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2016 Program

Title

Colliers-Internationa-No-Gradient

Co-owned by

Realpac_NEW

Platinum

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CoStar
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Gold

Daoust-Vukovich
JLL
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Thursday, October 6, 2016

7:00 AM

REGISTRATION & BREAKFAST

7:50 AM

COLLIERS ANNUAL MARKET AND ECONOMIC UPDATE

Colliers-Internationa-No-Gradient

Introduction:
Scott Addison, President, Brokerage Services Canada, Colliers International

8:00 AM

ECONOMIC OUTLOOK FOR 2017: SEARCHING FOR GROWTH. HOW IS CANADA’S ECONOMY POSITIONED?

An insightful examination of key trends in the Canadian and global economy with a specific view towards the future direction over the short and medium terms, including the outlook for GDP growth and interest rates. Are continued geopolitical issues (U.S. Election, Brexit etc.) proving to be a speed hump or a blip? Where will we see employment growth? What about Canada’s embattled energy sector – has it turned the corner?

Andrew Grantham, Senior Economist, CIBC World Markets Inc.
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8:30 AM

CAPITAL MARKET TRENDS – HOW YOUR LEASE DEALS IMPACT ASSET VALUE

Join capital markets expert Scott Chandler for an overview of the commercial real estate sector across Canada. Find out what sort of assets are attracting investors and how leasing profiles and market conditions are driving investment decisions.

Chandler,-Scott

Scott Chandler

Scott Chandler, Senior Vice President, Advisory & Investment Sales, Colliers International

9:00 AM

CHAIR COMMENTS

Conference Chair:
Giselle Gagnon, Senior Vice President, Strategic Resources Group, Bentall Kennedy (Canada) LP

9:05 AM

MORNING NETWORKING BREAK


A Conference Format That Offers You Better Quality Choices

Four major theme areas with four sessions each. The program for Real Estate Strategy & Leasing Conference has been designed to offer the greatest possible value and flexibility to asset managers, leasing executives, corporate real estate directors, in-house legal counsel, lawyers in private practice, commercial real estate brokers and others.

A wide range of the most significant leasing trends, issues, challenges, and strategies were identified and then grouped into four theme areas with each one offering four sessions.

You have a choice of attending all the sessions of a particular theme or selecting up to four various topics in two or more theme areas to make up your itinerary for the day.

THEME A

Asset Class Leasing &
Market Overviews

THEME B

Legal Perspectives
& Strategies

THEME C

Asset Management
& Strategy

THEME D

Innovations &
Negotiation Trends

9:25 a.m. – Session A1 9:25 a.m. – Session B1 9:25 a.m. – Session C1 9:25 a.m. – Session D1
The Downtown Office Market: A Review of Development and Market Fundamentals of the Core
and the Effects of Suburban and Tertiary Markets
The Target Fall-Out: What New Lessons Have We Learned Along the Way? Repositioning Existing Assets: Case Studies and Discussions Around Neighbourhoods and Key Assets New Technologies Across the Spectrum That Can Help Drive Your Business Forward and Provide
Competition to the Landscape
10:50 a.m. – Session A2 10:50 a.m. – Session B2 10:50 a.m. – Session C2 10:50 a.m. – Session D2
Suburban and Downtown Periphery Market Leasing: The Intersection Between Talent and Space Lease Impacts on NAV: How to Structure Your Leases for an Asset Sale or Refinancing Pressure to Place Capital and Value Creation Funds in Today’s Market The Anatomy of a 100,000 SF Lease Deal: A 101 Overview from Plan to Execution
1:30 p.m. – Session A3 1:30 p.m. – Session B3 1:30 p.m. – Session C3 1:30 p.m. – Session D3
The Evolution of the Industrial Market: From Uber Delivery to Innovative Delivery Systems Tenant and Landlord Rights and Remedies: From Drafting the Lease to Post Occupancy Issues Leasing in a Down Markets: Strategies for Challenged Nodes Who are Today’s Tenants and What are Their Criteria in Leasing Decisions?
2:40 p.m. – Session A4 2:40 p.m. – Session B4 2:40 p.m. – Session C4 2:40 p.m. – Session D4
Retail as a Disrupter: How is This Market Segment Being Impacted Today and in the Near Future? Rapid Legal Roundtable:
Implications of Development Activity on Existing Assets Including Demolition and No
Build Clauses
Interaction Between Asset
Management and Leasing:
What Does Each Party Need to Understand?
Negotiation Strategies for Today’s Market: How to Understand the Deal, Resolve Key Issues and
Close the Transaction
9:25 AM

