His passion for business development grew out of a notable history of success in the hospitality industry. A highlight of his career was when he led the acquisition and financing of Ridgewell’s Caterers in 1997, then ran the company as president for over 20 years. While at the helm, he developed and implemented a strategic business plan resulting in growth from $13 million to $45 million by strategically targeting contract business to augment one-off catering events thereby taking “the valley out of the business cycle.” Tom secured major contracts with clients such as the US House of Representatives, the Washington Redskins, and the NFL Superbowl Hospitality Village.
The foundations for building Ridgewell’s into the powerhouse it became were laid at Delaware North Companies where he managed business development and won several contracts at major venues such as John F Kennedy Space Center, Arlington Stadium, Jacobs Field, and several airports including Tucson International, Albuquerque International, and Louis Armstrong International.
Some things change, while others stay the same
Tom acknowledges that while the airport concessions business has changed, some of the basic tenets remain the same. “The economics and general investment are the same. The concepts have changed, and the advent of the developer model has modified how business is done. But the reality is the politics are still there and every single city has its own quirks,” he explains.
“The old adage still holds true: having the right partner does not guarantee you will win the business, but the wrong partner guarantees you’re going to lose it,” says Tom. “It’s important to be able to read the tea leaves and ascertain the best direction to take the company because based on your recommendation you will commit a significant amount of manpower and capital to a project, so your assessments need to be spot-on.”
Prior to working for Delaware North Tom was in business development at Sky Chefs, Inc. (which would eventually be acquired by Delaware North.) It was a time when the majority of airport concessions were controlled by just two players and branded concepts did not exist in airports. “We changed the landscape of the industry by bringing brands into the picture. It has evolved into a far more strategic, competitive, and complex environment but airports are now a much more enjoyable place to be, and people can actually enjoy a quality experience.”