downtown business district market analysis
TRANSCRIPT
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Jessica Beckendorf, Bill Ryan, and Christian Schmieder
Community Research to Support Economic Development Efforts
Presentation at the Wisconsin Downtown Action Council Conference, La Crosse, WI October 27, 2016
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Purpose of a Market Analysis
1. To explore business development ideas with reliable data that describes the market.
2. To research issues specific to your particular community.
3. To provide a foundation for economic development strategies.
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How do we fill storefronts and reuse downtown
space?
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Is there potential fordowntown housing?
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How are consumers changing?
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How can we assess
potential for businesses
development?
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What image, branding and
marketing opportunities
are there?
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How can we retain and
expand existing
businesses?
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What are unique and
realistic downtown businesses
ideas?
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How can the physical
environment be improved?
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What dining options would
do well downtown?
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Outline of the ProcessI. Understanding the Market
II. Analysis of Opportunities by Sector
III. Putting Your Research to Work
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http://fyi.uwex.edu/downtown-market-analysis/
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I. Understanding the Market
Trade Area Analysis
Factors to Consider:• Population• Proximity of competing
centers• Local mix of businesses• Local destination attractions• Traffic patterns
Tools to Use:• Focus groups• Mapping using geographic
features (distances, highways, drive-times, etc.)
• Mapping using customer addresses and zip codes
A trade area is the geographic area from which a community generates the majority of its customers. A community may have both a convenience and a destination trade area.
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Establishing Trade Area(s) Using GIS
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Establishing Trade Area(s) Using GIS
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Establishing Trade Area(s) Using GIS
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Establishing Trade Area(s) Using GIS
Larger communities will have a primary (convenience) and secondary (destination) trade area.
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I. Understanding the Market
Demographic & Lifestyle Analysis
Demographic Data:• Population and households• Housing ownership and value• Income• Age, gender and ethnicity• Educational attainment• Employment
Lifestyle Data:• Households in a trade area
are segmented into unique clusters that describe their lifestyle, characteristics
• Examine spending propensity for a variety of goods and services
Demographic and Lifestyle data can provide insight into local consumer buying behaviors and preferences. Comparison are made to state and national averages.
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Analysis of Demographics Using Tables and Maps
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Analysis of Lifestyle Data
Households in a trade area can be segmented into unique clusters that describe their demographic, lifestyle, media and purchasing characteristics. These systems help you know the potential customer in your area including what they buy and how to reach them.
Free zip code data:• Community Tapestry by ESRI Business Information Solutions). http://www.esri.com/data/esri_data/tapestry
• Claritas PRIZM by Nielsen. http://www.claritas.com/MyBestSegments/Default.jsp
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I. Understanding the Market
Local and Regional Economic Analysis
• Industry Concentrations and Employers• Labor Force and Employment Levels• Entrepreneurial Activity• Business Climate Analysis• Real Estate Activity• Transportation Patterns• Tourism and Community Attractions• Quality of Life Measures
Economic data can help describe downtown’s position in the local and regional economy and identify factors that are of competitive advantage.
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Research Design
Mail Surveys
Personal Interviews
Focus Groups
Online Surveys
Intercept Surveys
Phone Surveys
OPEN CLOSED
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Research Design
Question DesignOPEN CLOSED
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I. Understanding the Market
Business Owners Survey
Purpose of Questions:• Provides information on
business needs to support retention and expansion efforts.
• Allows business community to share ideas for new economic activity in the community.
Possible Methods to Use:• Written Survey• Telephone Survey• Web-Based Survey• Business Visitations• Focus Groups
A business owner survey invites business owners to share their perspectives regarding the current and future economic health of the business district.
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Provides Information on:• Who they are and how to
reach them.• Where, when and why they
shop for various goods and services.
• How downtown can be improved in terms of retail as well as other uses.
Possible Methods to Use:• Written Survey• Telephone Survey• Web-Based Survey• Social Media• Intercept Surveys• Focus Groups
A survey can help you understand the attitudes and shopping behaviors and preferences of current and potential consumers specific to your trade area.
I. Understanding the Market
Consumer Survey
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Surveys – Download Examples and Templates
Toolbox includes:• Question-bank to help you
determine what questions are most relevant to your analysis
• Downloadable survey templates that can be customized for your community.
• Examples of surveys that have been customized and implemented in various cites.
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Structure of Sessions:• 7-10 people with common characteristics (perhaps same
market segment)• Minimum of three groups• Conducted by a trained facilitator• Non-threatening environment• Used to understand human behavior• Not used to collect facts
A carefully planned discussion to collect qualitative data about feelings and perceptions regarding the downtown area.
I. Understanding the Market
Focus Groups
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Identifying Comparable Places:
• Similar in Demographics• Similar in Location• Similar in Urban and Rural
Characteristics • Similar Function
Identifying Successful Districts:
• Knowledge from existing study group members
• Recognized downtown successes
• Research websites of downtown or Main Street organizations
Examining Similar Cities and their Business Districts is useful in identifying potential business opportunities and economic development strategies.
I. Understanding the Market
Peer City Comparisons
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Tools for estimating demand and supply for selected business categories. Considers both quantitative and qualitative factors.
