1. Copyright © 2005 Whittaker Associates, Inc Colliers Central Region Conference 2006 Working Smarter – B.I. Verses B.S. Gaining the Competitive Edge Presented by Dean Whittaker Whittaker Associates, Inc.

2. Copyright © 2005 Whittaker Associates, Inc Introduction  Working smarter by gathering and using business intelligence  Predicting companies with a real estate requirements  Targeting companies for special use properties  Gadgets & Gizmos: tools, tips, and tricks

3. Copyright © 2005 Whittaker Associates, Inc Business Intelligence  Reduce inefficiency in the marketing process  Focus time and effort highest probability of success  Minimize holding cost  Maximize property value

4. Copyright © 2005 Whittaker Associates, Inc What Creates a Real Estate Requirement?  Internal Change  Change in ownership  Change in leadership  External Change  Change in relationship w/customer  Change in competitive landscape  Change in technology

5. Copyright © 2005 Whittaker Associates, Inc Corporate Events Creating a Real Estate Requirement  Internal Changes  Employment  Sales  New Products  IPO  New Contracts  Others

6. Copyright © 2005 Whittaker Associates, Inc Corporate Events Creating a Real Estate Need(cont.)  External Changes  Regulations  Client  Competitor  Technology  Others

7. Copyright © 2005 Whittaker Associates, Inc Marketing Specialized Property  Getting, keeping and executing the assignment  Identification of unique attributes  Creating user profile  Finding the buyer/user

8. Copyright © 2005 Whittaker Associates, Inc New Business Development  Timing – new relationships  Getting past the “gate-keeper”  Locating the decision-maker  Differentiating yourself

9. Copyright © 2005 Whittaker Associates, Inc Targeting and Tracking Companies  Do versus buy  Measuring results  Heads up services

10. Copyright © 2005 Whittaker Associates, Inc Using Business Intelligence  Where to find it?  Web-based services  Other resources  How to use it  Lead development  Lead qualification  Tracking

11. Copyright © 2005 Whittaker Associates, Inc Gadgets and Gizmos  Tools  Tips  Tactics

12. Copyright © 2005 Whittaker Associates, Inc Information Tools www.ceoexpress.com www.hoovers.com www.google.com www.news.google.com

13. Copyright © 2005 Whittaker Associates, Inc Information Tools (cont.)  www.earth.google.com

14. Copyright © 2005 Whittaker Associates, Inc Information Tools(cont.)  Geographic Information Systems (GIS)  www.gisplanning.com  www.maps.google.com  Geographic Positioning Systems (GPS)  Cell Phone GPS  Hand-held GPS

15. Copyright © 2005 Whittaker Associates, Inc Discussion

16. Copyright © 2005 Whittaker Associates, Inc Summary  Working Smarter using business intelligence  Change creates real estate requirement  Look for unique property features  Profile target audience  Target decision maker  Gadgets and gizmos

17. Copyright © 2005 Whittaker Associates, Inc Contact Information Dean Whittaker or Dennis Burnside Whittaker Associates, Inc. 44 E. 8 th Street, Suite 420 Holland, MI 49423 616-396-4500 www.whittakerassociates.com dean.whittaker@whittakerassociates.com dennis.burnside@whittakerassociates.com