One of the most important elements ofbuilding a successful real estatecompany or a successful real estate

career is marketing. But, marketing can easilyget relegated and/or delegated to the backburner.

Following is a mid-year checklist of marketingpractices to help you evaluate how you areprogressing in 2005.

1. Marketing begins at the beginning. We allgrew up with the 4Ps of marketing – product,promotion, price and place. Is it all theory?Are the Ps still valid in today’s fast-paced

marketing place? The answer is yes, morethan ever. Marketing professionals need tobe involved at the inception of a newproject. Are you buying land and projectingrent rates before the market research iscompleted? Was there a negative news storyafter your last city council meeting so youe-mailed your marketing person after thefact to bail you out?

Industry leaders understand that decisionsregarding product, promotion, price andplace are best determined with a full team

2005 Corporate Sponsors

Adolfson & Peterson ConstructionThe Avalon Group

Barna, Guzy & Steffen, Ltd.Bremer Bank, N.A.

Brookfield Properties (US) LLCThe Business Journal

CB Richard EllisCSM Corporation

Cambridge Commercial RealtyColliers Turley Martin Tucker

The Collyard Group L.L.C.Commercial Partners Title, LLC

Cuningham Group Architecture, P.A.Dalbec Roofing

Exeter Realty CompanyFaegre & Benson LLP

Fantastic SamsGeneral Growth Properties, Inc.

Gray Plant MootyGreat Clips, Inc.

H.J. Development, Inc.Heitman Financial Services LLC

J.E. Dunn – North CentralJ.L. Sullivan Construction, Inc.

Jones Lang LaSalleKKE Architects, Inc.

Kraus-Anderson CompaniesLandAmerica Commercial Services

LandformLarkin Hoffman Daly & Lindgren Ltd.

LaSalle Bank N.A.M & I Bank

Madison MarquetteMesserli & Kramer, P.A.

Midwest Maintenance & Mechanical, Inc.NorthMarq Capital, Inc.

Northtown Mall/ Glimcher PropertiesOppidan, Inc.

Opus Northwest LLCPark Midwest Commercial Real Estate

Paster Enterprises, LLCRLK-Kuusisto Ltd.

RSM McGladrey, Inc.RSP Architects

Reliance Development Company, LLPRobert Muir Company

Ryan Companies US, Inc.SUPERVALU INC.Target Corporation

TCF National Bank MinnesotaTowle Financial Services

U.S. Bank United Properties

Venture Mortgage CorporationWeis Builders, Inc.

Wells Fargo Bank, N.A.Welsh Companies, LLC

Westwood Professional Services, Inc.

newsVolume 19, Number 7 July 2005

F e a t u r eA Mid-Year Marketing Checklistfor Real Estate Professionals

by Martha Capps, Capps Marketing Services

Checklist continued on page 2

Location: Hwy 10 and Round Lake Blvd,Coon Rapids

Month/Year Opened: Renovation completedby July 2005

Owner: Riverdale 2005, LLC

Managing Agent: H.J. Development, Inc.

Center Manager: Angela Hanson

Leasing Agent: Jeff Carriveau, (952) 476-9400

Architect: Pope Associates

Construction Contractor: Benson-Orth

GLA: 335,000 sf

Current Occupancy: 85%

Number of Stores: 34

Anchor Tenants: Cub Foods, Wal-Mart

Market Area Served: Coon Rapids, Anoka,Andover

Construction Style: Block and EIFS

Additional Facts: Riverdale Crossing enjoysa highly visible and accessible location. Thecenter has approximately 138,000 cars pass perday. Cub Foods and Wal-Mart have STRONGsales report out of these stores.

S n a p s h o tRiverdale Crossing

that includes marketing strategists. Theywill bring to the table data on yourpotential customer’s point of view. Theywill assist you in determining “at whatprice your customer will buy yourproduct” and the better question “whatproduct would your customer want tobuy from you – and at what price?”

2. Review your research and payattention. The role research plays fromcompany to company and project toproject is all over the spectrum. I haveknown companies who routinely spendtens of thousands of dollars on extensiveresearch only to spend tens of thousandsmore to have it analyzed by someonewho will say what they wanted to hear.

There are also organizations with verylimited budgets for research. The key, nomatter what your budget, is to find outwhat your customers are thinking. Thenact accordingly. Market research can beinvaluable…but only if it’s valued.

3. Articulate your brand. Everyone in yourorganization should be able to simplyand clearly articulate what your brand

stands for. This should be an easyexercise. If it is – give yourself an A. Ifnot, start working on it today.

What is branding? In short, it’s how youare perceived by others. The only wayto manage your brand is to outline thekey messages you want people tounderstand about your business. Then,try to convey those messages over andover again in word, image and deed. Allother things being equal, if you areconsistent about it, the resultingperception will align with what youintended to communicate.

Remember, branding is going to happenwhether the process is managed or not.The choice is only whether to approachthe brand proactively, or ignore it andlet it happen to you.

Although branding is far more than justyour visual identity and marketingcommunications – start your reviewthere. Reserve the conference room andspread out samples of all printedmaterials produced since the beginningof the year. Are they consistent in lookand tone? Is there regular internalcommunication detailing what your

brand is about? Is branding championedfrom your CEO down?

4. Market consistently. Despite your bestefforts, most individuals and mostcompanies can expect to lose some oftheir customers over time. Somecustomers go out of business. Some hirenew people into decision-making rolesand switch vendors. Some are acquiredby the competition. Smart real estatecompanies and professionals prepare forthese ebbs and flows by creating aconsistent marketing plan that reachescurrent and prospective customers. Doyou have a research driven, results-oriented marketing plan? Review it.Few people have a crystal ball that isaccurate enough to look 12 monthsahead. It may be time to rev up yourmarketing investment or to trim it back.But don’t stop. Consistent marketingpays off.

