PENSACOLA INTERNATIONAL AIRPORT

SELECTION COMMITTEE MEETING

REQUEST FOR PROPOSAL 13-008

Held at the Pensacola International Airport, 2430 Airport Boulevard, 2nd Floor Conference Room, Pensacola, Florida, on the 25th day of July, 2013, at 9 a.m.

Hitchcock and Associates

Registered Professional Reporters

111 South Baylen Street P. O. Box 13253 Pensacola, Florida 32591-3253

(850) 434-6447 / 434-6773

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2 A P P E A R A N C E S

Greg Donovan, Director Pensacola International Airport Wes Payne, Manager Cordova Mall Perry Hunter, Manager McGuires Irish Pub Bill Dagnall, Business Account Officer Navy Federal Credit Union Brad Roberts, Power Quality Systems Director S&C Electric Company Michael Laven, Property and Budget Manager Pensacola International Airport Richard Chinsammy, Consultant Concessions Solution Group

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3 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 MR. DONOVAN: Good morning, everybody. Im Greg I want

Were going to go ahead and get started. Donovan. Im the airport director here.

to thank you all for being here.

Again, were

working on the temperature, and theres refreshments on the side over there. I want to first start off by extending my gratitude to the selection committee. The

importance of having a strong food and beverage product here at Pensacola International Airport is a very important decision, and I have asked community leaders and experts in areas of retail and finance and traveling to give me some perspective in the selection process; and in doing so, it meant a commitment of time to read and study and to lend your very valuable opinions, and I want to thank you all for that and especially for taking the time today to work together as a committee and then potentially if there is more committee work in the selection process. I do want to introduce to the group here who the selection committee is, starting with Mr. Wes Payne. Wes is the manager for Cordova

Mall and Simon Properties and has got firsthand knowledge of retail and such a successful

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4 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 Union. operation of the full Cordova area. Really, the

anchor of retail is your mall and activity that millions of people that come through there. thank you for being here today. Wes,

Thank you for

your leadership in our community of retail, and you certainly know firsthand the products and items that are out there. here. Mr. Perry Hunter with McGuires. McGuires-we were talking about offline here-is certainly a restaurant-a destination restaurant when people come to the community, every time I have family members or out-of-town visitors. McGuires is an anchor to the community. thank you so much for being here. Bill Dagnall with Navy Federal Credit Needless to say, Navy Federal Credit Union Perry, We thank you for being

is becoming one of our most advanced employers, our largest employers, a corporate presence here that is so welcome and your leadership within the finance community and with Navy Federal Credit Union, all the exciting expansion thats taking place there. Were so very grateful, Bill, for

you to be here today to lend your perspectives as well.

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5 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 I love it. last night. MR. DONOVAN: MR. ROBERTS: late Dallas flight. MR. DONOVAN: I love it. On a different time zone. Now, Brad has traveled Well, even as lateOn the (unintelligible) Then last is Brad Roberts. Brad has

been a traveler through Pensacola International Airport before we were called Pensacola International Airport. MR. ROBERTS: I thinkI arrived at midnight

through the airport and has been a communityinvolved in the community for a long period of time and is a seasoned traveler, has seen products that work throughout the country and throughout the world. Brad, thank you for your time and a Im sorry the flight was late

quick turnaround. last night.

MR. ROBERTS: MR. DONOVAN:

Its always late. So the five of us are the

committee, and administratively, Michael Laven-Im going to turn it over to Michael to kind of walk us through some basics of it and then Richard, our consultant, is going to go into some details of where we go, and then well start the process of

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6 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 selection. MR. LAVEN: Thank you very much. I,

too, would like to welcome everyone and thank you for serving on this committee. Its a very, very

important point at Pensacola International Airport, and we do appreciate your service. As Greg said, my name is Michael Laven. Im the airport administration and contracts manager. I will serve as your facilitator and

help you on procedural items regarding sitting on a committee which is an official committee of the City of Pensacola. Mr. Richard Chinsammy is from Concessions Consultant Group-Concessions Solution Group. Im sorry. He is our consultant. Hes an

expert in the industry; and, hopefully, hell be able to answer your questions as far as industry demands and needs, airport food and beverage concessions as far as that goes. Now, as I stated, this is an official committee of the City of Pensacola. Its the

Airport Food and Beverage Concession, Request For Proposal 13-008. Today is July 25, 2013. This is

a public meeting, which means the meeting has been noticed to the media. It has been placed on the

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7 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 citys website and also on the airports internal digital signage system. Meetings are open to the

public, but there is no forum for public comment at this time. Meetings are recorded for the record which is why I have a tape recorder here, and this recording will become part of the public record. All notes and grading sheets will become part of the record also, and there can be no discussion among committee members outside of these meetings. Greg already acknowledged the members present, and Greg is the (unintelligible) member, so I do thank you for your time as well. To give you a little bit of background on the airport, the airport is an enterprise fund department of the City of Pensacola. That means

we are a self-sustaining entity, and we rely on rents and user fees to operate. Concessions such

as this one provide non-airline revenue to pay for the operation of the airport. The current food and beverage concession started on April 1, 2013, and expires March 31-2003-Im sorry-April 1, 2003, and expires March 31, 2014. At the time it consisted

