icsc executive learning series 2012 · icsc executive learning series 2012. about the 2012 icsc...

One-Day Educational SeminarsTaught by the Industry’sKnowledge Leaders

New York n Texas n California n Ohio n Ontario

ICSC ExecutiveLearning Series

2012

ABOUT thE 2012 ICSC ExECutIvE LEarnIng SErIES

Your choice of classes...taught at ICSC’s Lifelong Learning Center in New York City and other locations nationwide.

Come learn from the brightest minds in the industry!

ICSC’s Executive Learning Series (ELS) consists of new one-day courses taught by distinguished ICSC faculty covering some of today’s most important subjects in the shopping center industry.

Topics covered include: asset management, leasing, specialty leasing, negotiation techniques, outlet retail and advanced development.

As an industry professional, this program will give you the chance to sharpen your skills and learn from the best instructors in the retail real estate and shopping center industry, while you network with other students in similar fields of service.

Its unique format allows classes to be highly interactive. This encourages all participants to take control of their learning experience by asking questions, while participating in lively and stimulating class discussions.

A typical Executive Learning Series class includes lecture time together with case studies to help engage participants with the content being taught.

Each class is taught on a Friday from 9:00 am to 2:00 pm (local time), with continental breakfast served at 8:00 am and lunch served at 12:00 noon. Please check the program for specific dates for your classes of interest.

Register today to ensure your enrollment as seating is limited!

Please visit www.icsc.org/ELS for up-to-date class detail information.

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at-a-gLanCE

thE 2012 ICSC ExECutIvE LEarnIng SErIES

Investing in Retail Properties and Structuring PartnershipsJanuary 27, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY

Business and Strategic Planning: Uncovering Opportunities – Del Mar Highlands Case StudyFebruary 24, 2012, 9:00 am – 2:00 pm Del Mar Highlands, San Diego, CAPage 3

Merchandising Your Difficult Shopping Center in Today’s EnvironmentApril 13, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NYPage 4

How to Apply Research to Strategic Business DecisionsApril 27, 2012, 9:00 am – 2:00 pm Primaris Management, Inc., Toronto, ONPage 4

Lessons Learned in Mixed-Use Development: The Village at Fairview and The Village at Allen – Case StudyJune 15, 2012, 9:00 am – 2:00 pm The Village at Fairview, Fairview, TXPage 5

REITs vs. Institutional Funds – A Tale of Two Capital Sources: How Acadia Blends the Use of Public Capital With Private Institutional Funds July 20, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NYPage 5

Understanding Retail Site SelectionAugust 24, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NYPage 6

Negotiating Techniques for Shopping Center ProfessionalsSeptember 21, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NYPage 6

Creating a Multi-Year Strategic Plan and the Corresponding Annual Business PlanOctober 12, 2012, 9:00 am – 2:00 pm Easton Town Center, Columbus, OH Page 7

Current Best Practices in Development October 26, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NYPage 7

Quantifying Market, Site and Financial Feasibility November 30, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NYPage 8 (co-hosted with CCIM)

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SChEduLE of CLaSSES

Gary D. Rappaport SCMD, SCSM, SCLS, SCDP ICSC Past Chairman/ICSC Trustee President The Rappaport Companies McLean, VA

This class will teach you how to structure partnership allocation of cash flow, apprecia-tion and fees between you and your investors. Learn the difference between cumulative non-compounded returns and internal rates of return, back-end promotes and what types of fees are considered reasonable. Using “real” numbers, you will see how the development partner structured the deal, the fees, IRR returns and back-end

priorities. Review examples of actual documents throughout the process, such as initial pro formas/assumptions, sources and uses of funds, leasing assumptions, ARgUS projections, etc. See how the projected return to investors is calculated and how the equity can be structured.

Special feature: Students attending this class will receive a free copy of Gary Rappaport’s newly released book “Investing in Retail Properties: Structuring Partnerships to Share Capital Appreciation and Cash Flow.” The book will serve as an important tool during the class and as a

valuable reference for the future.