CONCURRENT SESSIONS (Select A1, B1, C1, or D1)

SESSION A1
THE DOWNTOWN OFFICE MARKET: A REVIEW OF DEVELOPMENT AND MARKET FUNDAMENTALS OF THE CORE AND THE EFFECTS OF SUBURBAN AND TERTIARY MARKETS

McMillan_NEW

What are the key leasing trends regarding core downtown office space? How is the “brick and beam” market doing vs. the older legacy towers? What are prevailing rents and where are they heading? The flight to quality, the trickle up theory and the issue of suburban tenants moving downtown -are these short term characteristics? What is creating demand for new space particularly if many larger corporations are re-evaluating their real estate footprints with the intention of reducing them? What are Class B and C buildings doing to remain competitive with new space and avoid higher vacancies? This session will also look at the development pipeline and implications that new buildings create.

Moderator:
Sandy McNair, Data Curator, Altus Data Solutions

Panel:
Brett Elofson, Senior Vice President, JLL
Gordon Oughton, Director, Leasing, Central & Western Canada, Allied Properties REIT
John Peets, Vice President, Leasing, Oxford Properties Group Inc.
Gordon Wadley, Vice President, Leasing, Dream Office REIT

SESSION B1
THE TARGET FALL-OUT: WHAT NEW LESSONS HAVE WE LEARNED ALONG THE WAY?

Weirfoulds

The Canadian retail landscape proves over and over again to be highly competitive. A casualty of this strong ongoing competition was the 2015 closure of Target following it’s brief entry into Canada. If landlords had to do the leases all over again, what would they do differently – if anything? What are the key takeaways and how can landlords protect themselves in the future? New lessons continue to come to light in the aftermath of the closure. What are the latest realizations we have seen due to this unlikely outcome?

Moderator:
Natalie Vukovich, Partner, Daoust Vukovich LLP
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Panel:
Avi Behar, Chief Executive Officer, The Behar Group
Lisa Borsook, Executive Partner, WeirFoulds LLP
Oliver Hobday, Vice President, Legal, RioCan REIT
Christina Kobi, Partner, McLean & Kerr LLP

SESSION C1
REPOSITIONING EXISTING ASSETS: CASE STUDIES AND DISCUSSIONS AROUND NEIGHBOURHOODS AND KEY ASSETS

Conversations around key assets and neighbourhoods regarding revitalization are paramount in asset management discourse as of late.  What underlying forces are re-shaping older assets and creating creative leasing opportunities? This panel will showcase best practices in fostering growth and providing new life to established communities and assets. It has been noted that in order to revitalize older properties, improve lease rates, tenant satisfaction and overall wellness, owners and managers need to regionalize, repurpose or restructure. This panel will explore all the above and share insights into this important area of value creation.

Moderator:
John Arnoldi, Executive Managing Director, Eastern Canada, Colliers International

Panel:
John Ballantyne, Senior Vice President, Asset Management, RioCan REIT
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Lucas Manuel, Managing Director, Slate Asset Management
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Jeff Thomas, Managing Partner & Broker, Ashlar Urban Realty Inc.
Alison Tortorice, Senior Director, Legal, The Cadillac Fairview Corporation Limited
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Theresa Warnaar, Vice President, Retail, KingSett Capital
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SESSION D1
NEW TECHNOLOGIES ACROSS THE SPECTRUM THAT CAN HELP DRIVE YOUR BUSINESS FORWARD AND PROVIDE COMPETITION TO THE LANDSCAPE

Ashlar

Interested in hearing about new ideas and products coming to market over the near, medium and long term? How will break-through technologies change the face of the marketplace today? What are key advancements that could provide optimization, efficiencies and even revolutionary changes within your organization and assets? Come and find out what innovations are at the forefront of our industry from those on the front line as they share what they see as major technology trends, risks, opportunities, and challenges in real estate today.