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8 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 of one approximately 8,000-square-foot presecurity location and one approximately 1,500 post-security location. The new concession which will begin April 1, 2014, is a ten-year agreement with one two-year renewal at the citys option. It will

consist of one 2,500-square-foot pre-security location and two post-security locations, approximately 3,100 square feet and 880 square feet. The purpose of this meeting today is to tabulate the raw evaluation scores and to choose your ranking of the first, second, and third ranked firms. There can be no tie scores, and you

must take by the end of this meeting a first choice and a second choice and a third choice. ask you to keep your scores objective with no opinions. And now Ill ask Richard to tell you how we got to this point and the work that he has done so far and to tell you how we came up with this request for proposal. MR. RICHARD: very much, Michael. Its amazing. Its been quite a road Good morning. Thank you We

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9 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 to get to this point, and I really appreciate you all taking the time. I can attest to the fact

that I understand you all have full-time jobs, and seeing these big binders come your way is probably a big surprise for you guys; but it is a very important process for the city. Were really

proud that we got some really great responses, very thorough responses. I want to take you through kind of a history, how we started this process and, you know, up to this point and a little bit of the expectations today. I was asked to come-I started

in this industry about 20 years ago with HMSHost. HMSHost-some of you have spent a lot of money in their airport facilities around the country, the largest airport concession operator in the world. I was a concept person on their team, and I moved through the industry with various companies. I

started my own consulting company four years ago. I was contracted by the city to assess the existing program, make recommendations for the future program, and help craft the RFP process, craft and manage with Michael the RFP process. consisted of two phases. Phase one, we did a It

comprehensive assessment of the existing program,

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10 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 peer airport comparison, industry trends, customer insights. We looked at category analysis to

understand what consumers were looking for in the marketplace, specifically enplaning passengers, passengers arriving, as you all know, and enplaning passengers are the ones getting on planes who, you know, visit our facilities or visit restaurants and retail facilities. So when that analysis was completed, a presentation was made to the city and the previous airport director-Greg wasnt here at that timeMelinda Crawford, and the decision was made to then move to phase two, which was the crafting of the request for proposal document that was then published, and we invited concession operators to propose on the project. We deliberately ensured through the phase two process that this was a very transparent, clean, simple-to-understand response. There was nothing that is complicated. were very simple. The forms

We did not want to make the

operators who were looking at this program have to jump through a lot of hoops. As a matter of fact, we even gave an extension of the response time to ensure that

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11 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 those who were interested in our program would have enough time and-sufficient time to put together the appropriate response to us. We

believe we received great responses, as I said. So thats kind of an overview of where we started, how we got here. We published the RFP

and received responses, and you all were selected as Selection Committee and seated to independently. knew each other. Interestingly enough, none of us Were all saying hi this morning So even Michael

when you walked in the room.

didnt know some of (unintelligible). So the objective really is to ensure that we are choosing what is the right program for Pensacola moving forward. This is the most This is a program

important that you understand.

that will be in place for the next ten, maybe 12 years. There is a two-year option on the lease at

the citys-the city can exercise if it so chooses; but thats the most important part of this. You

are going to choose today (unintelligible) of this process, the future (unintelligible) the remainder of this process, the future food and beverage program for Pensacola International Airport. is the most important part of this. That

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12 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 So we have sent you some instructions, just a general overview of the scoring systems, some vision items that we had crafted in phase one and then phase two of the RFP. Do you have any

questions now of any of those instructions, any of that information at all? MR. LAVEN: No?

Okay, a couple of other

housekeeping items that I just thought of, there is a sign-in sheet going around to the members of the audience. Please just write your name down so

we know who was in attendance. Restrooms are located-there are a couple of restrooms just to the left right outside this door. If anybody on the committee needs a

break, just let me know, and we can have a break. We ask that you do not discuss this outside of these committee meetings. Also, if you parked in our parking facility, please bring up your ticket, and Ill be happy to validate that for you. The next step is going to be to actually go into each of the individual proposals. The way Im going to do this is well go in the order in which the proposals were listed on the City of Pensacola tabulation sheets. Well start

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13 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 with Creative Food Group. Next will be MSE

Branded Foods, and finally will be OHM Concession Group. Now, one thing I would like to mention is there was a fourth proposal submitted, Wendco Corporation. They-this proposal was deemed to be

nonresponsive because they only proposed one location. So we did provide a letter to them

stating that they were nonresponsive because of that single proposal. Also, there was no written

narrative on design and capital improvements, and there was no rendering of the proposed units. The

proposer was given five working days to protest, and no protest was received. So what I would like to do, if everybody can pull out their Creative Food Group proposal and the scoring sheet. Normally I would

just go by alphabetical order, but I would like to ask the airport director if he would care to go first. MR. DONOVAN: this started. Sure. Sure, Ill get

I can tell you from an industry

standpoint and as the director of this airport that the importance of non-airline sources of revenue, meaning a concession such as this, is

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14 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 very, very important. So in reviewing these proposals, I was very impressed. proposals. All three were very good

It gave me optimism towards looking

towards the future of us growing our non-airline sources of revenue. process. Its a self-perpetuating

