love field concessions briefing february 21
TRANSCRIPT
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Purpose
ProvidebackgroundontheConcessionsprogram
DescribetheCouncilsapprovedplanfor
selectionof
new
contracts
and
implementation
PresentresultsoftheRequestforProposalprocess
Makerecommendationforawardsofcontracts
Presentnextsteps
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Background Goal:MakeLoveFieldthefinestmidsizeairportinthe
nation
Someof
the
efforts
to
achieve
this
goal
include:
investingover$1billioninnewterminalandrunwayimprovements
havingconcessionsprovidehighestqualityandbestvalueproducts
and
services
to
the
traveling
public
expandingservicescurrentlyofferedpassengers
generatingmoreAirportrevenues
providingsmallandminoritybusinessesopportunities
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Background
Recentchallenges
include
accommodating
significant
changes:
constructionofnewterminaloccurringfrom2010to2014
concessioncontracts,inplacesince1994,weresettoexpireduringthisdisruptiveconstructionperiod
Concernsexistedregardingdifficultyofattractingnew
concessionaires
Incumbentsprovidedhighqualityservicesandwereinagoodpositiontocontinuetheirserviceduringperiod
Considerablegoodwillexistedwiththeincumbentconcessionaires
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Background
Therewasalsothedesireto:
havearobust
competitive
process
to
identify
concessionairesforthenewterminalareas,and
structureasolicitationwhichwouldpromotetheobjectives
in
our
Airport
Concession
DisadvantagedBusinessEnterprise (ACDBE)program
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Background
March2010,plannotsupportedat Councilmeeting
June2010,Mayorformedadhoccommitteecompromiseplanwasdevelopedtoprovideforan
extensionof
existing
concessions
contracts
through
the
constructionperiodandprovidearightoffirstrefusalfor
27%ofconcessionsinthenewterminal
August2010,
compromise
plan
was
briefed
andapprovedbyCouncil
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Background
As
a
compromise,
the
plan
included
a
number
ofadjustments,including:
Afirstrightofrefusalforincumbentsonacertainvalue
Specificcriteriaformatch
DirectAirport
management
control
of
all
individualspacesnecessitatinginventorystorage
and
delivery
coordinationAirportcontrolofseveralcommodities
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Ifincumbents
chose
to
extend
current
contracts
throughconstructionperiod,theywouldbegrantedafirstrightofrefusalfor27%ofthebid
spacevalue
in
the
new
terminal
Selectionofthe27%valueistoberandomIfincumbentsexercisedtheirright,theywould
haveto
match
acompeting
high
score
proposal
onthebasisofRent,CapitalInvestment,OperationalCommitments,ComparableBrandsandMAG
Numerousotherprovisionsasdescribedbelow
CompromisePlanCoreElement
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ImplementationObjective
Toimplementtheplankeepingtotheletter
an/orspirit
of
the
Council
approved
process,
creatingthebestpossibleoutcomeand
keepingthisprocesswithintheoverall
terminalconstructionschedule
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PlanandImplementation
Planelements
Evaluationprocessandcriteria
Firstright
of
refusal
ACDBE
Generalterms
Ongoing
Contractmanagement
Implementation Selectionteamandscoring
process
Values,percentages,
lottery
VendorRecruitment
Contractdevelopment
Ongoing
Inventory&delivery
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Results
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Evaluation
process
andcriteria
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Evaluationprocessandcriteria
ApprovedcriteriawasincludedintheRFPand
used
for
evaluation
:ScoringFactors: Brands 26%* Economics/Financialreturn 23% OperationalPlan 12% FinancialCapability 12% ACDBE 15%
Experience
12%
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* As presented to Council on December 15, 2010
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Evaluationprocessandcriteria
ThreeseparateevaluationprocesseswereusedforboththeFoodandBeverageRFPandtheRetailRFP Financial
Capability
&
Economics
were
evaluated
by
formulas
developed
by
OfficeofFinancialServicesandCityconsultant
OperationalPlans,Brands,&ExperiencewereevaluatedbystaffcommitteeandrepresentativefromSouthwestAirlines
ACDBEparticipationwasevaluatedbyOfficeofBusinessDevelopmentandProcurement
Services
using
the
Citys
BID
process
and
scoring
Nosinglegrouporindividualscoredallportionsofanyproposal
Formulaswere
used
wherever
possible
to
maintain
objectivityintheevaluationprocess.
