EXPRESSION OF INTEREST - Retail Sub-Licenses and Exclusive Retail Suppliers Australian Pavilion - Expo 2020 Dubai - IVG | Global
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EXPRESSION OF INTEREST
Retail Sub-Licenses and
Exclusive Retail Suppliers
Australian Pavilion - Expo 2020 Dubai
April 2019
Summary of Key Details
EOI Title: Retail Sub-Licenses and Exclusive Retail Suppliers – Australian
Pavilion – Expo 2020 Dubai
Supply of: Retail items for the Gift Store at the Australian Pavilion
Lodgement of EOI’s: EOI’s must be emailed to:
Stephen Dix, CFO & Commercial Manager, TVG
Email: steve.dix@ivg-global.com
Closing Date: 6pm, Friday 31 May 2019 AEST
Enquiries: All enquiries are to be directed to:
Stephen Dix, CFO & Commercial Manager, TVG
Email: steve.dix@ivg-global.com
Related Documents: Expression of Interest Form
Table of Contents
1. INTRODUCTION ................................................................................................................................ 4
2. EOI OBJECTIVE ................................................................................................................................ 4
3. WORLD EXPO BACKGROUND .................................................................................................... 4
4. EXPO 2020 DUBAI ............................................................................................................................ 6
5. MARKETING, PROMOTION AND MEDIA ................................................................................... 6
6. THE AUSTRALIAN PAVILION AT EXPO 2020 DUBAI ............................................................ 6
7. RETAIL AT PREVIOUS AUSTRALIAN PAVILIONS ................................................................. 7
8. RETAIL OPPORTUNITIES AT THE AUSTRALIAN PAVILION AT EXPO 2020 ................. 7
A. Retail Sub-Licenses ............................................................................................................................. 8
B. Exclusive Retail Supplier .................................................................................................................... 9
9. EOI PROCESS ................................................................................................................................... 9
10. ASSESSMENT CRITERIA........................................................................................................... 10
11. RESPONSE REQUIREMENTS .................................................................................................. 11
12. CONFIDENTIALITY ...................................................................................................................... 11
13. OWNERSHIP .................................................................................................................................. 11
14. NOT AN OFFER TO CONTRACT .............................................................................................. 12
15. INCURRED EXPENSES .............................................................................................................. 12
16. AGREEMENT AND NOTICE TO PROCEED .......................................................................... 12
17. GOVERNING LAW ........................................................................................................................ 12
3
1. Introduction
Australia is participating in the World Expo to be held in Dubai, UAE from 20 October 2020 to 10 April
2021. Expo 2020 Dubai is the first World Expo to be held in the Middle East and North Africa (MENA)
region.
The Department of Foreign Affairs and Trade (DFAT) is the agency responsible for Australia’s Expo
presence on behalf of the Australian Government.
TVG, a joint venture between Thinkwell Group and IVG, has been appointed by the Australian
Government to provide Operations, Retail and Staffing services for the Australian Pavilion.
2. EOI Objective
TVG is seeking Expressions of Interest from potential Suppliers and Retail Operators to be part of the
Australian Pavilion retail presence at Expo 2020 Dubai.
3. World Expo Background
World Expos run for six months and are held every five years. The host country invites other countries to
participate and each participating country builds or rents its own pavilion. These are significant structures
and can take several years to design and build.
Australian Pavilion at Shanghai 2010 World Expo
The Bureau International des Expositions (the BIE) is the intergovernmental organisation in charge of
overseeing and regulating World Expos. The BIE has 169 member states (all Federal governments), of
which Australia is one.
The BIE describes World Expos as follows:
“An Expo is a global event that aims at educating the public, sharing innovation, promoting progress and
fostering cooperation. It is organised by a host country that invites other countries, companies,
international organisations, the private sector, the civil society and the general public to participate. Due
to the diversity of its participants, from top decision makers to children, Expos offer a multifaceted event
where extraordinary exhibitions, diplomatic encounters, business meetings, public debates and live
shows take place at the same time.
Here are four reasons why Expos are truly unique events.
1. For the international community: Expo is a dialogue platform for progress and cooperation.
42. For the general public: Expo is an educating and entertaining experience.
3. For the host country: Expo is a tool for nation branding and development.
4. For participants: Expo allows international outreach and economic opportunities.”
And:
“World Expos welcome tens of millions of visitors, allow countries to build extraordinary pavilions and
transform the host city for years to come.
The first World Expo – the Great Exhibition – took place in London in 1851. The concept became popular
and was repeated across the globe, demonstrating an unparalleled power of attraction and a record of
world-class legacies. Since the BIE was created in 1928 to regulate and oversee these mega-events,
World Expos have explicitly been organised around a theme that attempts to improve humankind’s
knowledge, takes into account human and social aspirations and highlights scientific, technological,
economic and social progress.