A marketing plan can only produceresults if it is implemented andmonitored throughout the year. Consideroutsourcing your marketing, you mayfind a well-directed, strategic thinkerwith a fresh approach. �

msca news 2005 www.msca-online.com2

CHECKLIST continued

Marketing Trendz and Statisticscompiled by Ferne L. Sofio, Paster Enterprises

The shopping center’s MarketingWorkplace Survey results show thatmarketers’ responsibilities go beyondtraditional duties such as special eventmanagement, sales promotion planningand advertising plans. They are involved in virtually every aspect of a center’s management.

The Marketer – Vital Stats• Age: 37 (mean age)• Gender: Female• Title: Marketing Director/Manager• Education: Bachelor’s degree or higher• Years of experience in shopping center

marketing: 8• Expected increase in compensation: 4%• Vacation time: 3 weeks• Number of years in current position: 5.4• Number of years in current center: 4.3• Number of merchants in center: 116

Budget MattersThis is how marketers allocate theirfunds, by percentage of annualmarketing budget.• Advertising 42% of budget• Promotions 24% of budget• Special Events 15% of budget• Market Research 5% of budget• Loyalty Schemes 4% of budget• Other 19% of budget

MAXI Winner Madison Marquette developed and executed a new, comprehensive corporate brandingcampaign. Following is a breakdown of the expenses:

Element Creative Printing # of Unit Per Unit CostCorporate Brochures $2,500 $15,000 5,000 $3.50Corporate Brochure Inserts $ 300 $ 2,000 2,500 $0.92Service Brochures $2,900 $19,000 5,000 each of 6 $0.73Total $5,700 $36,000 $8.34

Media MixTop 5 Vehicles

Used By Marketers• Newspaper• Radio• Network TV• Direct mail• In-mall advertising

BookmarkCheck out the top bestseller books on CD foreasy listening this summer:

1776 by David McCollough

A Summer of Faulkner (3 novels) by WilliamFaulkner

Sisterhood of the Traveling Pants by AnnBrashares

Black Rose by Nora Roberts

The Kite Runner by Khaled Hosseii

You, The Owners Manual by Michael F.Roizen

The World is Flat, A Brief History of the 21stCentury by Thomas Friedman

Freakonomics by Steven D. Levitt

Contact Deb Carlson atdcarlson@northstarpartners.net with yourreading recommendation.

2005 LEADERSHIPOFFICERS

PresidentPaul Sevenich, CCIM, Kraus-Anderson Co.

1st Vice PresidentSara Stafford, LandAmerica Commercial Services

2nd Vice PresidentJay Scott, Solomon Real Estate Group

TreasurerKen Vinje, SCSM, Kraus-Anderson Co.

SecretaryLisa L. Diehl, CCIM, Steiner Development

DIRECTORSWendy Aaserud, Madison Marquette

Brett Christofferson, Weis Builders, Inc.Gary Jackson, Retired/Consultant

Kevin Krolczyk, Dalbec Roofing, Inc.Cindy MacDonald, Kraus-Anderson Co.

Robert Pounds, SCSM, Welsh Companies, LLCMary Wawro, Ryan Companies US, Inc.

Immediate Past President Michael G. Sims, United Properties

COMMITTEE CO-CHAIRSAwards

Ronn Thomas, United PropertiesKim Meyer, Robert Muir Company

Community EnhancementWendy Aaserud, Madison Marquette

Tom Heuer, Aspen Waste Systems, Inc.

Golf Chris Hussman, Aspen Waste Systems, Inc.

Luann Sawochka, Rochon Corporation

LegislativeHoward Paster, Paster Enterprises

Todd Johnson, Steiner Development

Marketing and CommunicationsLaura Moore, United Properties

Tom McGannon, Edwards & Kelcey

MembershipCynthia Hable, Kraus-Anderson Co.

Sam Smolley, Smolley Consulting Group

NewsletterLisa L. Diehl, CCIM, Steiner Development

Ferne L. Sofio, Paster Enterprises

ProgramPeter Berrie, Faegre & Benson LLP

Tom Madsen, Benson-Orth Associates, Inc.

Retail ReportHolly Rome, CLS, Jones Lang LaSalle

Robert Pounds, SCSM, Welsh Companies, LLC

TechnologyCindy MacDonald, Kraus-Anderson Co.

Skip Melin, Colliers Turley Martin Tucker

SponsorshipNed Rukavina, United PropertiesBill McCrum, RSP Architects Ltd.

MSCA STAFFExecutive Director - Karla Keller Torp(P) 952-888-3490 (C) 952-292-2414

ktorp@msca-online.com

Associate Director - Stacey Bursing(P) 952-888-3491 (C) 952-292-2416

sbursing@msca-online.com

8120 Penn Avenue South, Suite 555Bloomington, MN 55431

(F) 952-888-0000

msca news 2005 www.msca-online.com3

Data Doctors is an award winningcomputer service and repair company,founded in 1988 by Ken Colburn. The

company is headquartered in Tempe, Arizona,and is franchising retail locations.

Data Doctors focuses on providing upscale,quality computer services in a locally owned,neighborhood store. They were identified as an“Up-and-Comer” franchise company to watchby BizAZ magazine. Data Doctors broadcasts“The Computer Corner,” and award winningcomputer help radio show via KTAR and their website. They also provide free advice to computer users around the world with aweekly newspaper Q&A column, local andnational technology television broadcasts andthe website.

