Airport Experience® News - Leadership Issue 2025

Right: Austin-Bergstrom International Airport partnered with the Austin Small and Minority Business Resources Department to create a foundational training experience for companies interested in competing for airport concessions contracts. The training includes in-person and virtual sessions covering certification processes, airport operational demands and proposal preparation.

AUS also emphasizes post-training relationship-building. By introducing participants to prime concessionaires early, the program creates potential pathways for joint ventures, sublease arrangements or strategic partnerships that may lead to a successful RFP response. ATL graduates also receive continued support through a companion initiative. “Graduates continue to receive support through the SoarATL program... focusing on mentorship and operational excellence after contract awards,” says Knight. SEA also places a strong emphasis on operational support. “One thing we do for the program – [participants] have a business manager assigned to them who helps them answer operational questions. They’ll meet with their manager on a monthly basis,” says Belle. “We also have a visual merchandiser available to help them do layout. With new food and beverage incubator spaces we’ve gotten a great response from current vendors.” Broadening the Funnel While all four programs align with the objectives of the ACDBE program, they are open to a broader group of small businesses. “SOAR is a small business enterprise program and it is designed to be a developmental gateway to the ACDBE program,” says Inniss Edwards. AUS has also seen strong response from small businesses beyond the ACDBE community with approximately 70 participants per session in the Gateway 2 prep series. ATL has adopted a similar philosophy. “Gateway to Growth is open to all qualified

small businesses. The program is race- and gender-neutral and welcomes applicants from diverse industries and backgrounds,” says Knight. SEA also takes an expansive approach. “Sparks is truly for small and microbusinesses. It is a subset of our overall small business program,” says Van Horn. “We are looking for businesses with no airport experience and interested in trying out their concepts in a reduced-risk environment.” This wider net reflects a shared belief that the future of airport concessions must tap into a more diverse pool of operators. AUS has also worked closely with the Austin Small and Minority Business Resources Department to promote the Gateway 2 Concessions initiative through partnerships with local chambers and organizations. DTW’s outreach strategy for SOAR included social media engagement, site visits to local organizations and community presentations throughout Wayne County. These sessions made sure that small businesses understood both the opportunity and the application process. This resulted in a pool of qualified and enthusiastic applicants.

Building For The Long Term Each airport sees these programs as the start of something bigger. DTW is already developing its second SOAR cohort, which will focus on food and beverage businesses. The airport is currently gathering data on food service operational costs and adjusting financial thresholds to better match the needs of this sector. AUS meanwhile continues to refine its approach in light of the new Interim Final Rule regarding ACDBEs from the Department of Transportation. “We are reevaluating our program and determining how to cater future trainings in compliance with the new rule requirements,” say Cochran and Gallo. “Our goal remains to assist small businesses with the necessary tools and instill the confidence to compete on airport-related procurements successfully.” ATL has started work on a second Gateway to Growth cohort, with plans to incorporate more industry voices and further refine the curriculum. “Unlike traditional outreach events, Gateway to Growth provides a highly interactive,

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AX NEWS DECEMBER 2025 / JANUARY 2026