Moderator:
Michael Scace, Partner, Ashlar Urban Realty Inc.

Panel:
Peter Altobelli, Vice President & General Manager, Yardi Canada Ltd.
Maggie Burns, Vice President, Real Estate, Breather
Nick Romito, Chief Executive Officer & Founder, VTS
Brandon Weber, Founder & CEO, Hightower Inc.

10:25 AM

MORNING REFRESHMENTS

Goldman-Sloan-Nash-and-Haber

10:50 AM

CONCURRENT SESSIONS (Select A2, B2, C2, or D2)

SESSION A2
SUBURBAN AND DOWNTOWN PERIPHERY MARKET LEASING: THE INTERSECTION BETWEEN TALENT AND SPACE

Altus-Group

Given the volume of new residential and office development across the region, there is considerable speculation on where tenants are headed. How much migration to and from the suburbs is there and why? Are we facing a growing unbalanced and highly segmented market, where an increasing number of 905 office buildings will face leasing challenges or vice versa? From purpose-built office projects to mixed-use developments across the 905 – how much new space is coming onto the market?? In terms of suburban leasing activity, is the West still best or does Vaughan, Markham and other nodes have compelling benefits that are attracting tenants? What is the tenant profile s in suburban markets?

Moderator:
Matt Stesco, Vice President, Office Leasing, Cushman & Wakefield
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Panel:
Aly Damji, Vice President, Commercial Real Estate, Hullmark Developments Ltd.
John Duda, Senior Vice President, Canada, Real Estate Management Services, Colliers International
John Shields, Vice President, Leasing, Dream Office REIT

SESSION B2
LEASE IMPACTS ON NAV: HOW TO STRUCTURE YOUR LEASES FOR AN ASSET SALE OR REFINANCING

How to avoid leaving money on the table in a sale or refinancing is always an important issue to address. To what extent can you structure your leases to maximize value on an exit? Everyone has the same goal – to get the deal done, but what are the hidden clauses that will make an impact on value?

Moderator:
Jaysen Smalley, Senior Vice President, Investment Properties, CBRE Limited

Panel:
Joseph Grignano, Partner, Blake, Cassels & Graydon LLP
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Alexandra Khazzam, Director, Investments, Dream Asset Management
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Greg Spafford, Managing Director, LaSalle Investment Management
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SESSION C2
PRESSURE TO PLACE CAPITAL AND VALUE CREATION FUNDS IN TODAY’S MARKET: WHAT IS VALUE CREATION AND HOW DOES LEASING FACTOR INTO THE EQUATION

With a number of active value funds or new ones coming to the market over the near term, how are they really defined? What does value creation mean to each fund and what role does leasing play in the overall equation? With a race to acquire and place capital how do you drive value in such a highly competitive landscape? This panel will explore the opportunities that are available and strategies that allow those leading the way to get creative and find hidden value!

Moderator:
Richard Chilcott, Principal, Avison Young

Panel:
Sam Barbieri, Senior Vice President, Asset Management, LaSalle Investment Management
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Will Secnik, Vice President, Investments, Fiera Properties Limited
Sarah Jane O’Shea, Vice President, Asset Management, Forgestone Capital
Paul Vander Schaaf, Vice President, Portofoli Management, KingSett Capital
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SESSION D2
THE ANATOMY OF A 100,000 SF LEASE DEAL: A 101 OVERVIEW FROM PLAN TO EXECUTION

Office space rental is often the second cost to a company next to HR but not all office leases are created equal? What are the differences you need to be aware of regarding mega leases? For leases 100,000 SF and above, are there special considerations to be aware of? What changes occur when you reach above a certain SF?

Moderator:
Jane Helmstadter, Partner, Bennett Jones LLP

Panel:
Sheldon Disenhouse,
Partner, Dentons Canada LLP
Charlie Musgrave, Senior Director, Leasing, Ivanhoé Cambridge
Joel Pearlman, Senior Vice President, Investments, Menkes Development Ltd.
Nancy Prenevost, Vice President, Legal, Oxford Properties Group Inc.
Michael Rende, Director, Leasing, Corporate Real Estate, RBC Financial Group

11:50 AM

NETWORKING LUNCHEON

Blaney-McMurtry

LUNCHEON REFRESHMENTS

McLean-&-Kerr

MINI ROUNDTABLE DISCUSSIONS – WITH THE EXPERTS AND YOUR PEERS!

