request for proposals (rfp) for a fixed base … · a fixed base operation for supplying fbo...

FBO Services Request for Proposals 2013

REQUEST FOR PROPOSALS (RFP)

FOR

A FIXED BASE OPERATION FOR SUPPLYING FBO SERVICES AT MACAU INTERNATIONAL AIRPORT (MIA)

Macau International Airport (MIA)

04 December 2013



CAM - Sociedade do Aeroporto Internacional de Macau, SARL (CAM) was established on 18 January 1989 for the purpose of constructing and operating the Macau International Airport (the Airport), including all services directly or indirectly associated with airport traffic by way of a concession. By a Concession Contract dated 08 March 1989 the Territory of Macau (the “Macau SAR”) granted CAM the exclusive authority and responsibility to construct and operate the Airport, including air traffic control services, meteorological information services and all supplementary services necessary, including ground handling, for the efficient functioning of the Airport as a public service. CAM’s Concession Contract will expire in 2039. Airport development, financing, and marketing are the main responsibilities directly executed by CAM, while most of the operational and commercial activities are under contracts or sub-concession to specialized operators in order to ensure efficient operation of the airport to international standards. In particular, CAM currently engages ADA – Administration of Airports Ltd (“ADA”) to provide the airport operation management services for the MIA. CAM vigorously promotes and markets the Airport to the worldwide aviation community. Providing world-class service quality is a top corporate priority, and remains the cornerstone of CAM's continuous effort to improve passenger and cargo services and facilities. The Macau SAR government is the major shareholder of CAM, with a 55.24% voting stake in the Company. Sociedade de Turismo e Diversões de Macau (STDM) has a 34.10% voting share, and the remaining shares are held by a number of shareholders. CAM is governed by a Board of Directors which includes government-appointed and shareholders-nominated members. CAM's Vision and Mission Statements are set out below: Macau International Airport’s Vision: To be a model of multi-functional small-medium sized international airport that fulfills the needs of Macao by providing services and facilities in safe, effective and efficient ways through differentiation strategy. Macau International Airport’s Mission: Consistent with the Vision Statement, MIA has specific missions for the operation of the airport system. These include:

To provide high quality services to all airport users;

To manage the airport as public infrastructure and a commercial enterprise and working in partnership with stakeholders;

To promote operational efficiency meeting international safety, security and environmental

protection standards;

To develop transportation networks being a model of a multi-functional small-medium sized international airport.


PART I

INVITATION AND INSTRUCTIONS


1.0 INVITATION

CAM - Sociedade do Aeroporto Internacional de Macau, SARL (“CAM”) invites qualified Proponents which meet the Minimum Qualification set out below to submit a proposal for the operation of a Fixed Base Operator (FBO) to provide Business/General aviation (“BA/GA”) services for domiciled and visiting BA/GA aircraft (“FBO Services”) at Macau International Airport (the “Airport”) in accordance with the Scope of Services as outlined in Part III of this Request For Proposals. General Information The FBO Services have been provided by the Macau Business Aviation Center Limited (“MBAC”) since November 22, 1996 at the Airport. Nevertheless, in line with its competitive and transparent business operating principles, CAM is enthusiastic about providing the FBO service opportunity to a second qualified business aviation firm. CAM will grant the Successful Proponent of this open solicitation process the right to operate an FBO to provide BA/GA services at the Airport for a term of six (6) years. The Successful Sub-Concessionaire is to provide equal and fair access to the FBO Services by all BA/GA users at the Airport. Existing Building and Facilities The company that currently provides FBO services at the Airport constructed the FBO Building and associated facilities (including a hangar associated with the FBO Building). CAM will acquire the Building and facilities in November 2013 and re-allocate them for shared use by the existing and new Sub-Concessionaires, and/or other users. The existing FBO Building is a two story structure of executive office and terminal with a Maintenance and Storage Hangar adjacent to the building. The hangar is attached to the building and includes several workshops for maintenance personnel, parts storage, electronics shops, engine shops, accessory overhaul, tool cribs and other associated storage areas. The Successful Proponent is required to furnish the second floor of the FBO building and half the hangar to provide equal and fair access to the FBO Services by all business/general aviation users at the Airport. (A lift is planned to be installed by CAM at the FBO Building.) The successful Proponent is also required to acquire adequate ground and GSE equipment (as depicted in the Macau International Airport Minimum Requirements for Services Providers of Fixed Base Operators, included in Part II hereof) to provide business/general aviation ground handling services. A list setting out the spaces and associated facilities that may be available to be leased to the Successful Proponent is included in 14.0, Part II hereof. The Successful Proponent shall be obliged to rent these spaces and associated facilities from CAM as far as they are made available thereby. The Successful Proponent should finalize its renovation and occupancy plans for the spaces eventually leased to it, and shall have sole responsibility for carrying out these plans at its own expense, subject to prior approval by CAM and the competent authorities. Proponents must submit all information requested in the Form of Proposal and accompanying Schedules which follow these instructions.

Note: CAM reserves the right to add or remove Proponents at its sole discretion. CAM also reserves the right not to accept any Proposal submitted, and may seek additional or further


Proposals from any other party or parties. 2.0 TIMETABLE

Description Date Remark

Issue of RFP 04 Dec 2013 Deadline for Pre-Registration for Site Tour & Briefing Meeting

03 Jan 2014 Late pre-registration will NOT be considered

Site Tour & Briefing Meeting 09 Jan 2014 Late attendance will NOT be considered

Deadline for Written Questions & Requests for Clarification

29 Jan 2014 Late submission will NOT be considered

Deadline for Submission of Proposal 04 Mar 2014 Late submission will NOT be considered

