ITA LY RE TA I L. Retail ITALY

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1 T H E VA LU E I NS I D E ITA LY RE TA I L Retail ITALY

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3 ITALY MARKET OVERVIEW The CBRE team combines a deep knowledge base with national and international experience in order to provide excellent results for its clients. 30 years of activity in Italy has allowed CBRE to develop a multidisciplinary professional experience and to become a leader in the shopping centre market in Italy. The passion, enthusiasm and involvement that we dedicate to our projects are the characteristics that distinguish us. To obtain continuously better performances, our clients can count on CBRE, on our administrative and commercial organization, customized processes, professional education and advanced information technology. The ideas, talent and commitment of our experts make the difference. Retail ITALY 3

4 OUR CENTRAL TEAM Franco Rinaldi Head of Asset Services & Business Development Asset Services ITALY T: E: Andrea Barbaro Head of Property Services Asset Services ITALY T: E: Davide Baraldi Head of Real Estate Accounting Services Asset Services ITALY T: E: Gaetano Lamacchia Retail Director Asset Services ITALY T: E: 4

5 ITALY KEY NUMBERS +1,140,000 MANAGED GLA (SQM) 5 OFFICES MILAN MODENA ROME TURIN +600 STAFF ITALY +160 TOTALE STAFF ASSET SERVICES ON SITE + 60 MILLION +50 MANAGERS MANAGED SERVICE CHARGE 120MILLION MANAGED ANNUAL RENT 50 MANAGED SHOPPING CENTRES +1,500,000 LET GLA (SQM) OVER 20 YEARS +6,000 LET UNITS +2,300 MANAGED SHOPS Retail ITALY 5

6 OUR EXPERIENCE LE BEFANE SHOPPING CENTRE Location: Rimini Client: Credit Suisse Shops: 126 Size: 52,000 sqm ORIOCENTER Location: Orio al Serio (BG) Client: Commerz Bank Shops: 280 Size: 105,000 sqm CENTRO SICILIA Location: Misterbianco (CT) Client: Gruppo Cualbu - Pradera Shops: 138 Size: 90,000 sqm PARCO LEONARDO Location: Fiumicino (RM) Client: Gruppo Caltagirone Shops: 201 Size: 62,000 sqm PARMA URBAN DISTRICT Location: Parma Client: Sviluppi Immobiliari Parmensi Spa Shops: 159 Size: 75,000 sqm 6

7 ALBACENTER Alba (CN) 12,800 sqm 23 AREA12 (Juventus Stadium) Torino 29,895 sqm 58 BAGGIOVARA Baggiovara (MO) 4,017 sqm 14 BISAGNO Genova 8,483 sqm 19 CASETTA MATTEI Roma 15,500 sqm 54 CENTRO EUROPA Genova 4,150 sqm 12 CITTA SANT ANGELO VILLAGE Città Sant Angelo (PE) 25,500 sqm 110 CORTE DI MARE Varazze (SV) 5,580 sqm 17 COSTAVERDE Montenero di Bisaccia (CB) 22,911 sqm 45 DOMUS Roma 30,000 sqm 45 EUROSIA Parma 16,558 sqm 33 FIDENZA SHOPPING PARK Fidenza 25,951 sqm 20 HAPPIO Roma 10,056 sqm 35 I LEUDI Carasco (GE) 12,130 sqm 18 I PETALI (Mapei Stadium) Reggio Emilia 27,900 sqm 56 IL CASTELLO Ferrara 38,562 sqm 91 IL GABBIANO Savona 23,858 sqm 58 IL GRIFONE Bassano del Grappa (VI) 19,000 sqm 50 IL MIRTO Genova 3,417 sqm 15 IL PORTO Adria (RO) 16,620 sqm 48 IL TERMINAL Genova 8,710 sqm 32 L AQUILONE Genova 22,655 sqm 33 LA CITTADELLA Casale Monferrato (AL) 17,840 sqm 47 LA FAVORITA Mantova 28,743 sqm 41 LA RIVIERA Arma di Taggia (IM) 18,000 sqm 37 LA ROTONDA Modena 18,295 sqm 49 LATINAFIORI Latina 23,900 sqm 58 LE BARCHE Mestre (VE) 13,450 sqm 21 LE COTONIERE Salerno 27,650 sqm 94 LE CUPOLE S. Giuliano Milanese (MI) 19,090 sqm 58 LE DUE VALLI Pinerolo (TO) 25,900 sqm 52 LE LAMPARE Arenzano (GE) 4,891 sqm 18 LE MURA Ferrara 23,053 sqm 48 LE PIAZZE Castel Maggiore (BO) 17,300 sqm 62 LE SERRE Albenga (SV) 11,748 sqm 33 LE VELE Desenzano del Garda (BS) 25,000 sqm 36 MERIDIANA Casalecchio di Reno (BO) 33,085 sqm 49 MERAVILLE Bologna 46,079 sqm 31 OFFICINE MINGANTI Bologna 18,365 sqm 34 PORTE DI MONCALIERI Moncalieri (TO) 20,054 sqm 29 PORTO DEGLI ULIVI Rizziconi (RC) 24,464 sqm 57 VIALARGA Bologna 21,156 sqm 44 Retail ITALY 7

