Partnering your Growth Retail Capability Overview. May 2013

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1 Partnering your Growth Retail Capability Overview May

2 Jones Lang LaSalle Locally focused, Regionally co-ordinated, Globally aligned 1000 LOCATIONS IN 70 COUNTRIES 45,500+ EMPLOYEES 200 OFFICES $ 3.6 Bn OF GLOBAL REVENUE $47.9 Bn WORTH ASSETS UNDER MANAGEMENT 2.1 Bn Sqft OF PORTFOLIO UNDER MANAGEMENT Rated World s Most Admired Companies by Fortune (in 2011,2009 & 2008) 100 Best Companies to Work For by Fortune (in 2008) World s Most Ethical Companies (in 2010,2009 & 2008) Jones Lang LaSalle is unchallenged leader in Indian real estate with largest geographical footprint-15 offices in 11 cities and employee strength of around

3 Jones Lang LaSalle Global Retail Platform 3

Jones Lang LaSalle Asia Pacific Retail Platform 1800+ retail

4 Jones Lang LaSalle Asia Pacific Retail Platform retail professionals 14 markets 108M square feet leased 73M+ square feet under management 4

5 Unchallenged Leader in India 5400 employees 15 offices 11 cities P Thangaswamy General Manager Unitech Jones Lang LaSalle s efficiency, time lines and work ethic is truly commendable 5

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7 Retail Solutions to Maximize your ROI 7

Jones Lang LaSalle India Retail Services We are the Transaction Specialist 5500+ retail transactions till date, in 90+ Indian cities Represent 60 big box chain stores across formats and a total of

8 Jones Lang LaSalle India Retail Services We are the Transaction Specialist retail transactions till date, in 90+ Indian cities Represent 60 big box chain stores across formats and a total of 300+ brands Annually close almost 700 Transactions Assisted the Retailers for their entry and expansion strategy in the country But our focus is not just transactions, We Deliver Comprehensively Only IPC in India to have a dedicated - Specialist Verticals Retail - Development Advisory Luxury Retailing Category Specialist Teams F&B, Multiplex, Anchor, BFSI, Entry and Expansion Strategy of retailers etc Till date exclusively Advised shopping centres spanning over 30 Mn Sft We do it Differently! In house research and strategic solutions capabilities Local, Regional and Global Market Knowledge Leasing done through Methodological Approach 8

9 What keeps us ahead of the curve? Retail Capability - Largest IPC* with retail expertise in India :- by Geographical Footprint by Team Strength & Experience by Density of Retail Solutions - ranging from planning to execution by Network and Business Relationships with Retailers (Both International & National Brands) Team Approach & Personnel - Only IPC in India to have a dedicated luxury retailing transaction team, specialty teams for niche segments like F&B, Multiplex, Entertainment and Retail Advisory platform providing quality oriented strategic solutions Established Networks - Strategic Advisory Expertise - Only IPC to manage Landlord Representation mandates and deliver it successfully Strong and established relationships with Local, National and International brands. Substantial Experience with one of the largest mall developers in India including DLF, TRIL, Nitesh Estates, Express Infrastructure, UB Group, Phoenix Mills Ltd etc. Having Experience in formulating the entry and expansion Strategy of retailers In-house research and Strategy Capabilities 9

10 What keeps us ahead of the curve? Delivering Best Value - Enriching Experience in leasing of the prominent shopping malls/ hotels in India including Palladium, UB City, DLF Emporio, Taj Krishna, Taj Hotel, Spencer s Galleria Up to date Market Knowledge - We are in sync with the mall stock and supply pipeline Consequently you would know first about the opportune market Comprehensive Retail Solutions - Proficiency in Exploring Newer Markets - One-stop-shop for full array of retail services ranging from planning to strategy formulation to implementation Only IPC to have a structured platform and experience in delivering comprehensive solutions from retail advisory to leasing to mall management Have expertise in devising entry strategy in new markets like Tier 2 cities in India and in countries like Sri Lanka and Bangladesh 10

