1. Mark Robinson Property Director @ellandi_mark Mark Robinson Property Director @ellandi_mark x A presentation to The PMA Conference 12 th May 2016 21 ST CENTURY LANDLORDS – W HAT DO YOU WANT FROM US ?

2. Mark Robinson Property Director @ellandi_mark S TORES IN THE E LLANDI P ORTFOLIO 262

3. Mark Robinson Property Director @ellandi_mark S TORES OF THE E LLANDI P ORTFOLIO 25%

4. Mark Robinson Property Director @ellandi_mark R ENT R OLL £21.5m

5. Mark Robinson Property Director @ellandi_mark T RANSACTIONS C OMPLETED R ECENTLY 40

6. Mark Robinson Property Director @ellandi_mark I MPENDING OR O UTSTANDING L EASE R ENEWALS 28

7. Mark Robinson Property Director @ellandi_mark T OTAL ERV £2.9m

8. Mark Robinson Property Director @ellandi_mark T OTAL ERV £3.2m

9. Mark Robinson Property Director @ellandi_mark A) W HY S OME L ANDLORDS A RE R UBBISH

10. Mark Robinson Property Director @ellandi_mark T RADITIONALLY – F UNDS AND I NSTITUTIONS

11. Mark Robinson Property Director @ellandi_mark F ROM T HE L ATE 1990’ S P RIVATE P ROPERTY C OMPANIES

12. Mark Robinson Property Director @ellandi_mark M ID 2000’ S – T HE I RISH I NVASION

13. Mark Robinson Property Director @ellandi_mark 2008 –T HE P ERFECT S TORM

14. Mark Robinson Property Director @ellandi_mark 2010/12– T HE I NEVITABLE B UST

15. Mark Robinson Property Director @ellandi_mark 2012 O NWARDS – A MERICAN P RIVATE E QUITY

16. Mark Robinson Property Director @ellandi_mark A N E XAMPLE

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

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

19. Mark Robinson Property Director @ellandi_mark W E D ON ’ T A LWAYS G ET I T R IGHT ……

20. Mark Robinson Property Director @ellandi_mark C OMMUNITY M ATTERS – R ETAIL M ATTERS #winashop #Indi2016

21. Mark Robinson Property Director @ellandi_mark M ASLOW ’ S H IERARCHY OF N EEDS

22. Mark Robinson Property Director @ellandi_mark E LLANDI ’ S P YRAMID T O P ERFECTION

23. 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

24. Mark Robinson Property Director @ellandi_mark R ESEARCH

25. Mark Robinson Property Director @ellandi_mark A GENCY

26. Mark Robinson Property Director @ellandi_mark 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!?”

27. Mark Robinson Property Director @ellandi_mark 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

28. Mark Robinson Property Director @ellandi_mark C) H OW W E W ILL G ET B ETTER

29. Mark Robinson Property Director @ellandi_mark 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”

30. Mark Robinson Property Director @ellandi_mark 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!”

31. Mark Robinson Property Director @ellandi_mark 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

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

33. Mark Robinson Property Director @ellandi_mark “Questions?” WE’RE UP FOR IT – A RE YOU ?