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Evaluationprocessandcriteria
Operational
Plan,
Brands,
and
Experience
were
evaluatedbystaffcommitteesMidmanagementlevel,diverse
F&
B
evaluated
by
Aviation,Parks,ConventionServices,Library,Equipment
andBuildingServices,andDWU
Retailevaluated
by
Aviation,Parks,EconomicDevelopment,Housing,and
PublicWorks
SouthwestAirlines,asamajorstakeholder,alsoevaluatedasonevoteoneachcommittee
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Evaluationprocessandcriteria
Brands 26%Evaluationbasedonthefollowing: Concept,brands(local,regional,national)andtheme
development
Quality,varietyandcreativityofofferings
Visualpresentationofofferings
Creativeandinnovativedesign,designtheme,quality
of
finishes
and
graphics CompliancewiththeConcessionsDesignGuidelines
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Evaluationprocessandcriteria
Economics/Financialreturn23%ProposalswerescoredbasedonhighestMinimum
AnnualGuarantee
(MAG),
Percentage
rent
and
Capitalinvestmentreceivingmaximumpoints
Proposalsforeachpackagewerecomparedtothe
highestscoring
proposal
for
each
package
and
awardedapercentageofthemaximumpointsbasedonthedifferentialbetweentheirfinancialoffersandthehighestscoringproposers
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Evaluationprocessandcriteria
SalesprojectionsforeachproposerwerecomparedtotheCitysconsultantestimatesand
cappedat
no
more
than
10%
of
that
estimate
Temperedtherevenueprojectionspresentedinproposals
Percentage
rental
rates
applied
to
inflated
or
unreasonablesales
figures
would
give
such
proposalsanunfairadvantage
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Evaluationprocessandcriteria
OperationalPlan 12%Evaluationbasedonthefollowing: Experience
of
proposed
on
site
management
staff
StaffingPlan
Customerserviceandemployeetrainingprograms
Deliveryandstockinglogistics,inventoryandcashcontrolmethods
Marketingefforts
Retentionplanforexistingemployees
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Evaluationprocessandcriteria
FinancialCapability12%Evaluation
based
on
the
following
formulas: InvestmentCapacityRatio
deductionofpoints
forlackofplan,documentation,andcashinvestment
Ratioof
capital
on
hand
as
afactor
of
monthly
operatingexpense
Historyofprofitability pointsgivenforyearsof
demonstratedprofitability
Historyofnocanceledorforfeitedsurety
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Evaluationprocessandcriteria
ACDBE 15%Evaluationbasedonthefollowing: ACDBE
Plan
or
Policy
submitted
by
the
Proposer
ProposersHistoricalUtilizationofDBEs/ACDBEsinpreviouscontracts
MeaningfulrolesandparticipationofACDBE/DBEfirmsintheoperation,structureofmanagement/ownership,
jointventuresandorsecuredcontractsforgoods
and/orservices,
both
existing
and
proposed
AcknowledgementofFederalACDBERequirements
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Evaluationprocessandcriteria
Experience 12%Evaluationbasedonthefollowing: Experience
with
development,
operation
and
managementoffoodserviceestablishmentssimilartothosebeingproposed
Experience
with
the
development,
operation
and
managementofanairportconcession
Qualityofexistingfacilitiesoperatedbyrespondent Businessreferences
Experienceof
the
architectural/design
team
in
comparablefacilities
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Right
of
First
Refusal
(ROFR)
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RightofFirstRefusal
Inordertoimplementthisprovisionofthe
plan,it
was
necessary
to
develop:
Valuesofspacesthatwouldconstituteabasisforestablishingthe27%rightofrefusal
Aselectionprocessforrandomlyallocatingthe27%
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RightofFirstRefusal