8 OUR 360 APPROACH CBRE is able to meet clients needs preparing targeted and personalized strategies because of a multi - disciplinary team focused on the task of increasing the value of the asset. LEASING REAL ESTATE ACCOUNTING SERVICES BUILDING MANAGEMENT CREDIT MANAGEMENT BENCHMARK & STATISTICS 8

9 The Asset Services department is able to offer services specifically designed to ensure maximum returns on investment for property owners and developers: Leasing Contract Advisory Building Management Credit Management Marketing We Care Expospace Real Estate Accounting Services Benchmark & Statistics Information Technology WE CARE MARKETING EXPOSPACE CONTRACT ADVISORY INFORMATION TECHNOLOGY Retail ITALY 9

10 RETAIL AGENCY The Retail Agency team - made up of 27 people - is the leader in Italy for more than 30 years in the letting of spaces in shopping centers, retail parks, outlet shopping and historic centers of large cities. Its main objective is to create the right tenant mix based on customer needs, evaluating the technical and economic feasibility of the concept and studying the asset in order to create a successful sales organization. LEASING feasibility studies and advisory pre-letting analysis of the concept and of the merchandising mix layout analysis and advisory letting and reletting + 1,500,000 SQM LET OVER THE LAST 20 YEARS 10

11 RETAIL AGENCY + 1,200 CONTRACTS EVERY YEAR CONTRACT ADVISORY suggestions and proposals concerning amendments to standard agreements preparing contracts for renewals preparing preliminary contracts and final contracts for reletting negotiation with both the tenants and the landlord organization of the contract stipulations with the public notary and the tenants request, collection and assessment of the documents provided by the tenant at the time of the stipulation of the contract (cashier s cheques and bank guaranties) preparing additional deeds monitoring of the administrative authorizations with the help of an administrative consultant and the preparation of the re- ownership practices for temporary activities Retail ITALY 11

12 B U I LD I N G M A N AG E M E NT The proper functioning of the asset is ensured by the presence of management staff on site, which deals with the management of the commercial structure as a whole, through several actions and activities. RETAIL MANAGEMENT analysis of the complex in terms of attendance and sales by the tenants organization of meetings with the tenants, with the purpose of deepening the degree of satisfaction and the performance of the complex. constant interaction with the tenants in order to study actions aimed at improving the perfomance of the complex reporting on the progress of the complex supervising the proper functioning of the complex and monitoring compliance with the rules of the complex TECHNICAL MANAGEMENT constant monitoring of the performance of the complex and of the common expenses planning the required maintenance for the optimal maintenance of the structures organization of services appropriate for the needs of the complex organization of tenders in order to select suppliers draft contracts with the selected suppliers supervise the fulfillment of commitments and of services provided by the selected contracting companies support in the development of long-term investment plans regular reporting on planned and completed maintenance + 50 ON SITE MANAGERS 12

