So You Want to Be a Valet Parking Services …...SO YOU WANT TO BE A VALET PARKING SERVICES PROVIDER at PHX? 7 SKY HARBOR PARKING CY 2014 • 24,000 parking spaces • 2.8M annual

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

2VALET PARKING SERVICES WORKSHOP SERIES | VPS 101

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

3

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

VALET PARKING SERVICES WORKSHOP SERIES | VPS 101

44

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


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

City of Phoenix Aviation Department.

5

REMEMBERAll information provided isSUBJECT TO CHANGE

6

SO YOU WANT TO BE AVALET PARKING SERVICES PROVIDER

at PHX?

7

SKY HARBOR PARKING

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

VALET PARKING SERVICES WORKSHOP SERIES | VPS 101 7

8

WAYS TO PARTICIPATE

• Contract Holder• Joint Venture partner• Licensee


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

cars & worker) - Consultants/Customer

Service Training- Etc.

9

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



• 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

11

AIRPORT VALET vs STREET VALET


AIRPORTBUSINESS MODEL

12

LOGISTICS

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

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

• Airline schedules- Impact passenger arrivals


13

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


14

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


15

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


16

MAJOR VALET COMPANIES


1717

OUTREACH

VALET PARKING SERVICES WORKSHOP SERIES| VPS 101

18

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.

18

19

WORKSHOP OVERVIEW


• Small Business Outreach Requirements (SBOR) terminology

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

19

20

SMALL BUSINESS OUTREACHOBJECTIVE

To achieve small business participation in every airport concession contract

VALET PARKING SERVICES WORKSHOP SERIES| VPS 101 20

21

SBOR TERMINOLOGY


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.

22

SBOR TERMINOLOGY


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.

23

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?

23VALET PARKING SERVICES WORKSHOP SERIES| VPS 101

24

SMALL BUSINESS TYPES


- 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

25

SMALL BUSINESS TYPES


Supplier of Goodsand/or

Services

3 TYPES OF BUSINESS AGREEMENTS


REMEMBERAll information provided isSUBJECT TO CHANGE

26

27

WHAT ARESMALL BUSINESSOUTREACH REQUIREMENTS?VALET PARKING SERVICES

28

SMALL BUSINESSOUTREACH REQUIREMENTS

28VALET PARKING SERVICES WORKSHOP SERIES| VPS 101?

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.


30

SBOR FORMS

VALET PARKING SERVICES WORKSHOP SERIES| VPS 101 30“Small Business Utilization Commitment”

Attachment C-B

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

31

STEP #1IDENTIFY OPPORTUNITIES

for SMALL BUSINESS PARTICIPATION


A respondent must identify opportunities in which small businesses can participate

in its proposal!

32

STEP #1IDENTIFY OPPORTUNITIES

for SMALL BUSINESS PARTICIPATION


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

33

STEP #2CONDUCT OUTREACH FOR SMALL BUSINESS

PARTICIPATION

33

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!


3434

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


35

STEP #2: Seek assistance fromSmall Business Advocacy Groups

35

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


36

STEP #2Host a Business Outreach Event

36

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


37

STEP #2Announce via Email

37

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)


38

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

City of Phoenix

AZUCP

Search for SBE ONLY

Search for DBE, ACDBE, and SBCVALET PARKING SERVICES WORKSHOP SERIES| VPS 101

39


PARTICIPATION

39

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


40

RFP ESSENTIAL INFORMATIONCont.

VALET PARKING SERVICES WORKSHOP SERIES| VPS 101 15VALET PARKING SERVICES WORKSHOP SERIES| VPS 101 9

REMEMBERA respondent must submit proof of ALL small business solicitations.

40

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

41


PARTICIPATION

41

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.


42

STEP #3EVALUATE SMALL BUSINESS PROPOSALS

42

DEFPROPOSAL

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


43

STEP #3EVALUATE SMALL BUSINESS PROPOSALS

43

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.


44

STEP #4NOTIFY EACH SMALL BUSINESS OF DECISION

44

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.


45

STEP #4NOTIFY EACH SMALL BUSINESS OF DECISION

45

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.)


46



• Emails• Letters• Faxes• Phone logs

46

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

47


47

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.


48

REMEMBERDOCUMENT, DOCUMENT

DOCUMENT!!!


49

OUTREACH REVIEW


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

50

OUTREACH “TIPS”

50

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


51



REMINDERNo ACDBE or DBE Participation goals on

Valet Parking Services @ PHXBUT

Small Business Outreach Efforts are Required!

52

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

53

WHY WE HAVE YOU FASTPITCH?

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

*Lead to additional Contract Opportunities


30+ minute meeting3 minutes30 seconds

= potential CONTRACT

54

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?

54

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

55

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

Practice, Practice, Practice!You only have

IMPORTANT GUIDELINES


56

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

57

ADMINISTRATIVE POINTS


- 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, [email protected]

Elizabeth Terrazas, [email protected]

ACDBE, DBE and SBE CertificationBrenda Nunez, [email protected]

ACDBE, DBE and SBE ComplianceAngela Booker, [email protected]

Small Business resource/informationValerie Churchwell, [email protected]

58

WHAT’s NEXT…

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

59

Thank you

Documents

So You Want to Be a Valet Parking Services …...SO YOU WANT TO BE A VALET PARKING SERVICES PROVIDER at PHX? 7 SKY HARBOR PARKING CY 2014 • 24,000 parking spaces • 2.8M annual