Concessions Program

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BDTA offers three class levels for the Concessions Program: Concessions 101, 201, and 301.

Concessions 101 is designed for SBEC (Small Business Enterprise Concessionaire) or ACDBE (Airport Concessions Disadvantaged Business Enterprise) in the food & beverage or retail industry and want to learn the basics of how to win proposals and do concessions work at DEN.
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Concessions 201 is designed for SBEC (Small Business Enterprise Concessionaire) or ACDBE (Airport Concessions Disadvantaged Business Enterprise) in the food & beverage or retail industry and have already completed Concessions 101, or have already been a concessionaire at and airport and would like to learn the skills and knowledge to bid and win larger contracts.
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Concessions 301 class has not been developed yet and will share content here once it is developed. We hope to role this content out in 2026.

Concessions 101 Course Description

The Business Development Training Academy (BDTA) Concessions 101 is an eight-week course that will provide a high-level overview of the concessions program covering numerous important topics related to becoming a concessionaire at Denver International Airport (DEN). These topics include what to know about DEN concessions, tenant finish, the RFP process, partnerships, DEN legal agreements, and financial aspects. This course is ideal for businesses that have limited or no experience at DEN and would like to learn the key knowledge and skills needed to become a concessionaire at DEN. This course may not be beneficial for businesses that are only interested in wholesale opportunities at the airport.

Concessions 101 Students Testimonial

“To the average small business, the RFP process at DEN seems like an insurmountable hill of problem solving and obstacles to entertain and overcome. The BDTA program breaks down the process piece by piece, using past and current concessionaires, primes, contractors, bankers, lawyers, DEN Concessions executives even all the way to our biggest supporter and champion our DEN CEO Phillip Washington. To have these specific leaders in front of you to ask any question you have is priceless”

Concessions 101 Outline and Curriculum

Schedule	Class Title	Class Content
Week 1	Orientation	To inform the students of the upcoming courses, trainers, key dates, and an introduction to leadership.
Week2	What to Know about DEN	Introduction to an overview of DEN’s Concessions operations and Org Chart.
Week 3	Tenant Finish	Introduction to the Tenant Finish process from start to finish.
Week 4	Navigating the RFP Process Part 1	Introduction on how to navigate the RFP process. Understand the procurement process, including timelines. Lastly, how to read a concessions RFP.
Week 5	Navigating the RFP Process Part 2	DEN shows some high-level excerpts of good RFP submittals and provides some insights on what makes a good RFP. *What does a good RFP submission look like? -Ask Cindy to include NAICS codes.
Week 6	DEN Agreements	Introduction to the lingo of DEN and Types of Agreements
		Understanding the Contract/Lease Agreements
		Streetside vs Airside
		Understanding the Joint Venture Agreement
		The ins and outs of an ACDBE JV
Week 7	Financial Aspects	Introduction to more of the financial commitment that is needed to become a concessionaire.
Week 7	Financial Aspects	Introduction to the financial resources that can possibly support the financial responsibility
Week 8	Meet the Partners and Networking	Panel discussion and happy hour.

Concessions 201 Course Description

The Business Development Training Academy (BDTA) Concessions 201 is a highly interactive, eight-week course that takes an in-depth look at many critical concepts related to becoming a concessionaire at Denver International Airport (DEN). Topics include, the RFP process, tenant finish, legal agreements, contract details, partnerships, and finance. Each week, students will work in teams to apply the information they have learned to create artifacts and documents that will be a part of the capstone group presentation. Classes will be taught by industry experts and key DEN staff. This course will prepare you to submit proposals and win contracts at DEN, but it will take a high level of commitment and require time outside of the scheduled class time to complete.

This course is still in the planning phase. More information will become available throughout 2025.

BDTA offers three class levels for the Concessions Program: Concessions 101, 201, and 301.

Concessions 101 Course Description

Concessions 101 Outline and Curriculum

Concessions 201 Course Description

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