TheCity
worked
with
its
consultant
to
create
aformulatodeterminethevalueofeachpackage
(storelocation)ofconcessionsintheterminal
Theformula
was
based
on
weighted
factors
to
determinevaluesofeachpackage
Estimates
included
industry
averages
for
each
retail
conceptforeachpackage
Estimatestookintoaccountlocationsandexposure
topassenger
traffic
counts
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RightofFirstRefusal
Aspresented
to
Council
on
December
15
th
2010,thevalueofthepackageswerebasedonthefollowingweightedcriteria:
Totalsquare
footage
10%
Salesestimates 40%
EBIT(EarningsBefore
Interest&
Taxes)
50%
Thisrepresentsearningsminusoperatingexpenseanddepreciation
Calculatedvalues
were
rounded
to
the
nearest
3%tohelpachievethe27%ROFR
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RightofFirstRefusal
SincetheF&Bhad15packagesandtheretailhad10packages:
Packageshad
to
be
valued
in
away
that
would
allow
the
totalforROFRtoequal27%exactly
Whilenotallpackageshadequalvalue,byusingmultiples
of3,
the
various
combinations
could
add
to
27
exactly
However,ifpackageswereselectedindividually,thechancesofdrawingshortofordrawingoverthe27%were
possiblein
many
scenarios
LikethegameBlackJack,theincumbentscouldbust
and
beshortofthefull27%
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RightofFirstRefusal
Toensurebothincumbentsreceivedanopportunity
for
the
full
27%,
City
engaged
a
mathematician
to
calculateallofthepossiblecombinationsof
packagesthattotaled27%
Thisprevented
either
incumbent
from
drawing
packagesinasequencethatcouldleavethemwith
lessthan27%withnoremainingpackagessmall
enoughto
get
to
27%
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Allcombinationsthataddupto27%were
determined
mathematically
Theincumbentsthenselectedaspecificcombinationofpackages
SeeAppendix
for
specific
methodology
RightofFirstRefusal
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RightofFirstRefusal
Allpossiblecombinationswerenumbered
F&Bhad769possiblecombinations
Retailhad
34
possible
combinations
Separate,equalsizedslipsforeachnumber
representing
a
specific
combination
were
printed
AccountingfirmofFrazierandGillswasengagedtoverifyallslipswereputintocontainerfor
drawing
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RightofFirstRefusal
Lotterywas
held
January
12,
2012
publicly
and
on
thewebcast
Lotterycontainers
were
immediately
taken
by
securitytothePolicePropertyroomforprotective
custody
Incumbentswere
then
given
the
terms
of
the
highest
scoringproposalforeachofthepackagesthey
selected
Bothweregiven30daystomaketheirdecision
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RightofFirstRefusal
Pertheamendment,theincumbentsmustmatchthetermsofthehighestscoring
proposal
Minimumannualguarantee
Percentagerental
rate
Minimumcapitalinvestment
Operational
commitmentsComparablebrands
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ACDBE
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ACDBE
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ACDBE MajorOutreacheffortsweremadepriortosolicitation
Presolicitation
outreach
events;
notice
of
events
emailedtoentireCityvendordatabaseandadditional
vendorsprovidedbyLoveField,approximately350
vendorswere
notified
December9,2010attheDallasCityHallAuditoriumL1FN,
December16,2010attheDallasExecutiveAirport
January6,
2011
at
the
Frontiers
of
Flight
Museum,
January13,2011attheDallasFireRescueTraining
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Note: during the outreach events, vendors were asked to register asvendors with the City and they were provided with the specificcommodity codes to be used for solicitation notifications.
