Guest: Maria Pope Toliopoulos
Topics: retail, sales reporting, leasing, tenant rights, exclusives, broker fees, leasing process, online sales, physical stores, real estate

In this special live episode of Retail Retold, Chris Ressa and Maria Toliopoulos, Senior Vice President of Global Retail at Ashley Global Retail, debate the complexities of retail leasing. At RetailStat’s annual panel event leading up to ICSC New York, Chris, representing the landlord, and Maria, representing the tenant, debated the hottest topics facing landlords and tenants. The necessity of sales reporting by tenants, the implications of exclusives in leasing agreements, and the responsibilities of landlords and tenants in creating successful retail environments. The discussion also touched on the evolving nature of retail, the impact of online sales, and the importance of relationships in the industry.

Takeaways

• Transparency in sales reporting can enhance retail performance.
• Sales figures alone do not determine the value of a retail space.
• Traffic data is crucial for assessing retail asset performance.
• Retailers should focus on customer experience to drive sales.
• Exclusives can complicate leasing agreements but may be necessary for sales.
• The relationship between landlords and tenants is vital for success.
• Broker fees are often a burden on landlords due to market dynamics.
• Streamlining the leasing process can lead to faster deal closures.
• Physical stores play a significant role in driving online sales.
• Effective communication can expedite the leasing process.

Chapters

00:00 Introduction to the Debate on Retail Sales Reporting
12:09 The Role of Exclusives in Retail Leasing
20:02 Flexibility in Leasing Terms and Tenant Rights
21:57 Who Should Pay the Tenant’s Broker?
26:40 Streamlining the Leasing Process
35:58 The Impact of Physical Stores on Online Sales