2017 Program

Title

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Gold

Wednesday, October 11

5:30 PM
CBRE MONTRÉAL ANNUAL FUNDRAISER

The annual networking and charity event to benefit the Montréal Real Estate Foundation for Kids.

From 5:30 TO 9:00 PM. Location: Édifice Jacques-Parizeau, Le Parquet

For more information click here.

Thursday, October 12

7:15 AM
REGISTRATION & LIGHT BREAKFAST

8:00 AM
WELCOME & GREETINGS

Introductions
Andrew Cross, Publisher, Espace Magazine

Conference Chair:
Luciano D’Iorio, 
Managing Director, Québec, Cushman & Wakefield


8:05 AM
THE COMPETITIVE EDGE OF MONTRÉAL: WHAT ARE THE ECONOMIC ENGINES FACILITATING ITS GROWTH?

Two essential elements found in many of today’s successful cities are a diversified range of strong economic drivers coupled with a vibrant population and culture that inspires and attracts an intellectual market of residents. How does Montréal fare in this regard? What competitive advantages does the city offer? What sectors are providing the strongest growth? Is it sustainable? What is the outlook for the future?

Mario Lefebvre, Vice President, Research, Global Markets, Ivanhoé Cambridge


8:25 AM
CURVE BENDERS: FROM THE ECONOMY TO HUMAN CAPITAL TO TECHNOLOGY
The commercial real estate market is impacted by many factors. The performance of the national and local economies are just some of the drivers. The availability of a very skilled talent pool that today’s companies are seeking for growth. A supply of appropriate quality real estate for collaborative workplace environments, new retail formats, advanced logistics and manufacturing. This presentation will provide key insights into how all these elements interact with one another to produce a strong demand for real estate from a diversified pool of occupiers.

Spencer Levy, Americas Head of Research, CBRE


9:00 AM
ONE OF MANY BELLWETHER PROJECTS THAT IS CHANGING THE LANDSCAPE OF THE MONTRÉAL MARKET
Over the past few years, Montréal has started to experience a strong growth in development with significant infrastructure investments, high density condominium projects, mixed-use developments, and the revitalization of entire commercial areas and neighborhoods. As a result, the boundaries of the downtown appear to be expanding. This presentation will examine one of the innovative developments that is at the forefront of how the City of Montréal is reinventing itself into a dynamic metropolis.

Mathieu Duguay, President and CEO, COGIR Real Estate, Developer of Humaniti, Montreal’s first “smart vertical community”.


9:20 AM
LEASING MARKET OVERVIEW: WHAT HAVE BEEN SOME NOTABLE TRANSACTIONS?

What were some of the most significant leasing transactions over the past twelve months in the office, retail and industrial markets in the greater Montréal region? Who have been the tenants consummating these deals? Where are NERs at this time and where are they likely heading in 2018? The presentation will examine some key details in the motivations of all parties and other elements that led to the successful transactions.

Martine Sirois

Laurent Benarrous

Peter Mouhteros

Anne-Marie Sauvé

Moderator:
Martine Sirois, Director, RVA, Altus Group

Speakers:
Laurent Benarrous,
 Principal, Avison Young
Peter Mouhteros, Senior Associate, Industrial Services Group, JLL

Anne-Marie Sauvé, Real Estate Broker, NAI Commercial


10:10 AM
MORNING REFRESHMENTS

10:40 AM
CONCURRENT SESSIONS (Select A1, A2 or A3)
SESSION A1:
THE EVOLUTION OF THE RETAIL MARKET:  HOW ARE SHOPPERS’ HABITS CHANGING?  CAN LANDLORDS AND RETAILERS BE MORE INNOVATIVE?

The retail market is continuing to experience transformational and disruptive changes. There are many factors influencing its ongoing evolution. This session will examine some of the major trends from the perspective of consumers, retailers and landlords. With the growth of online shopping, what omni-channel strategies are retailers executing? How are shopping malls and power centres transforming to attract today’s consumers and the full range of demographics? How are retailers adapting in inner city locations? What innovations are appearing in the market from landlords and from tenants?

Marcel Blouin

Tyler Harden

Manon Larose

Yves Maurais

François Roberge

Moderator:
Marcel Blouin, Founding Partner, Intella Immobilier

Panel:
Tyler Harden, Vice President Leasing, Harden Group
Manon Larose, Vice President, Retail Leasing, Cominar REIT
Yves Maurais, Senior Partner, Intercom Real Estate Services
François Roberge, President & CEO, Boutique La Vie En Rose Inc.