Aird-&-Berlis

Take advantage of this opportunity to participate in informal discussions on the dynamics of key legal issues, market trends, and transaction activity.  Tap into the minds of experts, gain insight into proven strategies, and share experiences with your peers. You will have an opportunity to be part of one of the following small discussion groups that will be held as an extension of the luncheon. Discussion topics will include:

1. Downtown Office Market and New Developments

Sandy McNair, Data Curator, Altus Data Solutions
Fraser McKay, Partner & Sales Representative, Ashlar Urban Realty Inc.

2. Suburban Office Market Across the 905

Scott Watson, Partner, Leasing & Marketing, Crown Realty Partners

3. Industrial Leasing Market in the GTA

Hanan Goldfarb, Managing Director, Vanguard Realty Brokerage Corporation

4. Retail Leasing Market Trends in the GTA

Vanessa Oliver, Principal, Regent Street Commercial Corp. Real Estate Brokerage

5. Urban Retail Formats: Trends in Downtown Toronto

Avi Behar, Chief Executive Officer, The Behar Group Realty Inc.
Bryce Dymond, Principal, Northwest Atlantic (Canada) Inc. Brokerage

6. Role of Technology and Social Media in Marketing and Leasing

Brandon Weber, Founder & CEO, Hightower Inc.

7. The Continuing Debate Over Operating Costs

Antoinette Tummillo, Executive Vice President, Canada, Real Estate Management Services, Colliers International
Mark Goldberg, Founder, Highbury Asset Management

8. Landlord & Tenant Rights During Building Renovations/Demolitions

Brian Parker, Associate, Daoust Vukovich LLP
Deborah Watkins, Partner, Daoust Vukovich LLP

9. Five Lease Clauses That Do Not Get Enough Respect

Michael Gilburt, Associate, Blaney McMurtry LLP
Sonja Homenuck, Partner, Dentons Canada LLP

10. The Challenges of Leasing in Mixed-Use Developments

Karsten Lee, Partner, WeirFoulds LLP
Laurie Sanderson, Partner, Gowling WLG
Heather White, Director, Real Estate Administration, Minto Commercial Properties

1:30 PM

CONCURRENT SESSIONS (Select A3, B3, C3, or D3)

SESSION A3
THE EVOLUTION OF THE INDUSTRIAL MARKET: FROM UBER DELIVERY TO INNOVATIVE DELIVERY SYSTEMS

Fifteen years can be life changing. According to McKinsey & Company, in 2000 only 12% of the world’s population owned a mobile phone – that now stands at 60%. Facebook, currently with some 1.5 billion users, hadn’t even launched 16 years ago. These rapid changes to the world economy are no ordinary disrupters. Logistic and retail markets are at the forefront of these changes. The way we consume is changing before our eyes! It appears that after lagging behind other sectors, logistic companies are advancing towards their tipping point. This panel will provide an overview on the Canadian logistics market and commentary on what we can expect to see over the next few years.

Moderator:
Hanan Goldfarb, Managing Director, Vanguard Realty Brokerage Corporation

Panel:
Rene Circ, Director, Research, Industrial, CoStar Group
Noah Gordon, Director, Portfolio Management, Menkes Development Ltd.
Chris Holtved, Senior Portfolio Manager, Real Estate, HOOPP
Jonathan Rovira, Director, Leasing, Eastern Canada, Pure Industrial Real Estate Trust

SESSION B3
TENANT AND LANDLORD RIGHTS AND REMEDIES: FROM DRAFTING THE LEASE TO POST OCCUPANCY ISSUES

Gowlings-2

Rights and remedies are an established common element of commercial real estate leases that are at times contentious issues for landlords and tenants. This panel will examine a range of issues beginning with common default scenarios. What are the reactions of the respective parties? What makes sense? How are litigators contending to be key clauses related to defaults? What are some sources of common conflict between landlords and tenants over special rights and how can they be avoided through the drafting process?