3.0 MINIMUM QUALIFICATION

Upon the Deadline for Submission of Proposal, Proponents shall have had at least three (3) years of continuous experience within the last five (5) years in ownership and/or operation of an FBO at an international airport. A Proponent is deemed to meet such requirement in any one case of the following: a) The Proponent, being a corporation, which if selected will enter into the Sub-Concession Agreement (“Agreement”) with CAM, meets such requirement; or b) The Proponent, being a corporation, which if selected will enter into the Agreement with CAM, has a shareholder that meets such requirement and that holds and will keep holding at least 25% voting stock of the Proponent; or c) The Proponent, being an unincorporated joint venture (consortium) composed of a number of members, which if selected will form a corporation that will enter into the Agreement with CAM, according to the shareholding structure pre-determined in its Proposal, has a member that meets such requirement and that will hold and keep holding at least 25% voting stock of the corporation to be formed. In addition, Proponent shall confirm in the Form of Proposal that, notwithstanding anything to the contrary in its Proposal, the Fixed Base Operation and FBO Service to be provided by Proponent, if selected by CAM, shall fully comply with the Macau International Airport Minimum Requirements for Services Providers of Fixed Base Operators in all aspects. Otherwise, its Proposal may be disqualified or rejected. Proponent is reminded to provide sufficient information in its Proposal to demonstrate its fulfillment of the minimum qualification above, failing which the Proposal may be considered non-responsive and may not be evaluated. Notwithstanding the above, CAM reserves the right to decide at its sole discretion on the eligibility of any Proponents.

4.0 OBJECTIVES

CAM is dedicated to providing the highest level and quality services to all users of the Airport.


Airport commercial initiatives typically serve as a catalyst not only for overall airport growth, but they also contribute to the diversification of business opportunities at the Airport and in the community. Such enterprises create additional employment, potentially attract new industry or commercial ventures to the region and increase a local government’s tax base. This in turn will have a broad stimulative effect on the Macau economy. Hence, CAM’s objectives with respect to the FBO business/general aviation services at the Airport are, among other things, to:

Facilitate the evolution and development of a Fixed Base Operation;

Enhance the quality of business/general aviation services provided at the Airport;

Maximize the safety and security of business/general aviation operations;

Encourage existing businesses to expand and attract new ones that will foster growth ; Enhance the Airport’s competitive position and create wealth in the community.

5.0 CLOSING OF PROPOSALS

Sealed proposals in opaque packages marked “Request for Proposals – The Provision of Fixed Base Operation Services at MIA” and “TO BE OPENED BY AUTHORZIED PERSONNEL ONLY”, and bearing the name and address of Proponent, must be delivered by mail or by hand and received by CAM no later than 04 March, 2014 at 5:00 p.m. China Standard Time ("Closing Time"), and then privately opened. Proposals must be submitted in ONE (1) ORIGINAL, FOUR (4) HARD COPIES AND ONE (1) ELECTRONIC COPY (in a PDF document) to:

Macau International Airport Co. Ltd. CAM Office Building, 4º Andar Av. Wai Long, Taipa, Macau

Attention: Mr. Deng Jun Chairman of the Executive Committee Late proposals will not be considered for selection.

6.0 SITE TOUR & BRIEFING MEETING

A site tour will be provided on 09 January, 2014 at 11:00 a.m. China Standard Time to view the Macau International Airport (MIA) FBO Building and its associated facilities and the Apron. A Proposal Briefing Meeting for this business opportunity will also be held on 09 January, 2014 at 3:00 p.m. China Standard Time with a question and answer period to follow. The location of this briefing will be in Room10, 4th Floor of the CAM Office Building, Av. Wai Long, Taipa, Macau. Pre-registration is required for participating in the site tour and briefing meeting. For the pre-registration, Proponents shall fax to (853)28785465, to the attention of Mr. Franco Kwan, no later than 03 January, 2014 at 5:00 p.m. China Standard Time, the name list and clear copies of the identification documents of their representatives with a cover letter. Since space is limited, Proponents are requested to limit their attendance to not more than three (3) representatives for the site tour and briefing meeting. Attendees must bring along the


originals of their identification documents used for pre-registration so as to participate in the site tour. If you would like specific questions or concerns to be addressed at this briefing, Proponents should send them together with the pre-registration by facsimile in advance. Any questions, if deemed relevant and appropriate at the sole discretion of CAM, may be answered at the briefing meeting.

7.0 REQUEST FOR PROPOSAL DOCUMENTS

7.1 The "Documents" consist of:

(a) These Instructions (b) The Operation of an FBO Service - Terms (c) Scope of Services (d) Statistical Information (e) Form of Proposal (f) Schedules to Form of Proposal:

(1) Company Profile; (2) Financial Proposal; (3) Financial Statements & Pro-Forma Statements (4) Business Plan

(5) Proposal Check List (g) Addenda, as may be issued from time to time

7.2 Proponents should ensure that they received all components which make up the “Documents” as set out in Section 7.1.

8.0 INTERPRETATION AND MODIFICATION OF DOCUMENTS

8.1 The definition of terms is set out in the Request for Proposal Documents.

8.2 CAM may issue additional information, clarification or modification of the Documents by written Addendum. CAM shall not be bound by oral or other informal explanations or clarifications not contained in such addenda.

8.3 CAM will only consider written questions received by 29 January, 2014. All written enquiries should be directed to the attention of Mr. Deng Jun, Chairman of the Executive Committee, sent by facsimile to (853)28785465. Any questions, if deemed relevant and appropriate at the sole discretion of CAM, may be answered in writing on the webpage devoted to this RFP at the website www.macau-airport.com.

8.4 Proponents shall notify CAM in writing should they find any inconsistency, discrepancy,

ambiguity, error or omission in the Documents.

8.5 Proponents, if uncertain or in doubt as to the intended meaning of the Documents, or of any term in the Documents, may submit a written request for clarification to CAM by the time and in the manner set out in Section 8.3 above.

8.6 Proposals should not be sent by any electronic means of communication (e.g.: facsimile,

electronic mail (“email”), etc.). Proponents using facsimile to make enquiries relative to their Proposal assume the entire risk that the facsimile document will be properly received by CAM, on time or at all, and that all other requirements herein will be satisfied. CAM shall not be liable to the Proponent if its facsimile document is not properly received on


time or at all due to the malfunctioning of CAM's equipment, the errors or omissions of CAM's employees or agents, the interruptions or inability to obtain a connection with CAM's equipment, the response time of CAM's equipment, insufficient paper supply for facsimile machines or for any reason whatsoever.

