WELCOME TO AIRPORT MAHB AT A GLANCE International record for Airports is well recognised

Turkey Qatar

India

Malaysia

Nationalisation of Doha Airport, Qatar Male Airport Facilities Management (new contract)

Male, Maldives Sabiha Gokcen Airport London Stansted, UK (23%) (increase to 60%) Delhi (10%) 2010 2012 2014 ’ International Journey Pre-2010 2011 2013 2015 Sabiha Gokcen Airport Delhi, India(10%) Madinah, Saudi Cebu, Philippines Hyderabad, India (11%) (increase to 100%) Sabiha Gokcen, Turkey (20%) Doha Airport, Qatar Doha Airport, Qatar Facilities Management Facilities Management (new contract) Jeddah, Saudi Yangon Airport, Myanmar Astana, Kazakhstan Tender for development Divestment Successful airport acquisitions/stake Cambodia airports Naypyitaw Airport, Myanmar Attempted airport bids (40%) Airport certification Consultancy WORLD CLASS AIRPORT OPERATOR WHAT WE ACHIEVED IN 2017

2nd Largest Airport Operator for Passenger Movements 112 million passengers across 40 airports

Europe’s Fastest Growing Airport for 5 Years Running 19.6% growth in 2015, carrying 28.3 million passengers

Among Top Performing GLCs for Total Shareholder Returns Cumulative returns of more than 500% throughout the GLC Transformation Program

One of the Biggest Premium Retail Outlet Parks in ASEAN Opening of MOP KLIA is a key catalyst in the KLIA Aeropolis development with 140 shops over 25,000sqm

Globally Recognised for Operational & Financial Excellence Malaysia Airports continues to be widely acknowledged for its capabilities SBW RETAIL LANDSCAPE

EVEN SOARINGHIGHER 30 MINUTES A330 - AIRCRAFT breezy drive from handled comfortably Sibu Town by SBW

15 NEW OUTLETS 1.5 MILLION to house brands from passengers accomodated all over the world annually after expansion SBW AT A GLANCE Here’s a quick overview of the opportunities in SBW, just waiting to be tapped into.

15,240m2 2,401m² Airport Area Commercial Area

4 1.5 Million Airline Serving Passengers PASSENGER NUMBER 2008 to 2020

2,000,000 1,900,000 POISED FOR 1,800,000

1,600,000 1,411,275 CONTINUOUS 1,400,000 **as at November ‘18 1,200,000

1,000,000 FACT SHEET 2017 GROWTH 0 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020

PASSENGER FORECAST 2019 to 2025

2,400,000

2,300,000

2,200,000

2,100,000

2,000,000

1,900,000

There are more opportunities for your business to grow 1,800,000 FACT SHEET 2017 0 and give great returns with the expected increase in 2019 2020 2021 2022 2023 2024 2025 traffic after the completion of the SBW redevelopment 2019 2020 2021 2022 2023 2024 2025 that are designed to uplift the retail experiences at 1,807,207 1,894,982 1,987,737 2,084,982 2,186,933 2,283,063 2,380,782 the airport. Passenger Movement Actual Forecast COMMERCIAL RM4,566,410 RM3.05 TRACK RECORD Sales per Year for Retail & F&B Sales per Passenger BORDERLESS TOP DESTINATION FOR SBW 1 2 OPPORTUNITIES 3 Johor Bharu 4 As one of Malaysia’s key airports, SBW is graced annually with 5 millions of travellers converging in its space before making their way across the region and beyond.

2% AVERAGE PAX GROWTH RATE 14% AVERAGE SALES GROWTH RATE 1,440,935 2014 3,067,014

1,454,360 2015 3,615,307

1,459,361 2016 3,964,351

1,497,412 2017 4,566,410

NUMBERS OF PASSENGERS SALES NUMBER (RM) Sibu Airport

BUSINESS OPPORTUNITIES Sibu Airport IMPORTANT NOTICE !!!

The Tenderer has inspected (Site Visit) and satisfied itself as to the physical condition of the Demised Premises and accepts that the said Demised Premises shall be rented on an "As Is, Where Is" basis. Any upgrades to be made to the outlet from its original conditions shall be borne by the Successful Tenderer.

*Tenanted “As Is, Where Is” outlet shall be made good to its original condition of core & shell concept.