SESSION A2:
HOW CAN LANDLORDS AND TENANTS PROTECT THEMSELVES FROM UNEXPECTED TENANT BUSINESS DIFFICULTIES?
In today’s rapidly changing market environment, performing tenants may quickly become underperformers. To protect themselves, landlords need efficient and effective security. What are the relative strengths and weaknesses of guarantees, indemnities, letters of credit and other forms of security for tenant obligations? What can tenants negotiate in anticipation of an economic downturn? How can tenants address their concern that their premises may cease to be what they need or can afford? When these kinds of challenges arise during the term, what can or should be done? When and how should tenants approach landlords?

Renée Vézina

Elias Benhamou

Earl Cohen

Chantal Desjardins

Denis Paquin

Moderator:
Renée Vézina, Lawyer & President Montreal Real Estate Foundation for Kids

Panel:
Elias Benhamou, Senior Partner, Davies Ward Phillips & Vineberg LLP
Earl Cohen, Partner, Sternthal Katznelson Montigny LLP
Chantal Desjardins, Founding Principal, Chantal Desjardins Law Office Inc.
Denis Paquin, Partner, Fasken Martineau DuMoulin LLP


SESSION A3:
THE SOUTH SHORE: WHY IS IT ATTRACTING STRONG GROWTH AND DEVELOPMENT? HOW IS THE LEASING MARKET PERFORMING?
This session will provide some insights on the reasons the sub-markets on the South Shore are experiencing strong growth – from Brossard to Longueuil. With a population of almost one million and the second largest retail centre in Canada, the South Shore used to be a forgotten portion of the Montréal metropolitan area. But not anymore. Why is job creation twice as strong on the South Shore than any other area around Montréal? Why are households heading for double digit annual growth? Transit Oriented Development projects are leading the way with $1.5B of investments in the pipeline. Some developers are building office space on spec – something not seen in twenty years. What is attracting all this migration and development?

Yves-André Godon

Marco Fontaine

Luc Sicotte

Dominique Saucier

Mario Verville

Moderator:
Yves-André Godon, Executive Vice President, Asset Management, Carbonleo Real Estate

Panel:
Marco Fontaine,
 Director, Sales & Marketing
Luc Sicotte,  President & CEO, Landmark Properties
Dominique Saucier, Vice President Real Estate Broker, Avison Young
Mario Verville, Director of Development, City of Longueuil


11:40 AM
CONCURRENT SESSIONS (Select B1, B2 or B3)
SESSION B1:
THE OFFICE MARKET IS EXPERIENCING STRONG ACTIVITY: WHAT DOES IT MEAN FOR VACANCY RATES, ABSORPTION AND DEVELOPMENT?

This session will examine how the office market is performing in downtown Montréal vs. midtown vs. outlying areas. How much unoccupied space is there currently on the market? What impact have new developments had on the market? Will demand absorb most of the new space? How are Class A buildings doing vs. Class B properties? Where are NERs heading at this time? With the development that is in the pipeline, what are projected to be the long-term trends? What will likely happen in 2018?

Michael Stones

Philip Belliard

Frédérick Corey

Robert Giglio

Jean Laurin

Moderator:
Michael Stones, Vice President, Real Estate Management, Oxford Properties Group Inc.

Panel:
Philip Belliard,
 Senior Director, Leasing, GWL Realty Advisors
Frédérick Corey, Vice President, Leasing, Office, Cominar REIT
Robert Giglio, Vice President Leasing, Bentall Kennedy (Canada) LP
Jean Laurin, President & CEO, Newmark Knight Frank Devencore


SESSION B2:
NEGOTIATING IN TODAY’S MARKET: HOW TO UNDERSTAND THE DEAL, RESOLVE KEY ISSUES AND CLOSE THE TRANSACTION
What are the issues and sticking points when negotiating in today’s market conditions and what are the arguments used to reach middle ground? How do you determine NERs in this leasing environment? What are some of the major issues being raised in today’s negotiations? What can be done to resolve these differences? Are there any specific creative ways to complete a successful transaction? What are some styles of negotiations that can be particularly effective? What is the importance of determining desired outcomes before negotiations begin? How long should it take to finalize a deal? Under what circumstances would an owner offer an inducement or allowance in this market? How can leasing transactions and activities be influenced by, and differ among, various types of asset managers?

