March 29, 2010

Store Lifecycle Management with Sales prediction – the Site ROI predictor

Lucernex expert and President Joe Valeri (see Joe’s management summary here) discusses how integrated sales prediction modeling improves an a Store Lifecycle Management (SLM) solution.

In my last Blog I discussed use of Lease Analysis integrated into Store Lifecycle Management to provide the cost side of an ROI prediction tool. Cost is only half the data needed however, an accurate and trusted prediction of sales is equally important.

Sales prediction modeling is a tool used by real estate organization with multiple revenue producing sites whether it is direct sales, cell phone contracts, walk-in patients, investment clients, or tuition payments. In all cases a picture of “the customer” must be produced, usually based on past location results or a client defined picture of their customer.
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March 22, 2010

Why integrated Lease Analysis improves an IWMS

Lucernex expert and President Joe Valeri (see Joe’s management summary here) discusses how integrated lease analysis improves an IWMS.

It is a big step for many companies to implement an IWMS and to simply establish a single source of all location data. It can advance a companies effectiveness substantially with that first step of IWMS use. Once this has been done successfully though, users of IWMS systems start to come up with ideas of how the system can be used to further improve their internal processes and evaluate success. By having all the data in one place, hopefully organized by location, users can begin to apply decision tools to make better decisions.
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March 11, 2010

Tenant Rep Brokers surviving the economy

Lucernex Commercial Brokerage expert and Real Estate Solutions Strategist Mike Hammerslag discussed how some Tenant Rep brokers are surviving the current economy.

Recently I had very good conversation with an old brokerage buddy in California, Jack. He was really freaking out that his real estate career was heading in directions he was not prepared for. See he’s been a “Tenant Rep” for 20 plus years and now is competing for Landlord Rep and Sublease deals just to make ends meet!
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February 21, 2010

GAAP in Commercial Real Estate Sublease Accounting

Lucernex expert Jim Duport discusses GAAP sublease accounting.

2012 Update to this blog is at: GAAP FASB Sublease Accounting for Retail

Summary of GAAP/FASB Accounting for a Loss Associated with a Sublease

Our interpretation of GAAP sublease analysis according to FASB accounting rules is as follows:
Overview: Start by determining the net present value of all rental costs including write-offs of depreciation and subleasing costs, offset by the sublease income (the NPV write-off). The Income Statement (Profit & Loss statement) is then charged the NPV write-off and it is charged an interest expense based on a declining balance of the NPV write-off, the accretion interest expense. The declining balance is determined by taking the net monthly costs (including sublease income) and the interest expense and deducting that cost from the NPV write-off.

Steps are as follows:

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February 14, 2010

Go beyond a simple and potentially misleading Cash Flow analysis

Lucernex expert Jim Duport describes the important of the P&L statement and compares use of Cash flow analysis vs P&L analysis.

Intended for Corporate Real Estate Managers and Tenant Rep Brokers.

Importance of P&L?

First and foremost, in a corporation the cost charged to a manager’s budget is the PreTax P&L, not the Cash Flow. Since performance evaluations and bonuses are based on budgets, it is important to know how the impact of an action (e.g. leasing space) impacts the budget.

Profit & Loss (P&L) is what companies use when reporting financial results. A company’s P&L is perhaps more important than its Cash Flow. It shows whether or not a business has achieved its primary objective – earning a profit.

You have probably heard people say, “Profitability is key.” Profitability is different from Cash Flow. Profitability is the number reported to Wall Street and quoted in newspapers in earnings per share (EPS).
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January 15, 2010

Winning more commercial real estate deals in tough times

So many brokers are competing for deals with the same companies every day. I can bet that each company with a lease renewal or relocation on the horizon is about to get 20 calls a week from an almost begging the agent to get an appointment. With an already skeleton crew or perhaps nearly busting at the seams these companies are looking for the best guy or gal to get the job done quickly, efficiently and thoroughly for them. There is no time to be reviewing broker’s resumes or interviewing 5 top agent commercial houses. These CEO’s and CFO’s want to find someone who can solve their problems overnight. It’s the receptionists that file those stacks of resumes and business cards, but there is always one that catches the eye……………..

New agents today are nearing starvation to land a deal, while the “Old Dogs” still keep slamming deals out of the park. Makes you wonder how they do that……..repeat business is key of course but reinventing yourself in today’s competitive market is critical to be in front of the pack. Don’t be fooled those “Old Dogs” are learning new tricks too. (more…)

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