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John T. Riordan School for Professional Development

Leasing II Institute

Course Descriptions
General Information & Registration Details

Managing the Asset:

Determining and growing value; the most important asset management issues; 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; sustainability.

Merchandising the Center and Developing A Leasing Plan:

Application of market research and economic analysis (sales analysis, tenant mix analysis); merchandising different types of centers (superregional, regional, community, neighborhood, specialty); analyzing similarities in the merchandise mix of different types of centers; a project re-leasing case study involving an actual property utilizing lease plans and re-merchandising strategies.

Advanced Retailing: Increasing Tenant Productivity:

Understanding the retail business and the retail cycle; retail trends; retail terminology; today’s changing retail environment; economics of retailing (overview of the financial cycle, balance sheets, income statements, ratio analysis); retail investment/exit strategies (new store expansion rationale, new concept development, consolidations, store closures, bankruptcies); your role in increasing productivity (understanding the business your retailers are in and what you can do to increase retail sales).

How Research and Marketing Drive Center Productivity:

Why research and marketing are critical to the process (creates knowledge base, tools for planning and evaluation, an informational competitive advantage); discussion on industry and world complexities; the state of retailing/leasing (history, current state, competitive factors, economic impacts, what’s possible through research, retail concepts); marketing support (marketing concerns, who to market to, selling points, marketing media, temporary tenant initiatives, franchise opportunities, audio-visual, on-line).

Operating Open-Air Centers:

Types of centers (conventional open air, specialty and alternative use); management challenges (physical, merchandise mix, property history, competition, ownership objectives); leasing and marketing challenges; management procedures common to open air and specialty (staffing, policy manuals, bidding procedures and contract administration; lease administration).

Peripheral Land:

What potential property users consider when locating outparcels (size of location, size of center GLA, parking ratios required, topography of land, ingress-egress, traffic counts, visibility); factors considered when pricing outparcels (method, sources); marketing outparcels; structuring the deal (ground lease, build-to-suit, outparcel guidelines, utilities); broker relationships (qualifying, preventing conflict , broker’s commission); legal documents.

Sponsorship and Partnership Marketing:

Definition of sponsorship; making sponsorships work in the real world; two sponsorship case studies — play area naming rights and creating a long term sponsorship with a local company; definition of partnership marketing; making partnerships work for you and the partner; partnership case study — maximizing a media buy.

Project Economics: The Value of Leasing:

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); 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, pro forma evolution and usage, incremental income, financial analysis, incremental value added).

The Law and Its Application: Working With Your Attorney:

Discussion of key lease provisions (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); reciprocal easement agreements (understanding limitations).

*NEW CLASS The CLS Test Review: Preparation for Professional Growth:

A complete and thorough review of the CLS certification process and its benefits to you as a leasing professional; requirements; study materials; application submission; preparing for the exam; examination content; in-class simulated exam; simulated exam test rationale; tips on studying; use of ICSC books, online content and schools to augment learning to increase comfort level with test specifications.

Bonus Textbook

Shopping Center Leasing
One-source reference book on leasing for the novice or seasonal professional. Includes: how to prospect for tenants, selling and negotiating techniques, the lease and its language and more! This publication is included with this program.

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