13 CREDIT MANAGEMENT The Credit Management s main goal is to collect invoiced rent and service charges in order to guarantee a suitable cashflow based on the clients needs. Thanks to our strategic approach, targeted towards different types of clients, assets, and tenants, we aim to achieve a satisfactory level of cashed amount, even with reference to projects with high level of criticality. 200 MILLION OF CREDIT COLLECTED EVERY YEAR constant monitoring and updating of received payments payment reminder activity analysis of critical positions together with the whole team transactional approach: negotiations with tenants in arrears in order to define payment plans or discounts/contributions, if necessary management of litigations with the support of experienced lawyers; constant monitoring of the legal action s steps and providing updates to clients management of guarantees and collection of bank guarantees periodical check- in with the client of the cocreated project strategy and on each critical position; and if necessary change the strategy on the basis of the new needs/goals periodic reporting to the client at the agreed deadlines; providing the client with information on any further important updates supporting the client s accountant to survey bad debts; collection and sending of the documentation to support credit loss registration + 2,300 MANAGED TENANTS Retail ITALY 13

14 M A R K E TI N G The marketing strategy is the key to communicating our STRATEGIC VISION of the asset and it is integrated with respect to the management and leasing activities. Thanks to our internal marketing department, we are able to study a well structured strategy, composed of promotional and entertaining events and communication plan, in order to transform the project and CREATE A NEW APPROACH both for the target and tenants. promotion of the asset in the catchment area promotion of the project for the potential tenants data analysis related to the target and to the catchment area definition of the positioning of the structure in the market creation of a structured annual marketing plan realization of a comprehensive strategy with a correct balance of commercial activity and community engagement, in order to be perceived as mindful and well-integrated in the catchment area. 14

15 13,5 MILLION OF MANAGED BUDGET MARKETING 39 CNCC AWARDS 17 ICSC AWARDS EVENTS/ YEAR + 165,000 COMMUNITY CARD IN THE SHOPPING CENTRES Retail ITALY 15

16 E X P OS PAC E The EXPOSPACE project is based on a new concept for temporary leasing. It is an additional tool focused on the improvement of the mall s value, wich allows for an increase in the asset s profitability. EXPOSPACE represents an opportunity for prospective new brands and enriches the mall with new incentives and innovative products. marketing approach focused on the product s sale thanks to an area sales manager team developed for the geographic area constantly growing database of clients, with over 4,000 clients and contacts with business leaders on a national level network composed of 50 assets local and national promotional strategies long-term partnerships that allow to enhance the qualitative standards of the exhibitions managing software, customized through a web-platform constant checks and reporting 50 ASSETS WEEKLY CONTACTS IN THE NETWORK EXHIBITION AREAS 16 3,500, ,000 CLIENTS

17 WE CARE The brands are the essence of the Shopping Center and are the distinguishing feature of shopping within the site, in addition to being the first contact the customer has with the assets. With the project WE CARE, CBRE has the purpose of developing the brands and making them increasingly more important. The project is developed through different steps: Retail ITALY mystery shopper research aimed at identifying and analyzing the quality of the service and care provided to the customer in stores courses for the improvement of the level of customer satisfaction final evaluation of customer satisfaction in the stores by the same customers creating a community among the operators of the centre 17