If we can provide a low cost base for

the airlines to do business here, more airlines come, and more air service is developed. That

brings more passengers that fly more products and use more services; and, in turn, it selfperpetuates, and your self-sustaining enterprise operation gets stronger and stronger. So in reading through these, I was impressed with all of the proposals. Starting off

with Creative Foods-are we going to talk about Creative Foods and go all the way around andMR. LAVEN: MR. DONOVAN: MR. LAVEN: Right. -then well come back? Yeah. What Id like to do

is each member (unintelligible) alphabetical order to let us know-let the committee know what you liked about the proposal, what you did not like about the proposal, just in general terms. You

can be specific if you want; but after everyone

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15 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 successful. has had a chance to speak, then I want to go through each of the six areas where you have the scoring. MR. DONOVAN: Well, Ill cut to the

chase, and Ill give you my opinion; and Ill just start giving you some numbers if its okayMR. LAVEN: MR. DONOVAN: go through the process. So with Creative Foods, first of all, I was very impressed with an ability to promote and brand a local product. When I travel, when I see Sure. -and well go around and

other activities, you know, you see some brands you recognize, and then theres the local brand thats, wow, this is a known for this area. I

thought Creative Foods did a very good job with the brand of Fish House, Pensacola Bay Brewery, or Pensacola Bay Brew House, Bagelheads, and Varonas. All of those are representative of

brands in the area right now. The Fish House has been very The Pensacola Bay Brewery has been Bagelheads has been very

very successful. successful.

Varonas here at the airport has been

known for some time.

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16 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 I like the fact that the Creative Food Group has had experience at several other airports, BWI, Newark, Lexington, and Tallahassee, and in reading through their proposal, I thought they had a very strong concept and business plan. So in terms of points, if youre ready to copy points, Ill just start giving you what I scored. Creative Food actually scored in concept-wise the highest in my opinion at 30 points. In the category of design intention and capital investment, I understood theres about a $1.7 million investment on their part in capital improvements. I gave them a score of 14.

In terms of a business plan, theyre projecting a sales of $3 million. score of 13. Operations and management plan, its clear that they have got a strong management group thats suggested in this, and I gave them a score of 13. In terms of construction and transition plan, there were some notable activities of other locations, and I gave them a score of 8. Their minimum annual guarantee of I gave them a

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17 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 Foods. MR. LAVEN: for the total? MR. DONOVAN: MR. LAVEN: MR. DONOVAN: 85. And I confirm that. Do you need me to read Okay, how many did you get offense. MR. DONOVAN: Okay. It was late at $300,000, I gave them a score of 7. And if my math is correct, of a total of 100 points, I gave them a total of 85. MR. LAVEN: I will check your math, no

night when I was going through this at the final end. So thats my perspective on Creative

off the scores one more time to make sure youre right? MR. LAVEN: No. That is fine because

what were going to do, youll have-everybody will have an opportunity to change your scores before you come to a final decision. This is just

preliminary discussions here to get your views on how you do each of these proposals. MR. DONOVAN: MR. LAVEN: Okay. So the next step, I know it

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18 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 should have been Bill in alphabetical order. you want to defer? Are you ready? MR. DONOVAN: MR. ROBERTS: Bill or Brad? Well, Ive reached my You would be the next one. Do

conclusion as to the (unintelligible), but Im still working on breaking down the detail of each. MR. LAVEN: MR. ROBERTS: MR. LAVEN: Okay, did you want to pass? Yes. Okay, Im going by So the next one

alphabetical order by last name. would be Perry Hunter. MR. HUNTER:

All right.

On the I

proposed concept, I like the local flavor.

really, really like the local flavor, and the four representatives of our local flavor, I mean, these are powerhouses here in Pensacola. youve got your Fish House. reputation of Pensacola. owner. You know,

Its got a very good

Youve got a local

Youve got a very happy clientele that I think the pairing with the

goes in and out.

Pensacola Bay Brew House, phenomenal strategy right there with some craft brews, utilizing their menu like that. I think youve got a lot of-it

uses a lot of space for the guest as far as

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19 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 well. seating capacity. Bagelheads in a business, very community involved, again a local owner, Rob, good people; a very strong venue, I thought, as far as stacking up against some of the other competition. Varonas-I mean, Robert has been a long-time airport vendor here, and hes been in the airport vending business for 40-plus years, a nice variety of a menu right there, again local flavor; and hes got a good pulse on airport and airport vending. Pensacola Bay Brew House, very good craft ales, (unintelligible) as well, and these guys are stand-up. Theyre very much involved in I mean, weve been

the Pensacola local lore.

around for a long time (unintelligible) marketing, and itll be offering Fish House foods. great pairing in my opinion. For the proposed concept, I gave them the max of 30. I think all the way around its Thats a

just a fantastic idea. Design intention was very strong as I gave them an 18. I thought they had a very solid

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20 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 Bagelheads. schedule. business plan, so I maxed them at 15. Operations and management, something Im very familiar with, and all four of these guys know what theyre doing. them 15 points. I like the construction and transition I thought it was very well laid out. I Theyre here. I gave

gave it a 10. For the MAG I gave it 7. I think my total points now are at 95. MR. LAVEN: 95, okay.

Next we will go to Wes. MR. PAYNE: Being new in the

marketplace for about a year now, Ive been minimally exposed to these localized concepts. Im very much a big fan of the local flavor and peoples, you know, first impressions when they deplane as far as-as well as when they enplane, you know, theyre going to get the final taste of the town before leaving. I do like-I have experienced I have not had the opportunity to Ive heard great things,

experience Varonas yet.

