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Day Two, Monday, March 13, 2017
8:00 a.m. - 3:30 p.m.

Outside Elite Hall

Registration Desks Open

Registration Desk And Lanyards/Badge Holders Sponsored by: Delaware North
Attendee Book Sponsored by: NewsLink Group
Registration Bags Sponsored by: Hudson Group
Key Cards And Pocket Agenda Sponsored by: Paradies Lagardère

8:00 a.m. - 9:00 a.m.

Empire Foyer

Breakfast And Networking

Sponsored by: The Grove Inc.

9:30 a.m. - 10:30 a.m.

Session 1A
(Concurrent Session)
Empire C

Is Your Brand A Good Fit For Airports?

The prospect of operating in an airport is exciting. After all, it's a unique and fast-paced retail and restaurant environment, with a largely captive audience that is willing to spend. But not all brands make sense in airports. Hear from long-standing players on what works, what doesn't and why.

Moderator: Neil Maxfield, senior vice president of concessions, Denver International

Speakers: Bill Casey, senior vice president for food and beverage, Paradies Lagardère; Lorraine Brennan O'Neil, co-founder, 3 Face Consulting LLC; Walt Froman, senior manager, concessions communications and operations, aviation business and properties, Port of Portland

9:30 a.m. - 10:30 a.m.

Session 1B
(Concurrent Session)
Empire A/B

Finding Financing

Operating food and beverage or retail concessions in airports is not for the shallow-pocketed. Start-up and operating costs are high and getting higher, and identifying lenders who understand the unique business model of airports can be challenging, to say the least. This session will examine the range of funding options for small businesses and Airport Concessions Disadvantaged Business Enterprises. We'll also hear from successful ACDBE players about their financial strategies for success.

Moderator: Diane Gillam, properties and senior DBE manager, Birmingham Airport Authority

Speakers: Bill Swift, president, Business Traveler Services Inc.; Kyle Detwiler, partner and co-founder, Silver Swan Capital; Corliss Stone-Littles, managing member, Corliss Stone-Littles LLC

10:30 a.m. - 11:00 a.m.

Empire Foyer

Refreshment and Networking Break
11:00 a.m. - 12:00 p.m.

Session 2A
(Concurrent Session)
Empire C

Winning Your Way Into An Airport

Do you find the prospect of bidding on airport opportunities daunting? This session will delve into the nuts and bolts of how airport Requests for Proposals work, best practices for responding, partnership opportunities and other information that can help pave the way to an airport contract.

Moderator: James Schone, director of aviation business development, Seattle-Tacoma International

Speakers: Anwar Daniels, president and COO, CMS Hospitality; Nicholas Buford, managing partner and COO, Crews; Brett Kelly, vice president, Airmall Maryland; Tonja Pastorelle, president, Pastorelle Marketing Group

11:00 a.m. - 12:00 p.m.

Session 2B
(Concurrent Session)
Empire A/B

Joint Venturing, Subcontracting Or Going It Alone - Finding Your Best Options For Accessing Airports

Consolidation in the concessions industry and RFPs calling for single operators create new challenges for small and disadvantaged businesses attempting to enter airports. But those same factors also create new opportunities and partnership possibilities. This session will summarize the new concessions landscape and discuss the different strategies your company might consider as they attempt to win space.

Moderator: Eric Friedman, concessions coordinator for Louis Armstrong New Orleans International

Speakers: Ingrid Hairston, director of business development, Raleigh-Durham International; Kimberly Griffin, CEO, DBE Consulting LLC; Courtney Thornton, vice president of partner relations and business diversity, Hudson Group

12:00 p.m. - 2:00 p.m.

Empire D

Property Managers' Luncheon (Airports Only)

This closed-door meeting allows airport colleagues the opportunity to candidly discuss issues that face the concessions industry. No concessionaires or press admitted.

Sponsored by: Pacific Gateway Concessions

12:00 p.m. - 2:00 p.m. Open Lunch
2:00 p.m. - 3:00 p.m.

Session 3
Empire A/B

Airport Opportunities

Opportunities abound as airports continually upgrade and expand to accommodate a growing number of domestic and international travelers. With planning underway years before contracts are awarded, it is crucial for concessionaires to stay in the loop on new developments. In this session, airport representatives will discuss their upcoming opportunities in concessions and other revenue-generating areas.

Participants: General Mitchell International; Indianapolis International; Minneapolis-St. Paul International; Oakland International; Ottawa International; Salt Lake City International; San Francisco International;

3:00 p.m. - 3:30 p.m.

Empire Foyer

Refreshment And Networking Break
3:30 p.m. - 5:00 p.m.

Session 4
Empire A/B

Business Pitch Showcase

Witness a handpicked group of participants present their concept before a panel of industry professionals for an assessment of their company's viability in the airport environment.

Moderator: Ramon Lo, publisher, Airport Revenue News

Panelists: Suzanne Merrell, senior manager of food and beverage programs, Toronto Pearson International; Elizabeth Grzechowiak, assistant director of concessions and business development, Minneapolis-St. Paul International; Roderick Tafoya, president, Mission Yogurt Inc.; Bill Casey, senior vice president for food and beverage, Paradies Lagardère; Vito Buscemi, vice president of brands and concepts, Delaware North

Sponsored by: Mission Yogurt

6:00 p.m. - 7:00 p.m.

Outside Elite Hall

Registration Desks Open

Registration Desk And Lanyards/Badge Holders Sponsored by: Delaware North
Attendee Book Sponsored by: NewsLink Group
Registration Bags And Digital Signage Sponsored by: Hudson Group
Key Cards And Pocket Agenda Sponsored by: Paradies Lagardère

6:30 p.m. - 9:30 p.m.

Elite Hall

Opening Night Reception In Exhibit Hall

Reception In Foyer 6:30 p.m.
Exhibit Hall Opening/Ribbon Cutting Ceremony 7:00 p.m.

Sponsored by: HMSHost Corp.
Exhibit Hall Sponsored by: Westfield

Learn

The ARN Conference & Exhibition will feature four days of comprehensive, informative and interactive sessions. Attendees will also hear from chefs, consultants and myriad others with valuable information on the future of the airport industry.

Work

As the largest gathering of airport decision makers and concession executives in the industry, ARN provides the platform to conduct meetings, discover new brands and ideas, and apply your new knowledge to advance your company.

Connect

ARN provides creative and specific networking opportunities. The 40,000-square-foot exhibit hall will showcase dynamic concession and service companies, and provide the perfect setting to connect and discuss many unique industry opportunities.