8.7 All written Addenda issued by CAM before Closing Time shall be published on the

webpage devoted to this RFP at the website www.macau-airport.com. All Addenda shall be incorporated into and become part of the Documents.

8.8 Proponents shall complete the Form of Proposal acknowledging receipt of all Addenda.

However, Proponents failure so to do shall not excuse them from being deemed to have received all Addenda published as set out in Section 8.7 above.

8.9 Proponents shall examine all Documents relating to this Request for Proposal and make

independent judgement as to circumstances and conditions affecting the business opportunity and their Proposal. Failure on the part of Proponents to examine and investigate thoroughly shall not be grounds for any claim that Proponent did not understand the conditions of the Proposal.

8.10 Proponents, at their cost, may be required to make a verbal presentation to CAM's

selection committee. 8.11 Each Proponent shall, before submitting its Proposal, thoroughly examine and assess the

requirements and specifications set out in this Request for Proposals, the equipment and materials needed, all relevant laws, rules, notices, directives, standards, orders and regulations, licensing, permit and approval requirements and other circumstances which may affect its Proposal. Submission of a Proposal constitutes a representation by Proponent that it is familiar with and accepts all of the foregoing.

9.0 SUBMISSION OF PROPOSAL

9.1 Proposals must conform to all Instructions.

9.2 ONE (1) ORIGINAL, FOUR (4) HARD COPIES AND ONE (1) ELECTRONIC COPY (IN A PDF DOCUMENT) (SIX (6) COMPLETE SETS) OF THE PROPOSAL MUST BE SUBMITTED.

9.3 Proposals must be in writing and received by CAM at its offices referred to in Section 5.0

before Closing Time. Proposals received after Closing Time will not be accepted. Proposals sent by facsimile or email will not be accepted.

9.4 Proposals shall be prepared and completed on the attached forms, with all schedules fully

and properly completed and with the pro-forma statements also being submitted. Please complete in ink or type, pencil is not acceptable. Should there be insufficient space on the Form of Proposal or Schedules, additional sheets appropriately marked and identified, may be attached. No additions, deletions, interlineations or modifications shall be made to the Form of Proposal or Schedules.

9.5 Proposals shall be submitted in a sealed opaque envelope bearing the name and address

of Proponent and marked: “Request for Proposals – The Provision of Fixed Base Operation Services at MIA” and “TO BE OPENED BY AUTHORZIED PERSONNEL ONLY”.

9.6 Proposals shall be dated and signed by one or more duly authorized signing officers of


Proponent. Signatures on the original Proposal shall be in original handwriting; facsimile or electronic signatures will not be accepted.

9.7 Each page of the Form of Proposal and Schedules shall be initialled by the authorized

signing officers whose signatures appear on the execution page of the Form of Proposal. 9.8 CAM will assume that all statements, oral or in writing, made by persons submitting

Proposals are true, accurate, complete and not misleading. All such statements will constitute representations and warranties made to CAM.

9.9 Proposals which contain qualifying conditions or otherwise fail to conform to these

Instructions may be disqualified or rejected. Anything to the contrary herein notwithstanding, CAM may elect to retain for consideration Proposals which are non-conforming, and may waive any non-compliance, irregularity, error, or time stipulation required by these Instructions. The stipulations herein are for the sole benefit of CAM and may be waived by CAM unilaterally.

9.10 The successful Proponent will be required to provide an irrevocable Bank Guarantee on

first demand in the amount determined by CAM, issued by a reputable bank at its head office or branch office in Macao as previously approved by CAM. This Bank Guarantee shall be held as a security deposit by CAM for the duration of the Agreement. The Bank Guarantee, if applied at any time to secure performance of the successful Proponent’s obligation, shall always be restored to the value required by the successful Proponent. The Bank Guarantee will be required upon execution of the Agreement.

10.0 EVALUATION; NO OBLIGATIONS ON THE PART OF CAM

10.1 The evaluation of responses will be based on a number of factors, weighted according to the needs of CAM. The highest or any Proposal will not necessarily be accepted. Any implication that the Proposal with the highest financial bid will be accepted, or that any Proposal at all will be accepted, is hereby expressly negated. CAM reserves the right to accept the Proposal which it deems most advantageous, and the right to reject any or all Proposals for any reason. In no event will CAM be responsible for the costs of preparation and submission of Proposals.

10.2 CAM reserves the right to clarify any Proposal or negotiate with any Proponent or with

another Proponent or Proponents concurrently. In no event shall CAM be required to offer any modified terms to other Proponents. CAM shall incur no liability to any other Proponent as a result of such clarifications, negotiations or modifications.

10.3 Without imposing any duty on CAM, it shall consider, among other things (approximate

weighting shown in brackets):

(1) Company Profile (25%) – especially the Proponent’s demonstrated experience in the operation of similar FBOs at other locations;

(2) Financial Proposal and Financial Statements & Pro-Forma Statements (25%); (3) Business Plan (50%), including:

A. Implementation Plan; B. Customer Service and Quality Control; C. Service Delivery Plan and Quality Assurance Audits; D. Personnel and Training; E. Management Team; F. Operating Program; G. FBO Building, Vehicles, Equipment and Other Spaces;


H. Marketing Plan.

10.4 Each Proponent submitting a Proposal acknowledges and agrees, by submitting a Proposal, that CAM will have no liability or obligation to any Proponent except only the Proponent, if any, awarded an Agreement by CAM in its sole discretion and each Proponent agrees that, if it is not awarded an Agreement, then whether or not any express or implied obligation has been discharged by CAM, CAM shall be fully and forever released and discharged of all liability and obligation in connection with this Request for Proposals.

The Agreement is not awarded unless and until CAM and the Successful Proponent

execute and deliver the Agreement in writing approved by CAM’s executive management and the Government of Macao SAR.

10.5 In particular, CAM shall not be under any obligation to return or save either the original or

any copies of any Proponent’s Proposal, and all Documents submitted to CAM, whether original or copies, shall be kept or disposed of by CAM.