Pensacola Bay Brewery as well as the Fish House. For the proposed concept overall, I

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21 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 think for the local flavor I gave a 28 on that out of 30 points. For the design intention and capital investment, looking at that side, I gave it a 15. Looking over at the business plan, a very impressive business plan. I enjoyed reading

through it and kind of-just kind of getting a feel for the direction they were going, for a history of where theyve been. that. Operations and management, good style there, I gave a 12. As well as the construction and transition plan was in check, I gave a 10 out of 10 for that. I also gave 7 for the minimum annual guarantee for that. I believe that puts me right around 85, I believe-85 points overall. MR. LAVEN: Let me just verify. Now, I think it-I gave 10 on

it is 28, 15, 10, 12, 10, and 7? MR. PAYNE: MR. LAVEN: MR. PAYNE: MR. LAVEN: 82, okay.

Im getting 82.

Yeah, Im getting 82. 82, okay. So that score is 82.

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22 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 13. The MAG, 8-excuse me-the construction and transition schedule, 8; and 7 on the MAG. That should be 85. MR. LAVEN: do apologize. Okay, I do have 85. And I Next well go to Brad, please. MR. ROBERTS: Okay, on the concept I

know everybody feels strongly about having all the local presence and the things that are, quote/unquote, local. Im not so sure that is I think tourists

that important at the airport.

are looking more for brands (unintelligible), and thats what theyre going to gravitate to because, hopefully, theyve already enjoyed all the local stuff as a part of their visit here. concept I gave them 26 on that. On the location, its an 18. On projection, 13. Then the next one (unintelligible), a So on the

I did go out of order because I So well go with

should have started with Bill. you next if we could, please. MR. DAGNALL:

Very good.

I, too, in

traveling around to many airports in the past and sometimes at international airports, they have it

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23 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 staged to where thats kind of the last thing that you remember about the city. I do like the local flair in this presentation. Im very familiar with both I do agree,

Pensacola Bay Brewery and Fish House.

though, that, you know, that is-those are concepts that are-thats a local flair here that when people are actually traveling to Pensacola, theyre going to get a taste of that. My concern would be a little bit of the price points; and if you have people that are coming in and out, or even just from a military standpoint, which we do have a lot of military that are coming in here, and sometimes, you know, they have a long layover, or they might have a long wait, thats a concern about the price points. But, nevertheless, I thought that the

proposal was very well executed, well put together. My scoring on Creative Food Group for

the proposed concepts scored a 28. Design intention was very well executed and the capital investments. I scored that an 18.

The business plan was, of course, very well put together, and I scored a 13 on that. Operations and management plan, I

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24 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 this point? that one. scored a 14. Construction and transition plan, very, very impressive, and again, spelling out the local flair and design of all four of the proposed restaurants, I scored a 9. The MAG, I scored an 8. The total possible points for Creative Food Group was a total of 90 if my addition is correct. MR. LAVEN: Okay. Was there any further discussion at Did anyone want to make changes? Did I got 92. Okay, 90 for

anyone want to clarify anything or issue any (unintelligible)? come back. UNIDENTIFIED: MR. LAVEN: be MSE Branded. (unintelligible). Im fine with moving on. You will have an opportunity to

Okay, so the next one will

This time I will be calling Well start with Greg. Okay, MSE Branded Foods,

MR. DONOVAN:

the proposed concept is Subway, PJs Coffee, a Nacho Hippo, and an Emerald Coast Cafe. very well put-together proposal. Again, a

The brands and I thought

concepts were very intriguing to me.

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25 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 they did a very good job in detailing the direction where it would go and so forth. Their

presence as well-and I look at it from do they have experience at other airports throughout the country and how successful those airport concessions are-being at Akron, Daytona Beach. Myrtle Beach is a very comparable size airport to Pensacola International. Gulfport-Biloxi and

Greenville-Spartanburg are all very good locations. So scoring-wise under proposed concepts I gave a 24. For the design intention and capital investment, I gave the highest of the three, a score-their score would be 16. With a $1.9

million investment in the facility, thats a very generous and well thought-out, I think, investment into-capital investment into the building that will ultimately revert-the improvement will revert back to us, but it is the terminal building that we own. In terms of a business plan, again, I think its a very strong business plan with a sales of $2.8 million-projected sales of $2.8 million. I gave a score of 11.

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26 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 13. Operations and management, they did a plan. With a MAG of $300,000, a score of 7. The grand total is 78. MR. LAVEN: I have 78. plan. A 7 on the construction and transition A 13 on the operations and management

Okay, getting back into my order now-I do apologize for the last one-we will go to Bill this time, in alphabetical order. MR. DAGNALL: together proposal by MSE. Again, a very well putI think definitely the

property that stands out here with familiarity in trying to get some sort of local flair and local brand into the airport was the Subway. is very familiar with Subway. Everyone

A great price point

that would be, definitely attractive to our traveling military which we are-which a lot of military travel here on a regular basis. From a proposed concept standpoint, I scored this at a 27. The design intention, I scored a 17. For the business plan I scored that a

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27 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 an 8. The MAG, I scored a 7. If my math is correct, that is a total of 85 for MSE Branded. MR. LAVEN: Okay, 85, yes. great job in identifying the staffing and also a customer service plan. I scored that a 13.

Construction and transition, I scored

Now we will go to Perry. MR. HUNTER: All right. For MSE I think its

Branded Foods I do like the Subway. a good sub shop.