Patrick S. Donahue Past ICSC Trustee Chairman & CEO Donahue Schriber Costa Mesa, CA

Vicki Merrill Principal dsamih Consulting LLC Newport Beach, CA

This all-day workshop involves the corporate business and strategic planning process and drills down to its effect on one successful shopping center redevelopment project. Participants will learn how each asset is planned individually and then rolled all together into one single company plan. Class discussions will elaborate on the steps involved in the strategic and tactical planning by


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Investing in Retail Properties and Structuring Partnerships

January 27, 2012, 9:00 am – 2:00 pm n ICSC Lifelong Learning Center, New York, NY

Business and Strategic Planning: Uncovering Opportunities – Del Mar Highlands Case StudyFebruary 24, 2012, 9:00 am – 2:00 pm n San Diego, CA (Held at the Del Mar Highlands Town Center, 12925 El Camino Real, San Diego, CA)

defining success at the initial stage and mak-ing it happen. The class will include a detailed review of how the SWOT analysis is conducted, the team players involved in strategic planning, the challenges pertinent teams face when work-ing together, the goal setting process, devising measurement metrics, tracking progress and much more. Participants will have the opportunity to engage in interactive class discussions and role playing exercises, while learning how to apply these concepts to their unique situation.

The workshop will be held at the Del Mar High-lands Town Center, just north of downtown San Diego. This newly redeveloped project provides an upscale neighborhood hub with an array of high quality shopping, entertainment and dining, which will be the subject of this case study to illustrate how to define success and make it happen.


SChEduLE of CLaSSES, COnt.

Mary Lou Fiala Past Chairman/ICSC Trustee Non-Executive Chairman Build-A-Bear Ponte Vedra Beach, FL

The changing business environment of recent years has had a lasting effect on the retail real estate industry, creating new merchandising and leasing challenges, which in turn require fresh and innovative solutions. This interactive class is designed to help you find these solutions, by helping resolve your biggest and most perplexing merchandising and leasing problems.

Be prepared to bring site plans of your most difficult shopping center. We will discuss its demo-graphics, competition, successes and failures, as well as the current economic environment of the area. With a focus on your particular center, we’ll address its problems, discuss alternatives, create a process and a strategy for future challenges and share best practices among your peers. You will have a chance to learn directly from others’ experiences.

John R. Morrison ICSC Trustee President & CEO Primaris Management, Inc. Toronto, ON

It all starts with research. Whether planning a new project, an acquisition or disposition, an ex-pansion, a renovation, a re-merchandising effort or shopping center repositioning or marketing, the basis for all strategic decisions comes down to research.

In this interactive class, you will learn the impor-tance of conducting the right kind of research. We will discuss where to access critical informa-tion and how to interpret the findings to make sound business decisions in the retail real estate business.

You will be provided with practical examples of how to source and utilize the right type of research to apply to each potential business decision, whether it is tactical or strategic.

How to Apply Research to Strategic Business DecisionsApril 27, 2012, 9:00 am – 2:00 pm n Toronto, ON (Held at Primaris Management, Inc., Dundee Place, One Adelaide Street East, Suite 900, Toronto, ON)

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Merchandising Your Difficult Shopping Center in today’s EnvironmentApril 13, 2012, 9:00 am – 2:00 pm n ICSC Lifelong Learning Center, New York, NY

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arising during the development of a successful mixed-use project of this nature, including dealing with all the participants such as municipalities, real estate investors, financial partners, architec-tural firms, property owners, multifamily, hotel and office developers and others.

Taught by an instructor with first-hand experi-ence in commercial real estate development, this class will help you enhance your understanding of mixed-use projects. Following a lively and open discussion, a guided tour of the facilities will be provided.

Gar Herring, SCDP ICSC Trustee President The MgHerring group Dallas, TX

Ranked among the largest mixed-use develop-ments in the nation, The Village at Fairview and The Village at Allen are part of a 400-acre mixed-use regional lifestyle center located in the Town of Fairview and the City of Allen. As an extensive retail real estate development involving many players and various land uses including retail, of-fice, residential, hotel and others, the project has seen every complication possible. This class will explore the multiple complexities and challenges



Lessons Learned in Mixed-Use Development: the Village at Fairview and the Village at Allen – Case StudyJune 15, 2012, 9:00 am – 2:00 pm n Fairview/Allen, TX (Held at The Village at Fairview, TX)

Kenneth Bernstein ICSC Trustee President & CEO Acadia Realty Trust White Plains, NY

Whether internally generated or externally bor-rowed – or some combination thereof – capital is necessary for every retail real estate develop-ment, redevelopment or renovation. This class will help you understand how money is obtained and how deals are made by pursuing an inte-grated blend of public and private funds.