Throughout the United States, they areprojecting they will have 100 locations openand operating in 17 markets and 9 states by theend of the first quarter of 2006. Data Doctorswill open its first location in Minnesota atColonial Square in Wayzata in August 2005.They have commitments on an additional 16sites in Minnesota right now. Future expansionplans call for a total of 25-30 stores in thismarket within the next 5-7 years.

Data Doctors seeks neighborhood centers inupscale communities, and they lease about1,000-1,200 sf. Sites may be submitted to theirwebsite at www.datadoctors.com. �

R i s i n g S t a rData Doctorsby Carol Ulstad, Suntide Comercial Realty

Primary Career Focus:Retail development,leasing and acquisitions

Company: IRETProperties, Inc.

Title: Vice PresidentDevelopment andLeasing

Hometown: Edina, Minnesota

Education: Bachelor of Arts, St. ThomasUniversity in Business/Finance

Family: Single

Hobbies: Golf, outdoors, soccer, hockey

Job History:(1987 – 1989) Edina Commercial (1989 – 2003) T.F. James Company (2003 – present) IRET Properties, Inc.

Very First Job: Paper boy

Dream Job: Golf pro

Secret Talent: Fly fishing

Favorite Food: Steak and seafood

MSCA Involvement: Joined one year ago

M e m b e r P r o f i l eAnthony J. Oxborough

msca news 2005 www.msca-online.com4

Search MeCheck this web site out for the newsand information source for franchising,opportunities, finance and otherpublication information.www.franchisetimes.com

● The unique specialty retailer of women’sapparel and accessories, Acorn, owned byMinneapolis based, Christopher & Banksopened their first Minnesota store on 50thand France in Edina recently.

● Baskin-Robbins, the chain famed for its31 ice cream flavors, has added its firstnon-ice cream product, a fruity blended-icebeverage called Bold Breezes.

● Congrats to Office Depot whichrecently cut the ribbon on its 1,000 store inCountryside, Illinois.

● Magnolia Home Theater, a soundproofdemonstration room offering high-endvideo and audio home-theater products,opened inside 45 Best Buy stores in 12markets last week. The concept is namedafter Seattle-based Magnolia Audio Video,a high-end retailer Best Buy bought in2000. Another concept recently opened by

Best Buy is Best Buy for Business,providing business services for smallcompanies with up to 20 employees,opened out east.

● JC Penney could be the buyer of Sak’sCarson Pirie Scott department store chain.Saks is selling Carson’s, along withBergner’s, Boston Store, Herberger’s andYounkers in order to focus on its morelucrative Saks Fifth Avenue chain.

● The National Federation of coffeeGrowers of Columbia opened its thirdsignature Juan Valdez Café in Seattlewith plans percolating to open 300 coffeebars worldwide in the next five years.

● Crate and Barrel was one of five 2005global honorees for the 2004 GlobalInnovator Award presented by theInternational Home and Housewares Showin Chicago.

● J. Crew is planning an initial publicoffering in 2006.

Around the MarketplaceRetail Tidbitsby Tim Hilger, Diversified Acquisitions, Inc.

Thanks to Mike SimsAt the monthly MSCA programs, wewill be holding drawings for referrals ofnew MSCA members.

Mike Sims was the winner of a $50 giftcertificate to 2021, the new WolfgangPuck restaurant at our June meeting.Congratulations Mike!

Thank you to all MSCA golfers and volunteers foryour help anddedication to the14th Annual GolfTournament.

In spite of theweather, witheveryone’s patienceand support, wemanaged to havefun, raise funds for agreat cause, networkand play 9 holes.

Karla and StaceyMSCA Staff

msca news 2005 www.msca-online.com5

ACI Asphalt Contractors, Inc.American Engineering Testing,

Inc.Aspen Waste Systems, Inc.Associated BankBarna, Guzy & Steffen, Ltd.BKV Group, ArchitectsBTO Development CorporationC-D Products, Inc.Chesapeake CompaniesCommercial Partners Title, LLCContinental Development

CorporationContractor Property Developers

CompanyCSM CorporationD.E. Winter & Associates, Inc.Dougherty Funding LLCEFH Realty Advisors, Inc.Erdahl Aerial PhotosExeter Realty CompanyFaegre & Benson LLPH.J. Development, L.L.P.Heritage Property Investment TrustInSite Commercial Real Estate,

Inc.Itasca Funding Group, Inc.J.E. Dunn - North CentralJ.L. Sullivan Construction, Inc.Jerry’s Enterprises, Inc.

Jones Lang LaSalleKKE Architects, Inc.L.J. Melody & CompanyLandAmerica Commercial

ServicesLandformLarkin, Hoffman, Daly &

Lindgren, Ltd.LaSalle BankM & I BankMadison MarquetteMarketplace Management, Inc.MasterMcCaffery Interests, Inc./Block eMcComb Group, Ltd.Meridian Real Estate Group, LLCMinnesota Land Advisors, LLCMinnesota RoadwaysMorcon ConstructionMuir Doran ConstructionNicollet PartnersNorthMarq Capital, Inc.Northstar Partners LLCOppidan, Inc.Opus Northwest LLCParsinen Kaplan Rosberg &

GotliebPaster EnterprisesPfeffer Company, Inc.RLK-Kuusisto Ltd.

Robert Muir Company RSM McGladrey, Inc.Shenehon CompanySuntide Commercial RealtyThe Collyard Group L.L.C.The Flanary Group, Inc.The Lindsay GroupThe Marshall GroupTowle Financial ServicesU.S. BankUnited PropertiesWeis Builders, Inc.Wells Fargo Bank, N.A.Welsh Companies, LLCWendell R. SmithWestwood Professional Services,

Inc.Winthrop & Weinstine, P.A.