I feel, though, that if were

going to have a sub shop out here, it might want to be a little bit-not more upscale, but maybe a better quality in ingredients. PJs looks like a good coffee shop. Nacho Hippo, a good restaurant, but I dont know if its the right fit for a seafood market, and I come back to where I am and where were from, and Bill noted in a comment about this is sometimes peoples last impression of the area is what they had at the airport. Emerald Coast Cafe, very impressive, good fresh food. I gave proposed concept-a max of 30, I

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28 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 this. it. that a 12. I thought they had a very good construction and transition plan. out at 10. For the MAG, I gave it a 7. I think that comes to a 76. MR. LAVEN: Okay, 76. I maxed that 12. Operations and management, I also gave gave it 20 points. I thought the design intention was quite good, especially the Nacho Hippo. Its very

bright colors and things that will catch your attention. I gave it a 15. A good solid business plan, I gave a

Okay, next, Wes, please. MR. PAYNE: I enjoyed reading through

Again, I have to agree with the strength of Were starting to get into the national

branding of familiarity which I think lends to strength down the road being a ten-year deal and having a constant that people are familiar with. I like the Nacho Hippo concept. PJs

Coffee, Im not familiar with that, as well as the Emerald Coast concept, Im not familiar with; but

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29 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 a 13. Construction and transition plan, I gave a 9 out of 10. The MAG was a 7. I believe that came up to 78MR. LAVEN: MR. PAYNE: MR. LAVEN: And Brad. MR. ROBERTS: well done proposal. Okay, that was a very I got 88. 88. Im sorry. a 14. Operations and management plan, I gave concept. For the design intention and capital investment, I gave a 17. For the overall business plan, I gave I am familiar with this operator. Being from

Greenville, South Carolina, Im familiar with him in GSP, so I know that they have a very good concept there as far as their operation goes, and theyve been there for a while. In rankings I did 28 for the proposed

Okay, 88.

Those guys are very

professional (unintelligible) in their proposal. I have a real problem with the Nacho Hippo. I

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30 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 just think its just totally foreign to this destination, and I dont quite get it. The Subway is one of the few branded ones thats there. So that does add to it, but

overall on the proposed concept I gave them a 25. On design intention, an 18. The business plan, a 12. Operations and management, a 12. Construction and transition, an 8. On the MAG, a 7. That should be 82. MR. LAVEN: 82.

Okay, so at this point does anybody want to discuss or change anything, or shall we move on to the next? Okay, we will move on. The third one

is OHM Concession Group, and again, we will start with Greg, please. MR. DONOVAN: OHM, a very professional Products-

presentation, a great amount of detail.

wise, Einsteins Bagels, Chick-fil-A, Corona Beach House, Surf City Squeeze, a wide variety of products, a lot of very recognizable brands, national brands. I was very impressed with their

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31 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 of 9. A MAG of $397,460, thats the strongest of 28. I think that they certainly have the background and experience in being in St. Louis, BWI, recently L.A. and Orlando International, that their design and capital investments are well thought out. At $1.8 million-again, its a very approach, particularly for the-in our industry we see more opportunities of very larger-larger-sized airports, and this really reflects some brands that you see in large airports, and I was impressed with their proposal for coming to our airport and helping us grow our operations here by these types of brands. So in proposed concept I gave a score

generous amount to put-invest into our facilities here. So I gave a score of 15. On the business plan they projected a sales of $3.9 million a year, and I gave a score of 15. Its a very strong business plan. For the operations and management plan, I gave a score of 14. Again, I think theyve got

a very well thought-out approach. Construction and transition, a score

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32 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 MAG of the group. I gave it a score of 10.

So the total score is, from me, is 91. MR. LAVEN: I get 91 also. Thank you.

Next well go to Bill, please. MR. DAGNALL: I have a strong agreement I

with Greg here as far as the proposed concepts. think the Chick-fil-A from a recognized brand is

probably the strongest brand that is identified in all three of the proposals. Their food quality, I think that

their service is unparalleled.

anybody coming through an airport would-for a quick meal, would definitely gravitate to Chick-fil-A. I also like the concept of OHM kind of diversifying over the many avenues of what they can offer with the Corona Beach, Einsteins, and the Surf City Squeeze to where you have a little bit of a higher end going to the Corona Beach. You can still go to Einsteins and enjoy a very affordable meal; and then for something quick and nutritious, you have that Surf City Squeeze. So from a proposed concept, I gave them a perfect score of 30. The design intention, the allocation of the F&B space and also the investment of the $1.8

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33 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 much. them a 9. And as Greg alluded to, an extremely strong first year and so their MAG, I gave them a 9. The total should come up to 95. MR. LAVEN: Yes, 95. Thank you very million I felt was very well thought out. I

thought that incorporating two-some of thenoticing some of the passengers that are coming through here, I noticed in their proposal withthey did have a military person with a duffel bag traveling. thought out. So I thought that was very well I gave the design intention a 19.

I thought their business plan was very, very strong in their-in really pinpointing their performance, and its evident from the experience that theyve had in the past with going into other airports. I gave them also a 14. Their operations and management, with their experience, of course, in some of the larger airports in the United States, they definitely do an exceptional job, and in managing their brands and their properties, I gave them a 14. Construction and transition, I gave

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34 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 Next well hear from Perry, please. MR. HUNTER: Okay, for OHM Concessions

Group, just from a restaurant standpoint, weve got-one of their anchors of Chick-fil-A-which is closed on Sunday? MR. LAVEN: MR. HUNTER: Right. And so thats wasted space

one day out of each week, 52 days [ sic ] a year; and so those people that would look forward to Chick-fil-A, coming in on a Sunday, they would not be able to have the Chick-fil-A, which leaves Surf City-a good product, but its a (unintelligible) company. Then youre left with Einstein BagelsEinstein Bros. Bagels, a good company, good product. Corona Beach House, I think its a little overpriced for what you get with-its a pricey thing. So really, what pulled my score down from a maximum of 30 points is going to be the proposal of Chick-fil-A, which knocked it down, the proposed concept, to a 15. I just feel that

with one store being shut down one day out of the week, thats a lot of income that could be

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35 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 is 15. MR. LAVEN: correct, 74 total. Okay, next we move on to Wes, please. 15, 15, 15, 6, and 8-74, (unintelligible). Design intention, well laid out, well thought out, I gave it a 15. The business plan is very solid. company knows what theyre doing. This

I gave it a 15.