* “Core & shell” concept is based on the original ceiling & cement rendered flooring. OPEN TENDER (DEDICATED BUMIPUTERA) LIST OF BUSINESS OPPORTUNITIES

OPEN TENDER (DEDICATED BUMIPUTERA)

No. Tender No. Lot No. Size (sqm) Product Category Variable Royalty (%)

MAHB- Lot No. GFL15, Ground Level, Public Retail Outlet – Gift & 1 47.95 Not less than 10% MASB/T/132/2018 Concourse, Sibu Airport Souvenir

MAHB- Lot No. GFL10, Ground Level, Public F&B Outlet – Local Café/ 2 50.28 Not less than 18% MASB/T/133/2018 Concourse, Sibu Airport Kopitiam

MAHB- Lot No. L1L25, Level 1, 3 84.00 F&B Outlet – Staff Cafe Not less than 10% MASB/T/134/2018 Departure/Arrival, Sibu Airport

MAHB- Lot No. GFL26, Ground Level, Public Service Outlet – Baggage 4 10.00 Not less than 23% MASB/T/135/2018 Concourse, Sibu Airport Wrapping & Strapping Retail Outlet MAHB-MASB/T/132/2018 (Gift & Souvenir) Sibu Airport

Indicative Rental : RM53 – RM58 Lot No: GFL15 Product Description: Location: Ground Floor, Public Concept gift & souvenir category offering a wide selection of gift & souvenirs handicraft, home Variable Royalty: 10% Concourse (Landside) decorations, local packed food items that is suitable for gifting purposes, gift sets and packaging Size: Approximately: 47.95 sqm suitable for corporate, business, personal and seasonal buy Tenancy of Period : 3+2 years CONCEPT DESIGN T132 – GIFT & SOUVINER

Malaysia Airports Holdings Berhad Food & Beverage Outlet MAHB-MASB/T/133/2018 (Local Café/ Kopitiam) Sibu Airport

Indicative Rental : RM62 – RM68 Lot No: GFL10 Product Description: Location: Ground Floor, Public Variable Royalty: 18% Concourse (Landside) Food & Beverage outlet offering local café / kopitiam concept. The menu and flavours introduced must reflect Malaysian-based taste and delights that appeal to locals and foreigners Size: Approximately: 50.28 sqm Tenancy of Period : 3+2 years CONCEPT DESIGN T133 – LOCAL CAFÉ/KOPITIAM

Malaysia Airports Holdings Berhad Food & Beverage Outlet MAHB-MASB/T/134/2018 (Staff Cafe) Sibu Airport

Product Description: Indicative Rental : RM17 – RM20 Lot No: L1L25 Specialty food and beverage offerings of local café food such as mixed rice, fried rice and Location: Level 1, Departure/Arrival noodles, western food, local kuih, snacks, dessert, etc. The food offering shall also include Variable Royalty: 10% (Airside) combo meal / set menu and promotion items (if any) Size: Approximately: 84.00 sqm Proposed price range shall need to be suitable for all staff at the airport. Tenancy of Period : 3+2 years (Halal food and beverage only) CONCEPT DESIGN T134 – Staff Café

Malaysia Airports Holdings Berhad Service Outlet MAHB-MASB/T/135/2018 (Baggage Wrapping & Strapping) Sibu Airport

Product Description: Indicative Rental : RM110 – RM116 Lot No: GFLL26 Service outlet offering luggage solutions which consist of baggage wrapping, strapping and Location: Ground Floor, Public packaging. Sales of luggage and/or accessories and travel insurance is an added advantage. Variable Royalty : 23% Concourse (Landside) Size: Approximately: 10.00 sqm Proposed price range for the services shall be comparable to other airports in Malaysia. Tenancy of Period : 3 years (Starting from RM10-RM15 for basic service) CONCEPT DESIGN T135 – BAGGAGE WRAPPING & STRAPPING

Malaysia Airports Holdings Berhad OPEN TENDER (STANDARD) LIST OF BUSINESS OPPORTUNITIES

OPEN TENDER (STANDARD)

Variable Royalty No. Tender No. Lot No. Size (sqm) Product Category (%)

MAHB- Lot No. GFL16, Ground Level, Public Concourse, Not less than 1 67.50 Retail Outlet – Pharmacy MASB/T/136/2018 Sibu Airport 10%

MAHB- Lot No. GFL04, Ground Level, Public Concourse, F&B Outlet – Lifestyle Café Not less than 2 26.39 MASB/T/137/2018 Sibu Airport (Asian/Western Fusion) 18%

MAHB- Lot No. L1A30, 31 & 32, Level 1, Departure/ Not less than 3 273.35 F&B Outlet – Food Court MASB/T/138/2018 Arrival, Sibu Airport 18%

MAHB- Lot No. GFL13, Ground Level, Public Concourse, Service Outlet – Not less than 2 10.00 MASB/T/139/2018 Sibu Airport Telecommunication 10% Retail Outlet MAHB-MASB/T/136/2018 (Pharmacy/ Personal Care) Sibu Airport