Through a case study, we will discuss the issues you face when seeking financing, with a focus on the structural relationship of REITs vs. private funds, the cost of debt and its relation to equity and the effect it has on your property transac-tion. We’ll explore the deals, opportunities and hurdles you will encounter when structuring these sorts of transactions in today’s commer-cial real estate market.

REIts vs. Institutional Funds – A tale of two Capital Sources: How Acadia Blends the Use of Public Capital With Private Institutional Funds July 20, 2012, 9:00 am – 2:00 pm n ICSC Lifelong Learning Center, New York, NY

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niques to build and win consensus among key participants in the negotiating process, which, as you know, requires negotiating upward by both parties for approval on modified terms not anticipated. Although this class offers point-ers for negotiating many diverse situations for shopping center professionals, the instructor will conduct a lively presentation dramatizing an actual negotiation of a lease deal, demonstrating for you the do’s and don’ts of the process.

The class will take you through the seven phases of successful negotiations: information, fact gathering, expression of interest, forming a relationship, making the offer, the negotiation and the close.

Steven B. Greenberg President The greenberg group, Inc. Hewlett, NY

Retail site selection is as much of a science as an art form. One needs to look at lifestyles, as well as demographics, to determine which locations will really work. Expansion strategies of national and regional retailers require a multiple-location strategy to dominate a market. What causes a retailer to select one site over another? What are the elements successful retailers look for to find the optimum locations? Taught by a leading retail real estate advisor, this workshop





Understanding Retail Site SelectionAugust 24, 2012, 9:00 am – 2:00 pm n ICSC Lifelong Learning Center, New York, NY

will cover subjects including demographics, Zip Code analysis, visibility, access, traffic flow, socioeconomic trends, fashion statements, psychographics, comparative analysis, sales forecasting, profitability models and pro formas. The more you understand the process and how retailers think, the more successful you can be in making the right deals.

This class can be invaluable for leasing agents, developers, retailers, economic development directors and anyone whose responsibility includes the selection of retail locations.

John-david W. Franklin, SCLS Senior Vice President, Director of Client Relationship Management Madison Marquette Philadelphia, PA

Are your negotiating skills limiting your ability to grow professionally? To expand your income? To resolve tenant disputes? To minimize expenses? Your center’s net operating income depends directly on your ability to negotiate, win and manage your deals at an acceptable level of risk. Learn how to create a “win-win” lease deal that addresses your lease-up budget demands while supporting long-term tenant relationships. Discover the easy and least significant “give-in” points and how to manage risk by standing firm on those “must-have” points. Develop tech-

negotiating techniques for Shopping Center ProfessionalsSeptember 21, 2012, 9:00 am – 2:00 pm n ICSC Lifelong Learning Center, New York, NY

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We will also review the building blocks of an An-nual Business Plan, including the key components of the plan; how to use research in leasing, devel-opment, operations and marketing; and how to involve the various disciplines in formulating and monitoring the plan. In addition, the course will provide you with general guidelines for preparing a budget, which is a critical step in completing your Business Plan.

This lively class includes a guided tour of the Easton Town Center led by the instructor.

Yaromir Steiner ICSC Trustee Chief Executive Officer Steiner + Associates, Inc. Columbus, OH

A well-designed Strategic Plan is one of the most important tools for developing short-term and long-term objectives for your property. This course will help you create a multi-year Strategic Plan that you can use to identify and implement the owners’ objectives.