Nathalie Bédard

Andrew Bissett

Harry Brennan

André Plourde

Brent Robinson

Moderator:
Nathalie Bédard,
 Partner, Donati Maisonneuve LLP

Panel:
Andrew Bissett,
 National Director and Executive Vice President, JLL
Harry Brennan, Leasing Director, Redbourne Group Realty Inc.
André Plourde, Senior Vice President, Colliers International
Brent Robinson, Director, Leasing, Industrielle Alliance


SESSION B3:
INDUSTRIAL LEASING HAS VERY STRONG MOMENTUM: WHY? IN WHICH SUBMARKETS?

The session will open with a brief overview of the demand side of the Montréal industrial market: logistics and warehousing vs. heavy uses. The conversation will then review and analyze the various submarkets: from Laval and the North vs. the South Shore vs. the West Island. How are each of them performing? What are the underlying reasons for the strengths or weaknesses? What are some examples of deals that have recently been completed? What type of space is becoming obsolete and what is not? How are industrial tenant requirements changing, and what recent landlord initiatives are addressing this demand? How is the logistical sector growing? To what extent is online shopping affecting this trend?

Robert Cressaty

George Alexopoulos

Jean-Marc Dubé

Joe Iadeluca

Mike Jager

Moderator:
Robert Cressaty,
 President & Managing Partner, Landmark Advisory Services

Panel:
George Alexopoulos,
 Vice President of Sales, Belden Canada Inc.
Jean-Marc Dubé, Vice President, Colliers InternationalJoe Iadeluca, Senior Vice President, Portfolio Management, Dream Industrial REIT
Mike Jager, Director, Business Development, Montoni Group


12:40 PM
NETWORKING LUNCHEON

LUNCHEON

LUNCHEON REFRESHMENTS


1:35 PM
RAPID FIRE LEGAL ROUNDTABLE: HOT TRENDS AND PUZZLING ISSUES IN 60 MINUTES

A fast-paced session that will cover an assortment of “odds and sods” that people often experience in the leasing process and do not always fully understand. Each issue will be addressed by a legal expert in approximately five minutes, and a debate is sure to ensue with the other experts – and the audience. The questions examined will include:

  • Don’t leave me – When does a commercial lease end? What are the consequences of a tenant’s failure to vacate the premises? What recourse do the respective parties have? When does a lease by tolerance exist? An examination of automatic renewal clauses, non-renewal clauses, etc.
  • Don’t leave me (again) – Can a landlord force a tenant to continue occupying the premises, even if there is no occupancy clause in the lease?
  • Boilerplate clauses: how not paying attention can leave you scalded!
  • Brokers, lawyers and notaries: recent case law imposes important advisory duties duties with regard to information contained in public registers. An assessment of the situation.
  • Charging stations for electric vehicles: What can tenants require? How do property managers deal with the costs and revenues associated with charging stations? What are the best practices regarding this issue?
  • Relocation rights: I still love you, but from a different place!

Stéphanie Beauregard

Steven Chaimberg

René Gauthier

Speakers:
Stéphanie Beauregard, Real Estate Lawyer, Delegatus Legal Services Inc.
Steven Chaimberg, Partner, Miller Thomson LLP
René Gauthier, Partner, Cain Lamarre LLP


2:45 PM
CONCURRENT SESSIONS (Select C1, C2 or C3)
SESSION C1:
CASE STUDY – INTERACTIVE GROUP DISCUSSION: REPOSITIONING AN EXISTING ASSET TO REMAIN COMPETITIVE

Every new development in today’s market is being designed with LEED certification or some high-performance metric in mind. However, new construction still only represents a small percentage of the total building stock. What are the options facing existing properties with respect to enhancing the quality of their buildings beginning their energy and environmental performance? What steps can owners of existing buildings take to improve the operational efficiencies, amenities and image of their properties to ensure that their space remains competitive in the market? What can you do with B or C buildings to maintain or improve their Net Asset Value? This session will examine specific asset management, marketing, and capital strategies that you can lead to reposition a property in order to extend its attraction for tenants and its value for owners.

