Market Analysis for Shopping Centers The Subject and

Market Analysis for Shopping Centers The Subject and its Location Wayne Foss, DBA, MAI, CRE, FRICS Foss Consulting Group Email: wfoss@fossconsult. com 1

Terms and Definitions Ø Shopping Center Ø A tract of land, under individual or joint real estate ownership or control, improved with a coordinated group of retail buildings with a variety of stores and free parking. Ø Types Ø Neighborhood, Community, Regional, Specialty or theme center, highway related, strip commercial 2

Terms and Definitions Ø Neighborhood Ø Typical tenants - Convenience goods Ø Grocery, Drug, Personal Services Ø Typical Size and Trade Area Ø 30, 000 to 100, 000 square feet gross leasable area Ø 4 to 10 acres of land Ø 5, 000 to 40, 000 population, 5 to 6 minute driving time; 1 to 1. 5 mile primary trade area 3

Terms and Definitions Ø Community Ø Typical tenants - Convenience goods Ø Junior department store or discount store, variety store, home improvement center Ø Typical Size and Trade Area Ø 100, 000 to 300, 000 square feet gross leasable area Ø 10 to 30 acres of land Ø 40, 000 to 150, 000 population, wide variation in travel time & trade area; 3 to 5 mile primary 4 trade area

Terms and Definitions Ø Regional Ø Typical tenants - General Merchandise Ø at least one full-line department store Ø shopper goods Ø Typical Size and Trade Area Ø 300, 000 to 1, 000 square feet gross leasable area Ø 30 acres (or more) of land Ø 150, 000 to 400, 000 population, 15 to 30 minute travel time; 10 to 15 mile primary trade area 5

Terms and Definitions Ø Specialty or Theme Center Ø Typical tenants Ø fashion goods, handicrafts, gourmet foods Ø Typical Size and Trade Area Ø same size range as neighborhood or community centers Ø may resemble a regional center - 10 -15 mile primary trade area, 15 to 30 minute driving time 6

Terms and Definitions Ø Highway related Ø primarily serve passing motorists Ø motels, restaurants, truck stops Ø Strip Commercial Ø single business along major streets Ø serve the community or neighborhood Ø may include highway-related uses Ø convenience stores, fast-food restaurants 7

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Building Terms Ø Gross Leasable Area (GLA) Ø Ø Gross Floor Area (GFA) Ø Ø The total floor area rented to tenants. It can include basements and mezzanines. Rent is paid according to the GLA occupied, measured from the outside wall surface to the center of interior partitions. GLA plus all common areas Gross Sales Area (GSA) Ø GLA less storage and work areas. 16

Building Terms Ø Common Areas Ø Ø Parking Area Ø Ø Includes parking surface, aisles, stalls, islands Parking Ratio Ø Ø Mallways, parking, and other areas available to all center customers; not part of GLA Parking area to GFA or GLA Parking Index Ø number of spaces per 1, 000 sf of GLA 17

Types of Goods Ø Convenience Goods Ø Ø Specialty Goods Ø Ø infrequent purchases, involves some comparison shopping Shopping Goods Ø Ø Groceries, drugs, personal services hard goods and fashion goods, involves comparison shopping, usually large-ticket items Impulse Goods Ø small-ticket items, apparel 18

Trade Area Terms Ø The Trade Area Ø the area from which most people who shop at the center come - is typically divided into three components: the primary trade area, the secondary trade area, and the tertiary area. Ø Capture rate different for each area Ø Differentiation of components made on the basis of: Ø driving time at non-peak hours Ø percentage of total sales and/or customers 19

Primary Trade Area Ø Driving time Ø geographic area immediately adjacent to the property and extending out to a driving time of a certain duration. Ø Total Sales Ø geographic area extending outward from the property from which the retail establishment obtains 60 percent to 70 percent of its total sales or total customers. 20

Secondary Trade Area Ø Driving time Ø geographic area immediately adjacent to the primary trade area and extending away from the site for a predetermined driving. Ø Total Sales Ø geographic area from which the retail establishment obtains an additional 20 to 30 percent of its total sales or total customers. 21