Again, operations and management, a very successful company throughout a lot of airports, major airports. maximum of 15, I gave 15. Construction and transition, I thoughtmaybe Im a chart guy; maybe Im a pie guy-I like to see a little bit more (unintelligible) dates rather than concepts in writing, even those-so I gave it a 6. I did think it had the strongest MAG out of all the business plans, so I gave that an 8. I think my math comes up to 74. MR. LAVEN: Could I ask you repeat your I gave them-out of a

management score-operations and management? MR. HUNTER: Operation and management

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36 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 a 13. For construction and transition, I MR. PAYNE: For OHM it felt like this It was

was the more-it was a very good proposal. very organized, very well laid out.

It read like

a book to a certain degree, and in reading through it, the branding did just kind of-I felt a comfort level with the Corona, being the beachy aspect, localized flavor. Chick-fil-A, understandably being closed on Sunday-theyre closed on Sunday everywhere, but I know that was (unintelligible) here, but still, the other six days of the week that theyre open, I feel, could be a definite benefit. Einsteins and Surf City, Im not familiar with those two brands, but from what we saw in the proposal, it looks like they could be very viable concepts as well. So in doing that, OHM was my favorite of all, and in the ranking I gave a 28 out of 30 on the concepts. The design and investment, I gave 20. For the business plan, 15 out of 15. For operations and management, I gave

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37 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 airport. MR. DONOVAN: MR. ROBERTS: Yes. Do you have a breakdown MAG. I think thats a 94. MR. LAVEN: Okay, thank you, sir. scored an 8. For the MAG also-I scored a 10 on the

Next will be Brad, please. MR. ROBERTS: I have a question on the

of passengers by day, what percentage? MR. DONOVAN: have those memorized. Well, Sunday is-I dont

I will say Sunday is a

heavier day than-well, throughout the whole year, quite honestly, in which you have travelers coming through, trying to get back home or arriving in some cases. So Tuesdays and Wednesdays are Theyre mostly

typically your less active. business travelers. MR. ROBERTS: MR. DONOVAN:

Monday (unintelligible). Sundays and Mondays are

very busy, and Thursdays and Fridays are very busy. MR. ROBERTS: Because this is focused I

on the outbound passengers (unintelligible).

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38 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 mean, it bothers me that Chick-fil-A is closed on Sunday, but I just think itll make so much money, its just (unintelligible). MR. LAVEN: We can actually clarify

that-in the proposal-I think if youve read the section on the brand page, the proposer did articulate their understanding. If you want me to

read it to you, I can read it to you. UNIDENTIFIED: MR. LAVEN: Please.

In our assessment of the

services relevant to the passengers at Pensacola International Airport, we have determined that there is no other quick-serve restaurant in comparison to Chick-fil-A. We respect the

Chick-fil-As philosophy and brand requirements that its closed on Sundays. However, we also

note that by proposing the Surf City Squeeze, Einstein Bros. and Corona Beach House, Pensacola, for the adjacent post-security location, passengers will be ensured continuous service when Chick-fil-A is closed. So thats-I think they addressed it in the response 1, 2. Chick-fil-A is closed across the country-in Atlanta-Hartsfield Chick-fil-A is

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39 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 thank you. At this point what Id like to do is go to each member and identify your number-one choice, your number-two choice, and number-three choice based on these raw scores and give you an opportunity to change your scores, modify them in any way, so we will determine who your number-one pick is, who your number-two pick is, and who your closed on Sunday. So I think we dont want that

to be an issue when it very well (unintelligible). MR. ROBERTS: Well, yeah, I was just

curious, but I just think itll add so much to the revenue the six days. MR. LAVEN: MR. ROBERTS: Yeah. As far as the proposed

concept, I gave it a 28 because I think its the best balanced as to what the average tourist would think about or gravitate to when theyre leaving. Design intention, I gave it an 18. Business plan, I gave it a 14. Operation and management, a 14. Construction and transition, an 8. MAG, an 8. Thats a total of 90. MR. LAVEN: Okay, a total of 90. Okay,

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40 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 OHM. be OHM. MR. DONOVAN: OHM. Yeah, my number-one yeah. a question. number-three pick is. So, Greg, according to your scores-oh, was there anything else? UNIDENTIFIED: Yeah, I want to ask you

Do you tally the scores

(unintelligible)? MR. LAVEN: Im going to individually, So we do have

I could do it individually.

the raw scores at this point.

So what well be

doing is comparing, okay, your number-one choices, your number-two, and your number-three, just to make sure that your raw scores are correct (unintelligible). Then we can total up the raw

scores to determine the overall number-one score. So, Greg, your number-one choice would

pick is OHM, followed by Creative Food, followed by MSE Branded Foods; and I stand by my scoring and do not have any changes. MR. LAVEN: Okay, very good. Thank you.