S p o n s o r s2005 Golf Hole Sponsors

ACACIA Real Estate Partners, LLCACI Asphalt Contractors, Inc.Acme Comedy Co.Adolfson & Peterson ConstructionInfinity RadioAllied BlacktopArchitectural Consortium LLCArt HoldingsArthur Murray StudioAspen Waste SystemsAxel’s BonfireBarna, Guzy & Steffen, Ltd.Benson-Orth AssociatesBraden Construction, Inc.BreadsmithBrookdale CenterBurnsville CenterC.G. Rein GalleriesCafe LatteCapital Real Estate, Inc.CB Richard EllisCD WarehouseCEI Engineering Associates, Inc.Chanhassen Dinner TheatresClear Channel OutdoorContractor Property Developers

CompanyCrowne Plaza Hotel - MplsCSM Corporation

Dakota SweepingDorsey & WhitneyDSK Sound Inc. Evans MarketingExcelsior Bay Spa SalonFine Line Music CafeGabbert & Beck, Inc.GameworksGaviidae CommonGMAC Commercial MortgageGoodfellow’sGreat Clips, Inc.Guthrie TheaterHannon Security Services, Inc.Hard Rock CafeHarold BensonHaskell’sHays CompaniesHennepin Theatre TrustHilton Minneapolis/St. Paul AirportHOM FurnitureHorizon Roofing Inc.Inland Real Estate CorporationJax CaféKKE Architects, Inc.KlodtKraus-Anderson CompaniesKvasnik Photography and

Frames, Inc.

LandAmerica Commercial ServicesLilydale Tennis ClubLions TapLoucks AssociatesMajors Sports BarMcCoy’sMcGough DevelopmentMike SimsMinnesota OrchestraMinnesota Twins MSP CommunicationsNational Camera ExchangeNew ReflectionsNorthwest Athletic ClubNorthtown MallOld Log TheaterOlson General Contractors, Inc.Opus Northwest LLCOrganized AudreyPadelford Packet Boat Co.Paul SevenichReliable Snow PlowingRTM Great LakesSchultz Oudoor MaintenanceSheraton Bloomington HotelSigncraftersSleepyheadsSnips SpaSalonSonny’s Ice Cream

Southdale CenterSpecialty SystemsSt. Paul Chamber OrchestraStages Theatre CompanyStahl Construction CompanyStorganizeSun Country AirlinesSuperior Striping, Inc.The Bibelot ShopsThe Flanary Group, Inc.The Manrique Group, Wayzata

Yacht ClubThe Shoppes at Arbor LakesTheatre de la Jeune LuneTimberlodge SteakhouseTimberwolvesTime Warner CableTop Web SolutionsTreasure Island CasinoTriple EspressoTwin City GrillTwin City Outdoor Services, Inc.United PropertiesUrban AssociatesVSI Construction, Inc.Wild Mountain RecreationWireless Toyz

S p e c i a l T h a n k s Auction and Prize Donors

Online Auction Raises $2,870 for The Caring Tree!The second Caring Tree online auction, in conjunction with the MSCA Golf Tournament, successfully raised $2,870. Special thanksto Top Web Solutions for donating staff time to create and host the online auction!

Congratulations to the following Online Auction Winners!

msca news 2005 www.msca-online.com6

C o m m i t t e e P r o f i l eGolf Committee

Members:Matt Alexander, Contractor Property Developers CompanyBob Pounds, Welsh Companies, LLCPeter Armburst, United PropertiesKent Larson, Weis Builders, Inc.Steve Johnson, VSI Construction, Inc.Bill Flanary, The Flanary GroupKevin Conway, Minnesota Land Advisors, LLCNatina James, KKE ArchitectsTom Madsen, Benson-Orth AssociatesTom Moran, Olson General Contractors, Inc.

Not Pictured Members:Tom Hartwell, Morcon Construction

Co Chairs:Chris HussmanAspen Waste SystemsLuann SawochkaRochon Corporation

HUSSMAN SAWOCHKA ALEXANDER POUNDS

JOHNSON FLANARY CONWAY JAMES

ARMBURST LARSON

MADSEN MORAN

The Golf Committee, chaired by Chris Hussman and LuannSawochka, is responsible for coordinating MSCA’s highestattended event, the annual MSCA Golf Tournament. This

committee’s goals include streamlining the sign up process, increasingthe number of golfers, escalating the quality and quantity of prizes,enhancing marketing and advertising efforts and soliciting members tosponsor holes for this event. This is an excellent opportunity formembers to have fun and contribute monies through auctions andcontests to benefit The Caring Tree, founded by MSCA.

Congratulations to the Golf Committee for hosting another successfultournament and selling out the 2005 Golf Tournament! �

