Retail 101: Think like A Retailer

Leasing managers are challenged every day by their obligation to help their tenants realize success and by their responsibility to exceed revenue goals for their center. Making a good deal with a retailer is not simply about getting the rent you need to make your budget – it’s about understanding the retailer’s economics of occupancy. If you “walk a mile in the retailer’s shoes” you will be better prepared to negotiate a deal that benefits all parties.

John C. WilliamsPresenter John C. Williams

John Williams has been recognized as one of the world’s retail gurus. He serves retailers, shopping centre developers, manufacturers of consumer goods, downtowns, and governments. John’s consulting is known for its practical yet creative approach to achieving results. Strategic and new concept development projects for retailers include work for BMW, Le Chateau, Benjamin Moore, MasterCard, Walmart, and Levi Strauss. Real estate projects include The Dubai Mall, Lusail City in Qatar, and many years of work for The Rouse Company, Cadillac Fairview, Oxford Properties, and Ivanhoe Cambridge. John has authored Getting Retail Right! for the ICSC and teaches at the ICSC’s University of Shopping Centers. As well, John has co-authored A Guide to Retail Success for the National Retail Federation, and Building a Winning Retail Strategy for the Retail Learning Initiative at Ryerson University. John graduated from the University of British Columbia, and with an MBA from top-ranked Kellogg School of Graduate Management at Northwestern University.
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