Product Description: Indicative Rental : RM54 – RM76 Lot No: GFL16 Specialty retail outlet offering personal care products, prescribed medication (if applicable), non prescribed medication (over the counter products), health and beauty products appealing to Location: Ground Floor, Public mass to middle market segment. Variable Royalty: 10% Concourse (Landside) The product ratio must be a minimum of 90% pharmacy and personal care products and a Size: Approximately: 47.95 sqm maximum of 10% is allocated for convenience product category. Tenancy of Period : 3+2 years The availability of a pharmacist is an added advantage. CONCEPT DESIGN T136 – Pharmacy/ Personal Care

Malaysia Airports Holdings Berhad Food & Beverage Outlet MAHB-MASB/T/137/2018 Lifestyle Café (Asian/Western Fusion) Sibu Airport

Indicative Rental : RM78 – RM82 Lot No: GFL04 Product Description: Location: Ground Floor, Public Variable Royalty: 18% Concourse (Landside) Specialty café concept offering western, Asian and/or fusion based menu. The menu listing shall include but is not limited to appetizers, main course, snacks and desserts. Size: Approximately: 26.39 sqm Tenancy of Period : 3+2 years CONCEPT DESIGN T137 – Lifestyle Café (Asian/Western Fusion)

Malaysia Airports Holdings Berhad Food & Beverage Outlet MAHB-MASB/T/138/2018 (Food Court) Sibu Airport

Indicative Rental : RM37 – RM40 Lot No: L1A31, 32 & 33 Product Description: Location: Level 1, Departure/Arrival Food Court concept offering multiple food & beverage range of ‘Value for money’ proposition. Variable Royalty: 18% (Airside) The product range shall offer a variety of local or local or Malaysian food which includes Size: Approximately: 273.35 sqm Nyonya, Malay, Chinese and Indian food concept catering all range of market. Tenancy of Period : 3+2 years CONCEPT DESIGN T138 – Food Court

Malaysia Airports Holdings Berhad Service Outlet MAHB-MASB/T/139/2018 (Telecommunication) Sibu Airport

Indicative Rental : RM70 – RM73 Lot No: GFL13 Product Description: Location: Ground Floor, Public Service outlet offering Telecommunication service but not limited to telecommunication Variable Royalty : 10% Concourse (Landside) products offering such as mobile number registration, sim card, broadband package, self payment kiosk and etc. The concept and design shall incorporate “technology driven element” Size: Approximately: 10.00 sqm that shall give a modern and up to date service with competitive edge. Tenancy of Period : 3 years CONCEPT DESIGN T139 – Telecommunication

Malaysia Airports Holdings Berhad IMPORTANT INFORMATION TO TENDERERS EVALUATION PROCESS & CRITERIA EVALUATION PROCESS & CRITERIA ANNEX 1: COVER LETTER

Each tenderer must submit a letter of introduction and executive summary of the proposal submission.

The cover letter shall be addressed to the following: Senior General Manager Commercial Services Malaysia Airports Holdings Berhad Malaysia Airports Corporate Office Persiaran Korporat KLIA 64000 KLIA, Sepang Selangor, Malaysia ANNEX 2: TENDER REQUIREMENT 1. Mandatory Tender Briefing attendance 2. Tender Deposit  Required to submit Tender Deposit equivalent to 2% of Year 1 Monthly Rent proposal or maximum of RM100,000 per tendered outlet (in the case of multiple proposals) in the form of Bank Draft under the name of MALAYSIA AIRPORTS HOLDINGS BERHAD (including the company, contact person, contact number behind each Bank Draft) Appendix 3 & 4: Director’s and Company’s Statutory Declaration Appendix 5: Tenderer’s Declaration SAMPLE……..

Director’s Bankruptcy Search

Winding Up Search SAMPLE OF COMPANY SEARCH REPORT Appendix 6: Tenderer Code Of Ethic Appendix 7: RPT Appendix 8: Declaration Of Non-collusion

Appendix 9: Tenderer Non-Disclosure ANNEX 3: MINIMUM REQUIREMENT

1. Briefly explain on the current business experience/operation:  Core Product outlet – Minimum experience at least 5 years  Non Core Product outlet – Minimum experience at least 3 years 2. Tenderer to submit all the Business Registration form i.e Form 9, Form 13, Form 24, Form 44, Form 49 3. For the Open Tender – Dedicated Bumiputera, Tenderer must establish a bumiputera company with at least 51% bumiputera composition 4. Current business partner requirement is based on the followings:  Business Sustainability  Operational Rating  Credit Rating  Contract Rating 5. Establishment of local company for International tenderers 6. Halal certification (F&B only) ANNEX 4: COMPANY STRENGTH ASSESSMENT

