RECon2019 - Retail Strategies · 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

Webinar Series 2019

RECon2019

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

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

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

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

Keynote TBD Tuesday, 12:30 pm

Marcus Lemonis Monday, 12:30 pm

Tony Romo1 Sunday, 1: Julie Rice

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

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


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



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Bus Service to and from Convention Center


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


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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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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!

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Q&A

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

Documents

RECon2019 - Retail Strategies · 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