parking experience

Outstanding communication skills

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• Insurance• Marketing• “Typical” valet parker

There are similarities to street valet parking services when owning and operating an Airport Valet Parking

AIRPORT VALET vs STREET VALET

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AIRPORT VALET vs STREET VALET

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AIRPORTBUSINESS MODEL

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LOGISTICS

• Days of operation• Operating hours• Pricing• Employee costs

- Badging- Parking- Regulations (Federal Aviation Administration/Transportation Security Operations)

• Airline schedules- Impact passenger arrivals

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PROCUREMENT PROCESS

Valet Parking Services will be offered through a Revenue ContractSolicitation (RCS) Process.

RCS will provide specific details including:• Contract terms• Minimum qualifications

- Company- General Manager

• Outreach Requirements

In addition, - Descriptions of additional amenities will not be allowed

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COMPANY EXPERIENCE

Whether you are an existing or new business, respondents are required to have:• Five (5) years, of working experience in a valet parking

services business operation.- Minimum 80,000 transactions

• Full time dedicated General Manager

*RCS Minimum Requirement

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GENERAL MANAGER EXPERIENCE

Whether you are an existing or new business, respondents General Manager’s are required to have:• Five (5) years of continuous working experience in the last

15 years, managing and supervising day-to-day valet parking services business operation.

NOTE 1: General Manager MAY NOT BE CHANGED throughout the RCS processNOTE 2: Changes to GM during the contract must be approved by Aviation. Replacement GM must meetminimum qualifications.

*RCS Minimum Requirement

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MAJOR VALET COMPANIES

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OUTREACH

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prospective respondents

This information is forpotential respondents for

the PHX Valet Parking Services Program.

VPS 101Target Audience:Personnel responsible for performing duties that

directly relate to outreach efforts for the

potential respondent.

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WORKSHOP OVERVIEW

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• Small Business Outreach Requirements (SBOR) terminology

• History• Small Business Outreach Requirements • SBOR Scenario• SBOR Forms

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SMALL BUSINESS OUTREACHOBJECTIVE

To achieve small business participation in every airport concession contract

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SBOR TERMINOLOGY

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ACDBE = Airport Concession Disadvantaged Business EnterpriseProgram implemented by local agencies pursuant to federal regulations, Title 49 Code of Federal Regulations Part 23 (49 CFR Part 23). This program applies to contracts and concessions administered by airports that receive financial assistance from the Federal Aviation Administration.

DBE = Disadvantaged Business EnterpriseProgram implemented by local agencies and state departments of transportation pursuant to federal regulations 49 CFR Part 26. This program applies to all contracts financed in whole or in part by the Federal Aviation Administration, Federal Transit Administration or Federal Highway Administration.

SBE = Small Business EnterpriseProgram implemented by the City of Phoenix to promote small business development. Only applicants who meet the certification requirements set forth in Chapter 18, Article VIII of the Phoenix City Code Eligibility requirements for SBE certification will be certified.

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SBOR TERMINOLOGY

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SBC = Small Business Concern. Identification is a self registration/self-identification not a certification designation.

PNW = Personal net worth. All Assets excluding interest in the business and primary residence cannot exceed $1,320,000.

Joint Venture Partner = Association of a firm and one or more other firms to carry out a single, for-profit business enterprise.

Sublease Partner = Firm that has a sublease with a prime operator, rather than with the airport itself, to operate a concession at the airport.

Goods and/or Services providers = Firms that provide goods and/or services that represent a commercially useful function directly to airport concessionaires

Respondent = Entity (i.e., firm, company, individual) that submits a proposal to the City of Phoenix.

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The City of Phoenix defines small business firms as:– Independent and for profit business concerns– Owned and controlled by one or more persons

• Personal Net Worth (PNW) of each owner(s) cannot exceed $1.32 million

• Gross sales (averaged over the business' previous 3 fiscal years) cannot exceed the Small Business Administration (SBA) guidelines

WHAT IS A SMALL BUSINESS?

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SMALL BUSINESS TYPES

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- Airport Concession Disadvantaged Business Enterprise (ACDBE)*

- Disadvantaged Business Enterprise (DBE)*

- Small Business Enterprise (SBE)*

- Small Business Concern (SBC)

- Self-declared small business

*Certifications available through the City of Phoenix

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SMALL BUSINESS TYPES

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Supplier of Goodsand/or

Services

3 TYPES OF BUSINESS AGREEMENTS

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REMEMBERAll information provided isSUBJECT TO CHANGE

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WHAT ARESMALL BUSINESSOUTREACH REQUIREMENTS?VALET PARKING SERVICES

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SMALL BUSINESSOUTREACH REQUIREMENTS

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REMEMBER: Small Business Outreach is a process!

