Mark Robinson Property Mark Robinson Property x A presentation to The PMA Conference 12 th May ST CENTURY LANDLORDS – W HAT DO YOU WANT FROM US ?

Mark Robinson Property S TORES IN THE E LLANDI P ORTFOLIO 262

Mark Robinson Property S TORES OF THE E LLANDI P ORTFOLIO 25%

Mark Robinson Property R ENT R OLL £21.5m

Mark Robinson Property T RANSACTIONS C OMPLETED R ECENTLY 40

Mark Robinson Property I MPENDING OR O UTSTANDING L EASE R ENEWALS 28

Mark Robinson Property T OTAL ERV £2.9m

Mark Robinson Property T OTAL ERV £3.2m

Mark Robinson Property A) W HY S OME L ANDLORDS A RE R UBBISH

Mark Robinson Property T RADITIONALLY – F UNDS AND I NSTITUTIONS

Mark Robinson Property F ROM T HE L ATE 1990’ S P RIVATE P ROPERTY C OMPANIES

Mark Robinson Property M ID 2000’ S – T HE I RISH I NVASION

Mark Robinson Property 2008 –T HE P ERFECT S TORM

Mark Robinson Property 2010/12– T HE I NEVITABLE B UST

Mark Robinson Property 2012 O NWARDS – A MERICAN P RIVATE E QUITY

Mark Robinson Property A N E XAMPLE

Mark Robinson Property I GNORANT AND P ROUD “I hate shopping, but my wife loves it!” Mark Sterling Development Director - London Metric (June 2014)

Mark Robinson Property B) E LLANDI A RE G REAT ! – W ELL AT LEAST D IFFERENT ….

Mark Robinson Property W E D ON ’ T A LWAYS G ET I T R IGHT ……

Mark Robinson Property C OMMUNITY M ATTERS – R ETAIL M ATTERS #winashop #Indi2016

Mark Robinson Property M ASLOW ’ S H IERARCHY OF N EEDS

Mark Robinson Property E LLANDI ’ S P YRAMID T O P ERFECTION

Esteem Needs – Better Tenants! Social – Experiential Marketing/WiFi Safety– Rebranding/Wayfinding/Mall Finishes Shelter – Fix The Roofs/Loo of The Year Self Sustaining Vibrant Communities

Mark Robinson Property R ESEARCH

Mark Robinson Property A GENCY

Mark Robinson Property U NDERSTANDING Y OUR C USTOMER “ When will landlords realise that retailers know their customers very well already and know what market penetration results from marketing campaigns, far more accurately than simply disclosing gross sales figures!?”

Mark Robinson Property R EASONS T O S HARE We would like a dialogue on trade because : Attracting investment into retail is hard Leases are getting shorter The L & T Act is no longer fit for purpose We are all grown ups, lets act like it

Mark Robinson Property C) H OW W E W ILL G ET B ETTER

Mark Robinson Property T ENANT C RITICISMS – Y OU S AID “Centre Managers who realise there’s more to life than cleaning and security” “Landlords who hide behind agents!” “Not caring about tenant mix only rent” “Charging fees for approving investments we want to make in the store!” “Retail design management consultants – we’re a leading brand, we know how to shop fit!” “Poor service charge management”

Mark Robinson Property Y OUR S UGGESTED S OLUTIONS “Centre Managers who are ambassadors for their scheme/the town” “New thinking on Tenant mix” “Landlords/Managing Agents/Centre manager with a JFDI attitude!” “ Better communication of long term strategy” “Working better together with a whole town approach from stakeholders” “Landlords/Managing Agents/Centre manager with a JFDI attitude!”

Mark Robinson Property R EASONS T O S HARE Specifically Ellandi will : Lead best practice in more transparency in insurance charges Share back footfall and performance data with retailers Work with retailers on the rating revaluation Continue to listen and learn

Mark Robinson Property D OMINIC O’R OURKE – N EXT PLC “Just do your job properly”

Mark Robinson Property “Questions?” WE’RE UP FOR IT – A RE YOU ?