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?