Webinar Series March 2018: RECon2018 · The purpose of The International Council of Shopping...

Webinar Series 2018

Webinar Series March 2018: RECon2018

2Retail Strategies Webinar Series 2018: RECON

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International Council of Shopping Centers (ICSC)

The purpose of The International Council of Shopping Centers (ICSC) is to advance the shopping center industry and to promote its role in the commercial distribution of consumer goods and services by:

Education

Networking

Research

Advocacy

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Covering Today

Overview of RECONHow to Navigate the Website

ICSC P3 Retail Overview Cities of the World Pavilion

Who & How on Meetings Survival Tips

Dinners & Nightlife

May 20 – 23, 2018 | # ICSCRECon

Sunday, May 201:00pm - 2:00pm Opening Keynote Presentation Michael Strahan

7:30pm - 9:30pm Opening Reception at XS Nightclub at Encore

Monday, May 2112:30pm Lunch and Keynote Daymond John, CEO & Founder of FUBU and Star of ABC’s Shark Tank

2:30 P3 Panel - Economic Development: Changing Faces, Changing Spaces

Tuesday, May 2212:30pm Lunch and KeynoteJennifer Fleiss, CEO & Co-Founder of Code Eight and Co-Founder of Rent the Runway

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RECon Overview

MARCH 30TH CUT OFF FOR BADGE IN THE MAIL

REGISTRATION $640 | MEMBERSHIP $100

WEBSITE: www.icsc.org/recon

LARGEST RETAIL REAL ESTATE CONFERENCE

Retail Strategies Webinar Series 2018: RECON

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RECon Overview: Typical Attendance by Sector

ALL: 37,000

Developers: 40%

Brokers: 25%

Retailers: 10%

City: 1%

You: 1


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Navigating the ICSC.org Site

https://www.icsc.org/attend‐and‐learn/events/details/recon‐the‐global‐retail‐real‐estate‐convention6

Tips & Tricks RECon 2018

#RECon2018

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BEFORE THE SHOW – START NOW


Be Brief and Be Gone Keep it high level, factual & brief

Aerial map & follow up after the show with an email Too much detail, too long, argue, arrogant

make promises you can’t keep

Site Specific Information Size, Co‐Tenants, Timing, Traffic Count, Parking,

Proximity to Existing Store market site without owner’s permission,

focus on an isolated site, be vague

Demographics: Population, Income, Growth, Daytime PopulationEconomic Drivers, Trade area, Radius Rings & Drive

Times Town Festival, Airport, Parks, Sidewalks, Plans 5+ years away

DO DON’T

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BEFORE THE SHOW – START NOW

SET MEETINGS IN ADVANCE

Short email with specific reason for meetingSend a site if possible

Provide a specific date/time/placeSend meeting request with time in subject line (times zones)

Get cell phone / contact informationConfirm meetings a week out

IDENTIFY QUALIFIED PROSPECTS

Site Selection Criteria MatchPeer Analysis

Next Closest Existing LocationOwnership (Publicly Traded, Franchise,

Private Equity) Expansion Plans

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Sample Email to Schedule Meeting

(Name),

Are you available to meet with at RECon on (Date) at (time) to discuss an expansion opportunity

in Elizabethton, TN? Attached please find a demographic snapshot, aerial map with retailers and

traffic counts and a potential site. Happy to provide information on other sites as well.

My schedule is still flexible if there is an alternative time and location more convenient for you.

Thank you and looking forward to connecting at RECON.

Best,

Name

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Sample Calendar Request Meeting

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About ¾ mile from one end to the other: Cluster Schedule


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Bus Service to and from Convention Center


Sunday, May 20 9:00 am – 6:00 pmMonday, May 21 6:30 – 11:00 am, 2:30 – 6:00 pmTuesday, May 22 6:30 – 11:00 am, 2:30 – 6:00 pmWednesday, May 23 6:30 am – 2:30 pm

Bus Service will be available throughout the entire Convention between the following official participating Convention Hotels.

(All 15–20 minute service)

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Monorail to and from Convention Center


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AT THE SHOW: Survival Kit


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Comfortable Shoes


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Connections Day & Night



Collect Information

What’s a homerun deal for you?

How can I help you?

Who can I connect you with that would be helpful?

Tell me more about you and your

company.

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During the Meeting

Call / Text them if you are running

late

Don’t expect WIFI to work; bring

hard copies of EVERYTHING

Get right to the point

Discuss how/when they would

like for you to follow up

Write down EVERYTHING

Thank them for their time

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Follow Up

THIS IS MISSION CRITICAL

• Follow up via email the next week at the

earliest, or whenever you discussed (be

sure to give them time to get home and

situated)

• Re‐cap the meeting

• Provide desired information

• Identify Next Steps

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HAVE FUN!!!!


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Key Takeaways

Research is critical but Real Estate is the keyResearchIsn’t the End

Retail Recruitment is a Challenge

Retail Recruitment is Economic Development but it is a commercial Real Estate function. Enlist professionals to assist the

community

Retail Recruitment is not an event. Manage expectations. This process takes time.

Retail Recruitment is a Marathon

Retailers are

ExpandingRetail is not dead. It’s changing. Get in the game!

RETAIL STRATEGIES CAN HELP YOU PREPARE FOR RECON 2018

Market and Trade Area Data & Analytics

Retail & Restaurant Prospects

Key Demographics Community Retail Overview Aerial

Two Hour via Conference CallExplaining the data

How to Navigate RECON

Market Analysis

Marketing Flyer

Education

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Q&A

120 18th Street South, Suite 120, Birmingham, AL 35233 205.314.0386 retailstrategies.com

Webinar Series March 2018: RECon2018 · The purpose of The International Council of Shopping...

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