Tenant Advisory Group

Retail – Tenant Representation

Tenant Representation

What do we do and how can we help you?

• Build an understanding of your business and requirements;

• Use our market knowledge and contacts to carry out in-depth

site searches and present options for review;

• Negotiate for all new sites, relocations, market rent reviews,

surrenders, make goods and lease renewals;

• Ensure that the commercial terms are competitive, reflect the

current market and are best suited for the long term viability

of your store;

• Ensure that the lease clauses are agreed and support you

through the entire process to completion.

What We Do To Help You How Does This Help You?

• Saves you time by taking the site search, negotiation and

entire leasing process on-board which is our area of

expertise;

• Ensures that you are getting best value out of the lease

negotiations;

• Provides you with a key partner in the delivery of

the required accommodation outcomes;

• Identifies and recommends the most suitable

strategy and solution for your accommodation

requirements.

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Cushman & Wakefield Tenant Advisory Group prides itself on being the champions of

Lessee’s interests. Our team are experts in acting on behalf of their clients in all

negotiations with building owners and their agents to ensure that Tenants interests are

protected and the playing field is level.

The core business of the Tenant Advisory Group is to know the details of the entire market

and how it affects the likely rent and terms that you will be offered.

An important principle is that we are always remunerated by our clients, who are tenants or

occupiers of buildings, and therefore we are always acting in your best interests. We do

not receive incentives or payments directly from any other parties. This ensures we, unlike

Leasing Agents, offer independent and impartial advice at all times.

Leasing agents act on behalf of owners, not tenants, and their role is to maximize the rent

and returns payable for their client. Their fees are based upon maximizing the Landlord’s

return and therefore cannot be relied upon for impartial advice.

Tenant RepresentationWho is acting in your best interests?

Issue Tenant Representative Leasing Executive/Agent

Market Search

Unbiased market coverage providing a level of

governance and integrity to ensure all Landlords /

agencies are invited to submit detail of suitable options

Presents only options where they can attract a fee and

in their own managed properties

ReportingUnderstands the internal written and financial reporting

requirements

Presents listing sheets with limited detail for Tenants to

decipher

Negotiation

Will seek competitive tension from the market

simultaneously across multiple Landlords

Acts to reduce all costs and ensures all commercial

items are addressed as part of the Heads of

Agreement

Placed into immediate conflict when dealing with

multiple buildings

Acts to increase returns for Lessor and limits detail in the

Heads of Agreement for ambiguity

Legal Documentation

Assists Tenant’s Lawyers to ensure all commercial

items are addressed and continues to support

negotiations

Removed from the process

Fees Paid by Tenant Paid by Landlord

InterestsActs on behalf of Tenant at all times to protect their

positionActs on behalf of the Landlord at all times

Stay vs GoReviews all accommodation strategies including ‘do

nothing’ optionFees are based upon relocating to alternate premises

Tenant Representation

Tenant Representative – Leasing Executive/Agent Comparison

Cushman & Wakefield Global Occupier Services believes that the provision of

independent and impartial advice can only be provided by avoiding any conflict of interest.

We are only involved with occupier representation and we do not act on behalf of Lessors.

Cushman & Wakefield Global Occupier Services was specifically set up this way to ensure

conflicts of interest could not arise.

We do not manage properties or undertake work on behalf of Lessors and we do not

accept leasing appointments.

We insist that we are only paid fees by our clients and the fees are designed to reward us

regardless of which accommodation option is finally secured, this additionally ensures that

no conflict arises with Lessors.

Cushman & Wakefield Global Occupier Services is committed to tenant and occupant

advocacy. When the potential for a conflict of interest arises, it is our duty to raise the

issue immediately with the respective parties and resolve the issue as soon as possible.

Conflicts

Tenant Representation

Profile – Charles Robinson

Charles has 15 years of experience working in the UK and Australia

property markets acting on behalf of both Tenants and Landlords prior to

joining Cushman & Wakefield.

Charles worked in-house in the UK for a well-known supermarket chain as

a Property Manager responsible for the ongoing leasing and property

management of the company’s stores, distribution centres and their owned

neighbourhood shopping centres. Charles arrived in Australia in 2006 and

since then has worked predominantly in the Queensland retail market, but

has also had exposure to commercial and industrial markets. Charles has

acted on behalf of Westpac Banking Corporation as a Leasing Manager on

their Queensland property portfolio, and was then appointed to the

Australia Post contract as the Queensland Senior Leasing Manager

working in-house with the client responsible for all their property

negotiations, strategic advice and delivery of successful outcomes.

Most recently Charles worked as a Leasing Executive on a number of

Brisbane shopping centres targeting suitable tenants and negotiating to fill

vacancies, agreeing renewals, budgeting and providing strategic advice to

the property owners.

Charles has a desire to negotiate the best outcome for all parties,

achieve a successful outcome in a timely manner whilst building and

maintaining strong relationships. Charles has a wealth of experience in

negotiating with both major and private Landlords.

During all roles Charles has provided action and advice on forming

strategic decisions, budgeting, critical date management, reporting and

recommendations for formal approval, as well as negotiating favourable

outcomes. Charles also has in depth knowledge and experience in all

aspects of property management issues.

Charles Robinson

Associate Director

Tenant Advisory Group

Clients Served

• Australia Post – Senior Leasing Manager (Queensland)

• Westpac Banking Corporation – Leasing Manager (Queensland)

• Somerfield Supermarkets – Property Manager (UK)

For more information please contact:

Charles Robinson

Associate Director – Tenant Advisory Group

Global Occupier Services

+61 405 325 550

charles.robinson@cushwake.com

www.cushmanwakefield.com

Cushman & Wakefield Copyright 2015. NO WARRANTY OR REPRESENTATION,

EXPRESS OR IMPLIED, IS MADE TO THE ACCURACY OR COMPLETENESS OF

THE INFORMATION CONTAINED HEREIN, AND SAME IS SUBMITTED SUBJECT

TO ERRORS, OMISSIONS, CHANGE OF PRICE, RENTAL OR OTHER

CONDITIONS, WITHDRAWAL WITHOUT NOTICE, AND TO ANY SPECIAL

LISTING CONDITIONS IMPOSED BY THE PROPERTY OWNER(S). AS

APPLICABLE, WE MAKE NO REPRESENTATION AS TO THE CONDITION OF

THE PROPERTY (OR PROPERTIES) IN QUESTION.