America’s Logistics CenterAmerica’s Logistics Center

AAPA/NAWE/MARADAAPA/NAWE/MARAD

2010 Marine Terminal Management Program2010 Marine Terminal Management ProgramHyatt Regency JacksonvilleHyatt Regency Jacksonville

October 28, 2010October 28, 2010

presented bypresented by

Roy SchleicherRoy SchleicherJAXPORT, Chief Commercial OfficerJAXPORT, Chief Commercial Officer

JAXPORT OverviewJAXPORT Overview

JAXPORTJAXPORT ownsowns andand maintainsmaintains threethree publicpublic cargocargo terminalsterminals::

Talleyrand,Talleyrand, BlountBlount Island,Island, && DamesDames PointPoint;; oneone passengerpassenger

CruiseCruise TerminalTerminal andand aa passengerpassenger ferryferry serviceservice..

O iO i l dl dl dl d JAXPORTJAXPORT d ld l ddOperatingOperating asas aa landlord,landlord, JAXPORTJAXPORT develops,develops, managesmanages andand

marketsmarkets thesethese publiclypublicly--ownedowned facilitiesfacilities toto promotepromote thethe growthgrowth

andand theirtheir useuse byby privateprivate companiescompaniesandand theirtheir useuse byby privateprivate companiescompanies..

JAXPORTJAXPORT isis governedgoverned byby aa sevenseven--membermember BoardBoard ofof DirectorsDirectors..gg yy

TheThe JacksonvilleJacksonville mayormayor appointsappoints fourfour membersmembers andand thethe FloridaFlorida

governorgovernor appointsappoints threethree membersmembers..

JAXPORT

Dames Point Marine Terminal

TalleyrandMarine Terminal

Cruise Terminal

Passenger Ferry

Blount IslandMarine Terminal

Atlantic Ocean

y

295

RichmondRichmond

PhiladelphiaPhiladelphia

ChicagoChicago

CincinnatiCincinnati

ClevelandCleveland

PittsburghPittsburgh Washington, D.C.Washington, D.C.

New YorkNew York

Truck Transit TimeTruck Transit TimeCharlotteCharlotte

RichmondRichmond

NashvilleNashville

AtlantaAtlantaTruck Transit TimeTruck Transit Time8 Hours reach 8 Hours reach

50 million consumers50 million consumers 1010 7575

9595MontgomeryMontgomery ColumbiaColumbia

JacksonvilleJacksonville24 Hours reach24 Hours reach

60% of U.S. Population60% of U.S. PopulationOrlandoOrlando

New OrleansNew Orleans JacksonvilleJacksonville

MiamiMiami

Session XV: Negotiating StrategiesSession XV: Negotiating Strategies

Win/Win Results in Terminal Leases & Carrier AgreementWin/Win Results in Terminal Leases & Carrier Agreement

E l tiE l ti PPEvaluationEvaluation ProcessProcess

TargetTarget DesiredDesired CustomerCustomer

DeterminingDetermining CompatibilityCompatibility ((customercustomer needsneeds relativerelative toto portport capabilitiescapabilities))

LookLook atat GrowthGrowth && CommitmentCommitment PPotentialotential forfor thethe TargetTarget CustomerCustomer

JobJob CreationCreation ImpactImpact

ReviewReview FinancialFinancial ImpactImpact forfor thethe PortPort

Session XV: Negotiating StrategiesSession XV: Negotiating StrategiesWi /Wi R lt i T i l L & C i A tWi /Wi R lt i T i l L & C i A tWin/Win Results in Terminal Leases & Carrier AgreementsWin/Win Results in Terminal Leases & Carrier Agreements

NegotiationNegotiation ProcessProcess

DetermineDetermine thethe financialfinancial high,high, lowlow && midpointsmidpoints

ShotShot AcrossAcross thethe BowBow

ReviewReview thethe port’sport’s ROIROIpp

LegalLegal ReviewReview (Port(Port && Customer)Customer)

ConsummateConsummate DealDeal (Board(Board approvalapproval isis necessary)necessary)

A Win/Win Result is Entering into a True A Win/Win Result is Entering into a True Partnership with a Customer !Partnership with a Customer !

Session XV: Negotiating StrategiesSession XV: Negotiating Strategies

Win/Win Results in Terminal Leases & Carrier AgreementWin/Win Results in Terminal Leases & Carrier Agreement

Questions?Questions?