10.6 This Request for Proposals does not constitute an offer. No agreement shall result upon

the submission of Proposals. CAM shall not be under obligation to enter into any agreement with anyone in connection with this Request for Proposals and responses received. CAM may cancel and/or reissue this Request for Proposals in whole or in part at any time. CAM will not have any obligation to anyone in connection with this Request for Proposals unless CAM and the Successful Proponent execute and deliver an agreement in writing approved by CAM’s executive management and the Government of Macao SAR.

11.0 QUALIFICATIONS AND MODIFICATIONS

11.1 Proposals which contain qualifying conditions or fail to conform to these Instructions may be disqualified or rejected. Collusion between Proponents is sufficient cause for rejection of all Proposals affected.

11.2 Proposals may only be modified in writing, signed by the authorized signing officer(s) of

the Proponent who has signed the Form of Proposal. Modifications shall be received by CAM by Closing Time. Modifications made verbally, by facsimile or by email transmission will not be accepted and modifications received after Closing Time will not be considered and will not form part of any Proposal submitted.

12.0 OPERATION COMMENCEMENT DATE

The successful Proponent shall have in place all its facilities and equipment, as approved by CAM, and be in operation within six (6) months after the signing of the Agreement.



PART II

A FIXED BASE OPERATION FOR SUPPLYING FBO SERVICES – TERMS



13.0 AGREEMENT TERMS

The basic terms of the Fixed Base Operation (FBO) Sub-Concession Agreement (the Agreement) are set out below. Term

The term of the Agreement will be six (6) years i.e. the Agreement will expire six (6) years after its signing.

Operation Commencement Date

In any event, if the Successful Proponent does not start operating the FBO Services within six (6) months after the signing of the Agreement, CAM reserves the right to immediately terminate the Agreement at no cost for CAM, without prejudice to any of its other claims.

Non-Exclusivity

This Agreement does not confer or grant to the Sub-Concessionaire any exclusive rights. CAM is entitled to operate the FBO Services by itself, and also to grant the right to operate the FBO Services to any other operators.

Sub-Concession Fees and Property Rents

Proponent’s Proposal will set out their bids in Schedule 2 Financial Proposal of the Form of Proposal as to the sub-concession fees payable by the Proponent to CAM (in addition to the Property Rents) under the Agreement, based on

• Percentage Fees (to be quoted/bid by Proponents – see Schedule 2 of the Form of

Proposal) of annual Gross Sales. The Percentage Rate cannot be lower than 6% of Gross Sales. NOTE: If the bid of the Percentage Rate is lower than the minimum rate stated above, the Proposal may be disqualified/rejected.

In addition, the Successful Proponent will be required to pay CAM Property Rents specified in Table 14.0 throughout the term.

Insurance

The Successful Proponent shall take out and maintain effective all insurances required by CAM and all the other insurances considered mandatory in accordance with the laws of Macao, at all times and to the satisfaction of CAM. CAM or its designated consultant may from time to time assess and review the limits required of such insurances. - For reference, an airport operators’ liability insurance policy with the following sections and amounts of indemnity will be required at least: Section 1 Premises USD20,000,000 any one accident Section 2 Hangarkeepers USD20,000,000 any one accident Section 3 Products USD20,000,000 any one accident and in the aggregate

arising out of all accidents occurring during the policy period



Proponent’s Undertakings

The successful Proponent shall be required to undertake, among other things, to: (a) have in place all of its facilities and equipment, as approved by CAM, ADA, and

the competent public authorities (especially the Civil Aviation Authority of Macao SAR, “AACM”), and be in operation within six (6) months after the signing of the Agreement;

(b) ensure that all of its personnel have been fully trained and complied with the

security requirements set out by CAM, ADA, MIA and/or the competent public authorities (especially AACM) by the time stipulated in (a) above ;

(c) conduct its operations in a professional manner acceptable to CAM and to

provide the optimum level of service to its business/general aviation customers;

(d) abide by all Regulations, Rules, Policies and Directives set out by CAM, ADA, MIA and/or the competent public authorities (especially AACM), and the Macau International Airport Minimum Requirements for Services Providers of Fixed Base Operators (“MIA Minimum Requirements for FBO”) (annexed to this Part) as may be amended by CAM from time to time;

(e) ensure in place all approvals, certifications, licenses, authorizations and the like as required and according to the laws and regulations as applicable to the successful Proponent’s activities, especially those in MIA and Macao SAR.

Investment

The successful Proponent shall have sole responsibility for making investment in facilities and acquisition of equipment at its own cost, subject to CAM’s approval, to guarantee the adequacy and quality standards of the FBO Services.

Security Screening

The successful Proponent shall at its own cost employ the security company authorized to

provide security service at the Airport (currently “SEMAC”) to implement the applicable security measures, particularly security screening. Unless otherwise determined by CAM, the security company will use common-use security screening equipment located on the first floor (ground floor) of the FBO Building to carry out the security screening on passengers and baggage etc. entering the airside.



14.0 BUILDING SPACE

CAM will make available to the Successful Proponent certain Building Space and associated facilities and the Successful Proponent will be required to rent such space and facilities and pay CAM the rentals plus management fees (“Property Rents”) throughout the term. The Successful Proponent will be required to enter into a Sub-Concession Agreement with CAM for the building space and associated facilities and right to provide the FBO Services. NOTE: CAM does not warrant the condition of any buildings or facilities. The Successful Proponent must accept them in the as-is condition. Table 14.0 Property Rents*

Type of Space Total Area

Available** Rental

Rate/Month Management Fee/Month***

Monthly Total

FBO Building (Second Floor) 693 m2 MOP400/m2 Rentalx40%=MOP160/m2 MOP388,080

Half of Hangar associated with FBO Building (inclusive of workshop therein)

760 m2 MOP200/m2 Rentalx20%=MOP40/m2 MOP182,400

Vehicle parking spaces 15 spaces MOP400/space Not Applicable MOP6,000 * From 2015 (inclusive), the Property Rents will be increased annually according to the previous year’s annual General CPI increment as published by the Direcção dos Serviços de Estatística e Censos of the Macao SAR Government. Such increase for each year will take effect as from 1 January. ** Subject to availability and adjustment eventually confirmed by CAM. *** These Management Fees include the water and electricity fees, and cleaning of the common areas (if any).

