recon2019 - retail strategies · retail strategies webinar series 2019: recon be brief and be gone...
TRANSCRIPT
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Webinar Series 2019
RECon2019
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2Retail Strategies Webinar Series 2019: RECON
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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
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May 20 – 23, 2018 | # ICSCRECon
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RECon Overview: Typical Attendance by Sector
ALL: 37,000
Developers: 40%
Brokers: 25%
Retailers: 10%
City: 1%
You: 1
Retail Strategies Webinar Series 2019: RECON
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Sunday May 19, 20198:00am ‐ 5:00pmRegistration
9:00am – 5:30pmEducation Day
7:30pm ‐ 9:30pmOpening Reception at XS Nightclub at Encore
Monday & Tuesday May 20‐21, 20197:00am ‐ 5:00pmRegistration
8:00am ‐ 5:00pmLeasing Mall/Marketplace Mall/Sessions
Wednesday May 22, 20197:00am ‐ 2:00pmRegistration
8:00am ‐ 2:00pmLeasing Mall/Marketplace Mall
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Sunday:• Transforming Challenges into Opportunities: Redevelopment at Your Center• Convenience is Key: Last Mile Delivery and Its Effect on Retail Real Estate• How Experiential Retail is Revolutionizing Center Formats, Tenant Mixes and Leasing
Structures
Monday:• The Coworking Craze• How Retailers are Using AI to Win• The Repurposed, Revitalized and Redeveloped Shopping Center • Opportunities in Opportunity Zones• Cannabis Retail Revolution: It’s Closer Than You Think• The Self-Driving Revolution
Tuesday:• The Future of Food Halls• The Omni-Channel Evolution
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Keynote TBD Tuesday, 12:30 pm
Marcus Lemonis Monday, 12:30 pm
Tony Romo1 Sunday, 1: Julie Rice
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Lesser known tips…• 1: Learn your hotel on day one.
• 2: Cabs aren’t the only game in town.
• 3: Eating isn’t easy, bring something
• 4: Don’t be a swag zombie
• 5: Book your meetings now, but don’t stack your schedule
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Tips & Tricks RECon 2019
#RECon2019
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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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Sample Meeting Template
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BEFORE THE SHOW – START NOW
Retail Strategies Webinar Series 2019: RECON
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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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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About ¾ mile from one end to the other: Cluster Schedule
Retail Strategies Webinar Series 2019: RECON
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24Retail Strategies Webinar Series 2019: RECON
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Bus Service to and from Convention Center
Retail Strategies Webinar Series 2019: RECON
Sunday, May 19 9:00 am – 6:00 pmMonday, May 20 6:30 – 11:00 am, 2:30 – 6:00 pmTuesday, May 21 6:30 – 11:00 am, 2:30 – 6:00 pmWednesday, May 22 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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Transportation
Retail Strategies Webinar Series 2019: RECON
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Monorail to and from Convention Center
Retail Strategies Webinar Series 2019: RECON
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AT THE SHOW: Survival Kit
Retail Strategies Webinar Series 2019: RECON
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Comfortable Shoes
Retail Strategies Webinar Series 2019: RECON
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Connections Day & Night
Retail Strategies Webinar Series 2019: RECON
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31Retail Strategies Webinar Series 2019: RECON
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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HAVE FUN!!!!
Retail Strategies Webinar Series 2019: RECON
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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!
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Q&A
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120 18th Street South, Suite 120, Birmingham, AL 35233 205.314.0386 retailstrategies.com