1. Tenderer to submit latest audited accounts which is dated not more than 18 months old from the date of submission of tender 2. Latest three (3) months Bank Statement; (October, November & December 2018). 3. Tenderer to provide a credit reference from the principal banker or the financial institution ANNEX 5: DESIGN AND CAPITAL INVESTMENT 1. Tenderer to submit conceptual design comprising of artist impression and layout. The proposed conceptual design shall comparable with other International Airports. 2. Tenderer to submit the proposed capital Investment to make sure that the Tenderer can produce a good concept for the tendered outlet. The tenderer also to describe: Overall appeal and quality of design. Overall appeal and effectiveness of store-front design, signage, floor plan, and interior design. How the design supports the proposed brand/concept, and how merchandising strategy is incorporated into design Note: Any revision of layout and perspective design upon award shall be at least 70% similar

SAMPLE LAYOUT SUBMISSION

SAMPLE Note: Any revision of layout and perspective design upon award shall be at least 70% similar

SAMPLE PERSPECTIVE DESIGN Sample of Perspective Design

SAMPLE Note: Any revision of layout and perspective design upon award shall be at least 70% similar

SAMPLE PERSPECTIVE DESIGN

Sample of Perspective Design

SAMPLE ANNEX 6: FINANCIAL PROJECTION ANNEX 7: COMMERCIAL EVALUATION Retail and Food & Beverage Outlet

Fixed Rent AND Fixed Royalty % OR Variable Royalty %

Rental Proposal for Lot Fixed Royalty (%) for Variable Royalty (%) for Period Period Period No. ………… Lot No. ………… Lot No. …………

Year 1 RM ______/month Year 1 ______of the monthly gross sales Year 1 ______of the monthly gross sales

Year 2 RM ______/month Year 2 ______of the monthly gross sales Year 2 ______of the monthly gross sales

Year 3 RM ______/month Year 3 ______of the monthly gross sales Year 3 ______of the monthly gross sales

OPTION OPTION

Year 4 RM ______/month Year 4 ______of the monthly gross sales Year 4 ______of the monthly gross sales

Year 5 RM ______/month Year 5 ______of the monthly gross sales Year 5 ______of the monthly gross sales

Whichever is higher ANNEX 7: COMMERCIAL EVALUATION

Service

Fixed Rent OR Variable Royalty %

Variable Royalty (%) for Rental Proposal for Lot Period Period Lot No. ………… No. …………

Year 1 ______of the monthly gross sales Year 1 RM ______/month

Year 2 ______of the monthly gross sales Year 2 RM ______/month

Year 3 ______of the monthly gross sales Year 3 RM ______/month

Whichever is higher RENTAL MODEL SIMULATION

Example :

New Rental Model : Fixed Rent+ Fixed Royalty Or Variable Royalty , Whichever Is Higher

SCENARIO 1 SCENARIO 2 (A) SALES 100,000 120,000 (B) FIXED RENT 10,000 10,000 (C) FIXED ROYALTY (1%) 1,000 1,200

(B + C) FIXED RENT+ FIXED ROYALTY 11,000 11,200 OR (D) VARIABLE ROYALTY (10%) 10,000 12,000

RENTAL SUM 11,000 12,000

FR+ FRYT VRYT Legend:

FR : Fixed Rent FRYT : Fixed Royalty VRYT : Variable Royalty ANNEX 8: TECHNICAL EVALUATION

No. Describe in detail on the following:

1 Business Proposal & Concept a. Proposed Product & Brand b. Merchandise Assortment c. Marketing Plan d. Operational Plan e. Pricing Policy for the tenancy 2 Customer Service a. Customer Service b. Quality Control c. Manpower Plan Appendix 11: Product & Price List TENDER SUBMISSION AND SAMPLE From 21 December 2018 to 23 January 2019

PURCHASE OF TENDER DOCUMENT Procurement & Contract Division Level 1, Block B Monday to Thursday Malaysia Airports Holdings Berhad (8.30am – 12.00pm / 2.30pm – 4.30pm) Malaysia Airports Corporate Office Persiaran Korporat KLIA, Friday 64000 KLIA, Selangor (8.30am – 12.00pm / 3.00pm – 4.30pm)

Or Saturday and Sunday (Closed) Administration Office Malaysia Airports Sdn Bhd Sibu Airport 96000 Sibu RM250.00 SUBMISSION : BY HAND / COURIER

Procurement & Contract Division Level 1, Block B Malaysia Airports Holdings Berhad Malaysia Airports Corporate Office Persiaran Korporat KLIA, 64000 KLIA, Selangor No Later Than 12.00pm

Attn: Tender Secretariat Indicate Tender No. on the top right side of the envelope

No "Acknowledgement Letters/Receipt" will be given by Procurement Department upon proposal submission.

Each annex must be submitted in individual sealed envelopes and labelled according to the respective annexes. All individual sealed Annex to be put in one envelope for the purpose of submission.

GENTLE REMINDER TO TENDERER

Site visit/briefing attendance and the submission of the Tender Proposal must be made by the same company/organization.

Only companies registered during briefing session are allowed to submit the tender proposal. Commercial Tender Secretariat [email protected]