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Te Tenant is ing ain tore ge roe wit e can In a time o evolution and change, when buzz terms like right-sizing and asset management dominate retail real estate conversations, an unwavering ocus on the tenant is more important than ever beore. Chain Store Age talked with Je Kuchman, Principal/Director Tenant Brokerage, Mid-America Real Estate Corp., based in Oakbrook Terrace, Illinois, about the company’s tenant representation business and how it has continued to take center stage. How much o a ocus is tenant representation or Mid-America Group, and how has that part o the business changed over the last ew years? With the exception o lending/fnancing, Mid-America is involved in virtually every aspect o the retail real estate business. However, tenant represen- tation is as much a part o our core mission as it was 30 years ago. Our fve ofces operating in the upper Midwest represent some 250 national, regional, and local chain stores in nearly every retail category. Evolution and change are critical to our retailer clients, and it’s critical that we evolve alongside them, being ever mindul that we remain, at the most basic level, inormation providers. Providing our clients with timely and accurate inor- mation that allows them to evaluate and respond to real estate opportunities remains the most important aspect o what we do … and we do that through media and ways that we’d never have dreamed possible beore. Whereas 30 years ago that inormation was almost expressly used or purposes o securing new store locations, today we’re involved in all phases o our retailer clients’ real estate needs. What kinds o services/advantages do you provide to tenants that osters their loyalty to your frm? As I mentioned, strategy creation, new store deployment, acquisition eval- uation, lease renewals, dispositions, down/rightsizing, asset and acilities management, vendor agreements -- we become so deeply woven into our clients’ real estate departments that we’re viewed as an integral part o the team rom day one. That depth o coverage only happens when we take the time to truly understand what makes each client successul, and how real estate serves the greater purpose o allowing each to better service their customers. We view relationships over a long period, and always attempt to counsel with that in mind. What are the biggest challenges acing retailers today with regard to their real estate activities? Securing the best possible locations at aordable costs o occupancy remains our clients’ biggest challenge, especially in light o the lack o new development activity over the past seven plus years. In Chicago alone, we averaged 5.5 million sq. t. o new shopping center development over a 25-year period ending in 2007. We’ve averaged less than one million sq. t. per year in the period since. The absorption o vacant space and the dearth o new developments have driven rents and acquisition costs steadily higher, so identiying and securing the right piece o real estate that ulflls our clients’ mission is even more critical than ever beore. Construction costs are another actor adversely aecting our clients’ occupancy costs. Acquiring greater market share is expensive, and doing so while balancing investor and shareholder interests is an art. What about their greatest opportunities? The greatest successes are derived rom overcoming the greatest challeng- es. By establishing a clear vision or growth/market share, and working with the right team o seasoned real estate proessionals, our clients are apprised o opportunities in advance o their competitors and secure the most pro- itable locations rom which to service their customers. Our goal is to make every invested real estate dollar count or our clients. Overall, how would you describe the state o the industry right now, and what are Mid-America’s strategies or tenant success? Retailing is a tough, competitive business – one that constantly evolves. The internal real estate departments today are accomplishing more with less in terms o internal personnel and support than ever beore. So much o what we do consists o activities that one or several internal real estate proession- als did years ago. When our clients are spread thin, it’s our job to make their time with us as efcient as possible. Katherine Boccaccio, Chain Store Age Senior Editor Typical size: 25,000 - 40,000 SF Je Kuchman, Stanley Nitzberg Typical size: 40,000 SF Je Kuchman, Willie Hoag Expanding Tenants Typical size: 7,500 - 8,500 SF Kevin McLoughlin Typical size: 21,360 SF Kevin McLoughlin Typical size : 49,500 SF Brian Adams, Steve Frishman Typical size: 1,200 - 5,000 SF Brian Adams Tenant Representation New Faces Katie Killeen, Associate Kevin Reinke, Associate Typical size: 3,500 SF Steve Frishman, Brian Adams Typical size : 3,500 SF Peter Scannell Mid-America Real Estate Corp. | Tenant Rep. Typical size: 25,000 SF Mike Phillips, Dan Tausk, Andy Bulson
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