18 REAL ESTATE ACCOUNTING SERVICES CBRE Italy s REAS team - consisting of about 40 people - has developed extensive experience in the administrative management of retail properties and in accounting management for SPVs. CBRE REAS is able to provide its national and international clients with a wide range of accounting, administrative and fiscal services tailored to meet their most sophisticated financial requirements. ADMINISTRATION lease contracts and tenants database management rent and periodical adjustment calculation invoicing rent and service charges property budget management service expenses budget management distribuition of service expenses budget between the tenants business management control periodical, annual and multiannual financial reporting collection of data and information for fiscal auditing, assessment due diligence and other extraordinary occurrences RECEIVABLE ACCOUNTS 20,000 INVOICES 2,000 TENANTS 40 PROFESSIONALS 18

19 REAL ESTATE ACCOUNTING SERVICES 38 SPV ACCOUNTING support in the constitution of companies ordinary and cost centre accounting collection and payment management annual financial balancing companies and fiscal bookkeeping taxes calculation and payment fiscal declarations management management of documents and activities involving the financial Italian government offices accounting and fiscal periodical reporting supporting in the closure of companies PAYABLE ACCOUNTS 23,500 INVOICES 4,000 SUPPLIERS 16,500 PAYMENTS Retail ITALY 19

20 BENCHMARK & STATISTICS CBRE, with its network of over 50 commercial structures throughout Italy, is able to add VALUE to the building management benchmark elaborating on the most important trend data - sales, receipts, attendance - on the basis of the context in which each individual asset is located, considering also the presence of competitors and the pipeline of new openings continuous monitoring of trends comparisons with national values and CBRE network presentation of data and overall framework INFORMATION TECHNOLOGY The Italian Information Technology team, in addition to Corporate Information Technology activities, PROVIDE SERVICES as follow: TECHNICAL SERVICES analysis and development for the particular needs of the clients hardware software networking mobile technical services and support INTERFACE interface with clients system: Integra Sap Mri Ms Navison Yardi OUR PRODUCTS Es.Co.Gest (E.R.P. Property management retail) REF building (E.R.P. Property management non-retail) Expospace (temporary lease management) Webpaper (C.R.M. commercial tenants) Ticket web (Data management of commercial tenants progress) Dataweb 20

21 CASE HISTORY CENTRO SICILIA CBRE began to manage the asset in June The situation was really though and to solve the weakness of the project, CBRE worked with a multidisciplinary team formed by 16 senior pros, that realized some STRATEGIC ACTIONS: REPOSITIONING of the ASSET NEW MARKETING APPROACH HYPERMARKET new opening RELATIONSHIP with TENANTS INVOLVEMENT of the TERRITORY CREDIT management -79% BAD DEBTS 49 NEW TENANTS -10% BUDGET SERVICE CHARGE +89% TURNOVER +47% VISITORS +614% TEMPORARY LEASING MARKETING CNCC Merit Award 2014 ICSC Silver Award 2015 Retail ITALY 21

22 OUR MARKET INTELLIGENCE For CBRE, managing a property means taking care of it as if it was their own, in an efficient way, providing quick responses to all problems thanks to its structured team. With over 250 shopping centers under management in the whole EMEA area for a total of more than six million square metres, we have an unparalleled expertise in the management of shopping centers. Thanks to a deep knowledge of the market, relationships with national and international brands, and innovative marketing, we have developed a total approach that allows us to manage the building in a proactive and strategic way. We know that every shopping center has its own life cycle, which reflects different needs and actions according to the stage in which they are. Our RESEARCH, VALUATION AND CAPITAL MARKETS TEAM constantly provides us with data and information on the retail market which allows us to have a deep understanding of all the factors affecting the yields, performance, and asset value. This allows our clients to have maximum returns on their investments. We have a passion for the development of shopping centers in ways which attract and retain consumers By combining and benchmarking data across our managed portfolio, we offer the properties a better understanding of the strengths of their assets in order to increase their value. 22

23 EXPERIENCE FLEXIBILITY PROFESSIONALITY PARTNERSHIPPERFORMANCE COMPETENCE PROACTIVITY Retail ITALY 23

24 MAY 2017 cbre.it cbre-srl.com 24