In 2021, Airport Dimensions, a creator and operator of airport lounges and hospitality experiences for air travelers, was entering into a highly competitive bid process to operate the Phoenix Sky Harbor International Airport’s new Terminal 4 South 1 Concourse lounge. Although Airport Dimensions had experience delivering award-winning lounges to more than 50 global airport customers across four continents, success in the Phoenix market was a tough nut to crack. As a non-incumbent bidder for the Phoenix lounge contract, they had an uphill battle to make the case for their services.
The Molera Alvarez (MA) team evaluated Airport Dimensions’ strengths, proposal, branding, and team. Based on this, we introduced them to new players on the Phoenix City Council and coached them on how to position their new strategy. This included providing opportunities for Airport Dimensions to emphasize their approach to ensuring sufficient revenue generation and contribution to the greater Phoenix community, which MA knew to be major priorities for the City.
Airport Dimensions won the Phoenix airport lounge contract under their Chase Sapphire Lounge by The Club brand. This has offered them the opportunity to do business in one of the busiest airports in the U.S., which served more than 46 million passengers in 2019. MA’s work not only expanded business for Airport Dimensions, it got them into a premier market that will open doors for them as they work to establish in other U.S. markets.
“Airport Dimensions had the pleasure of working with Molera Alvarez, who successfully guided us to win an extremely competitive procurement bid at Phoenix Sky Harbor International Airport. Their well-established and strong relationships with stakeholders, coupled with their knowledge of what truly matters to the City, ensured we had a winning strategy. They also guided us through the process, letting us know what to expect and how to prepare every step of the way. Stepping into a new market and trying to understand the nuances of local process and decision making can be extremely daunting. Having the expertise of Molera Alvarez to guide us allowed us to focus our energies on our core strengths. They have also been extremely helpful in supporting us in other markets in which we wish to expand by reaching out and helping to vet local options in different parts of the country. We would highly recommend an engagement with Molera Alvarez.” – Chris Gwilliam, Vice President, Global Business Development
MA is proud to be a part of this team that is helping advance the state of Arizona’s economy for years to come.