Targeting Occupiers
If a retail asset is to deliver the strongest possible growth in sustainable rents, it is important to have a tenant strategy which prioritises local opportunities and short lists the most suitable target occupiers.
It is important that the strategy is under pinned by robust intelligence which identifies key market gaps in terms of anchor stores, merchandise sectors, price positioning and fashion offer. For example, a recent FSP project has highlighted a strong opportunity for additional Young Fashion retailers in Edinburgh. See the full text for more details.
Having identified the target consumer, retail mix and ideal positioning for assets, it is then appropriate to identify the most suitable occupiers with which to realise the strategy. FSP shortlists target occupiers using three broad criteria:
• Strategic Fit – does the occupier fit the targeted market gap?
• Economic Fit - is the occupier’s business sustainable?
• Portfolio Fit – are there sufficient customers for the occupier to sustain high levels of rental income
Many of the Strategic and Economic fit questions above can be answered using the information provided on SnapShop .
For Portfolio fit, the charts below illustrate how potential occupiers can be shortlisted by comparing the typical catchment size and shopper profile of trading locations with the asset location
See the full document to understand the message in these charts.
The combination of Strategic, Economic and Portfolio assessment described above enables FSP to identify the most suitable absent occupiers for town centres and retail assets. Having established this initial base, FSP can then to support leasing activity with compelling market evidence to attract critical occupiers and turnover and rent affordability estimates to support the detailed economic assessment of individual lease deals.
For more information on these services please contact FSP consultants.
Read the full article here.
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