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Webinar Series 2018
Webinar Series March 2018: RECon2018
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2Retail Strategies Webinar Series 2018: RECON
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International Council of Shopping Centers (ICSC)
The purpose of The International Council of Shopping Centers (ICSC) is to advance the shopping center industry and to promote its role in the commercial distribution of consumer goods and services by:
Education
Networking
Research
Advocacy
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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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Sunday, May 201:00pm - 2:00pm Opening Keynote Presentation Michael Strahan
7:30pm - 9:30pm Opening Reception at XS Nightclub at Encore
Monday, May 2112:30pm Lunch and Keynote Daymond John, CEO & Founder of FUBU and Star of ABC’s Shark Tank
2:30 P3 Panel - Economic Development: Changing Faces, Changing Spaces
Tuesday, May 2212:30pm Lunch and KeynoteJennifer Fleiss, CEO & Co-Founder of Code Eight and Co-Founder of Rent the Runway
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RECon Overview
MARCH 30TH CUT OFF FOR BADGE IN THE MAIL
REGISTRATION $640 | MEMBERSHIP $100
WEBSITE: www.icsc.org/recon
LARGEST RETAIL REAL ESTATE CONFERENCE
Retail Strategies Webinar Series 2018: RECON
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RECon Overview: Typical Attendance by Sector
ALL: 37,000
Developers: 40%
Brokers: 25%
Retailers: 10%
City: 1%
You: 1
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Navigating the ICSC.org Site
https://www.icsc.org/attend‐and‐learn/events/details/recon‐the‐global‐retail‐real‐estate‐convention6
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Tips & Tricks RECon 2018
#RECon2018
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BEFORE THE SHOW – START NOW
Retail Strategies Webinar Series 2018: 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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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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About ¾ mile from one end to the other: Cluster Schedule
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19Retail Strategies Webinar Series 2018: RECON
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20Retail Strategies Webinar Series 2018: RECON
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Bus Service to and from Convention Center
Retail Strategies Webinar Series 2018: RECON
Sunday, May 20 9:00 am – 6:00 pmMonday, May 21 6:30 – 11:00 am, 2:30 – 6:00 pmTuesday, May 22 6:30 – 11:00 am, 2:30 – 6:00 pmWednesday, May 23 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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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
Retail Strategies Webinar Series 2018: RECON
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26Retail Strategies Webinar Series 2018: 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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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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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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RETAIL STRATEGIES CAN HELP YOU PREPARE FOR RECON 2018
Market and Trade Area Data & Analytics
Retail & Restaurant Prospects
Key Demographics Community Retail Overview Aerial
Two Hour via Conference CallExplaining the data
How to Navigate RECON
Market Analysis
Marketing Flyer
Education
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Q&A
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120 18th Street South, Suite 120, Birmingham, AL 35233 205.314.0386 retailstrategies.com