EDOs & Retail Development
A New Type of Ombudsman
April 10th, 2014
EDOs & Retail Development – A New Type of Ombudsman
Introduction
Who the heck is Cushing Terrell?
What can and should an EDO be doing?
Look to your Peers?
City of Spruce Grove
City of Lethbridge
City of Grande Prairie
Final Thoughts?
How do we find some new “targets”
WHO THE HECK IS CUSHING TERRELL?
Multi-disciplinary architectural, engineering and planning firm est 1938
365+ Employees (95+ LEED)
Retail / Industrial / Commercial / Ranch Resort / Education / Health Care
Vancouver, BC; Regina, SK; and 15 other locations across US
Top 250 Architectural Firms - Architectural Record
300 Giants - Top 50 Architectural & Engineering Firms - Building Design
& Construction
What & who are you waiting for?
Being proactive is essential
How well do you really know your market?
I heard Cabela’s is
going to Nanaimo?
I guess we’re safe for
now, but why Nanaimo?
Why do tenants choose one location or city over another?
Validate the Anecdotal
Understand your market and your
market will understand you!
Just because you know a market,
doesn’t mean other developers,
investors or tenants do!
“Objective Cheerleading”
Surprise people with “light bulb” moments
Demographics are easy, but what else can you provide that isn’t
generic, has value and can validate the opportunity?
Competition for Developer, Investor & Tenant $$$$
You’re not the only one with an opportunity! BE PREPARED
Reach out and put a face to names or companies
Give your municipality
leverage and create
awareness
Have a strategy for being proactive
Cities of Canada Pavilions
ICSC Whistler
ICSC Toronto
ICSC Montreal
ICSC Las Vegas
Have a strategy for being proactive
Urban Land Institute
Navigate the Process – We can all use a little help
Look to your Peers
When Opportunity Knocks – Spruce Grove is Ready
Gateway (Westwind) Market Analysis
Retail Gap Analysis
Industrial Profile Analysis
Economic Benefits & Impacts
Demographic Profile Study
Consumer Intercept Survey
City Due Diligence to Developer Acquisition to Leasing
Gateway Town Centre
Spruce Grove, AB
Market Study & Positioning Strategy
Prepared for:
The City of Spruce Grove
October 2009 Final
Prepared by:
MXD Development Strategists, Ltd.
Developers/Investors have many tentacles
It isn’t always about
Retail
Principles apply to all
land uses
MADISON
PHASE 1
DIAMOND
PROPOSED
PHASE 2
YELLOWHEAD
SHEP
SPRUCE GROVE
INDUSTRIAL PARK
PUBLIC WORKS
QUARTER
CAMPSITE
BUSINESS PARK
FUTURE
POTENTIAL
PROPOSED
PHASE 3
FUTURE
POTENTIAL
Industrial Profile Example
Businesses love to cluster
107 acres
37 businesses
680 Employees
900 sf / employee
Look to your Peers
A collaborative effort to maximize value & return
Source: MXD Development Strategists Ltd.
A Proactive Process Leads to Success
Attended ICSC Whistler
Conducted a Market Analysis
Created a Conceptual Plan
Identified 5 or 6 target developers
Prepared a Request for Qualifications
Assess, Identify, Define and Validate the Value Proposition
Source: MXD Development Strategists Ltd.
A Proactive Process Leads to Success
Short-Listed Target Developers
Prepared a Request for Proposals
Evaluation Procedure
Negotiations
Entire process was new for the City
Education & Learning Curve
Council Transition - Elections
Connecting the dots beginning to end
ROYOP selected
in partnership
with Residential developer to
prepare a Comprehensive plan that
responds to the spirit and vision of
the ASP.
Look to your Peers
RETAIL PROJECTS
Become a liaison between developers, tenants & brokers
Don’t just hunt for
big game.
Know your sites,
know your target
markets
RETAIL INVENTORY BY CATEGORY & SECTOR
Retail – How Much, Where and What Type…Do you know?
IDENTIFIED RETAIL NODE
(sf)
Merchandise Category
NORTH
Grocery & Specialty Foods
Alcohol & Tobacco
Pharmacy
Personal Services
Clothing & Apparel
Footwear
Jewelry & Accessories
Health & Beauty
Home Electronics & Appliances
Home Furnishings & Accessories
Home Improvement & Gardening
Books & Multi-Media
Sporting Goods & Outdoor Recreation
Toys & Hobbies
Specialty Retail
Full Service F&B
Limited Service F&B
Entertainment & Leisure
Auto Parts & Accessories
VACANT
TOTAL
SOUTH
CENTRAL
173,794
26,500
21,616
49,728
307,164
15,224
24,197
30,046
32,783
139,693
158,000
13,703
85,475
18,638
88,185
56,235
39,140
20,675
80,565
14,208
124,250
25,750
26,250
25,000
1,000
0
0
3,750
0
0
0
0
1,500
0
6,750
5,000
40,800
11,000
0
33,500
63,100
4,100
0
54,450
20,750
1,750
3,000
24,250
6,000
41,750
1,000
4,250
0
2,000
52,800
46,000
21,550
34,000
0
13,800
1,395,568
304,550
394,550
EAST
9,550
9,750
15,000
5,750
0
0
0
3,250
0
0
0
0
0
0
1,000
3,000
9,000
5,000
0
2,250
WEST
181,500
12,000
11,563
57,413
121,750
5,000
5,313
14,600
79,250
107,500
206,800
3,625
42,950
6,750
119,000
60,159
52,738
135,000
49,200
102,000
TOTAL
(sf)
TOTAL
(# of
Stores)
552,194
78,100
74,429
192,341
450,664
21,974
32,509
75,896
118,033
288,943
365,800
21,578
129,925
27,388
267,735
170,394
163,228
205,675
129,765
165,758
40
28
11
78
64
15
20
52
19
33
21
12
16
9
85
38
108
16
12
21
63,550 1,374,109 3,532,328
698
RETAIL INVENTORY SECTORS
Retail Supply
Total City – 3.5 million sf
NORTH
• 1.4 million sf
SOUTH
• 305,000 sf
EAST
•
64,000 sf
WEST
• 1.4 million sf
CENTRAL
• 395,000 sf
Where are your customers
really coming from?
Get to know your city’s
customers like a retailer
would its own.
Density of Respondents Map
FULL-SERVICE RESTAURANTS DESIRED
What do your customers want?......ASK THEM!
TOP 5 verbal responses
82 - Red Lobster
78 - Olive Garden
21 - Montana’s ***
11 - Cactus Club
7 – Outback & Old Spaghetti
TOP 5 verbal responses
41 – Toys R Us
37 - IKEA
30 - Chapters/Indigo
29 - American Eagle
24 - Sport Chek
Final Thoughts…..
Be Proactive
Be Prepared
Be a Resource
Do the Due
Have a Strategy
Know your Markets
Reach Out
Raise the Bar
Create Leverage
Liaise Liaise Liaise
I don’t always have the answer
But when I do, it’s because I talked to the City’s EDO
Credits:
Cushing Terrell Architecture Inc.
Kasian Architecture
WAM / Beaverbrook Developments
Royop
MXD Development Strategists Inc
Cushman Wakefield
City of Grande Prairie
City of Spruce Grove
City of Lethbridge
Thank You (and enjoy the Masters Golf!)
Kieron Hunt
Director of Canadian Operations
kieronh@ctagroup.com
c 1.604.314.3780
o 1.604.888.6680
www.CushingTerrell.com