In the modern era, World Expos are unrivalled among international events in their size, scale, duration
and visitor numbers. They are large-scale platforms for education and progress that serve as a bridge
between governments, companies, international organisations, and citizens.”
https://www.bie-paris.org/site/en
The last World Expo was held in Milan in 2015 and attracted 23 million visitors. The Expo before that, the
2010 Shanghai World Expo, had 73 million visitors and Aichi, Japan in 2005 had 23 million. Dubai is
expecting 25 million visitors.
WORLD EXPOS
Upcoming
Expo 2025 Osaka
Expo 2020 Dubai
Historical
Expo 2015 Milan Expo 1935 Brussels Expo 1889 Paris
Expo 2010 Shanghai Expo 1933 Chicago Expo 1888 Barcelona
Expo 2005 Aichi Expo 1929 Barcelona Expo 1880 Melbourne
Expo 2000 Hannover Expo 1915 San Francisco Expo 1878 Paris
Expo 1992 Seville Expo 1913 Ghent Expo 1876 Philadelphia
Expo 1970 Osaka Expo 1910 Brussels Expo 1873 Vienna
Expo 1967 Montreal Expo 1906 Milan Expo 1867 Paris
Expo 1962 Seattle Expo 1905 Liege Expo 1862 London
Expo 1958 Brussels Expo 1904 St. Louis Expo 1855 Paris
Expo 1949 Port-au-Prince Expo 1900 Paris Expo 1851 London
Expo 1939 New York Expo 1897 Brussels
Expo 1937 Paris Expo 1893 Chicago
54. Expo 2020 Dubai
Date: 20 October 2020 to 10 April 2021
Theme: Connecting Minds, Creating the Future with three sub-themes Sustainability,
Mobility and Opportunity
Expected Visitors: 25 million
Expo Site: 438 hectares, located in the Dubai South District
BIE Member States elected the UAE as the host of Expo 2020 during the General Assembly of 27
November 2013. This highly anticipated event is the largest ever staged in the Arab world.
To date, 190 countries have confirmed their participation in Expo 2020 and the construction of pavilions
is well underway.
Expo organisers anticipate that 70% of total guests will be international visitors, which should provide
attractive retail opportunities on site.
http://expo2020dubai.ae
5. Marketing, Promotion and Media
Media interest at World Expos is always extensive. In addition to almost saturation coverage by local and
regional media, international coverage of Expo 2020 is expected to be very high. To support this, Expo
2020 Organisers are planning on bringing 25,000 international media to the event.
Further, the Australian Pavilion will have a dedicated marketing and PR team. Acorn Strategy based in
the UAE and Icon Agency from Australia will be managing the marketing program for the pavilion and it
is envisaged that they will work with all stakeholders, including sub-licensees and suppliers, to generate
stories and interest.
6. The Australian Pavilion at Expo 2020 Dubai
Located in the Mobility district of the Expo site, the Australian Pavilion will showcase the best of
Australian architecture, innovation and design along with an immersive visitor experience.
The pavilion will also host a targeted business program, trade, investment and VIP events and a
contemporary program of cultural performances.
The retail area at the Australian Pavilion will include a gift store, three food and beverage (F&B) outlets
and two mobile drink carts.
The Australian Pavilion is anticipated to attract approximately 2.5 million visitors, all of whom will exit the
pavilion past the retail areas. The retail areas will also be accessible to members of the public without
needing to visit the pavilion itself, increasing the range of potential customers.
67. Retail at Previous Australian Pavilions
IVG operated the Australian Pavilion at the Shanghai and Aichi World Expos. Both pavilions were highly
successful.
At Shanghai, the Australian Pavilion was awarded the Best Commercial Pavilion (co-awarded to the USA
Pavilion, where IVG also provided retail operations).
Sub-Licenses and exclusive arrangements at the Australian Pavilion in Shanghai were arranged in the
following categories:
• Sheepskin products
• Health supplements
• Vitamins
• Skincare
• Collectable coins
• Collectable stamps
• Opals
• Abalone
• Cookies
• Beer
• Wine
• Non-alcoholic drinks
Sub-Licensed spaces in Shanghai ranged from 4sqm – 6sqm for non staffed spaces and up to 20sqm for
staffed areas.
8. Retail Opportunities at the Australian Pavilion at Expo 2020
Expo 2020 Dubai presents an exciting opportunity for Australian Suppliers to sell their goods at the
Australian Pavilion. This may be through becoming an exclusive supplier of products, operation of a
concession within the gift store or purchasing dedicated shelf space.
Examples of products sought for the Gift Store include, but are not limited to:
• Gifts and souvenirs
• Collectables, including coins and stamps
• Australiana
• Indigenous products
• Sheepskin products
• Leather products
• Cosmetics, tanning, beauty and hair products
• Skincare
• Opals
• Jewellery
• Fashion items and accessories
• Art
• Packaged food and drinks including honey, biscuits, chocolate, nuts, confectionary, dried meat
products, coffee and tea.