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ACDBE
Advertised
in
the
Dallas
Morning
News
February17&24,2011
March8,2011 PreproposalMeeting
322vendors
noticed
by
Advantage
Financial
procurement
system
81vendorsattended
RFPwas
open
for
17
weeks
for
many
questions
and
enoughtimetopreparequalityproposals
City
answered
268
vendor
questionsCityissued8addenda
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Plancalledforvariouscontracttermstobeincluded
ContractLengths
Termwill
be
7to
9years, plus2oneyearextensionsattheCitysoptionfortheF&B
Termwillbe7years,plus2oneyearextensionsatthe
Citysoption
for
the
Retail
Dependsonconcessionstartdates
Productstobesoldatstreetpricingwithemphasison
brand
names
GeneralTerms
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GeneralTerms
KeepWiFi/BroadbandrightsfortheCityofDallas
Establishprocedures
to
ensure
good
customer
serviceSecretShopperprogram
Establish
strong
customer
satisfaction
measurementsShortcureperiod(timeallowedtofixproblem)NonalcoholicbeveragescanbesoldatbothRetailand
FoodandBeveragelocations
Evaluationof
performance
to
include
peer
airport
and
vendorcomparisontobeaddedtoothercriteria
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Generalterms
Reserverightsregardingcertainproductstobeofferedintheterminal
Waterbrand
(except
National
franchise
accounts)
Pouringbrandrights(exceptNationalfranchiseaccounts)
Coffeebrand
(except
National
franchise
accounts)
Maintainalcoholicbeveragesalesrightswithintheterminalcommonareas(notattheF&B
locations)
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GeneralTerms
Miscellaneous
Cancellationfor
convenience/compensation
terms
Providingforpropertransitiontermsatendofcontract
Vendingrights
remain
with
the
City
of
Dallas
FutureproductdeterminationrightsremainwithCityofDallas
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Ongoing
Contract
Management
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OngoingContractManagement
Ateamhasbeenassembledtofacilitatethebuildoutoftheconcessionspaces
Citystaff,HenselPhelps,Corgan,andProjectManagementgroupwillworkwithconcessionaires
tocoordinate
all
aspects
of
finishing
spaces
AllactivitieswillbecloselymonitoredtoensureconcessionspacesopenandoperatingbySpring
2013opening
of
first
11
gates
in
new
terminal
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OngoingContractManagement
Willconductemployee/contractorscreening
Implementsecret
shopper
program
Citywillfinalizeinventorystorageanddelivery
coordinationCentralizedreceiving/inspectionpointtobe
constructedaspartofLFMP
Ongoingaudit
and
contract
compliance
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Results
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R lt
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Results
Proposalsclosed
July
22,
2011
110proposalswerereceived
85F&B
25Retail
Oct.31 Nov.16 Allvendorsweregiventheopportunityto
giveapresentationtoevaluationcommitteemembers
NeitherIncumbent,DallasLoveFieldJointVentureLtdnorHudsonRetailDallasJoint
Venturesubmitted
proposals
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Results
Perthecontractamendmentswitheach
incumbentfor
an
extension
of
operation
into
theconstructionperiod,bothexercisedtheir
RightofFirstRefusal
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Results
DallasLoveFieldJointVentureSelectedFood
andBeverage
Packages
2a,
3,
10,
and
11
Offeredmatchforallfourpackages
HudsonRetailDallasJointVentureselected
RetailPackages4,6,7,9,and10
Offeredmatchforallfivepackages
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Results
Afterright
of
first
refusal
decisions
were
made,
theevaluationprocesswascompletedandthe
highestscoring
proposals
finalized
Processyieldedstrongproposalsandmetfinancialgoals
CitySalesProjection $57.5millionVendorSalesProjection
$57.7million
Proposalsrepresent
both
local
vendors
as
well
as
Nationalfirms
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Recommendation
