WHAT IS AN ICSC DEAL MAKING?
One of the most important services offered by ICSC are deal making forums. At ICSC deal making
forums developers showcase existing and new retail projects while retailers outline and discuss
their growth strategies. At ICSC deal making forums exhibit booths function as an office away from
the office providing an opportunity for retailers, developers and representatives of both the public
and private sector to make that important connection and ultimately create a deal. New faces at
these forums are local governments and non-profit economic development agencies.
HOW DO I PREPARE FOR AN ICSC DEAL MAKING?
Do your homework and come prepared with information about your community! No matter how large or
small your community is, the following information is necessary for any deal making forum or
appointment at the ICSC Spring Convention:
- LOCATION OF YOUR DEVELOPMENT SITES
The location of the site in relation to the available population, the access provided by the
existing street and highway infrastructure, and the traffic counts on immediately adjacent streets
and nearby arterial thoroughfares and highways are all important.
- DEFINE THE MARKET OR TRADE AREA FOR THE SITE
The area of examination is different for each type of retail facility. Supermarkets generally look
at a radius of one to two miles from the site while discount retailers such as Wal-Mart,
Home Depot, and other destination type retailers will examine a larger trade area, up to five miles
in radius. Department stores at regional malls will look at population figures much further out,
using driving distance and competition as factors in relation to the required population figures.
- POPULATION WITHIN PRIMARY TRADE AREA
The population counts, the cultural diversity, and other demographic data such as number of
households - owned and rented should all be considered.
- AVERAGE HOUSEHOLD INCOME WITHIN THE PRIMARY TRADE AREA
Be sure to consider spendable income for the entire household.
- ACCESS
How does someone access the site? Is there a bus line or other public ransportation? What are the
traffic patterns? Proposed public works improvements?
- STRENGTHS OF AREA
What are the major employers, large institutions, and other general community specific information
that might attract development?
- CONTACT INFORMATION
Take plenty of business cards to leave behind so they can get in contact with you. Get business
cards from every contact so that you can follow-up when you get back to the office.
WHEN ARE ICSC DEAL MAKINGS HELD?
Each year, ICSC hosts 12 national deal making conferences and there are also deal making
opportunities held at regional and local ICSC meetings across the country. If this seems like a
lot, it is -- a lot of opportunity for you to showcase your community, meet the people who can make
things happen and - yes - start building those important relationships which ultimately lead to
deals. Go to
ICSC Events & Programs page.