Tom Heuer – Digital Camera, donated byEvans Marketing

Karla Keller Torp – Spa/Salon Certificate,donated by Excelsior Bay Spa/Salon

Karla Keller Torp – Snowblower, donatedby Twin City Outdoor Services

Tom Madsen – Camp Snoopy Passes,donated by Clear Channel Outdoor

Tom Madsen – Twins Tickets, donated byUnited Properties

Natina James – Dr. Dolittle Tickets,donated by McGough

Matthew G. Mock – Acme Comedy Clubtickets, donated by Acme Comedy Club

Matthew G. Mock – Television, donatedby Schultz Oudoor Maintenance

Sara Stafford – Wild Mountain Passes,donated by Wild Mountain

Jan Goossens – Art Holdings Certificate,donated by Art Holdings

George O’Brien – Treasure Island Stay,donated by Treasure Island Resort &Casino

Paul Sevenich – Wild Tickets, donated byGreat Clips

Bob Elliott – Twins Tickets and Cooler,donated by ACI Asphalt Contractors

Bob Elliott – Timberwolves Tickets,donated by Great Clips

Bob Elliott – Twins Tickets, donated byAdolfson & Peterson Construction

Terry Siede – Grill, donated by AlliedBlacktop

Deborah Carlson – Ice Cream Party,donated by Sonny’s Ice Cream

Deborah Carlson – Galleria Certificate,donated by the Galleria

Deborah Carlson – Saints Tickets, donatedby the St. Paul Saints

Nikki Aden – Little Shop of HorrorsTickets, donated by Hennepin TheatreTrust

Emily Fitzgerald – Wine Basket, donatedby Haskell’s

Mick Thorsland – Golf Balls, donated byAspen Waste Systems

Mick Thorsland – Putter, donated byGMAC Commercial Mortgage

Elizabeth Ewens – Wine Basket, donatedby Architectural Consortium andHaskell’s

Elizabeth Ewens – Certificate toHopscotch Grill and Gameworks,donated by Hopscotch Grill andGameworks

msca news 2005 www.msca-online.com7

Volunteers - We couldn’t have done it without you!!Wendy Aaserud, Madison Marquette;Nikki Aden, Faegre & Benson; MattAlexander, Contractor PropertyDevelopers Company; Peter Armburst,United Properties; Carrie Charleston,Cambridge Commercial Realty; JennieClauson, Opus Northwest LLC; TrishRein Cowle, C. G. Rein Company;Cynthia Hable, Kraus-AndersonCompanies; Tom Hartwell, MorconConstruction; Al Hines, CBL &Associates; Tom Heuer, Aspen WasteSystems, Inc.; Chris Hussman, AspenWaste Systems, Inc.; Natina James,KKE Architects, Inc.; Steve Johnson,VSI Construction, Inc.; ShelleyKlaessy, Madison Marquette; TomMadsen, Benson-Orth Associates, Inc.;Tom Martin, Cambridge CommercialRealty; Stefanie Meyer, UnitedProperties; Tom Moran, Olson GeneralContractors, Inc.; Luann Sawochka,Rochon Corporation; Paul Sevenich,Kraus-Anderson Companies; MikeSims, United Properties; Sara Stafford,LandAmerica Commercial Services andMolly Townsend, Colliers TurleyMartin Tucker.

WINNERS Overall – Gold Course1st place – Bob Lucius, John Danen,Greg McDonald, Bud Erickson2nd place – Kim Nyberg, TonyNavarro, Kevin Dahl, David LarsenProximity – Dave ReimerLongest Putt – Andrew SmithLongest Drive (Women) – Lora GrgichLongest Drive (Men) – Tom Bobak

Overall – Platinum Course1st place – Matt Alexander, Tom Palmquist, Hans Rasmussen, Tim Thorntom2nd place – Ken Siefert, Joe Pierce, Tedd Schuster, Rick StrawnProximity – Greg NilsonLongest Putt – Terry KrieselLongest Drive (Women) – (Winner of Master’s Golf Bag Donation) Luann SawochkaLongest Drive (Men) – Dan Kealey

Sponsor Winners

Special thanks to United Properties for hosting an event that gave away 2 mountainbikes and then donated $526 to The Caring Tree. And the winners are: Molly Birdand Jack Amdal

A thank you to Westwood Professional Services for donating a custom fit driver attheir hole event. The winner is: Theresa Hart

Thank you to Weis Builders for donating a DVD Player at their hole event. Thewinner is: John Gould

We had a bit of a soggy day for the 14thannual MSCA Golf Tournament held onJune 20th. This year was our besttournament to date with 288 real estateprofessionals enjoying a day of golf (or atleast 9 holes) and networking with otherMSCA members and their clients to raisefunds for a great cause. The Caring Tree,founded by MSCA in 1993, promoteseducational success for Minnesota’s K-12students in need by ensuring that they havethe appropriate school supplies.

The Golf and Community EnhancementCommittees put a lot of time and effortinto preparations for the event and auctionitems. In addition, many volunteersoffered their time to help make the event asuccess. Park Midwest CommercialReal Estate sponsored the boxed lunchesand Messerli & Kramer sponsored thelunch beverages. Seventy companiessponsored holes, eight of which hostedraffle drawings or handed out beverages,food or goodie bags to passing golfers.

Play was a little delayed on the course dueto the lightening and strong rain, but whilewe were waiting for the storms to blowover, we had a successful silent auction,social hour and buffet. During this time,Mike Sims, 2005 Caring Tree VicePresident thanked the crowd for theirongoing support for The Caring Tree.

The Key Raffle was successful this year,raising $2,880 for a chance to win one ofthe three grand prizes: two roundtriptickets on Sun Country Airlines and a one-week stay at a condo at The Mountainside

at SilverCreek in Colorado, donated byKraus-Anderson Companies, Sun CountryAirlines and Horizon Roofing; a 23" LCDTV and DVD combo, donated by AlliedBlacktop and a $500 Shopping Spree atWoodbury Lakes, donated by OpusNorthwest LLC. The lucky winners: NeilTessier won the airline tickets and condoin Colorado, Tim Thornton won the TVand DVD combo and Kevin Krolczykwon the shopping spree to Woodbury Lakes.

All together, the putting contest, key raffle,silent auction and hole sponsor raffles raiseda total of $14,245 for The Caring Tree!