Creating a Multi-Year Strategic Plan and the Corresponding Annual Business PlanOctober 12, 2012, 9:00 am – 2:00 pm n Easton Town Center, Columbus, OH (Held at Steiner & Associates, 4016 Townsfair Way, Suite 201, Columbus, OH)

Gordon T. Greeby, Jr., P.E., SCDP ICSC Trustee President The greeby Companies, Inc. Lake Bluff, IL

Site selection and acquisition, feasibility and due diligence, entitlements and the regulatory envi-ronment, design, permits and construction – all far easier said than done. The process of develop-ing, designing and building or repositioning a shopping center is the result of detailed planning, teamwork, effort and – just as importantly – pa-tience. Managing and controlling that process is critical to overall success.

given today’s economy and its highly competitive nature, knowing the principles and practices of retail development and project management can

Current Best Practices in Development

October 26, 2012, 9:00 am – 2:00 pm n ICSC Lifelong Learning Center, New York, NY

make the difference between taking control of the marketplace and losing control to your competi-tion. This course will focus upon the art and sci-ence of retail development and project manage-ment, with advanced techniques and practical solutions applicable to existing or partially built (or misconceived) projects.

The days of drawing a simple design on a napkin are long gone. Today, a detailed approach to the overall development of any project – whether ground-up or repositioning – requires a detailed, well-executed plan. This course will address the process and skills required to ensure a successful project.

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othEr ICSC EduCatIonaL ProgramSOnline Learning for Shopping Center Management March 1, 2012, August 1, 2012, and November 1, 2012 guided self-study program in the concentrated area of management. Learn from the brightest industry minds without leaving your desk. Offered electronically in a user-friendly format. Visit: www.icsc.org/2012D1

University of Shopping Centers March 5 – 7, 2012 – Philadelphia, PAThe University of Shopping Centers is a master’s level educational program which offers you the opportunity to enhance your expertise in your present area of interest, or delve into new ones. Visit: www.icsc.org/2012UV

John T. Riordan School for Professional Development April 15 – 19, 2012 – Scottsdale, AZThrough its certificate program, the JTR School for Professional Development offers a wide range of courses in management, marketing, leasing and development, design and construction.Visit: www.icsc.org/2012SAZ

RECon Academy May 20 – 22, 2012 – Las Vegas, NVHalf-day or full-day educational courses offered during RECon to help increase your knowledge and improve your professional worth.Visit: www.icsc.org/2012RA

as well as how to collect the market data needed to evaluate store demand, measure supply and then quantify the gap.

We will also demonstrate how to use market fea-sibility tools to identify “desired tenants.” You will learn how to find more tenants and close more leases by giving you market-based information to share with leasing prospects. You will also learn various ways to measure the financial feasibility of the project.

Gary M. Ralston, SCLS, CCIM, SIOR,

SRS, CPM, CRE President Coldwell Banker Commercial – Saunders Ralston Realty, LLC Lakeland, FL

Learn how to use the latest technology tools to conduct a market analysis for a new retail development, a redevelopment or an existing retail property. In this course you will learn to define a market area, determine sales potential





Quantifying market, Site and financial feasibility (Co-hosted with CCIM)November 30, 2012, 9:00 am – 2:00 pm n ICSC Lifelong Learning Center, New York, NY

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3 EASY WAYS tO EnROLLUsing the registration form, check each course you wish to take.

Send to: ICSC Registration Department P.O. Box 26958 New York, NY 10087-6958 USA

Fax to: +1 732 694 1800

Online: www.icsc.org/ELS

A separate registration form is required for each person enrolling. If additional forms are needed, please photocopy the registration form.

Registrants will be accepted on a first-come, first-served basis. SPACE IS LIMITED TO THE FIRST 40 REgISTRANTS FOR EACH CLASS SO PLEASE REgISTER EARLY.

tUItIOn FEESMembers:$250 per class$230 per class* (if signing up for three or four classes)$220 per class* (if signing up for five or more classes)

Non-Members:$380 per class$355 per class* (if signing up for three or four classes)$345 per class* (if signing up for five or more classes)

*To qualify for the multiple class discount, you must register for all classes on the same form. Fees are payable in U.S. dollars.

DEADLInESOnline registration closes one week prior to class.

CAnCELLAtIOnS All cancellations are subject to a $25 cancellation fee. No refunds will be given for cancellations received two weeks prior to the class. All requests for refunds must be received by ICSC in writing.

COnFIRMAtIOn Upon receipt of your Registration Form and payment, ICSC will send you a confirmation notice. Before the program, an e-mail will be sent to you that will include information,

directions to the ICSC office and other materials needed.