Now, Bill, your number-one choice is Your number-two is Creative, and your

number-three is MSE. MR. DAGNALL: That is correct, and Im

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41 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 about that? MR. PAYNE: MR. LAVEN: (unintelligible). MR. PAYNE: Yes. I had OHM, MSE, and (Unintelligible) Oh, yes. Im sorry. Yeah, MSE? MR. LAVEN: Yeah. Okay. firm on my selection as far as those scores add up, and I stand by that. MR. LAVEN: Okay, thank you very much. You said OHM, Creative,

UNIDENTIFIED:

UNIDENTIFIED: MR. LAVEN:

The third one, Perry, your Your second is

number-one is Creative Food Group. MSE, and your third is OHM. MR. HUNTER: MR. LAVEN: Correct.

I stand by it.

Okay, very good.

Now, Brad, we have your number-one as OHM, number-two as MSE, and number-three as Creative. MR. ROBERTS: Uh-huh. Are you sure

Creative as one, two, and three. MR. LAVEN: Okay, (unintelligible).

Now, Brad-sorry about that-your number-one is OHM. Number-two is Creative, and

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42 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 Fantastic. MR. LAVEN: Okay, ten minutes. number-three is MSE. MR. ROBERTS: MR. DONOVAN: minutes to tally? MR. LAVEN: Yes. Yeah, why dont we Right. Do you want a couple of

take a break for a few minutes, and then Ill calculate, and we can reconvene in about (unintelligible). MR. DONOVAN: I was going to say five.

(There was a ten-minute break off the record.) MR. LAVEN: Thank you for sticking with I do

us and not leaving during the break. appreciate that.

What were going to do at this point, Ive tallied all the scores, and we have our raw scores based on your raw scores, and also we have the number that received the most number of number-one votes, number-two votes, number-three votes. From a gross score standpoint, OHM received the highest with a total of 444 points. Next will be Creative Food Group with a total of

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43 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 437 points. MSE Branded came in third with a

total of 409 points. Based on the number of ranking votes, OHM received more number-one votes, followed by Creative with one number-one vote. Number-two votes, Creative received a total of three number-two votes. total of two number-two votes. Number-three rankings, OHM received one number-three. Creative tied, also one numberMSE received a

three vote, and MSE received three number-three votes. So based on these raw scores, you have two options. You as a committee can decide to

make a recommendation to the mayor based on the highest gross scoring at this point, or you can decide as a committee to request presentations from the proposers, any of the proposers, all of the proposers. Its up to you.

Now, presentations will only clarify what is in the proposals. add to the proposal. proposal. A presentation cannot

It cant take away from the So

They cant revise it in any way.

the presentations will only give you a sense of what is already in the proposal.

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44 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 So its really up to you as a committee if you would like to move ahead and make a recommendation to the mayor for his approval at this point, or if you would like to ask for presentations. discussion. MR. DONOVAN: Well, let me chime in for So I open up the floor to

my perspective that, first of all, the goal in all of this is to make the best possible decision. Thats what it comes down to, and anything that we can aid the mayor in making the best decision possible by putting resources and perspective and work towards that is very, very good. In hearing-if I understood correctly, from a score-wise-and thats the value of an independent committee such as this, is that, you know, we have five different perspectives that collectively you talk about a numerical scoring system, 444 was the collective points, 437, and then 409, right? Theres not a lot of separation

between the top two, and I always like to hear, you know, directly from the company. While we have very good proposals, the opportunity to ask questions of the company that were going to be working with for ten years,

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45 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 possibly 12 years, seems good to me as another expanded opportunity for some depth. So my recommendation to the committee would be for us to ask the top two that are only separated by seven points-thats not a lot in a spectrum of how many points are being thrown around here-to ask these two companies to come in and give brief presentations. Perhaps-and I dont know if the mayor would want to sit in on that and see it himself or as a committee it would give us the opportunity to dial in a selection-a final selection, and I would suggest that to the committee. MR. RICHARD: Just so you understand

from a timing perspective, because I know you guys are all, quote, busy, and scheduling is very difficult, traditionally, what we would do is no more than a 45-minute presentation, a straight oral presentation, (unintelligible) presentation, if you will, for half an hour, no more, from the proposer, and then maybe half an hour, 20 minutes for questions from the selection committee; and thats it. Okay, so that we made our timingMichael and I have looked at the scheduling over

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46 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 the next couple of months, so we have-and when I say made the timing, timing for (unintelligible) contract execution, development of facilities. looked at-Michael, what dates? MR. LAVEN: Tuesday and Wednesday. MR. RICHARD: of those days, folks. UNIDENTIFIED: MR. RICHARD: What were those days? August 20 and 21. I So we would only need one August 20 and 21. Its a We

think I did mention those in the instructions to each member on the committee, so you can decide-so again, while the mayor is welcome to sit in, he would not be a voting member. MR. LAVEN: MR. RICHARD: Correct. It would still be you as Wed still

a committee after the presentation.

have to sit down-this meeting would not be open to the public. It would be a closed-door meeting,

and you would-based on those two presentations alone, you would have to pick your number-one choice to recommend to the mayor; and then the mayor, in turn, will ask for approval from the city council. Once the city council approves,

then we can execute a contract, and they go ahead

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47 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 days. MR. DONOVAN: How does that sound to 22nd? MR. LAVEN: The 20th is with their plans. MR. ROBERTS: (Unintelligible) the

(unintelligible) Tuesday and Wednesday. MR. RICHARD: You can pick one of those

the committee about having a presentation? MR. ROBERTS: UNIDENTIFIED: UNIDENTIFIED: MR. ROBERTS: UNIDENTIFIED: I think its a good idea. Yeah. Yes. Since theyre so close. There could be something So

in there that pushes us a different way. thats-yeah, I like that. UNIDENTIFIED: Okay.