Everyone who took part in this eventshould be proud to know that theirgenerosity benefited a worthy cause.We all look forward to next year’s event being even more successful.

A special thank you goes out to all thecommittee members and volunteers whogave their time and expertise in makingthis great event possible. A job well done!

The Caring Tree…The Caring Tree promotes educationalsuccess for Minnesota’s K-12 studentsin need by ensuring that they have the appropriate school supplies. InMinnesota, there are over 110,000children who live at or below thepoverty level that cannot afford basicnecessities. The Caring Tree believesthat no child should ever have toexperience the humiliation of nothaving school supplies due to financialchallenges. On the behalf of childrenthroughout the state, The Caring Tree thanks you for supporting our cause!

Golf Tournament Recap

msca news 2005 www.msca-online.com8

Golf Scramble!September 8, 2005Silver Springs Golf Course, Monticello, MN 11:30 am registration, 12:30 pm shotgun start, 6:00pm awards & dinner

Event DetailsPartnership MembersEarly-Bird: Golf and Dinner $80.00After Aug 8: Golf and Dinner $95.00

Non-membersEarly-Bird: Golf and Dinner $95.00After Aug 8: Golf and Dinner $110.00

All Participants Dinner only $25.00

Noon lunch available at club house at your ownexpense. All Early-Bird discounts and sponsoships must be paid by Aug 8th.

Register by contacting Noel (nlabine@whe.org)at (763) 477-3086 or Jeanene (jstrum@whe.org)at (763) 477-3000 ext. 3470.

www.wrightpartnership.org

Prizes!ContestsBest Game, Hole In One, Longest Drive,Highest Score, Closest To Pin, and Longest Putt.

Prizes for several hole-in-one contests will besponsored by Winkleman ConstructionCompany and include a $5,000 cash prize,Titleist and Foot-Joy golf products, airline tickets for two in the continental us, and aRobert Trent Jones trail golf package for two.

Morrie’s Chrysler will be sponsoring a parthree hole where they will be giving prizes forgames.

Mulligan’s for sale for $10.00Must be used by person who purchased themulligan.

SponsorshipsTournament Sponsorships Available

Platinum $600Signs on 20 carts, display banner at clubhouse, name & logo on programs, tee boxpresentation, honorable mention, allowed fourplayers.

Gold $450Name and logo on programs, honorable mention, tee box presentation, allowed twoplayers.

Silver $300Name and logo on programs, tee box presentation, and allowed one player.

Tee Box Presentations (no golf)Members $75Non-members $100

Pass the Spreadsheet, PleaseEven seasoned sales professionalsoccasionally get queasy contemplating the best way to bring up business at thedinner table. Lydia Ramsey, a contributorto the Wall Street Journal and New York Times and author of Manners That Sell—Adding the Polish That Builds Profits,offers sage suggestions to transformbusiness meals into pleasurable andprofitable appointments:

Position at the table is strategic. Whenentertaining one client, sit next to him orher at the right angle rather than across thetable. With two clients, place one acrossform you and the other to your side. Ifyou sit between, you will look as if youare watching a tennis match as you followthe conversation.

As the host, you decide when to startdiscussing business. This will depend on

the time of day and how well you knowyour clients. At breakfast, time is short soget down to business quickly. At lunch,wait until you have ordered so you won’tbe interrupted. Dinner, the more socialoccasion, is a time for rapport building.Limit the business talk until after the main course.

When you have established a businessfriendship, eliminate some of the chitchat.If you’re entertaining newer clients, spendmore time getting acquainted beforelaunching into shoptalk.

Use judgement about when to get down to business, realizing if you wait too long,your clients may start to wonder why theywere invited. If you begin too early in the meal, your guests might suspect youare more interested in their money than in them. �

Top Ten OwnersThe continuing consolidation of mall companies re-shaped the annual ranking of top owners andmanagers for 2004. The 10 leadersexpanded their portfolios 20 percentfrom 2003. The growth was mainlydue to acquisitions.

Simon Property Group

General Growth Properties

Developers Diversified Realty

Kimco Realty Corporation

The Inland Real Estate Group of Co.

CBL and Associates Properties, Inc.

Macerich Company

Westfield America

New Plan Excel Realty Trust, Inc.

The Mills Corporation

msca news 2005 www.msca-online.com9

The annual 2005 ICSC SpringConvention provided foropportunities to showcase

companies to the largest gathering ofshopping center professionals in the world.Convention activities started this year withrecord attendance of 40,300 attendees and875 companies represented. The mood was upbeat, with retail real estateoutperforming other investments andconfirming it is still the darling of theinvestment world. It is an exciting,booming time with interest rates low and alarge amount of real estate changing hands.

Some of the convention highlights were:

● Online retail growth is expected tocontinue. More women than men shoponline, and the biggest sale gains areexpected in cosmetics, jewelry and perfume.

● Grocery Wars: Wal-Mart and Costcoincreased competition from warehouseretailers. Plus, the entry of ethnic, upscaleand extreme market grocery stores meansconventional chains will have to compete.

● China - Bigger Is Better: 400 new mallsopened in the last six years. Beijing boaststhe world’s largest mall with five levelsand 6 million sf. Golden Resources Mallhas more floor space than the Pentagon.

● Emerging international retail marketswas a topic of interest.

● The hottest retailers of 2005 are Apple(with average sales of $4,000 per sf),Coach, Steve & Barry’s, White House/Black Market and William-Sonomaaccording to a SCT survey of 3,126 mallmanagers and marketing directors in theUS and Canada.

● Jack Welsh, former Chairman and CEOGeneral Electric Co., spoke and expressedthe need to avoid complacency, the need tobe constantly raising the bar, the need to betough and weed out non-performers.