11 Retail Transactions Over 80+ Retail Experts with local insights and international experience 17.4 million sq. ft. leased in last 48 months* New Market Entry Strategy Sourcing Debt and Equity Development Consultancy Construction / Fit-out Management Tenant Mix Strategic Marketing Exclusive leasing mandates for over 31 malls and preferred leasing mandates for over 20 projects* Mall Management Comprehensive Retail Real Estate solutions - Development Advisory, Leasing, Marketing etc. *As of December 2012 Govind Shrikhande Customer Care Associate and Managing Director Shoppers Stop Ltd In this chaotic scenario, Jones Lang LaSalle brings an organised sanity to the entire process. They work diligently along with the Clients and are always part of the team. They work for a win-win solution for both the client and the developer. We hope to further engage with the firm going forward 11

12 Scope of Services 12

13 Total Retail Solutions 13

14 Retailer Services 14

Scope of Services Retailer Services End to End Solution Portfolio Transaction

Analysis Growth Strategy - Business Location Advisory Market Entry/ Roll Out

Selection and Acquisition Managing client risk including : stakeholder

Project Development Services Lease Administration Lease Abstraction and Database

15 Scope of Services Retailer Services End to End Solution Portfolio Transaction Management Retail Advisory Market Research Market Planning and Competition Analysis Growth Strategy - Business Location Advisory Market Entry/ Roll Out Strategy Portfolio/ Network Planning Footprint Expansion and Consolidation Site Selection and Acquisition Managing client risk including : stakeholder management Project planning Procurement Design & Construction Budget & Quality Project Development Services Lease Administration Lease Abstraction and Database Management Integrated Facility management We derive value across the entire real estate life cycle 15

16 Scope of Services-Retailer Services Retail Advisory and Transaction Management Market Research Market Entry Strategy Location Advisory Property Sourcing Sale & Leasing Relocation Services 250+ Indian and International retail brands as clients Special tie up with 8 Multiplex chains across India Representing 60 big box chain stores including hypermarkets, supermarkets, electronics, home furnishing and departmental stores etc. Interior Fit-out 16

17 Our Methodology Retail Advisory and Transaction Management PLANNING ANALYSIS EXECUTION DELIVERY Determine Requirements Analyzing Location Specifics & Market Sentiments LOI Negotiation Closure of Financials & Document Diligence Create Market Penetration Strategies Sourcing of Options Negotiation of Agreement Clauses Document Registration Competitor Analysis Presentation of Options Documentation Property Handover 17

18 Phase 1 - Retail Advisory 1 2 Market Market Entry Research Strategy 3 Strategic Expansion Location Plan Advisory Advisory 4 Expansion Plan Advisory Retail Real Estate market Overview Profiling of retail micro markets Emerging growth corridors Growth markets and future growth direction in the city Demand Supply parameters Subject City Retail Real Estate market Analysis: Socio Economic Demographics Mapping the city growth corridors Stock Supply of organized retail real estate Key Characteristics of major high streets Spatial distribution of shopping malls Competitor Analysis: Identification of major competitors Performance benchmarking and store location strategy Market share Analysis Roadmap ahead for entry Store Location Evaluation wrt Macro dynamics: City Growth Corridors Retail Market overview Demographic distribution Store Location Evaluation wrt micro dynamics: Mall/ High Street Profiling Store Location Characteristics Competitor Profiling Market expansion roadmap Shortlisting of Zones and Quadrants No of stores, format and sizing 18

19 Phase 2 Transaction Management Execution Delivery Brand Entry/Expansion Plan Create a strategic leasing plan for the brand Developer/Landlord introduction Identify the suitable projects/ Site Check with client on suitability of the project Negotiation 19

20 Phase 2 Transaction Management Execution Delivery Assistance in Documentation Deal Closure 20

21 Our Proven Track Record Illustrative Retail Brands Transaction Management 8 formats 220 stores 7 million sq.ft 17 formats 270 stores 3 million sq.ft 7 formats 39 stores 1.15 million sq.ft 2 format 15 stores 975,000 sq.ft 4 formats 8 stores 520,000 sq.ft 21

22 A Few of Our Esteemed Clients 250+ Indian and International retail brands as clients 22

Case Study 1 Pizza Express- Business Location Advisory Situation The client appointed JLL to strategize and develop an actionable roll out strategy for expanding its footprint across India.

