David Potter*

MAN Diesel & Turbo Canada

3430 Superior Court, Oakville ON
Consolidated office and industrial space
Size: 25,800 sq. ft.
Timeline: 24 months

The Challenge

The client occupied 14,905 sq. ft. of office space in one Oakville facility, and 13,850 sq. ft. of industrial space in a second Oakville facility, both with a Lease expiring December 31, 2013. The client wanted to consolidate, but were unsure as to what the optimal strategy would be and how they would optimize their brand.

The Solution

CBRE was quickly able to perform a Lease audit, producing a systematic report for the client which identified the deficiencies of their existing sites. The CBRE Project Management Team was also engaged to determine the client’s consolidation needs. A tour of select competitive properties was completed, which created speculation in the market regarding the client’s plan of action. Negotiations commenced not only with the front runner from this tour, but with the existing Landlord as well, in order to drive the best possible deal and to create further speculation that a renewal was possible.

The End Result

The client commenced the development of a new 67,000 sq. ft. flex office development in Oakville, taking 25,800 sq. ft. for ten years. The client saved approximately $580,000 from the Landlord’s initial proposal, and flexibility was maintained in the form of an Option to Terminate and a Right of First Refusal. Top of building signage was also provided, which fulfilled their need for brand optimization.

Quick Facts

• Consolidation of office and industrial space
• Significant monetary savings

The College of Family Physicians of Canada

2630 Skymark Avenue, Mississauga, ON
Expanded and extended term for 5 years
Size: 44,147 sq. ft.
Timeline: Q4 2009 to Q3 2010

The Challenge

The Tenant occupied 30,966 SF on multiple floors within 2630 Skymark Avenue, and had a lease expiry of December 31st, 2015. There was a Termination Right available which could be exercised on December 31st, 2011 with one year’s written notice to the Landlord (Bentall Kennedy). The Tenant anticipated growth and their existing layout no longer met their needs.

The Solution

CBRE immediately embarked on negotiations with the Landlord for a reduced rental rate which was leveraged by extending the existing term and an increased footprint in the building. Two properties were selected as stalking horses to capitalize on the existing soft market conditions. CBRE resumed negotiations with the existing Landlord, revealing the viable relocation alternatives, and thus providing the Tenant with significant negotiating leverage.

The End Result

The Tenant expanded into an additional 13,181 SF and extended their term for an additional 5 years. Through negotiations, the Tenant saved $500,000 and their basic rent decreased between $2.50/SF and $3.00/SF per year, along with a Tenant Improvement Allowance of $17.50/SF for both the existing and expanded premises (a value of $772,000).

Quick Facts

• Termination right leverage
• Expanded and extended term for 5 years
• Significant monetary savings up front and throughout the remainder of the term

Target Canada Co.

5770 Hurontario Street, Mississauga ON
First launch into Canada
Size: 190,000 sq. ft.
Timeline: 3 months

The Challenge

The Client had recently acquired 200 retail outlets slated for opening in 2013 and required a headquarters for its Canadian operations that met with its corporate culture and image. The Client was faced with the daunting task of deciding/determining where to locate, where its employee base would come from, and the present (and future) space required, in a country and market that had no existing employees. The American retailer quickly realized that the Canadian marketplace and preferred geographic location only possessed one existing option that met with its objectives. It was imperative that the decision and launch of its new headquarters set the table for its expansion into Canada.

The Solution

CBRE was quickly able to mass all design build and existing options, and manufacture shadow availabilities to allow the Client to leverage the only existing facility that would fulfill its immediate requirement to house its initial 500 employees.

The End Result

The client was able to obtain a LEED certified, reputable building in its preferred geographic region at below market rates that offered the client immediate occupancy and temporary space, as well as true branding to satisfy its corporate image. The rates were below market, and the concession above despite that fact that there was only one suitable option for the client.

Quick Facts

• Short and constrained timeline 
• First launch into Canada 
• Engrained corporate culture which needed to be realized in its Canadian headquarters

Express Scripts Inc.

5770 Hurontario Street, Mississauga ON
Exercised Renewal Option and extended term for 7 years
Size: 30,553 sq. ft.
Timeline: Q3 2011 to Q3 2012

The Challenge

The Tenant occupied 30,553 SF on multiple floors within 5770 Hurontario Street, and had a lease expiry of May 31st, 2013. The Tenant had a Fixed Renewal Option for two years that could be exercised with nine months written notice to the Landlord (Orlando Corporation). The Tenant engaged CBRE to review their current situation and market conditions to determine if executing their Renewal Option was the optimal strategy.

The Solution

CBRE immediately performed a lease audit and produced a systematic report summarizing the Tenant’s current situation. Unfavourable terms to be re-negotiated were identified. A tour of competitive properties was concurrently conducted to create speculation in the market about the Tenant’s pending expiry. The intent was to get this speculation back to the Tenant’s current Landlord in order to improve the Tenant’s negotiating position. CBRE selected a property as a “stalking horse” to capitalize on the growing speculation about the Tenant’s relocation efforts, and obtained their best offer as an alternative solution. With significantly more leverage than before due to a strong alternative option (verified by market speculation), negotiations were started with the Landlord.

The End Result

The Tenant renewed their lease for a seven year term to May 31st, 2020. Through negotiations, the Tenant saved approximately $450,000. The Tenant maintained flexibility with an Option to Terminate after Year 3 and a Right of Fist Offer. The negotiations also resulted in a Tenant Improvement Allowance of $10.00/SF for the premises (30,553 SF) or $305,530, as well as top of building signage.

Quick Facts

• Renewal Option Negotiation
• Extended term for 7 years
• Significant monetary savings up front and throughout the remainder of the term