Domestic and international airports hire us to secure their
first highly lucrative beverage agreement. Airlines hire us
to dramatically improve their existing beverage contracts.

pie chart xxl

Want More Info?

Download one of our in-depth reports, white papers or case studies.

cool 72px 72

Meet Our Team

Our average client engagement lasts 6.2 years.

Maybe you should check out the people you'll be interacting with over the next 6.2 years.

Calculator

How Much
For You?

Want a free, fast, ballpark estimate of the savings we can generate for your organization?

We need just a few data points. You probably have them at your fingertips.

Contact us to get the ball rolling.

lightbulb grey

Ahhhhhhhhhh.

It’s nice when you discover that your organization can also benefit from the longstanding, epic battle for market share between Coke and Pepsi.

Saddle up. Contact us for a free estimate.

ma04 Microphone Icon

Need a Speaker?

Our practice area leaders would love to speak at your next event.*

*While bad puns will be avoided as much as possible, we cannot promise that Martin, in particular, will not cause someone in the audience to groan, or blush.

Fill our our Request Form today.

Martin Strobel

Martin Strobel leads our Aviation Practice. Prior to joining Enliven, Martin was a long-term marketing and strategy consultant to airports, airlines and key aviation contractors. His experience includes numerous assignments with the Nashville International Airport; assistance launching two international carriers in the U.S. – CityBird Airlines based in Brussels and Air Europa based in Madrid; and work with Gresham, Smith and Partners, one of the nation’s largest architectural and engineering firm’s serving the aviation industry.

In addition to his aviation consulting work, Martin lead the turnaround of a struggling water theme park based in Nashville, substantially grew that business and then sold it to a major theme park operator. Negotiating a successful beverage agreement for the water park played a critical role in this successful outcome. So he has sat in your chair and knows the issues you’ll face during this process.

Every airport and airline is different. You get Martin’s diverse experience (consulting with more than 100 domestic and international clients) to help you navigate the exclusive beverage deal process. He has held c-level and strategic consulting roles with public and quasi-public organizations as well as Fortune 500 companies. He understands the respective challenges in the public and private sectors, and he has earned a reputation as an innovative thinker and dogged project manager.

Martin is perfectly prepared to ensure that our airport and airline clients secure the best exclusive beverage agreements possible with Coke and Pepsi. He knows the aviation sector inside and out, knows how to manage varied retail operations on a large, enclosed campus, and knows how to leverage Enliven’s unparalleled beverage expertise in the restaurant and hospital sectors to maximum advantage for airports and airlines.

___________________________________

Jan Janssen 002Jan Jansen leads our Aviation Practice business development efforts in Europe. He is based in the south of France and has 35 years of international airline and airport experience. Jan has worked at senior management levels at Amsterdam Airport, KLM, and Ogden Aviation. In New York City, in the late 1990s and early 2000s, he was managing director for the privatization of JFK Terminal 4 (1.2 billion US$ in construction). In addition, he served at Amsterdam Airport as Senior Vice President Operations. Here he was responsible for the management of all of airport operations including parking, terminal operations, baggage systems, security, facility management, airside operations and construction. (Amsterdam Airport is the fourth largest airport in Europe and the tenth largest in the world, with 44 million passengers and 420,000 enplanements annually.) Jan has extensive global work experience from as far south as the Falkland Islands to as far north as Prudhoe Bay. He likes traveling and working in the Middle East, where he advises many airline and airport operators in the region on their business development efforts and operational efficiencies. He is straightforward, fair-minded and committed to making a positive difference in the world by fostering more cross-cultural interpersonal relationships whenever possible.

Why Airports Should Hire Enliven

Once they choose a concessionaire every five or ten years, most airport executives don’t think much about food and beverage revenue streams. With all due respect, that’s a mistake.

Coke and Pepsi want to have a direct relationship with airports—just like they already have with all colleges and universities, all professional sports venues, all malls and hotels and restaurant chains and convention centers.

The same concessionaires that run airport retail operations also run many of these other large public venues. Airports can and should form their own direct relationships with Coke or Pepsi (just like these other venues do), and work with their concessionaires to implement their choice.

To be clear, the millions generated by an Enliven-negotiated exclusive pouring rights deal will be incremental to whatever payments your concessionaires are currently making in the form of annual fixed funds and annual food & beverage revenue percentage shares.

Why not put Enliven’s beverage deal experience and expertise to work for you?

There’s no up-front cost. Our only compensation will be a small percentage of the incremental value that we create for you.

After the new deal is done, we’ll project manage implementation and provide ongoing account service, detailed volume tracking and beverage partner payment auditing for the entire term of the deal.

North American airport? Contact our Aviation Practice leader Martin Strobel.

European airport or one outside the US? Contact Jan Jansen who leads our European aviation efforts.

Why Airlines Should Hire Enliven

Just like restaurant chains, almost every airline already has some kind of an exclusive beverage agreement in place with Coke or Pepsi. However, unlike with restaurants, an airline’s beverage deal usually has very little impact on overall profitability.

For that reason, most airlines simply don’t focus on the matter. Consequently, most airlines don’t know that the large beverage volumes flowing through their cabins are actually very meaningful to Coke and Pepsi. Nor do most airlines know how valuable their captive passengers are from a marketing perspective to Coke and Pepsi.

But every airline executive today is eager to save a few hundred thousand to a few million dollars on expenses every year, especially if it’s line item that’s non-essential to flight operations.

Why not let Enliven focus on this particular line item for you? Why not put our experience and expertise to work?

There’s no up-front cost.

Just sign our mutual confidentiality agreement, show us your current beverage contract, give us passenger totals, and within an hour or so, we will tell you if we think we can negotiate a better deal than what you have.

If we can, we will. Our only compensation will be a small percentage of the incremental value that we create for you.

After the new deal is done, we’ll project manage implementation and provide ongoing account service, detailed volume tracking and payment auditing for the entire term of the deal.
Interested?

North American airline? Contact our Aviation Practice leader Martin Strobel.

European airline or one outside the US? Contact Jan Jansen who leads our European aviation efforts.

 

We Don't Want Your Money

We want to dramatically increase how much money you make - or save - with respect to beverages. And
then we want to take a small percentage of that new money that we earned for you. That’s our
pay-for-performance model. It ensures that our incentives are aligned. It's why our clients
think of us as a true strategic business partner and not just a vendor.

 
 
______________

_

Established 2005
4322 Harding Pike, Suite 417

Nashville, TN 37205
615.850.4420
Contact us

linkedin icon  socialicon twit

 National Restaurant Association