Realistic Business
Opportunities
DemandSupplyReasonable
ness Check
II. Analysis of Opportunities by Sector
Examining Business Opportunities
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Retail Demand Based Solely on Resident Population
Comparison with Wisconsin cities/villages with 2,500-5,000 Pop. (Average of 60 Downtowns)
NAICS Description Number Sales (000's) Full-service restaurants 4.57 2,515 Beauty salons 3.52 573 Drinking places (alcoholic beverages) 3.08 784 Gasoline stations 1.72 6,295 Other amusement (bowling, golf, fitness) 1.63 779 Automotive mechanical & electrical repair 1.30 491 Gift, novelty, & souvenir stores 1.08 378 Used merchandise stores 1.08 466 Grocery stores 1.07 8,084 Automotive parts, accessories, & tire stores 1.05 1,032 Appliance, television, & other electronics stores 0.93 1,459 Florists 0.88 210 Barber shops 0.78 71 Sporting goods stores 0.73 348 Pharmacies & drug stores 0.72 1,720
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Retail Demand Based on Spending of Various Market Segments
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http://fyi.uwex.edu/innovativedowntownbusinesses//36
“Reasonableness Check”
• Case studies of downtown retail and service businesses that:build on downtown’s character
and Co-exists with big box stores.
• Searchable by type of business
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Analysis of Other Property Uses
Restaurants Arts and Entertainment Housing Office Space Lodging
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Includes techniques for estimating demand and supply for various downtown uses. To the extent possible, opportunities are examined in terms of quantitative and qualitative factors
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Using Your Market Analysis
Niche Development Image, Branding,
Marketing Space Usage Business
Retention/Expansion Business Recruitment Entrepreneurship Benchmarking
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Market analysis findings can provide a solid and objective foundation for launching economic development strategies for your district.
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III. Putting Your Research to workNiche Development
A niche is a critical mass of businesses serving a common market segment(s) that is also jointly marketed and promoted.• Niche strategies allow a downtown to gain a dominance in
certain business categories• Niches work well in highly competitive business
environments (market differentiation)• Niches require cooperation between local businesses
(education about niches)• Niches can be based on consumer segments or product
segments
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Reading OHPop. 11,000Suburb of Cincinnati
Niche: WeddingsFocuses on bridal shops and supporting businesses such as florists, photographers, jewelers, and stationary stores.
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III. Putting Your Research to workImage, Branding, Marketing
Uses market information to learn about your downtown’s key consumer groups and how to reach and serve them better.
1. Define Your Key Markets Segments and Market Position
2. Improve the Image and Develop a Brand for Downtown
3. Implement Marketing Programs
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III. Putting Your Research to workSpace Usage
Successful downtowns create the optimal mix of building and space uses. Downtown Business Arrangement• "A-Street" and "B-Streets"• Pedestrian interaction. • Consider auto access. • Consider walking distance and use of both sides of street • Street-level and upper-level units. • Clustering of certain businesses together so that both the
customers and business operators benefit.
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Compatibility of Mixed Uses
Entertainment:
Theaters
Entertainment:
Bars & Restaurants
Retail: Comparison
Retail:
Specialty
Retail: Convenience
Hotel
Offices
Residential
Residential Offices -
Hotel
Retail: Convenience
Retail: Specialty Stores
Retail: Comparison
Entertainment: Bars & Restaurants
Entertainment: Theaters -
Level of Market Synergy in Mixed Use Development
Strong
Weak or Uncertain
- Neutral, Absence of Synergy
Potential Market Conflict
Source: Real Estate Market Analysis: A Case Study Approach
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III. Putting Your Research to workBusiness Retention/Expansion
Roles of a business retention and expansion team1. Forming a business retention and expansion team2. Identifying warning flags3. Offering individual business assistance 4. Developing business retention and expansion strategies
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III. Putting Your Research to workBusiness Recruitment
The key is to honestly demonstrate that the community is a profitable place to do business. • Step 1: Assemble a Team• Step 2: Create a Supportive Business Environment• Step 3: Assemble Recruitment and Marketing Materials• Step 4: Design an Ideal Tenant Mix• Step 5: Identify Prospective Tenants• Step 6: Contact Prospective Tenants• Step 7: Close Deals with Prospects
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III. Putting Your Research to workEntrepreneurship
Use your market analysis to support entrepreneurship in your downtown or business district. 1. Use information from your market analysis to find clues
about prospective entrepreneurs. 2. Use information to examine the strengths and
weaknesses of your district’s infrastructure as it relates to entrepreneurship.
3. Your market analysis may provide ideas on how to build connections among entrepreneurs and the community.
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III. Putting Your Research to workBenchmarking
Statistical data assembled in your market analysis can be used to measure progress
• Demographics• Employment Indicators• Investment Indicators• Housing• Office Space• Arts and Entertainment • Lodging• Retail and Services• Restaurants• Transportation and Safety
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When done, materials to support your business development efforts
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For More Information
University of Wisconsin-ExtensionCenter for Community Economic Development
610 Langdon Street, Room 329, Madison, WI 53703-1104 [email protected]