7• Alcoholic beverages including spirits, beer, cider and wine (red, white and sparkling)
• Vitamins
• Health supplements
• Clothing – t-shirts, caps etc
• Suppliers wishing to incorporate licensed Expo IP with Expo specific merchandise. i.e. Limited-
edition Australian Pavilion Expo 2020 t-shirt.
Examples of products sought for the F&B outlets include, but are not limited to:
• Meat and seafood, including Australian native / game
• Dairy products including milk, cheese, ice cream and yoghurt
• Non-alcoholic beverages including coffee, tea, bottled water, juice, iced tea and soft drinks
• Alcoholic beverages including spirits, beer, cider and wine (red, white and sparkling)
• Australian food items including native flavours and spices
• Bakery items including cookies
All Sub-Licensees and Suppliers will also have the right to sell their products on the Australian Pavilion
shop website for the period 1 September 2020 – 30 April 2021. This will be subject to further discussions
between the preferred parties and TVG.
Sub-Licensees and Suppliers may also have the opportunity to use the Australian Pavilion logo, mascot,
and such wording as ‘Exclusive ……. Supplier to the Australian Pavilion at Expo 2020 Dubai’ on
packaging, point of sale and other marketing materials. This will be subject to approval on a case by
case basis.
The above lists are a guide and are not intended to be exhaustive. Respondents are encouraged to
nominate other products they can supply and which they believe have potential in this retail environment.
A. Retail Sub-Licenses
A retail Sub-License will grant access to dedicated retail space in the gift store from which the Sub-
Licensee can sell an exclusive range of products. The total size of the gift store will be circa 200sqm and
TVG envisages sub-licensing up to 100sqm of this space to between 6 – 10 sublets.
The amount of space allocated for a Sub-License will be determined giving regard to the products being
offered and the commercial return to TVG. The financial return proposed by respondents may include
one of the following or a combination of the following - a minimum guaranteed payment, a percentage of
sales and/or a rate per sqm of allocated space. Sub-License opportunities exist for both staffed and non-
staffed options.
Under the staffed option, the Sub-Licensee will be responsible for providing all necessary staffing,
products, consumables and supplies to manage their presence. Sub-Licensees must commit to and be
able to demonstrate their capacity to staff, resource and operate the licensed space for the full duration
of Expo (six months).
Under the non-staffed option, TVG will provide dedicated shelf space for the Sub-Licensee’s products,
with sales processed by TVG staff. This type of arrangement is more suitable for products that do not
require significant customer interaction about the purchase decision. e.g. skin care. It is not suitable for
products that require customer support for product explanation, sizing or comparison decisions. e.g.
jewellery.
8A number of special provisions will apply to operating at Expo 2020 and the Australian Pavilion. Expo
Organisers’ provisions will include logistics within the Expo site, worker welfare and use of Expo
provided POS and banking facilities. Australian Pavilion requirements will include DFAT’s Code of
Conduct, attendance at staff training, use of pavilion uniforms and adherence to pavilion policies.
In addition, all retail is subject to DFAT approval and sample products will be required to be provided to
DFAT for approval.
With regards to Royalties, a 10% Royalty will be payable on all sales through the gift store. This is
payable to Expo 2020 Organisers and is separate to the commercial return to TVG as part of this EOI
process. Respondents should factor this in when considering their response.
B. Exclusive Retail Supplier
As an exclusive retail Supplier, TVG may provide exclusivity over an individual product or category of
products. For example – exclusivity over cosmetics and skincare in the gift store, or exclusivity over
bottled water within the non-alcoholic beverage category in the food and beverage outlets.
Consideration for granting exclusive Supplier status will be determined giving regard to the products
being offered and the commercial return to TVG. The financial return proposed by respondents for an
exclusive Supplier arrangement may include one of the following or a combination of the following - a
minimum guaranteed payment, percentage of sales and/or rebates.
Suppliers must commit to and be able to demonstrate their ability to supply the nominated products in
the UAE and to maintain continuity of supply for the full duration of Expo (six months).
All retail is subject to DFAT approval and sample products will be required to be provided to DFAT for
approval. Further details will be discussed with preferred Suppliers after the evaluation of responses.
9. EOI Process
The anticipated timeline for the EOI process is:
• Early April 2019 EOI documentation issued to interested parties
• 31 May 2019 Closing date for EOI responses
• 28 June 2019 Suppliers and Sub-Licensees Appointed
TVG reserves the right to do anything it sees fit regarding the EOI process, including but not limited to
altering the timeline, issuing amendments, requesting additional information from respondents, dealing
with one or more respondents individually, adding or removing products or product categories,
continuing with or discontinuing the EOI process at any time or negotiating with companies who do not
complete an EOI.
