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Award Programs ICSC offers its members the opportunity to seek deserving professional recognition by entering their projects in both regional and international competitions.

Leasing II Institute

General Information & Registration Details

Managing the Asset:
This course will focus on determining and growing value – one of the most important asset management issues. Attendees will learn how value grows, merchant sales, developing the merchandising plan, budget review, evaluating the lease deal, marketing fund expenditures, specialty leasing optimization, alternative revenue opportunities, redevelopment and expansions and sustainability.

The Law and Its Application: Working With Your Attorney:
In this course, attendees will have discussion of key lease provisions which include; premises, lease term, graduated rent, percentage rent, extra charges, kick-out clauses, options to extend, assignments and subletting, use clauses, exclusives, continuous occupancy, inducement and co-tenancy, governmental compliance, non-disturbance and atonement. Attendees will also learn about reciprocal easement agreements.

Project Economics: The Value of Leasing:
In this course topics will include valuating shopping centers, financial terminology, ownership positions and expectation, valuation matrix, value of a lease, impact of a single lease on financial performance, financial effects of tenant allowances, offsets and limited recoveries. Additional topics will include economics of re-leasing, economics of buyouts, relocations and take-backs, typical deal structures, valuing various deal components, expansion and development pro formas, leasing process influence on center expansion, new development and redevelopment.

Advanced Retailing: Increasing Tenant Productivity:
Attendees will focus on understanding the retail business and the retail cycle which includes retail trends, retail terminology, today’s changing retail environment, the economics of retailing, an overview of the financial cycle and retail investment/exit strategies. It is important to grasp your role in increasing productivity and understanding the business your retailers are in and what you can do to increase retail sales. This class offers an advanced perspective for growing into a seasoned professional that consistently increases tenant productivity.

Merchandising the Center and Developing a Leasing Plan:
In this course attendees will take a closer look at the application of market research and economic analysis - sales analysis, tenant mix analysis. A special focus will emphasize the merchandising different types of centers (superregional, regional, community, neighborhood, specialty) as well as analyzing similarities in the merchandise mix of different types of centers. Attendees will also gain a deeper understanding of a project re-leasing case study involving an actual property utilizing lease plans and re-merchandising strategies.

How Research and Marketing Drive Center Productivity:
In this course attendees will learn why research and marketing are critical to the overall process in driving center productivity. Topics focus on creating a knowledge base, tools for planning and evaluation, discussion on industry and world complexities and the state of retailing/leasing. Other topics include competitive factors, economic impacts, what’s possible through research, retail concepts, marketing support, marketing concerns, selling points, marketing media, temporary tenant initiatives, franchise opportunities and audio-visual tools.

Peripheral Land:
In this course attendees will explore what potential property users consider when locating outparcels. Topics include size of location, size of center GLA, parking ratios required, topography of land, ingress-egress, traffic counts and visibility. It is important to understand the factors considered when pricing outparcels (methods and sources) and marketing outparcels. Other topics of study will include structuring the deal, ground lease, build-to-suit, outparcel guidelines, utilities, broker relationships, qualifying, preventing conflict, broker’s commission and legal documents.

Leasing Open-Air Centers:
There are many types of centers and it is imperative for leasing professionals to understand the different management challenges that can affect open-air centers. Topics of focus will include physical structures, merchandise mix, property history, competition, ownership objectives, leasing and marketing challenges, management procedures common to open air and specialty, staffing, policy manuals, bidding procedures, contract administration and lease administration.

Professionalism in Retail Leasing (Online Course):
This course will provide a complete and thorough review of the CLS certification process and its benefits to you as a leasing professional. Topics will include eligibility requirements, study materials, application submission, preparing for the exam, examination content, exam test rationale, tips on studying, use of ICSC books, online content and schools to augment learning to increase comfort level with test specifications.

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