Yeah, even with

no addition to the-I mean, all three presentations were excellent, but when you see the companies in front of you, there might be something pointed out that I know we all try to catch as much as possible in these presentations, but I think its an excellent point. MR. LAVEN: Okay, so the recommendation

of the committee is to invite the top two

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48 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 you knowMR. ROBERTS: MR. RICHARD: thinking about you. the week. MR. ROBERTS: of right nowUNIDENTIFIED: UNIDENTIFIED: MR. LAVEN: Thats fine with me. Thats fine. So we Well, I try not to. As The 20th is best for me. The 20th-well, I was proposers to give oral presentations either August 20 or 21-and Ill have to get back with the committee on the exact date and time; and if youre in agreement, please raise your hand. UNIDENTIFIED: MR. LAVEN: (unintelligible). UNIDENTIFIED: I think since we have I agree.

Okay, so we have five

the (unintelligible) pretty much know their schedules. MR. RICHARD: Okay, so you guys want to

pick one of those dates and vote on it as well? MR. LAVEN: We can lock that down, if

Youre traveling every day of

Okay, very good.

will invite OHM and Creative Food Group to give presentations-oral presentations on August 20.

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49 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 with you. Ill send a confirmation out to the committee members; and if theres anything else, please ask us. Feel free to contact me directly. Again, I

reiterate, dont contact anyone else on this committee outside of this meeting. anyone on the city council. Dont contact

If anyone contacts

you or you have anything you wish to disclose, please make sure that you do disclose it either at this meeting or when we meet again (unintelligible) all incriminationsUNIDENTIFIED: MR. LAVEN: What time on the 20th?

The 20th-afternoons What isLet me tell you why.

better? mornings better? UNIDENTIFIED:

Because we (unintelligible) operators to (unintelligible) that morning (unintelligible). So I say from one to three oclock. It should be

one to-one to four, if you could (unintelligible). UNIDENTIFIED: Does the committee have

the ability to take the two topMR. LAVEN: Yeah, you can bring those

Just make sure you bring them back with Like I said at the

you during the presentation.

beginning, all of your notes and all of your proposals, youll have to turn it in at the end,

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50 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 anythingMR. ROBERTS: MR. LAVEN: You want those today? Yeah. I will have them sheets. MR. LAVEN: Yes, scoring sheets, and itll become part of the public record. UNIDENTIFIED: MR. LAVEN: Do you want MSE today? If you

Its up to you.

want to leave it here, thats fine. you a little bit of time. MR. DONOVAN:

It can save

And you need our scoring

available on the 20th or if you need to access them between now and the 20th, just give me a call, and well have them. I find its a lot That

easier to have them in one central location. way, they dont get lost. MR. DONOVAN:

From a scoring standpoint

would it behoove us to talk now about-so we have presentations-this is very elaborate. some very good detail. We got into

Is there a value of

listening to both presentations and just simply as individuals say, Yes, this is my pick, or, That is my pick, from a scoring standpoint? you suggest from a structuralMR. RICHARD: Traditionally, because of How do

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51 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 clarity. MR. RICHARD: In regard to-one more-I Until we finish the way the process is set up right now, the scores are the scores, and the presentation is intended to-will clarify any concerns, questions you may have, help you to at that time change your scores if you wish (unintelligible) the procedure. MR. LAVEN: MR. RICHARD: Right. Right.

So you will have a chance

to say, No, I want to change my score in x-area, and then we will have (unintelligible), of course, at that time. Okay, but thats-procedurally,

thats how it would proceed. So the first part will be presentations from both concessionaires, and then we will go into a closed session without the concessionaires, just the committee (unintelligible) scoring options. MR. LAVEN: Okay, thank you for the

think you guys (unintelligible).

the process, which is all the way to city council approval, this is a code of silence. Those of you

who havent been in the industry over the last two and a half years cannot appreciate the stress-how highly important that is. The industry has gone

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52 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 WHEREUPON, the meeting was concluded. through some very major drama (unintelligible) what happened, but I stress that to you. maintain a code of silence. Please

This is intended to

be a very transparent process. MR. LAVEN: I thank everybody again. Its a change at

This is a remarkable process.

Pensacola International Airport for the next 12 years. I do thank you, and we will send out a

letter to each of you confirming on the 20th and to the top two proposers, well (unintelligible). Thank you.

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53 CERTIFICATE OF REPORTER

STATE OF FLORIDA COUNTY OF ESCAMBIA

I, Professional Florida at

PATRICIA

D.

HITCHCOCK, Public,

Registered State I of was

Reporter Large, to

and

Notary

hereby

certify the

that

authorized

transcribe

foregoing

recorded

Selection Committee meeting and that the transcript is a true record of the proceeding. I further

certify that I am not a relative, employee, attorney or counsel of any of the parties, nor am I a relative or employee of any attorney or counsel connected with the action; nor am I financially interested in this proceeding or its outcome.

Dated this

day of September, 2013.

PATRICIA D. HITCHCOCK Registered Professional Reporter and Notary Public, State of Florida at Large My commission expires October 22, 2015.

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