Annexes to Part II 1. MIA Minimum Requirements for FBO: 19 Pages 2. Drawings of building space and associated facilities (For Reference Only)


PART III

SCOPE OF FBO SERVICES



15.0 GENERAL SCOPE OF FBO SERVICES The Successful Sub-Concessionaire is to provide equal and fair access to the FBO Services for

business/general aviation users at the Airport. The Minimum Scope of Services and Requirements are set out in the MIA Minimum Requirements for FBO annexed to Part II. Proponents can offer to provide additional services, not included in the Minimum Scope of Services, in Part A of Schedule 4 of the Form of Proposal. CAM will review the Proposals and determine the additional services to be provided.

16.0 QUALITY STANDARDS

It is imperative that the Proponent provide details of their service delivery standards and quality assurance programs as they relate to the handling of business/general aviation aircraft and passengers. In particular, CAM expects the successful Proponent to promptly investigate all service complaints received by it or CAM, ADA or AACM and to develop and implement remedial measures to minimize the potential for recurring incidents.

The following illustrates the minimum quality standards expected by CAM:

16.1 FBO Personnel

Personnel must be fully trained to provide a high level of customer service to ensure that airport business/general aviation customers receive exceptional service. Standards and procedures should be developed and adhered to in order to achieve consistency in addressing customer concerns.

All personnel will require Airport Access Passes for access to airport restricted area.

All personnel will be uniformly attired in company uniform with clearly affixed company identification.

All personnel must be neat in appearance, well groomed and conduct themselves in a professional manner that reflects favourably on the overall image of the Airport. For more details of staffing requirements, please refer to the MIA Minimum Requirements for FBO (Fixed Base Operator).

16.2 FBO Equipment and Vehicles

All equipment and vehicles will be standard in appearance, clean and painted in the company colours with an easily identifiable company logo and Airport Vehicle Identification affixed.

All aircraft servicing and ground handling equipment will be mechanically sound. Regular inspections and preventive maintenance will be conducted and recorded.

All equipment and vehicles will be properly stored in the appropriate location designated by CAM, when not being used to service customers.

All equipment and vehicles will be operated in a safe and conscientious manner. It is mandatory that all operators adhere to MIA’s airside traffic rules and regulations.



Wherever possible, equipment and vehicles should be powered electrically so as to minimize environmental pollution and air quality concerns.

16.3 Safety

All personnel will complete MIA’s Traffic Rules and Regulation Licensing training and obtain a Driver Permit for driving in airport restricted area. Records of training and refresher courses should be maintained.

All personnel will perform their duties in a safe and conscientious manner. Apron personnel must assist in maintaining a safe work environment and will, where possible, reduce the potential for creating FOD (“Foreign Object Debris”).

At least one employee must be designated as a Safety Manager and will be responsible for ensuring that all personnel comply with all safety programs, including but not limited to those of the MIA. There must be no breach of safety regulations.

A representative of the company is expected to attend all Airport Safety Committee meetings, major disaster exercises and table top exercises. The handling and loading of dangerous goods must be conducted in accordance to all applicable Macau laws and regulations.

The company must initiate appropriate and expedient measures for all spills.

16.4 Passenger Handling

FBO passenger handling facilities and other passenger areas must be maintained in a neat and tidy manner at all times.

Personnel must be fully trained in all aspects of providing passenger processing services. This includes, but is not limited to, attending to passengers requiring special attention, providing language assistance, local business, tourist, entertainment, flight and ground transportation information. Aircraft and passenger must be handled and serviced in a timely and efficient manner to minimize the potential for delays and complaints.

16.5 Aircraft Arrival and Departure

The company is expected to facilitate the safe and secure arrival of aircraft. This would include ensuring that the arrivals area is free of FOD, that aircraft have the necessary clearance and any other activities that will assist aircraft. FBO handling personnel and equipment must be ready to ensure a smooth transition for the passengers from the aircraft to the FBO building. Interior cleaning and grooming will be carried out in the manner and level prescribed by the business/general aviation customer.

For departing aircraft, the company will be expected to facilitate the safe and expedient departure of aircraft. This would include ensuring that the apron is free of FOD, that the



departures area is clear of vehicles and equipment, and the provision of other activities that will assist the aircraft with departure.

17.0 QUALITY SERVICES PLAN AND QUALITY ASSURANCE AUDIT

One of CAM’s primary objectives is to ensure that a high level of customer service is provided and maintained for all users of the Airport. An important part of providing FBO Services is ensuring that handling services meet and exceed business/general aviation customer standards and expectations. Proponents are requested to provide, in detail, a service delivery plan that will govern their operation at this Airport. Proponents are asked to provide specific details under each of the categories outlined in Part C of Schedule 4 of the Form of Proposal. In addition, to provide some assurance that the FBO Services being offered are maintained at a high service level, the successful Proponent will be required to self-administer a monthly quality assurance audit and report the results to CAM. CAM will conduct periodic reviews to verify information provided by the FBO. Each Proponent will be required to provide details on how it will formulate and conduct such an audit based on the categories outlined in Part C of Schedule 4 of the Form of Proposal.



PART IV

STATISTICAL INFORMATION



18.0 TRAFFIC INFORMATION

THE HISTORICAL AND FORECAST AIRCRAFT AND PASSENGER STATISTICS PRESENTED IN THIS DOCUMENT ARE FOR INFORMATION ONLY. CAM DOES NOT IN ANY WAY ASSUME ANY RESPONSIBILITY WHATSOEVER FOR THE COMPLETENESS AND ACCURACY OF THE STATISTICAL INFORMATION AS THEY ARE ESTIMATES AND FOR INFORMATION PURPOSES ONLY SUBJECT TO DEVIATION, AND ARE NOT GUARANTEED OR WARRANTED IN ANY WAY. ALL PROPONENTS SHOULD CONDUCT THEIR OWN DUE DILIGENCE AND MAKE SUCH INVESTIGATION AND INQUIRIES AS THEY CONSIDER NECESSARY FOR THE PURPOSE OF SUBMITTING A PROPOSAL. IN PARTICULAR, PROPONENTS ARE CAUTIONED THAT THE GLOBAL AIRLINE AND BUSINESS/GENERAL AVIATION INDUSTRY CONTINUES TO EXPERIENCE SIGNIFICANT CHANGES AND HENCE THE FORECASTED FIGURES MAY BE AFFECTED BY SUCH CHANGES. PROPONENTS SHOULD TAKE THIS INTO CONSIDERATION WHEN EVALUATING THE ESTIMATES AND BUSINESS OPPORTNITY PROVIDED HEREIN.