910. Assessment Criteria
In assessing responses TVG will give regard to the following criteria, which respondents should ensure
have been adequately addressed in their submission.
Scope of Submission – the completeness of the response and adherence to response requirements.
Capacity – the financial and operational capacity of the respondent to activate and capitalise on the
opportunity.
Staffing – the resources that will be provided to the account management and operation of the
opportunity.
Experience and Expertise – demonstration of previous retail and event experience and experience with
operating in and/or importing into the UAE (or similar markets).
Commercial Proposal – assessment of the proposed commercial arrangements, including guaranteed
minimum returns, revenue share, TVG risk / return.
In addition, respondents are expected to be able to meet the following criteria as they apply to the
products proposed.
• Demonstrated experience or ability to comply with local laws and regulations
• History of supply of products and relationships with key clients
• Products should be of high quality. Inferior products will damage Australia’s reputation as a
quality producer.
• Products should take into consideration the target market and be culturally appropriate to the
Middle East
• HACCP and ISO accreditation (as applicable)
• Testing of quality management systems to ensure control of standards of goods being supplied
• Flexibility and responsiveness to emergency or urgent supply
• Ability to provide certainty of supply and price during a major event
• Availability and reliability of supply chain
• Ability to clearly label all products in accordance with local requirements. Origin (or over 50%)
should be Australian and clearly labelled as such.
• Ability to supply specialty food requirements (as applicable), including Halal, gluten free,
vegetarian etc.
Operating a successful commercial enterprise at Expo 2020 will require a partnership approach with
multiple stakeholders. Suppliers and Sub-Licensees are required to contribute to a seamless experience
and maintain positive relationships and interactions with other Suppliers and Sub-Licensees, pavilion
staff and contractors, DFAT, TVG, Expo 2020 staff and the host country generally.
10Suppliers and Sub-Licensees will be required to comply with and adhere to DFAT and TVG policies,
procedures and standards, as well as all food safety, quality assurance and consumer protection
requirements of UAE, Dubai and World Expo authorities as applicable to the products proposed.
It is a requirement that neither the products nor the conduct of Suppliers and Sub-Licensees risk any
reputational damage to Australia.
Suppliers and Sub-Licensees are also expected to support Expo 2020’s themes and sub themes. For
example, supporting the sub theme of sustainability in manufacturing of products and the use of
sustainable packaging.
Products that are sustainability produced, ethically manufactured etc will be considered favourably.
11. Response Requirements
Respondents are required to complete and sign the Response Form attached to this EOI and ensure
they have addressed the assessment criteria.
Respondents are required to provide enough information about themselves, the products and
commercial offer for their submission to be properly evaluated.
TVG may request further information from respondents after submission, and TVG reserves the right to
negotiate or deal with one or more respondents following submission of an EOI.
Responses are to be submitted by email to:
Stephen Dix, CFO & Commercial Manager, TVG
Email: steve.dix@ivg-global.com
Responses must be received by 6pm Friday 31 May 2019 AEST.
12. Confidentiality
This EOI and the information contained herein or otherwise provided is confidential and proprietary in
nature. Disclosure of this process is not authorized and may be grounds for termination from further
consideration as a Supplier to TVG. Without limiting the foregoing, a Supplier or Sub-Licensee shall not
divulge, discuss, or compare their EOI response with other Supplier or Sub-Licensee EOI responses and
shall not collude with any other Suppliers or Sub-Licensees that respond, or intend to respond to this
EOI.
13. Ownership
Any EOI response submitted to TVG shall become the property of TVG and no materials submitted by a
Supplier or Sub-Licensee in connection with their response to this EOI will be returned.
1114. Not an Offer to Contract
This EOI is not an offer to contract, nor should it be construed as such. Issuance of this EOI, the
preparation and submission of responses by Suppliers or Sub-Licensees and the subsequent receipt
and evaluation of those responses by TVG does not commit TVG to award a contract to any person or
entity, even if all of the requirements of this EOI have been met. Only the execution of a written and
signed agreement with TVG will obligate TVG in accordance with the terms and conditions contained in
any such agreement.
15. Incurred Expenses
All expenses incurred by Suppliers or Sub-Licensees in the preparation of their EOI responses are solely
and entirely to be borne by them. Under no circumstance will TVG be obligated to pay any such
expense(s).
16. Agreement and Notice to Proceed
Upon appointment, TVG will execute an agreement with the selected Suppliers and Sub-Licensees
containing such terms and conditions, including appropriate representations and warranties
commensurate to a transaction of this scope and nature.
17. Governing Law
This EOI shall be construed in accordance with the laws of the State of Victoria.
Images from the
Australian Pavilion at
Shanghai 2010 World
Expo
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