● Tommy Franks, former Commander inChief of US Central Command spoke. He recounted events spanning the attack on the USS Cole to the devastation of

September 11th, to wars in Afghanistanand Iraq with vivid storytelling deliveredwith wit, charm and wisdom. “Isn’tAmerica great!” he always commentedafter each story. “Indeed!!”

● Kip Tindell, CEO and President of TheContainer Store, who spoke about thenations leading retailer of storage andorganization products. He shared howpowerful the mix of the right property,people, products and passionate customerservice can delight, inspire and winfanatically loyal customers for life andhow it has landed the company at the topof the Fortune Magazines list of “100 Best Companies To Work For” for sixconsecutive years.

● ICSC with membership now exceeding55,000, proved once again that itshowcases the premier shopping center andeducational events in the world. Makeplans to attend next year!

ICSC 2005 Spring Conventionby Terry R. Smith, PRS Commercial Base Real Estate Inc.

Americans Love BarbecuingThe Hearth, Patio and BarbequeAssociation consumer attitude surveyfound the backyard grill becoming afixture in the way Americans live. Theassociation reported 14 million newbarbecue grills sold last year with 85% ofU.S. families.

60% of grill owners cook out year round,with the typical barbecuer cooking outabout once a week during July and August.The increasing popularity of outdoorheaters and chimineas make it comfortableand convenient to cook out in nearly anyclimate any time.

The top 6 reasons for grilling include:

1. Because it tastes so good2. Requires little clean up3. Easy, informal and secure way 4. Being outdoors5. Keeps the kitchen cool6. Simple personal satisfaction

Hamburgers, steak, hot dogs, and chickenbreast remain the barbecue staples but ahuge list of meats, fish, fowl, and veggiedishes are on many outdoor cookingrepertoires as outdoor cooks become moreadventuresome and skilled. The mostpopular barbecue utensils are food tongsand long-handled forks and spatulas.

4th of July 2005Consumers are once again turning red,white, and blue merchandise to helpdemonstrate their patriotism this4th of July. According to NRF 2005Independence Day Consumer Intentionsand Actions Survey, more than half ofconsumers own an American flag,64.8%, and patriotic apparel, 51%.This year 87.8% of consumers willcelebrate the July 4th holiday.Retailers can expect to see increasedtraffic over the extended weekend.

July is National IceCream MonthEach American consumes a yearlyaverage of 23.2 quarts or almost 6gallons of ice cream, ice milk,sherbet and frozen dairy productseach year with July and August beingthe highest consumption months.

The Northern Central states have thehighest per capita consumption of ice cream. Minnesota missed out.Portland, St. Louis and Seattle rise to the top.

More ice cream is sold on Sundaythan any other day of the week.

Children ages two through 12, andadults age 45 plus, eat the most icecream per person.

98% of households purchase ice cream.

2005 Event ScheduleOur monthly program meeting date isthe first Wednesday of every month.All meetings will be held at 8:00 a.m.(registration at 7:30 a.m.) at theSheraton Bloomington Hotel unlessotherwise noted or publicized beforethe program. Program topics andlocation are subject to change.

Wednesday, August 3 – Retail Focus

Tuesday, September 13 – MSCA/ICSC Retail Real Estate Forum

Wednesday, October 5 – Mall Focus

Wednesday, November 2 – RetailReport (afternoon program)

Tuesday, December 6 Year EndCeremonies/STARRSM Awards/HolidayParty Midland Hills Country Club(afternoon program)

msca news 2005 www.msca-online.com10

Bremer BankTo deliver exceptional value by providingindividualized solutions to our clients’ totalfinancial service needs.

Colliers Turley Martin TuckerCreating economic value for our clients.

Fantastic SamsTo be become the customers’ first choicein hair care by creating an exceptionalguest experience which results in verysatisfied customers that come backfrequently and recommend us to theirfamily and friends.

LandformLandform is committed to the developmentof long-lasting client relationships, thedesign of quality exterior environments,and the resolution of challenging sitesituations through technical excellence andprofessional ingenuity.

Midwest Maintenance &Mechanical, Inc.

To provide a single, comprehensive sourceof quality services to our commercial realestate customers.

Ryan Companies US, Inc.To be the developer and builder of choicefor the customers we serve.

T h a n k Y o u !Featured Corporate SponsorsCompany Visions

Press releases are printed based upon availability of spaceand relevance to the local market.

J u l yMember NewsArchitectural Consortium LLCHires LoftesnesArchitectural Consortium LLC is pleasedto announce the hiring of Brett Loftesnes.Brett brings over 16 years of retail designexperience including work on The Villageof Blaine, Silver Lake Village, ChaskaCommons and Oakdale Village.

Benson-Orth AssociatesBenson-Orth Associates recently brokeground for the new 154,487 sf office/distribution facility for Warners’ Stellian in the Great Northern Business Park in St.Paul. The project completion is scheduledfor December 2005.

Hartford Group, Inc. Hires SchmittScott J. Schmitt joins Hartford Group asthe Director of Retail Development, anewly created position in the company. Hewill be responsible for identifying retaildevelopment opportunities and managingthe development process.

CBL & Associates PropertiesCBL & Associates Properties, Inc,announced that two stores, Steve & Barry’s

University Sportswear and Dick’s SportingGoods, will open within Burnsville Centerin the space previously occupied byMervyn’s department store.