A RESPONDENT MUST:Identify opportunities for small business participationConduct outreach for small business participationEvaluate small business proposals, andNotify each small business that responded to the respondent’s outreach efforts of the selection decision, whether or not the small business was selected

1.2.3.4.

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SBOR FORMS

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Attachment C-B

“Negotiations With Small Businesses”Attachment C-A (copy as needed)

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STEP #1IDENTIFY OPPORTUNITIES

for SMALL BUSINESS PARTICIPATION

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A respondent must identify opportunities in which small businesses can participate

in its proposal!

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STEP #1IDENTIFY OPPORTUNITIES

for SMALL BUSINESS PARTICIPATION

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A respondent must document the business opportunities identified for small businesses in Column C of Attachment C-A.

Supplier of Goods and/or Services

- Technology- Uniforms- Signage for Kiosk- Office Supplies- Printing- Tents/Awning/

Canopy (for cars & worker)

- Consultants/Customer Training Service

- Etc.

Joint Venture or Sublease Partner

OR

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STEP #2CONDUCT OUTREACH FOR SMALL BUSINESS

PARTICIPATION

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As a respondent there are several different ways to conduct outreach for small business participation:

• Advertise in Newspapers and/or Websites• Seek assistance from Small Business

Advocacy Groups• Host a Business Outreach Event• Announce via Email • Other

A RESPONDENT must conduct outreach for small business participation opportunities!

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Aviation Department Advertising Venue Publication TypeAirport Minority Advisory Council (AMAC) On-line

Airport Revenue News On-line News Flashes

Airports Council International –North America (ACI-NA)

On-line

American Association of Airport Executives (AAAE)

On-line

Arizona Informant Newspaper

Arizona Republic - City Page Newspaper

AZ Business Gazette On-line

BidSource On-line

FAA dbE-Connect On-line

Prensa Hispana (in Spanish) Newspaper

STEP #2 Advertise in Newspapers and/or Websites

EXAMPLES

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STEP #2: Seek assistance fromSmall Business Advocacy Groups

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A respondent can seek assistance from small business advocacy groups, chambers, and associations to advertise its opportunities to their memberships.

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STEP #2Host a Business Outreach Event

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A respondent can advertise its opportunities by hosting a Business Outreach Event:

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STEP #2Announce via Email

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A respondent can advertise its opportunities by sending an email to: • Individual contacts• Sky Harbor “Interest List”• City of Phoenix Certified SBE Directory

phoenix.diversitycompliance.com (select "City of Phoenix SBE Directory“)

• Arizona Unified Certification Program (AZUCP) DBE/SBC Directory includes ACDBEs

adot.dbesystem.com (select "Search for DBEs and SBCs" second box from right)

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ON-LINE DIRECTORIESCITY OF PHOENIX (SBE only)AZUCP (DBE, ACDBE, SBC)

City of Phoenix

AZUCP

Search for SBE ONLY

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STEP #2CONDUCT OUTREACH FOR SMALL BUSINESS

PARTICIPATION

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A respondent must document the Solicitation Method used to outreach to small businesses in Column Dof Attachment C-A.

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RFP ESSENTIAL INFORMATIONCont.

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REMEMBERA respondent must submit proof of ALL small business solicitations.

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• Advertisements• Small Business Advocacy Groups• Business Outreach Events• Email• Other

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STEP #2CONDUCT OUTREACH FOR SMALL BUSINESS

PARTICIPATION

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A respondent must identify the small businesses that have responded to the respondent’s outreach efforts in Column A of Attachment C-A. Also include the “Small Business Type” in Column B.

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STEP #3EVALUATE SMALL BUSINESS PROPOSALS

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DEFPROPOSAL

A respondent must evaluate all proposals it receives from small businesses.

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STEP #3EVALUATE SMALL BUSINESS PROPOSALS

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A respondent must document each Small Business Selection Decision Column E of Attachment C-A.

If the firm is not selected, a respondent mustlist reason why.

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STEP #4NOTIFY EACH SMALL BUSINESS OF DECISION

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A respondent must notify each small business that responded to the respondent’s outreach efforts of the selection decision, whether or not the small business was selected.