23 Case Study 1 Pizza Express- Business Location Advisory Situation The client appointed JLL to strategize and develop an actionable roll out strategy for expanding its footprint across India. Scope of Services At the outset, a ranking of cities was developed taking into demographic profile, retail estate scenario (present and in near future) Within each of the selected cities a complete market planning exercise was undertaken highlighting major catchment characteristics, retail real estate market scenario, competition footprint mapping etc. A comprehensive roll out strategy for a 3 yr period was developed and is presently being implemented through our transaction management services Our Value Add The brand mandated JLL as an exclusive real estate partner for Advisory and Transaction Management JLL helped the brand to establish its footprint in India with its first store in Colaba, Mumbai. Whilst the roll out strategy is still further being implemented by JLL. 23

Case Study 2 US Based Global Retailer - Real Estate Business Plan for a Build verses Lease Strategy Situation The Client appointed JLL to

Scope of Services Analyze the selected cities based on real estate trends, pricing cycles and global and national economic growth parameters

growth potential Prepare a detailed forecasting model to assess potential for growth in retail prices in identified micro-markets and finalize the

24 Case Study 2 US Based Global Retailer - Real Estate Business Plan for a Build verses Lease Strategy Situation The Client appointed JLL to strategize the roll out framework and advise on the lease vs buy options within the 20 selected cities. Scope of Services Analyze the selected cities based on real estate trends, pricing cycles and global and national economic growth parameters Demarcate micro markets within each selected city, identify and analyze the growth trends for retail and commercial sector and analyze future growth potential Prepare a detailed forecasting model to assess potential for growth in retail prices in identified micro-markets and finalize the lease or buy decisions based on the model Our Value Add JLL successfully validated the investment strategy for 20 selected cities. Validation for another 60 cities based on the same framework is under discussion 24

Case Study 3 US Based Global Retailer Parking Demand Assessment Model Situation The Client appointed JLL for Parking Demand Assessment Model for 8 cities for Indian Retail.

25 Case Study 3 US Based Global Retailer Parking Demand Assessment Model Situation The Client appointed JLL for Parking Demand Assessment Model for 8 cities for Indian Retail. Scope of Services To evolve a parking standard for the city / catchment in consideration keeping in mind the macro demand and micro site related aspects. Analyze the hourly variation of traffic volume on an average for 4 wheelers and 2 wheelers. Prepare a simple framework for BD team to arrive at the proposed parking necessary for retail format store. Prepare a detailed forecasting model to assess potential for growth in identified micro-markets and parking demands. To describe the operating models of parking operator in India and partnership format between developer and parking operator. Our Value Add Derived the most viable operating model and forecasted the parking demand by detailed analysis of 8 cities. 25

26 Case Study 4 Food Express Real Estate Market Research & Retail Sub-sector Assessment Situation The client intends to evaluate various micro markets in select cities of Bangalore, Hyderabad and Chennai for potential investment decision and expansion in the retail sub- sector. JLL undertook the study to assess the market for retail development. Scope of Services Overview of the city, its demographic & socio-economic characteristics of the population of the City Infrastructure development initiatives in the city and future growth direction; Macro-market assessment of core real estate sectors in the city - residential, corporate /office, retail and hospitality Detailed Micro Market scan for Retail sub sector and its trends covering Existing & Proposed developments in particular Demand-supply scenario analysis and gap assessment for future based on secondary data/ information Comparative Analysis on Micro markets Ranking of Micro Markets for future Retail Investments Summary outcome of the market assessment and conclusions on way forward 26