General and business aviation on Macau is almost entirely composed of business jets, including some airline-sized aircraft which have been converted to corporate use. Historical activity levels have been shown in table 1, below.

TABLE 1



Activity has increased substantially over the past six years, with an average annual growth rate in excess of 16%. Passenger loads have fluctuated somewhat but are generally in the range of between three and five persons. There are currently 8 business jets domiciled in Macau, operated by three companies: • Jet Asia (4 aircraft, including Bombardier Challenger 601, 605 and Global Express) • Fortuna Jet (2 aircraft including Bombardier CRJ 200 and Gulfstream G550) • Macau Jet International (2 Falcon F2000 Series)



*Types of aicrafts as defined by ICAO Reference Code



Traffic Forecasts Traffic forecasts have been developed for three scenarios, and are unconstrained in the sense that no capacity controls due to airspace, runway or ramp restrictions have been considered:

Business Jet Movement Forecast

Year Movement Scenario

Pessimistic Most Likely Optimistic

2012(Actual) 1,659 1,659 1,659

2015 1,930 2,074 2,293

2020 2,450 2,818 3,919

2025 2,907 3,508 5,625

2030 3,261 4,131 7,564

Source: Aviation Strategies International's analysis of ADP and CAM DATA



PART V

FORM OF PROPOSAL



FORM OF PROPOSAL TO: CAM - SOCIEDADE DO AEROPORTO INTERNACIONAL DE MACAU, SARL

(“CAM") RE: REQUEST FOR PROPOSALS FOR THE OPERATION OF A FIXED BASE OPERATION

FOR THE PROVISION OF FBO SERVICES AT MACAU INTERNATIONAL AIRPORT (MIA)

1.0 OFFER AND PRICE

We,_________________________________________________________________, (Name of Proponent)

of__________________________________________________________________ (Address of Proponent)

pursuant to and in compliance with the Request for Proposals and the addenda listed below, and being familiar with the requirements for performance under the Request for Proposals, and the conditions at the Airport and all relevant laws, rules, regulations, licensing and permit requirements, labour market, and other circumstances that may affect our Proposal, hereby propose, if selected by CAM, to:

(a) provide a Fixed Base Operation and FBO Service as set out in the Request for Proposals;

(b) execute and deliver a Sub-Concession Agreement;

(c) provide a Bank Guarantee upon written request of CAM; (d) operate and perform in a diligent manner in accordance with the terms and conditions of

the Sub-Concession Agreement and CAM directives.



2.0 SCHEDULES

The following Schedules are attached to and form part of this Proposal:

(1) Company Profile; (2) Financial Proposal; (3) Financial Statements & Pro-Forma Financial Statements (4) Business Plan (5) Proposal Check List

3.0 FORM OF PROPOSAL

The Schedules, incorporated herein by reference, shall form part of this Proposal. 4.0 ADDENDA

Receipt of the following Addenda forming part of this Proposal is acknowledged:

Addendum No. Date

_________________________________________________________________

_________________________________________________________________ _________________________________________________________________

5.0 DECLARATION AND CONFIRMATION

Proponent declares:

5.1 that it has complied with the Request for Proposals requirements and instructions;

5.2 that, in submitting this Proposal, it is not relying on any information or documents provided on behalf of CAM other than the Documents;

5.3 that this Proposal is genuine and not collusive or made in the interest of or on behalf of

any person not named herein;

5.4 that it has not, directly or indirectly, induced, or solicited any other proponent to submit a sham proposal or any other person to refrain from submitting a proposal, and that it has not in any manner sought by collusion to secure for itself or for any other person any advantage over any other proponent.

In addition, Proponent confirms that, notwithstanding anything to the contrary in its Proposal, the Fixed Base Operation and FBO Service to be provided by Proponent, if selected by CAM, shall fully comply with the Macau International Airport Minimum Requirements for Services Providers of Fixed Base Operators in all aspects.



IN WITNESS WHEREOF, this Proposal has been executed under seal in the Macau Special Administrative Region, this ________ day of __________________, 2014. CORPORATIONS The Corporate Seal of )

) )

___________________________________ ) )

___________________________________ ) (Name of Corporation) was hereunto ) affixed in the presence of: ) (C/S)

) ___________________________________ ) Signature )

) )

___________________________________ ) Name and Office )

) )

___________________________________ ) Signature )

) )

___________________________________ ) Name and Office )



JOINT VENTURES / CONSORTIA Name of Joint Venture / Consortium

By its Members:

(1) Name of Member

(2)

Name of Member (Each Joint Venturer / Member to sign below) The Corporate Seal of )

) )

___________________________________ ) )


) ___________________________________ ) Signature )

) )

___________________________________ ) Name and Office )

) )

___________________________________ ) Signature )

) )

___________________________________ ) Name and Office )



The Corporate Seal of )

) )

___________________________________ ) )


) ___________________________________ ) Signature )

) )

___________________________________ ) Name and Office )

) )

___________________________________ ) Signature )

) )

___________________________________ ) Name and Office )



SCHEDULE 1 COMPANY PROFILE

1. Please complete “1(a)” and either “(b)” or “(c)”, whichever is applicable. (a) Name of Company (full legal name): _____________________________________________________________________ Business or Operating Name: _____________________________________________________________________ Full Street Address: Courier Address (if different): _______________________________ _________________________________ _______________________________ _______________________________ _______________________________ _______________________________ Telephone: ( ) __________________ Fax: ( ) _______________________ Contact Name: Position: ________________________________ ______________________________