Moderator:
Stephen Posen, Partner, Minden Gross LLP

Panel:
Sharon Addison, Partner, McLean & Kerr LLP
John Brunt, Partner, Blaney McMurtry LLP
Brennan Carroll, Partner, Borden Ladner Gervais LLP

SESSION C3
LEASING IN DOWN MARKETS: STRATEGIES FOR CHALLENGED NODES

Not all markets are created equal. Challenged nodes pose specific hurdles for owners, brokers and asset managers alike. How do you mitigate risk in a down leasing market and maximize future potential? Short of having a crystal ball what is the strategy owners and asset managers are using on a case by case situation to understand changing dynamics and make the most out of a challenging situation?

Moderator:
Susan Rosen, Partner, Gowling WLG

Panel:
Peter McFarlane, Senior Asset Manager, Fiera Properties Limited
Mark Goldberg, Founder, Highbury Asset Management
Scott Watson, Partner, Leasing & Marketing, Crown Realty Partners
Download Presentation
Monty Warsh, Partner, Aird & Berlis LLP

SESSION D3
WHO ARE TODAY’S TENANTS AND WHAT ARE THEIR CRITERIA IN LEASING DECISIONS?

The leasing market has gone through a formative change in theory over the past decade. Ten years ago companies like WeWork, IQ Suites, Breather were unknowns waiting to be created. “Hoteling” and “open concept” were not yet buzz words.  Now there are many options for shared work space environments. Tenant requirements and desires have also been evolving with considerations such as the Well Building Standard, and Brick and Beam designs in Class A towers. What is driving tenant leasing decisions in the market today and how are the changes in the market affecting leasing and building requirements?

Moderator:
Nicole St-Louis, Partner, Borden Ladner Gervais LLP

Panel:
Debbie Baxter
, Vice President, Deloitte Real Estate
Download Presentation
Lisa Chan, Senior Director, Global Real Estate Strategy, RBC
Nancy Cohen, Managing Director, Strategic Occupancy Planning, Cushman & Wakefield
David Hoffman, General Manager, Toronto-Dominion Centre, The Cadillac Fairview Corporation Limited
Alex Sharpe, Partner, iQ Office Suites Inc.
Download Presentation

2:40 PM

CONCURRENT SESSION (Select A4, B4, C4, or D4)

SESSION A4
RETAIL AS A DISRUPTER: HOW IS THIS MARKET SEGMENT BEING IMPACTED TODAY AND IN THE NEAR FUTURE?

There is no doubt that the retail market has been impacted from big box to luxury and everywhere in between. No sector within retail has remained untouched. UberEats is changing the restaurant culture, online and ecommerce shopping is changing space requirements and Ikea urban delivery hubs are creating new requirements. But it is not all bad news. From Nespresso experience café’s to showrooms rather than stores, retailers are play catch-up quickly. This session will examine the retail market from top to bottom and look at how the leasing environment is quickly changing to adjust to a new reality.

Moderator:
Dennis Daoust, Partner, Daoust Vukovich LLP

Panel:
Dianne Lemm, Principal & Partner, Mall Services, Northwest Atlantic (Canada) Inc. Brokerage
Madeleine Nicholls, Vice President, Retail, Dream Office REIT
Vanessa Oliver, Principal, Regent Street Commercial Corp. Real Estate Brokerage
Jeff Ross, Senior Vice President, Leasing & Tenant Coordination, RioCan REIT
Tom Smith, Senior Vice President, Development & Leasing, Enclosed Malls, SmartCentres

SESSION B4
RAPID LEGAL ROUNDTABLE: IMPLICATIONS OF DEVELOPMENT ACTIVITY ON EXISTING ASSETS INCLUDING DEMOLITION AND NO BUILD CLAUSES

This will be a fast-paced session focussing on redevelopment and repositioning rights as well as issues that are often experienced in the leasing process and not always fully understood. Each issue will be dissected by a legal expert in eight minutes or less. Traditional redevelopment and repositioning issues along with common leasing issues will also be addressed.

Moderator:
William Rowlands, Partner, McMillan LLP

Panel:
Lydia Pilch, Partner, Goldman Sloan Nash & Haber LLP
Laurie Sanderson, Partner, Gowling WLG
David Thompson, Partner, WeirFoulds LLP

SESSION C4
INTERACTION BETWEEN ASSET MANAGEMENT AND LEASING: WHAT DOES EACH PARTY NEED TO UNDERSTAND?