Gina Iaquinta

Vincent Chiara

Dany Gauthier

Jean Teasdale

Colin Worrell

Moderator:
Gina Iaquinta, Vice President, Corporate Interiors, Aedifica

Panel:
Vincent Chiara
, President, Groupe Mach Inc.
Dany Gauthier, Director, Operation & Performance, Mouvement Desjardins
Jean Teasdale, Co-Chief Executive Officer, Nexus REIT
Colin Worrell, Director, Leasing, Allied Properties REIT


SESSION C2:
POTENTIAL ISSUES AND STRUCTURING THE DEAL OF SALE LEASEBACKS: INSIDE THE SNC LAVALIN DEAL
Sale-leasebacks are increasingly becoming important alternative growth strategies – from industrial and suburban office properties to inner city buildings. They are growing in popularity in what appears to be a seller’s market. This session will examine one of the most significant transactions – the SNC Lavalin deal – in the Montréal market. From this discussion, you can understand how sale leasebacks are negotiated and structured to ensure a win-win for both the tenant and the landlord; why users are motivated and find these structures appealing; what are the most significant steps in structuring these types of deals; what are the rights of landlords and of tenants under these circumstances; and other key issues to keep in mind.

Mylany David

Matthieu Barré

Lloyd Cooper

David Dulberg

James Palladino

Moderator:
Mylany David, Partner, Langlois Lawyers, LLP

Panel:
Matthieu Barré,
 Senior Director, Financial Projects & Head of Corporate Administration, SNC-Lavalin
Lloyd Cooper, Vice Chairman, Office Leasing, Montréal, Cushman & Wakefield
David Dulberg, Managing Director, RBC Capital Markets Real Estate Group
James Palladino, Director, RBC Capital Markets Real Estate Group


SESSION C3:
THE DISRUPTORS CORNER: HOW ARE TODAY’S TENANTS CHANGING? WHAT ARE THEIR KEY CRITERIA IN LEASING DECISIONS? HOW ARE START-UPs AND INDUSTRY DISRUPTORS AFFECTING THE MARKET?
Commercial real estate owners may believe that smart cities are unlikely to impact the existing built environment, or that the timing is too far out to consider seriously. However, some evolving trends are likely to impact the commercial real estate industry faster than expected. Self-driving cars will reduce the number of parking lots and gas stations, many of which, occupy prime real estate. The increase popularity of office sharing is gaining ground, Pop-up stores attract more traffic than traditional retail. Traditional office tenants require less space as their needs are changing. What are owners to understand from these shifts and how are they to adapt to this new reality?

Georges Renaud

Mohamed Haouache

Dave McLaughlin

Elise Trudeau

Moderator:
Georges Renaud, Vice President, Coldwell Banker Commercial

Panel:
Dave McLaughlin,
General Manager of East Region, WeWork
Mohamed Haouache, Chief Executive Officer, Storefront
Elise Trudeau, Head of Real Estate, Breather


3:45 PM
THE LEASING MARKET OVER THE NEXT TWELVE MONTHS: WHAT INNOVATIONS ARE SENIOR EXECUTIVES INTRODUCING TO THEIR PROPERTIES AND TO THEIR ASSET MANAGEMENT STRATEGIES?
A discussion on how leasing strategies are shifting towards attracting tenants and standing out through creative renovations, positioning, and the uniqueness of the property. Discussion will focus on a broad range of topics including: how important is operational excellence as a way to raise the quality of the landlord’s brand in this very competitive leasing market and to tenant retention; and how are landlords using creative renovations and positioning of the property as a strategy to attract tenants. What are some of the most effective ways of increasing the value of your existing assets while in turn providing greater value to your tenants? How important is tenant retention to building owners and managers? If so, then what practices should they be following in dealing with tenants during the life of a lease? What key benchmarks and metrics are being used by landlords to evaluate their real estate portfolio performance? Technological innovation is changing the world much more rapidly than we think. The impact of AirBnB on hotels or WeWork on conventional office space. AliBaba, Shopify, Amazon and e-commerce are changing the face of retail forever. How can real estate owners adapt their buildings and leasing strategies in an age of constant market innovation and disruption?

Luciano D’Iorio

Terry Fraser-Reid

Richard Hylands

Julie Lafrenière

Moderator:
Luciano D’Iorio, Managing Director, Québec, Cushman & Wakefield

Panel:
Terry Fraser-Reid,
 Vice President Development, Eastern Canada Portfolio, The Cadillac Fairview Corporation Limited
Richard Hylands, President, Kevric Real Estate Corporation
Julie Lafrenière, Vice President, Development, Retail, Ivanhoé Cambridge


4:35 PM
ADJOURNMENT