(b) CORPORATION STATEMENT: (Only if Corporation, answer the following)

Year of Incorporation _________________________ Where Incorporated? __________________________ Address of Registered Office in the Macau Special Administrative Region: __________________________________________ __________________________________________

__________________________________________

Please provide a breakdown of the ownership of the Corporation as follows: Name Address Share %

__________________________________________________________________ __________________________________________________________________

__________________________________________________________________ How is the Corporation held:

( ) Privately ( ) Publicly



(c) JOINT VENTURE STATEMENT: (Only if Joint Venture, in the sense that it is an un-incorporated association of persons/ corporations, answer the following)

Date and Place of Organization: __________________________________________________________________

_______________________________________________________ What is the purpose of the Joint Venture: _______________________________________________________ _______________________________________________________

As CAM will enter into the Agreement with a corporation only, the members of this Joint Venture / Consortium with the Name and Address of each party to / member of the Joint Venture / Consortium set out below will, if selected, form a corporation that will enter into the Agreement with CAM, according to the shareholding structure also set out below:

Name Address %

__________________________________________________________________ __________________________________________________________________ __________________________________________________________________ 2. Indicate the number of Administration Personnel: ______________________ 3. Indicate the number of Operational Personnel: ________________________ 4. Provide a proposed organizational chart for this operation. Please identify head office support

personnel and their role as it relates to this operation. 5. This Company is a subsidiary of ____________________ 6. Companies subsidiary to this Company are _________________

7. References - provide a list of references, include: business name, contact person(s), business

relationship/nature of reference, phone number, fax number, address and email address (i.e. previous contracts, current contracts, previous and existing clients, etc.) At least three (3) references of existing clients currently using your FBO services should be provided (with a short description of the respective services they use).

8. List relevant Fixed Base Operations implemented by your company (or shareholder / consortium

member where applicable) in the last five years. Indicate the scope of service, location, length of contract, contract value, and client/owner references for the contract with a contact telephone number. Please identify those contracts that you would allow CAM to contact.

Name of owner / operator

Scope of services

Location Contract term (initial to expired date)

Length of time of your ownership / operation (to date)

Contact Person Phone & Fax number



9. Please provide sufficient information in the Proposal to show the depth and breadth of your company’s

overall successful and demonstrated experience in the operation of similar FBOs at other locations, especially those at major airports.

10. Identify all related contracts over the past five (5) years that you submitted a proposal for in which you were not successful. Indicate why you were not successful and if you would allow CAM to contact the companies involved.

11. Provide other documents and information to demonstrate that you meet the Minimum Qualification

and that you have adequate resources to, and you will, fulfil all the requirements of the MIA Minimum Requirements for FBO.

12. Provide your company’s (or, where applicable, your joint venture / consortium members’) certificate of incorporation, commercial or business registration certificate, and the like, and the joint venture agreement (where applicable), to demonstrate the company’s form and nature, list of shareholders, shareholding structure, etc.

13. Provide any other documents and information that you consider helpful to CAM’s evaluation of your Proposal.

(Please attach additional pages as required)



SCHEDULE 2 FINANCIAL PROPOSAL

Percentage Rate Bid

Please fill in the Percentage Rate of Gross Sales offered in the space provided below, and have this page initialled by the authorized company officer(s). Note: The Percentage Rate offered in the space provided below cannot be less than 6% of gross sales, otherwise the Proposal may be disqualified/rejected. Please limit the percentage rate to one digit after the decimal point. Property Rents, specified in Table 14.0 of Part II of the RFP Documents, shall be payable to CAM in addition to the Percentage Fees.

Table 2.1 Percentage Rate Offer

_______ % of Gross Sales

Date Authorized Signatory

Authorized Signatory



SCHEDULE 3

FINANCIAL STATEMENTS & PRO-FORMA FINANCIAL STATEMENTS Financial Statements (If corporation) Provide your company’s complete financial statements, including a balance sheet, income statement and statement of cash flows, prepared in accordance with generally accepted accounting principles, for the current fiscal year-to-date, and the most recent three complete fiscal years. Footnote disclosures must accompany the submitted year-to-date financial statements. If available, financial statements audited or certified by an independent certified public accountant should be submitted. (If joint venture un-incorporated) Provide the complete financial statements, including a balance sheet, income statement and statement of cash flows, prepared in accordance with generally accepted accounting principles, for the current fiscal year-to-date, and the most recent three complete fiscal years of each member/joint-venturer. Footnote disclosures must accompany the submitted year-to-date financial statements. If available, financial statements audited or certified by an independent certified public accountant should be submitted. Pro-Forma Financial Statements Each proponent must prepare pro-forma financial statements covering the 6-year term of the Fixed Base Operation and the provision of FBO Services at Macau International Airport (the Airport). The pro-forma financial statements should include a pro-forma income statement and a pro-forma balance sheet for each year. All assumptions and key hypotheses supporting the financial projections should be stated. The financial projections should be based upon management's best estimates with respect to the likely future operating results. The forecasted figures must be reasonable and realistic. The statements must be prepared in accordance with International Generally Accepted Accounting Principles. The pro-forma income statement is expected to be in the format delineated in the next page hereof.

(Please attach additional pages as required)



Macau International Airport Request for Proposals

Fixed Base Operation for the Supply of FBO Services Financial Projection – Pro Forma Statement of Income (Loss)

YOUR COMPANY NAME HERE In Thousands of Macao Patacas

Year Year Year Year Year Year

1 2 3 4 5 6 Revenues

[Break down by type of service] Category 1 Category 2 Cagegory3 Category 4 Category 5 Additional Revenue [Categories as Required]

Total Revenues Expenses Commission Materials & Supplies Wages & Salaries Rental & Management Fee Maintenance Interest Insurance Advertising Amortization Other Expenses [Before Taxes] Total Expenses

Net Profit - Before Taxes



SCHEDULE 4 BUSINESS PLAN

The Business Plan shall include the following items at a minimum: (NOTE: Please also pay attention to the MIA Minimum Requirements for FBO to address the requirements therein in the respective parts of your Business Proposal.)