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STEP #4NOTIFY EACH SMALL BUSINESS OF DECISION

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A respondent must document the Communication of Selection Outcome used to notify each small business of its selection decision in Column F of Attachment C-A.Record the:• Date of the communication• Method of Communication

(i.e., email, letter, fax, etc.)

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RFP ESSENTIAL INFORMATIONCont.

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• Emails• Letters• Faxes• Phone logs

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REMEMBERA respondent must submit proof of ALLcommunications of selection outcomes with small businesses.

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RFP ESSENTIAL INFORMATIONCont.

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1. Identify opportunities for small business participation

2. Conduct outreach for small business participation

3. Evaluate small business proposals, and

4. Notify each small business that responded to the respondent’s outreach efforts of the selection decision, whether or not the small business was selected.

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REMEMBERDOCUMENT, DOCUMENT

DOCUMENT!!!

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OUTREACH REVIEW

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As a matter of responsiveness, EOD Compliance Team reviews Small Business Outreach package for:• Execution of the four (4) steps• Complete forms• Thorough documentation of efforts

Met/Not Met

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OUTREACH “TIPS”

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Identify staff responsible for small business outreach early in the process Forward RFP as soon as issued Attend pre-proposal meeting Practice completing forms Ask questions before the “deadline for

questions” identified in the RFP

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RFP ESSENTIAL INFORMATIONCont.

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REMINDERNo ACDBE or DBE Participation goals on

Valet Parking Services @ PHXBUT

Small Business Outreach Efforts are Required!

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ADVANCE REGISTRATION REQUIRED Register at http://october15aviationvaletfastpitch.eventbrite.com

by Wednesday October 7, 2015

This session is free and open to the publicFor reasonable accommodations, please contact Valerie Churchwell/Aviation at Voice/602-273-2024 or TTY relay 1-800-781-1010

as early as possible to coordinate needed arrangements

Thursday, October 15, 2015Facilities and Service Building (Conference Rooms A&B)

VALET FASTPITCH

CITY OF PHOENIX AVIATION DEPARTMENT

OUTREACH WORKSHOP SERIES

PHXVALET 092315vc

• For Small Business Valet Operators and Goods/Services providers• One “pitch” person per company• 3 minute limit

Participants will be notified of their “pitch” time NO LATER THAN Friday, October 9th

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WHY WE HAVE YOU FASTPITCH?

• Creates Visibility for Small Businesses• Showcases Entrepreneurs to potential Partners• Capacity Building through Messaging

*Lead to additional Contract Opportunities

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30+ minute meeting3 minutes30 seconds

= potential CONTRACT

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QUESTIONS TO CONSIDER WHEN DEVELOPINGYOUR PITCH

Is your partnership, approach or idea novel and unique? How is your partnership, product or service creating better resultsthan other similar partners, products or services?

Does the message reach the audience, hold their interest and touch their emotions? Will it leave a lasting impact on them (for the “right reasons)? Will they want to know more and follow-up?

Does partnership, product or service address an important issue for them?

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Does your partnership, product or service make a significant impact in the respondent’s ability to “win” Valet Parking Services @ PHX?

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• Give the important facts• Be specific• Be clear and concise

Practice, Practice, Practice!You only have

IMPORTANT GUIDELINES

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SUGGESTIONS

• Register to be notified of opportunities • Attend pre-proposal conference• Download attendee lists • Attend trainings and networking events • Start looking for your partners now • Read “Resource Materials” • For information about the Valet Parking Services

program, check “phoenix.govsolicitations/351” frequently

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ADMINISTRATIVE POINTS

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- Information presented in this workshop related to contracting opportunities is subject to change.

- Register for all meetings and workshops via EventBrite.

Contacts:Valet Parking ServicesTracey Rivas, tracey.rivas@phoenix.gov

Elizabeth Terrazas, elizabeth.Terrazas@phoenix.gov

ACDBE, DBE and SBE CertificationBrenda Nunez, brenda.nunez@phoenix.gov

ACDBE, DBE and SBE ComplianceAngela Booker, angela.booker@phoenix.gov

Small Business resource/informationValerie Churchwell, valerie.churchwell@phoenix.gov

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WHAT’s NEXT…

ALL VPS PRESENTATIONS AND ATTENDEES SHEETS WILL BE POSTED ON https://www.phoenix.gov/solicitations/351

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Thank you