HOtEL ACCOMMODAtIOnS Please visit www.icsc.org and go to the meet-ing name for the session you are registering for. Click “book hotel now”; you will find our electronic form. When you complete fully and submit, you will receive an attendee reference number. An ICSC Travel Desk Agent will contact you with the available hotel and pricing to discuss your choice.

MEALSContinental breakfast will be served before each class from 8:00 to 9:00 am. Lunch will be served from 12:00 noon to 12:30 pm.

COntInUIng EDUCAtIOn CREDItS SCSM/SCMD/CLS credits per course: 0.50

SPECIAL nEEDS Any disabled individual desiring auxiliary aid should notify ICSC at least five weeks prior to the meeting.

FOR MORE InFORMAtIOn Please contact:Mario Chiara, ICSC Manager, Education at +1 646 728 3517 or [email protected]

gEnEraL InformatIon rEgIStratIon InformatIon

CourSE datE LInk

January 27, 2012 www.icsc.org/2012ex1

February 24, 2012 www.icsc.org/2012ex2

April 13, 2012 www.icsc.org/2012ex3

April 27, 2012 www.icsc.org/2012ex4

June 15, 2012 www.icsc.org/2012ex5

July 20, 2012 www.icsc.org/2012ex6

August 24, 2012 www.icsc.org/2012ex7

September 21, 2012 www.icsc.org/2012ex8

October 12, 2012 www.icsc.org/2012ex9

October 26, 2012 www.icsc.org/2012ex10

November 30, 2012 www.icsc.org/2012ex11

ICSC Registration DepartmentP.O. Box 26958 New York, NY 10087-6958 USA

Name

Title Company

Address

City State/Province

Zip Code Country

Telephone Fax

E-mail Your Membership ID #

PLEASE CHOOSE YOUR CLASSES BELOW: 2012 ex1 Investing in Retail Properties and Structuring Partnerships January 27, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY Page 3

2012 ex2 Business and Strategic Planning: Uncovering Opportunities – Del Mar Highlands Case Study February 24, 2012, 9:00 am – 2:00 pm Del Mar Highlands, San Diego, CA Page 3

2012 ex3 Merchandising Your Difficult Shopping Center in Today’s Environment April 13, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY Page 4

2012 ex4 How to Apply Research to Strategic Business Decisions April 27, 2012, 9:00 am – 2:00 pm Primaris Management, Inc., Toronto, ON Page 4

2012 ex5 Lessons Learned in Mixed-Use Development: The Village at Fairview/Allen – Case Study June 15, 2012, 9:00 am – 2:00 pm The Village at Fairview, TX Page 5

2012 ex6 REITs vs. Institutional Funds – A Tale of Two Capital Sources: How Acadia Blends the Use of Public Capital with Private Institutional Funds July 20, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY Page 5

2012 ex7 Understanding Retail Site Selection August 24, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY Page 6

2012 ex8 Negotiating Techniques for Shopping Center Professionals September 21, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY Page 6

2012 ex9 Creating a Multi-Year Strategic Plan and the Corresponding Annual Business Plan October 12, 2012, 9:00 am – 2:00 pm Easton Town Center, Columbus, OH Page 7

2012 ex10 Current Best Practices in Development October 26, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY Page 7

2012 ex11 Quantifying Market, Site and Financial Feasibility (co-hosted with CCIM) November 30, 2012, 9:00 am – 2:00 pm ICSC Lifelong Learning Center, New York, NY Page 8

MEtHOD OF PAYMEnt Check or money order made payable to ICSC for the sum of: $ (payable in U.S. funds)

Credit Card:

MasterCard Visa American Express Discover $

Name (as it appears on credit card) Signature

Credit Card Number (include all digits) Date of Expiration (mo/yr)

PLEASE FILL OUt FORM AnD SEnD tO:

2012EX-A

I authorize ICSC to send me announcements, via mail, fax, e-mail, phone or otherwise, about ICSC programs and services that may be of interest to me or my colleagues.

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icsc executive learning series 2012 · icsc executive learning series 2012. about the 2012 icsc...

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