A. IMPLEMENTATION PLAN 1. Describe how you would implement your FBO Operations and Services at the Airport. 2. Provide an outline of the intended philosophy and methodology you would use to generate and

secure business with business/general aviation clients.

3. Please describe, in sufficient detail, any additional/optional FBO Services that your company is looking to provide at the Airport.

4. What is your long range strategic plan in the areas of expansion, new products and services, etc?

5. CAM is looking to ensure that business/general aviation clients using the Airport are charged fair

industry prices for FBO Services. Please provide a list of the prices that customers will be charged for handling (including provision of hangar space for) the different aircraft types that currently frequent/use the Airport.

B. CUSTOMER SERVICE AND QUALITY CONTROL 1. Does your company have a customer satisfaction program? Please provide details and indicate

the program objectives and what it offers and ensures. 2. Do you have a quality control program? Please provide details and indicate what this program

offers and ensures. 3. How do you ensure that quality controls are maintained and deficiencies addressed? 4. How do you measure customer satisfaction and how often is this done? 5. Do you have a continuous improvement process (i.e. identifying and implementing best

practices)? Please provide details as to how you would implement this process at the Airport. C. SERVICE DELIVERY PLAN AND QUALITY ASSURANCE AUDIT

1. Service Delivery Plan

Please propose a detailed “Level of Services (LOS) Plan” that you would be implementing to govern your operations at the Airport. At a minimum, this plan should cover the following areas of service:

Aircraft Handling and Servicing (LOS to include supervision, planning for aircraft arrival

and departure, pilot communication, speed of service, documentation, pricing proposals, availability of services and equipment such as GSE and towing etc)



Passenger Handling and Servicing (LOS to include methodology, communication, presentation, staff attitude, speed, weather protection, process for disruptive or disabled passengers, etc)

Crew Handling and Servicing Ramp Operations (LOS to include supervision, link with safety plan, communication

procedures, baggage handling, aircraft marking, door operation, marshalling, cleanliness of apron, handling dangerous cargo, heavy loads, etc).

Hangar Parking for short, medium and long term, if and when hangar is available, (LOS to include process or booking, security, pricing proposal etc)

Collection of Aeronautical Fees Arrangements for Security, Customs and Immigration (LOS to include process for timely

provision of Security and CIQ services and provision of a reporting system) 2. Quality Assurance Audit

Please provide an example of a detailed quality assurance audit that you will be self-administering on a monthly basis and reporting to the CAM in the following areas: Aircraft Handling and Servicing Passenger Handling and Services Ramp Operations Collection of Aeronautical Fees for CAM

Please show each of the items to be audited in each of the categories and indicate how you will quantify these items so that they are measurable.

D. PERSONNEL AND TRAINING

1. Please describe your recruiting program to ensure that experienced and qualified personnel will be employed.

2. Outline your training program for operational staff, administrative staff, supervisor(s), and

manager(s). 3. How do you ensure that there is employee compliance with your company’s safety rules (e.g.

handling aircraft or “improper use of equipment”) and explain what procedures are in place to avoid repeated operating infractions and mistakes by employees?

4. Do you provide recurrent training i.e. seasonal training to keep employee training current? 5. Please identify your staff turnover rates and the annual turnover of your personnel.

E. MANAGEMENT TEAM 1. Provide a list of all key personnel and description of the responsibilities and duties of each team

member. Please attach resumes for these individuals detailing qualifications, employment history and number of years of experience

F. OPERATING PROGRAM 1. Provide a description of the management structure and operating plan that your company will be

using to implement and operate the FBO Services, including the proposed relationship between the Airport operating company and your regional and corporate operating structure.



2. Does your company use any software programs or technology to help achieve maximum

efficiency in your operations? If yes, please describe in detail what these programs or technologies are and how they help to maximize efficiency.

3. How is your company adapting to technological changes and how is it using these changes to

provide better service? G. FBO BUILDING, VEHICLES, EQUIPMENT, AND OTHER SPACES 1. Please describe in sufficient details the renovations and improvements that your company plans

to make to the Building and associated facilities to make these facilities suitable for your proposed operations and business model/style. Please describe the capital investment to be made and the preliminary work schedule.

2. Please indicate and include a list of all the vehicles and other equipment that your company proposes to purchase/acquire to provide the contemplated FBO Services.

3. Please provide information and details on your company’s facility and mechanical maintenance and replacement program. Please indicate how the maintenance will be carried out (i.e. preventive maintenance) and if the maintenance services will be contracted or performed in-house.

4. Please indicate any experience your company has operating at airports with common use facilities and how you would deal with potential conflicts with another operator’s.

5. Please provide your company’s accident records or incident reports and indicate what follow-up procedures were implemented to rectify the situation(s).

6. Please indicate the amount of space you would require for your operations in the following areas (in addition to the space listed in 14.0, Part II of the RFP Documents):

i) Offices ______________ square meters

Note: Proponents are advised that the total amount of space requested in each category

may not be available for lease. CAM will consider at its sole discretion the Proponent’s request.

H. MARKETING PLAN 1. Describe how you would promote yourself and the FBO Services at the Airport. In what areas

would you attempt to differentiate yourself from the current or other provider and why? I. OTHERS Proponents may provide other relevant information, if any. (Please attach additional pages as required)



SCHEDULE 5 PROPOSAL CHECKLIST

Please submit the following checklist with the Proposal. Proponent has included the following required forms/written documents: ------ Cover Letter ------ Form of Proposal ------ Company Profile ------ Financial Proposal ------ Financial Statements & Pro-Forma Financial Statements ------ Business Plan, including:

------ Implementation Plan ------ Customer Service and Quality Control ------ Service Delivery Plan and Quality Assurance Audit ------ Personnel and Training ------ Management Team ------ Operating Program ------ FBO Building, Vehicles, Equipment and Other Spaces ------ Marketing Plan ------ Others (if any)

NOTE: ONE ORIGINAL, FOUR HARD COPIES AND ONE ELECTRONIC COPY (IN A PDF

DOCUMENT) OF THE PROPOSAL MUST BE SUBMITTED TO CAM.