Farewell's bid for the Terminal 2 duty-free concession. One walk-through store that every departing traveller passes, a fast lane for anyone running late, and a ten-year guarantee to Larkspur.
That's the problem Larkspur set out in the tender. Here it is in your own words and in your order, with the section numbers.
Retail income per departing passenger has fallen in each of the last four years.It's down from $19.40 to $15.10. The fall started before the pandemic and kept going after traffic came back.
The current unit sits off the main departures route, and fewer than four in ten passengers enter it.Our door counts agree. 38 percent of departing travellers go in, and half of those buy something.
The departures concourse must remain open throughout the works.It will. We build at night, in two halves, and the old store trades until the new one opens.
Passengers should know which city they are leaving from.So the middle of the store belongs to Larkspur's own producers, a Market Hall run with your local food board.
Bidders must state a minimum annual guarantee and the basis for any forecast above it.Both are in the offer, kept apart, with every assumption you can move yourself.
Down 22 percent in four years
Keep scrolling. This is the whole idea in four moves, drawn on your Terminal 2 plan.
Security to the piers in a straight line. The shop sits to one side behind a single door, and 38 percent of travellers go in.
The store opens across the corridor. 2,400 square metres where there were 900, with the old unit's back-of-house folded in.
The route curves past beauty, the Market Hall, wine and the tills. Every traveller walks through on the way to their gate.
A straight lane along the south wall for anyone who's late. Everyone sees the store and nobody has to stop.
Pick a traveller and drag them from security to their gate. The board keeps their time, and the basket keeps their spend.
Drag the yellow traveller along the route, or use the arrow keys.
Drag through the day. The store staffs to your departures board, so the 06:00 rush and the quiet afternoon both get the right people on the floor.
Seven months from award to opening. The old store trades until the new west half opens, and the concourse never narrows below nine metres.
Each of you will read this for a different reason. Find your question and try the tool under it.
Here's the card we'd hand your board. Switch between today, our first year and our fifth. Every figure comes from the same model as the offer below.
Our forecast is three numbers multiplied together. The walk-through fixes the first. Move the two we have to earn and watch Larkspur's share.
Pick a gate. Walking through the store adds about a minute for most people. The fast lane gives it back to anyone who needs it.
Drag passenger numbers down as far as you like. Larkspur receives the guarantee or a fifth of sales, whichever is higher, every month. This uses 2028 and the full offer.
In a concession you're paid, so this is the floor we commit to, rent plus the capital we put into Terminal 2. Every line can drop on its own, and each one says what you'd lose.
The full concession agreement follows your template in Schedule 4. These are the parts people ask about.
The concession runs from 1 September 2027 to 31 August 2037. Works before opening sit outside the term and cost Larkspur nothing.
Each month Larkspur receives the guaranteed rent in advance. At each quarter end we top it up to 20 percent of sales if that's higher. You see our till data daily.
If departing traffic drops below 60 percent of 2026 levels for two quarters running, the guarantee pauses and you receive 20 percent of sales until traffic recovers. It restarts automatically.
Nothing in the store costs more than the same product in central Larkspur. Your team checks 40 lines a month and we refund the difference to any traveller who finds one.
We offer a job to all 46 colleagues in the current store, at their current pay or better, before we hire anyone else.
Everything we build reverts to Larkspur at handback in working order, so the next operator, us or anyone else, starts from a finished store.
Hoarding goes up only between 23:30 and 05:00 and the walking width never drops below nine metres. Breach it and we pay a set penalty per night.
Either side can end the concession for serious breach after 90 days' notice to fix it. There is no early exit for convenience on our side.
We'd rather show you these now than discover them in month three.
The bend in the route needs the 60 square metres it uses today. Moving it costs about $180,000 and isn't in our total.
We'd like Larkspur to rule on who pays before the clarification meeting.It needs a sealed zone agreed with your customs authority. We've had one informal conversation, and approval isn't ours to promise.
If it's refused, that line drops out and the total falls by $2,450,000.We've planned works between 23:30 and 05:00. Your draft summer schedule has an arrival at 23:55.
If the last arrival moves later, the west half takes three weeks longer and opening moves to 22 September.Section 7.3 asks for a reduced tobacco range. We've halved the shelf space and moved it behind the tills.
A firm figure from you changes our forecast, never the guarantee.Accept the offer as configured above and we'll send the concession agreement within two working days, ahead of your evaluation panel.
Questions before the panel? Inès, our Bid Director, replies within one working day at bids@farewell-co.example.