Case Study 5 Godfrey Philips India Retail Location Strategy for Delhi & Mumbai Situation Godfrey Phillips India Ltd proposed to expand

The client required a well-planned retail store location strategy complementing the proposed concept and positioning for the conceived

Scope of Services JLL - Shopping Centre Advisory clearly mapped out the retail store location strategy for the client in addition to

27 Case Study 5 Godfrey Philips India Retail Location Strategy for Delhi & Mumbai Situation Godfrey Phillips India Ltd proposed to expand its retail business portfolio and thus planned to diversify into premium accessories segment. The client required a well-planned retail store location strategy complementing the proposed concept and positioning for the conceived brand. Scope of Services JLL - Shopping Centre Advisory clearly mapped out the retail store location strategy for the client in addition to providing a basic profiling of the retail real estate scenario of major metropolitan cities and broader premium accessories segment in India. Our Value Add The client was able to rationalize its retail store location strategy and subsequently the entry strategy for the newly proposed accessories brand. 27

Case Study6 High Street Phoenix, Mumbai Situation/ Objective Owner s objective was to get HSP(High Street Phoenix) on top of mind for Mumbai customers as one point stop for everything best in the

of space over 500 best National and International brands Initiatives/ Innovations A unique case of mall redevelopment including refurbishment of existing structure as well as building ground up

28 Case Study6 High Street Phoenix, Mumbai Situation/ Objective Owner s objective was to get HSP(High Street Phoenix) on top of mind for Mumbai customers as one point stop for everything best in the city.. It covers 3.3 million sq. ft. of space over 500 best National and International brands Initiatives/ Innovations A unique case of mall redevelopment including refurbishment of existing structure as well as building ground up Worked along with owners vision of advising what's best for the mall Introduced the concept of revenue sharing to make rentals feasible for retailers and mall getting higher revenue from stores over a period of time Our Value Add Mall is 100% leased/operational Revenue sharing helped mall keeping track on non performing brands and as a result of the same, the mall has already churned over 175 odd brands in past 2 years which is good for any centre to get customers back with new and better brands 28

29 Case Study 7 Market City Projects- Mumbai (Kurla), Pune, Bangalore, Chennai Exclusive mandate to market all the four Market City projects in Kurla Mumbai, Pune, Bangalore and Chennai. totalling to 4.5 million sft. Only IPC in India to have the longest tenure mandate of such massive development Successful planning and leasing out Three huge 1mn sq ft+ developments with almost all the star brands operating in India like Zara, Mango, Jack n Jones, CK, FCUK etc 29

Case Study 8 DLF-Mall Of India, Noida Situation The client proposed to develop one of the largest mall in Noida spanning over 1 million sq ft of leasable area.

30 Case Study 8 DLF-Mall Of India, Noida Situation The client proposed to develop one of the largest mall in Noida spanning over 1 million sq ft of leasable area. The client s major requirement was to revalidate their trade and tenant mix and associated pricing strategy in lieu of the substantial future retail supply to be witnessed in Noida. Initiative and Value Add To ratify and revalidate the proposed project product mix strategy, a structured demand and supply analysis of the entire Noida retail real estate space was undertaken. Also, and in-depth rental benchmarking exercise was undertaken by analyzing Average Trading Densities of 600 individual stores spread across categories in Noida and Delhi NCR. Delivered a seamless, wide-ranging and clear perspective on the Retail Strategy taking into account all the potential parameters 30

Your Point of Contact Shubhranshu Pani Joint Managing Director, Retail Mobile No: +919820519899 Email: Shubhranshu.

31 Your Point of Contact Shubhranshu Pani Joint Managing Director, Retail Mobile No: Pankaj Renjhen Joint Managing Director, Retail Mobile No

32 COPYRIGHT JONES LANG LASALLE,

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