Staffrecommends
the
following
awards
for
Food&BeverageConcessions:
52
Concessionaire Package(s)
GinaPuenteVentures,Inc. 1
DallasLoveFieldJointVenture,Ltd 2a,3,10,11
HostInternational,
Inc. 4,
6,
8,
9
PopFourLoveField,JV 2b,
HGMultiplexRegaliDallasJV 5,7
TheGrove 12,
13
DickeysBarbecueRestaurants,Inc. 14
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ACDBEParticipation
FoodandBeverage
53
Package(s) Concessionaire ACDBEParticipation1 GinaPuenteVentures,Inc. 100%
2a,3,
10,
11 Dallas
Love
Field
Joint
Venture,
Ltd 100%
4,6,8,9 HostInternational,Inc. 49%
2b, PopFourLoveField,JV 23.5%
5,7 HGMultiplexRegaliDallasJV 25%
12,13 TheGrove 100%
14 DickeysBarbecueRestaurants,Inc. 40%
Brands/Concepts Food and Beverage
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Brands/Concepts FoodandBeverage
54
Package(s) Concessionaire Brand/Concept
1 GinaPuente
Ventures,
Inc. Sky
Ranch
2a,3,10,11 DallasLoveFieldJointVenture,Ltd ChilisToo,CantinaLaredo,
CampisisPizzaandSonic
4,
6,
8,
9
Host
International,
Inc. Cool
River,
La
Madeleine,
PaciugoGelato,Starbucks
andChickFilA
2b, PopFourLoveField,JV CruWineBarandBrueggers
Bagels5,7 HGMultiplexRegaliDallasJV Jasonsdeli,BaskinRobbins,
TexpressGourmetand
DunkinDonuts
12,13 The
Grove Moes
Southwest
Grill
and
ManchuWok
14 DickeysBarbecueRestaurants,Inc. DickeysBarbecue
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Recommendation
Staffrecommendsthefollowingawardsfor
RetailConcessions:
57
Concessionaire Package(s)
HostInternational,Inc. 1
HGMultiplexRegaliDallasJV 2,3,8
HudsonRetailDallasJV 4,6,7,9,10
TwoPodnersTPS,LLC 5
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ACDBEParticipation
Retail
58
Package(s) Concessionaire ACDBEParticipation1 Host
International,
Inc. 49%
2,3,8 HGMultiplexRegaliDallasJV 25%
4,6,7,9,10 HudsonRetailDallasJV 25%
5 TwoPodners
TPS,
LLC 51%
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5959
Package(s) Concessionaire Brand/Concept
1 HostInternational,Inc. DMagazineNews,TexasMonthly
Newsand
Creative
Kidstuff
2,3,8 HGMultiplexRegaliDallasJV HudsonNews,FairParkTx,Billy
BobsTexasandFireCZ
4,
6,
7,
9,
10 Hudson
Retail
Dallas
JV CNN
Newsstand
Dallas,
Mallasadi
MensBoutique,TechOnTheGo,
Spectacles,Travel&LeisureTravel
StoreandTheCowboyShop
FamousTexasBoots
5 TwoPodnersTPS,LLC EASports
Brands/Concepts
Retail
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N S
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NextSteps
Afteraward
by
City
Council,
staff
will:
Issuenoticetoproceedtoapprovedvendorsto
completeand
submit
design
and
architectural
planstoCityforreviewandapproval
MeetwithManagementteamtomoveforwardwith
finish
out
Coordinatereceivinganddeliveryprocess
Assistin
design
and
construction
activity
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Appendix
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Option4
AsbriefedtoCityCouncilAugust2010
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MemberCompositionof
EvaluationCommittees
72
Food and Beverage Concept Committee
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FoodandBeverageConceptCommittee Member
CompositionDepartment Position
Aviation RealEstateManager
Aviation ContractComplianceManager
Equipment&BuildingService AssistantDirector
Park&Recreation CapitalFinancialManager
DallasWaterUtilities AssistantDirector
ConventionCenter AssistantDirector
Library AssistantDirector
SouthwestAirlines ManagerProperties
Retail Concept Committee
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RetailConceptCommittee Member
CompositionDepartment Position
Aviation AssistantDirector
Aviation FacilitiesSuperintendent
EconomicDevelopment AssistantDirector
PublicWorks
&
Transportation Assistant
Director
Housing AssistantDirector
Park&Recreation SeniorParkManager
SouthwestAirlines Manager
Properties
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LotteryCombinations
CalculationHelp
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