Tertiary Trade Area Ø The primary and secondary trade areas together should account for 90 percent of the retail establishment’s total sales. Ø The tertiary trade area extends beyond the secondary trade area the distance at which the customer with the longest driving time resides. 22

Unique caveats Ø Ø Ø A shopping center does not generate new business Existing, planned, and potential competition must be considered. Market capture of a center is a function of the trade area and major tenants that the trade area supports do not lead new development, but follows the direction of community growth. Shoppers typically do not drive by a dominate center to get to another retail facility. 23

Market Analysis Process Step 1: Define the Product (property productivity analysis) Step 2: Define users of the property and trade area (Market delineation) Step 3: Forecast Demand Factors Step 4: Inventory and forecast competitive Supply Step 5: Analyze the interaction of Supply and Demand Step 6: Forecast subject capture 24

Step 1: Define the Product (Property Productivity Analysis) Site and Building Analysis Ø Location Analysis Ø Ø land use and linkages Ø subject’s position in the urban growth structure Ø preliminary inventory of competitive supply Ø rate subject’s competitive position in the trade area 25

Retail Property Rating Sheet ® 24 factors graded ®Typical Score (4) equals score of 96 ®This property is 13% superior to the average (108/96 = 1. 13) 26

Step 2: Define users of the Property and Trade Area (Market Delineation) Ø Trade Area Circles Ø Identify subject center type Ø Gravitational Models Ø Reilly’s Law of Retail Gravitation Ø attractiveness or ability of a center to attract customers is proportional to how big it is and how far it is from its competition. Distance has a greater impact than size. Ø Customer Spotting 27

Step 3: Forecast Demand Factors A) Forecast number of households in the primary trade area. B) Estimate average and median household income and total income in the primary trade area. C) Estimate the percentage of income spent on retail purchases in the primary trade area. D) Estimate the percentage of retail purchases typically bought at a subject-type center in the primary trade area. 28

Step 3: Forecast Demand Factors, con’t E) Estimate the potential percentage of retention of sales in a subject-type center in the primary trade area. F) Estimate sales required per square foot of supportable retail space in the primary trade area. G) Repeat Steps 3 -a to 3 -f for the secondary and tertiary trade areas. H) Determine total supportable square feet of retail space for the primary, secondary and tertiary trade areas. 29

Step 4: Inventory and Forecast Competitive Supply A) Estimate existing competitive supply. B) Analyze existing comparable, competitive rental space C) Forecast new competitive space Ø New and Developing inventory Ø Proposed inventory 30

Step 5: Analyze the Interaction of Supply and Demand Ø Residual demand analysis Ø Key factor Ø Excess demand - Ø room for additional supply Ø ability to raise rents Ø Excess supply - Ø high vacancies Ø soft rents 31

Step 6: Forecast Subject Capture Ø Inferred demand data Ø comparable property data Ø secondary data surveys and forecasts Ø subject historical capture Ø local economic analysis Ø Fundamental demand methods Ø Share of the Market Ø location and amenity rating Ø Current capture ratio method 32

Step 1: Define the Product (Property Productivity Analysis) Ø Site Ø Size: Ø Should be large enough to discourage competition, and to accommodate potential expansion Ø Look for: Ø Unity of Space Ø Frontage for visibility Ø Adequate depth to accommodate buildings and parking 33

Step 1: Define the Product (Property Productivity Analysis) Ø Site, con’t: Ø Land-to-Building ratio Ø is the subject typical of the market? Ø Is there Ø Adequate parking Ø Loading docks that don’t interfere with shop access Ø Buffers and setbacks from streets and other land uses 34

Step 1: Define the Product (Property Productivity Analysis) Ø Site, con’t: Ø Topography Ø is the site level with the surrounding streets for good visibility Ø Utilities Ø are all typical utilities in place or readily available Ø Zoning Ø Is the site properly zoned for the existing and/or future uses? 35

