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Attractive Shopping Centers Create Better Customer Sales and Tenant Results

If you are a specialist in retail shopping centre leasing and management, you will understand the importance of retail property appearance and design.  Customers like to feel comfortable, safe, and happy as they move around within shopping centres and look for the goods and services that they require.

A good shopping centre experience will encourage immediate sales and repeat business.  You really do want your customers coming back to your shopping centre in a regular and ongoing way.  The benefits to both the tenants and the landlord are significant over time.

Shopping Center Facts

Consider the following facts:

  1. A GREAT PROPERTY: A successful shopping centre will attract more customers and tenants in an ongoing way. It is quite easy to see when a shopping centre is trading at successful levels; the customers to a retail property can also interpret and see those issues.  When the tenants are successfully trading within the property, the retail sales are likely to reduce both tenant mix volatility and vacancy factors.  So the focus here is to make your shopping centre visually successful in every way possible.
  2. VACANCY CHALLENGES: If you have any vacancies to work with, then do so selectively and professionally. Keep a close eye on your lease expiries coming up and your lease renewals.  Negotiate those issues early and directly with the tenants involved.  Don’t let vacant shops remain vacant for too long.  Put covers and hoardings across vacant shop areas.  Put advertising material and marketing material on those holdings.  What you want to do here is remove the visual negativity of the vacancy from the property and the customers.
  3. PROPERTY PRESENTATION: Set some standards within the property relating to retail tenant signage and shop presentation. The signage for retailers should be commonly positioned and designed.  Good signage will always help with the level of sales and the customer experience.  Signage specifications will maintain the quality and the positioning of that signage.
  4. VISUAL STANDARDS AND ILLUMINATION: Lighting standards will always help with property presentation and believe it or not sales. Most retail shopping centres today are trading at all hours and on that basis seven days a week.  The lighting strategies within the retail property, in the car park, and within tenancies should be suitably specified and maintained.  Poor lighting directly reflects in poor retail sales.  The lighting within the common areas and within the individual tenant shops should be specified for maximum retail impact and customer safety.
  5. WHAT CUSTOMERS THINK: Understand the customer experience from the very time that they enter the property. Look at how customers into the car park, how they move through the car park and into the shopping mall or shopping centre.  Look at the factors of signage, lighting, security, and common area design.  Are the services and amenities of suitable quality to encourage customer use and help them stay longer within the property?  If you can extend customer visit time, you can potentially improve the levels of sales across the tenancy mix.
  6. TENANCY FACTS: On a final note it is worthwhile recommending that you do a full tenancy review and a tenant mix study with any shopping centre on an annual basis. It is a professional service that you can provide to the landlords that you work with.  What you want to do here is understand where the threats to the tenancy mix are potentially derailing tenancy sales opportunity and or customer visits.  The right tenants chosen for the property will encourage shopping centre success over time.  Any weaknesses within the tenancy mix should be resolved or remove over time.  Understand what the customers expect and require when it comes to the standard shopping experience.  Undertake a customer review all marketing survey on a regular basis so that the tenant mix changes are driven from customer information and tenant mix performance.
  7. KNOW THE FACTS: Delve into the facts about the property. When you take a serious look at your tenancy mix, you can see the challenges, the strengths, and the weaknesses with the anchor tenants, and the specialty tenants; a full tenancy review should occur each year as part of the property business plan.  Split your tenancy mix up into desirable tenants and those that should be removed at the next leasing opportunity.  Also look for the missing tenants within the tenancy mix that you can target and find when vacancies arise.  Visit other local shopping centres on different days of the week and at different times of the day to see how they are performing from a tenant mix perspective.

So there are plenty of good things that you can do here when it comes to retail property performance and shopping centre tenancy review.  Maintain the appearance and the function of your shopping centre so that it can attract the best tenants and for customers.

The activities of customers and tenants are always linked when it comes to shopping centre performance.  As the leasing manager and or the property manager, you are the best person to develop effective and direct strategies across those issues.  Over time that means you will be help in the property performance and landlord results.

You can get more tips about Shopping Center Management and Leasing in our eCourse ‘Snapshot’ right here.

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Top Things to Do in Commercial Real Estate Brokerage Sales

Every day there will be plenty of things to do in your commercial real estate brokerage.  The choices that you make in that regard will have significant impact on the results that you achieve.  The key message here is that you should control your day and only do the things that are really important to growth of market share and commissions.  Everything else needs to wait to the end of the day when the pressure is off.

Here are some things to consider and action on a daily basis to help you with your career in the industry.

  1. Check out the new property developments coming into the market.  Go to the local planning and building approvals office at least once per month to check the new developments under consideration.  The planning approvals of today will be the buildings of tomorrow.  You can make a lot of commission working on a major new development for sale or for lease.  When you locate the potential development, connect with the property developer or the property owner as required.  Identify the trigger points that will help you convert a new project to a listing.
  2. Check the number of listings in the market today by doing a weekly count of signboards and Internet advertisements.  Split those numbers into brokerages and agencies.  Pay particular attention to the shifts in market share.  Also look for the dominance of particular agents or brokers.  Track the time on market for those listings.  Look for the expiry dates of exclusive listings.
  3. You will find some listings that are being marketed by the relative property owners.  In many respects, you will find that those properties for sale or for lease will stay on the market for a long time.  Those property owners generally do not have the marketing skills or the resources to generate enquiry.  That being said, their reason for the self-marketing is usually that they don’t want to pay commission.  If you approach them for a listing, they will usually load their price or rental for the commission to be paid.  This can be counterproductive and produce an overpriced listing; the property would have already been on the market for some time anyway.  If you are going to work with property owners in this way, be prepared to push strongly for the rent and the price that the market will provide.  You can walk away from the listing if the price or rental is unrealistic.  In many respects, it is better to do that and waste your valuable resources and tarnish your image as a top agent.

So there are plenty of things to do when it comes to consolidating your market share.  Keep a close eye on the market activity and track the results that you achieve.  Top agents progressively grow their market share through diligent and directed action.  That is why you should track your ratios and numbers.