Architectural Consortium LLCConstruction is underway on the extensiverenovation of Eagan Town Center.Architectural Consortium LLC provideddesign and construction documents for thenew facades for the owner, RREEF. Workalso includes the new signage/entry featurefor Rainbow Foods. ArchitecturalConsortium designed the new prototypelook for Rainbow for multiple exteriorrenovations in the metro area.

Stahl Construction Company Stahl Construction Company was recentlychosen by Menards, Inc. to construct a new 203,000 sf Menards retail center inBuffalo, Minnesota and completion isscheduled for September 2005.

Benson-Orth AssociatesBenson-Orth recently completed exteriorand interior renovations for the 3,613 sfout parcel at Moundsview Square, a retailcenter for Paster Enterprises, that will havethree new tenants, including Caribou Coffee.

Tom Palmquist Joins RobertMuir CompanyPalmquist joins Robert Muir Company tofill the management vacancy created by thedeparture of Robert Muir Company Partnerand Managing Principal, Kelly Doran. Aveteran of nearly two decades in all areasof retail development, Palmquist hasdeveloped retail centers throughout theUpper Midwest.

American Engineering Testingchosen for highway projectAmerican Engineering Testing, Inc. is amember of the Zumbro River Constructorsteam, providing geotechnical andconstruction engineering and qualitymanagement on the new Highway 212design-build project.

Stahl Construction AwardedStahl Construction Company was awardedthe 2005 MNCREW Organization of theYear Award. MNCREW, MinnesotaCommercial Real Estate Women,recognizes one member company thatportrays outstanding involvement andsupport to MNCREW annually.

msca news 2005 www.msca-online.com11

Synopsis: On Wednesday, June 1 theMSCA and moderator KurtScepaniak of Horizon Roofing, Inc.,

welcomed Mary Jo Larson, Vice Presidentand Publisher of Franchise Timesmagazine. Franchise Times, a bi-monthlypublication distributed throughout the USand Canada, is the franchise industry’snews and information source.

Ms. Larson noted the large impactfranchising has on both the domestic andinternational economy. In 2001, there were767,000 franchise locations that generatedover $624 billion in sales and providedover 9.97 million jobs with a $229 billionpayroll. Of the top 200 franchisingsystems, 27% are operating internationally.Although food concepts are still a large

piece of the franchise industry, they aretending to be over-built in some markets.In the restaurant industry, the “fast casual”movement is still dominating the franchiseworld. However, the quick service industryis catching up and will be aggressive intheir growth. Hot, new concepts infranchising are in the areas of health/fitness, maintenance (i.e. car service), andgeneral services (spa’s, dry cleaning, childcare). In the end, service industries arelooking to “rule the day” with recentsurges in franchising efforts.

Highlights:

In 2001, franchises accounted for $12billion in sales, provided 322,000 jobs andgenerated $5 billion in payroll in the stateof Minnesota.

In 2004, it is estimated that 219 franchiseswere started in Minnesota.

Since 1980, the Small BusinessAdministration has guaranteed 56,000franchise loans worth over $15 billion.

Any concept can be franchised. Examplesinclude: DUI ignition lock service,wireless communication services, adultdating services, boxing classes, children’scooking classes, pet training, etc.

According to the “Franchise Times -Top200” release, the top 20 franchising systemsin 2003 were: McDonalds, 7-Eleven,Carlson Wagonlit Travel, KFC, Burger King,Wendy’s, Pizza Hut, Coldwell Banker RealEstate Corporation, Subway, Blockbuster,Taco Bell, Marriot, Radio Shack, HolidayInn, Domino’s Pizza, Sheraton Hotels,Century 21, Culligan International,Applebee’s, and Dunkin Donuts.

www.franchisetimes.com �

P r o g r a m R e c a pFranchise This: The Ins and Outs of Franchising

by Christopher Naumann, KKE Architects Inc.

June Presenters: Kurt Scepaniak, HorizonRoofing Inc. and Mary Jo Larson, FranichiseTimes Corp.

June Professional Showcase

Dalbec Roofing featuring Kevin Krolczyk

MSP Airport Awarded Best Concession Designby Andy McDermott, Shea, Inc.

Minneapolis-St. Paul InternationalAirport’s Northstar Crossing is a collectionof more than 75 retail shops, food courtsand restaurants. For the sixth consecutiveyear, MSP has been named the Airportwith the Best Concession Design byAirport Revenue News (ARN) Magazine.

A panel of industry experts decides thewinners among a pool of nominees andmany of this year’s judges believe thatMinneapolis has set the standard by which

other airports are measured. The ARNaward is the most recent accolade MSPhas received. In 2004, J.D. Power andAssociates named MSP the sixth best largeairport in the world and fourth best in theUnited States, based on the results of thatcompany’s traveler satisfaction survey.Also in 2004, the International AirTransport Association and Airports CouncilInternational named MSP Best Airport inthe Americas and Best Domestic Airport.

An expansion of the Northstar Crossingshops and restaurants is underway and willcontinue through 2005 and into early 2006.The following shops have recently openedand are new to MSP: Department 56, DunnBros. Coffee, Radio Road/Fly Babies andAuthors Bookstore/The Red BalloonBookshop. Restaurants scheduled to openat the airport include Axel’s Bonfire Grill,Buca di Beppo, French Meadow Bakery,Murray’s, and Rock Bottom Brewery. �

Minnesota Shopping Center Association8120 Penn Avenue South, Suite 555Bloomington, MN 55431

STARRSMAwards Call ForNominations Deadline: August 5!

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PAIDMINNEAPOLIS, MNPERMIT NO. 27334

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promotes educational success forMinnesota’s K-12 students in-need

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The Caring Tree works year-round to collect backpacks, school supplies and financial contributions to help

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www.caringtree.org

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