What are the issues and sticking points when negotiating in today’s market conditions and what are the arguments used to reach an agreement internally? Everyone is playing for the same team, but there are intricacies between asset managers and internal leasing representatives that you should be aware of. What drives each other to complete a deal? What causes conflict and how are these issues resolved internally?

Moderator:
Godyne Sibay, Regional Managing Partner, Ontario, McCarthy Tétrault LLP

Panel:
Peter Costa, Vice President, Asset Management, GWL Realty Advisors Inc.
Stephen Rawlin, Senior Vice President, Asset Management, Triovest Realty Advisors Inc.
Gurd Sanghera, Vice President, Urban Properties, KingSett Capital
Karen Sweet, Former Director, Real Estate Management, Oxford Properties Group Inc.

SESSION D4
NEGOTIATION STRATEGIES FOR TODAY’S MARKET: HOW TO UNDERSTAND THE DEAL, RESOLVE KEY ISSUES AND CLOSE THE TRANSACTION

What are some of the major issues being raised in negotiations today? What are some effective negotiations styles? How do you determine NERs in this leasing environment? What can be done to resolve these differences? Are there any creative ways to complete a successful transaction? How important is it to determine desired outcomes before negotiations begin? How long should it take to finalize a deal?

Moderator:
Stephen Messinger, Senior Partner, Minden Gross LLP

Panel:
Arjun Chowdhury, Director, Asset Management, Morguard
Sonja Homenuck, Partner, Dentons Canada LLP
Tim Hooton, Principal, Avison Young
Deborah Rogers, Senior Vice President, Legal Counsel, Brookfield Property Partners

3:40 PM

EXECUTIVE ROUNDTABLE

UNDERSTANDING THE DIFFERENCE IN TODAY’S LANDLORDS, THEIR ASSET MANAGEMENT STRATEGIES AND THEIR LEASING PRACTICES

Colliers-Internationa-No-Gradient

Today’s office, retail and industrial real estate market is comprised of a diverse group of building owners and landlords – from REITs to pension funds and their advisors, from private equity funds to privately owned companies, from lifecos to private individuals and their families.  As a result, the range of asset management and leasing strategies, policies, practices, and processes can be quite considerable. This roundtable discussion among senior executives will examine how leasing strategies, negotiations, and approvals can be influenced and differ among various types of owners and asset management decision-making models.  The following are some of the questions that they will address:

  • How do you ensure that your investment, asset management and leasing teams are all on the same page?
  • To what extent would you say that product differentiation and branding is a critical part of your corporate priorities and marketing strategies?  Do you believe that any of this matters to your tenants?
  • What have you found to be the most effective ways to market your properties and space?
  • How do you develop a strong leasing team?  Where do find good people?
  • What role do brokers, lawyers in private practice and other intermediaries play within your marketing and leasing strategies?  Do you see these roles changing going forward?
  • How would you describe deal flow, velocity, and pace in today’s market?
  • In a soft market, are you prepared to lease out your buildings at any price?  Would you make a positive decision not to lease in certain markets?  How does this strategy affect your leasing programs?
  • How do you ensure strong interaction between your asset management and leasing teams?
  • How many new buildings do you have under development?  What has been your experience in leasing this space?  What are tenants demanding and expecting from new projects?
  • How much more sophisticated are tenants today than they were ten years ago?  In what way?
  • Everyone talks about tenant retention but how strongly do you really practice it?  What are your most significant strategies as part of these programs?

Moderator:
Giselle Gagnon, Senior Vice President, Strategic Resources Group, Bentall Kennedy (Canada) LP

Panel:
Thomas Burns, Executive Vice President & COO, Allied Properties REIT
Jonathan Olynick, Managing Director, Leasing & Asset Management, Real Estate, Manulife Asset Management Private Markets
Stefan Teague, Executive Managing Director, GTA Market Leader, Cushman & Wakefield
Antoinette Tummillo, Executive Vice President, Canada, Real Estate Management Services, Colliers International
David Ward, Director, Portfolio Management, Morguard

4:40 PM

ADJOURNMENT