Step 1: Define the Product (Property Productivity Analysis) Ø Building Design and Layout Ø Building size, materials and quality Ø Canopies Ø Signage Ø Storefronts and monument sign Ø Truck loading docks and circulation Ø Floor plan design and flexibility Ø Store size, width, depth, ceiling heights 36

Step 1: Define the Product (Property Productivity Analysis) Ø Tenant Mix and Marketing attributes Ø Anchor tenant(s) Ø complementary secondary (shop) stores Ø Consumer perceptions of the tenant quality Ø Overall shopping center image Ø Amenity features Ø theaters, recreational facilities, landscaping and/or waterscape features, food court 37

Step 1: Define the Product (Property Productivity Analysis) Ø Location Analysis Ø Key considerations Ø shoppers tend to move toward the dominant center Ø shoppers will tend not to go through (past) one center to get to another center offering the same shopping goods and services Ø visibility from the street is important Ø best location provides easiest access from the trade area 38

Step 1: Define the Product (Property Productivity Analysis) Ø Land Use and Linkages Ø current land use trends Ø age, condition and conformity in the neighborhood Ø linkages to demand Ø where to customers live and work Ø where to customers go for other purposes Ø i. e. : recreation, entertainment, public transportation Ø site linkages Ø curb cuts, turn lanes, raised street medians, transit 39 stops

Step 1: Define the Product (Property Productivity Analysis) Ø City/Area Growth Patterns Ø direction of urban growth Ø rate of urban growth Ø use map to plot ages of neighborhoods to analyze growth trends Ø Factors that influence the direction of growth Ø man-made: Ø natural: Ø political: major limited access highway rivers, mountains municipal (district) boundaries 40

Map of Urban Growth Axis 41

Step 1: Define the Product (Property Productivity Analysis) Ø Competitive Location Rating Ø What is the center’s current ability to attract customers? Ø What is the center’s ability to maintain its market share over time? Ø Use a rating matrix to help quantify the above questions 42

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Step 2: Define users of the Property and Trade Area (Market Delineation) Ø Trade Area Circles Ø Identify the center type Ø regional, community, neighborhood Ø Identify neighborhood travel routes Ø Identify the location of the competition Ø Define the trade area in terms of Ø transportation systems Ø direction of community growth 44

Step 2: Define users of the Property and Trade Area (Market Delineation) Ø Define the trade area in terms of Ø Land Use and demographic factors Ø transportation systems Ø direction of community growth Ø Existing and projected patterns of residential development Ø Household purchasing power 45

Step 2: Define users of the Property and Trade Area (Market Delineation) Ø Gravitational models Ø Reilly’s law states that the attractiveness or ability of a center to attract customers is proportional to how big it is and how far it is from its competition. Distance has a greater impact than size. 46

Step 2: Define users of the Property and Trade Area (Market Delineation) Ø Gravitational models Ø The formula Ø TAB = T / (1 + Sa / Sb) Ø Where: Ø TAB = trade area boundary from Sb Ø T = Travel time between store A and Store B (could use distance instead) Ø Sa = Size of Store A (or retail cluster) Ø Sb = Size of Store B (or retail cluster) 47

Step 2: Define users of the Property and Trade Area (Market Delineation) Ø Customer Spotting Ø Obtained from survey data Ø Obtain customers home addresses Ø Spot on a map Ø Calculate Primary, Secondary, and Tertiary areas Ø Compare number of customers from each area Ø generally 65%, 25%, 10% 48

Step 2: Define users of the Property and Trade Area (Market Delineation) Ø Recap Ø A property can have more than one trade area Ø A trade area is defined for a specific land use at a specific location Ø Emphasis is on defining linkages Ø time - distances relationships Ø Trade areas are formed by urban growth patterns Ø Trade area analysis considers competition 49

So That’s Market Analysis for Shopping Centers Wayne Foss, DBA, MAI, CRE, FRICS, Fullerton, CA USA Email: waynefoss@usa. net 50