Hanley Wood Multifamily Group: How to Sell to the Multifamily Market

[object Object],[object Object],[object Object],D EVELOPER Land and Communities M ULTIFAMILY E XECUTIVE Operational Excellence A PARTMENT F INANCE T ODAY Access to Capital A FFORDABLE H OUSING F INANCE 100% Affordable

Market INTENSE DEMAND ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Market LONG-TERM DEMAND ,[object Object],Echo Boom Baby Boom Births (millions) Source: National Center for Health Statistics

DEMOGRAPHIC SHIFTS OVER THE NEXT 10 YEARS FAVOR MULTIFAMILY DEVELOPMENT Multifamily Trends Source: U.S. Census Bureau Projected total population growth rate by age, 2008–2018 Apartments and condos: single and roommate rentals; entry-level and move-up condos Apartments and condos: move-down / downsizing and lifestyle product Senior living 20 – 24 25 – 29 30 – 34 35 – 39 40 – 44 45 – 49 50 – 54 55 – 59 60 – 64 65 – 69 70 – 74 75 – 79 80 – 84 85+

Market LIMITED SUPPLY ,[object Object],[object Object],[object Object],[object Object],[object Object]

Market DEMAND + LIMITED SUPPLY = OPTIMISM Planning activity is up despite financing turmoil ,[object Object],[object Object],[object Object],Three-month Rolling Average Units (Thousands) Source: PPR / Reed ConstructionTrak

THE OPPORTUNITY DECADE ,[object Object],[object Object],The rental market represents ⅓ of all housing… it is big, fragmented and demands strategic thinking ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],How are you going to cover this market?

OPPORTUNITY NOW ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

COMPETITIVE PRESSURES FORCE MULTIFAMILY EXECUTIVES TO BE MORE CREATIVE-AND MORE SOPHISTICATED-THAN EVER BEFORE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

OWNERS AND DEVELOPERS INVEST UP FRONT TO REDUCE COSTS DOWN THE ROAD ,[object Object],[object Object],[object Object]

Source: READEX Research, M ULTIFAMILY E XECUTIVE, Reader Profile Study, 2003 Action and Intelligence MULTIFAMILY BUYERS ARE MOTIVATED BY DIFFERENT FACTORS THAN THEIR SINGLE-FAMILY COUNTERPARTS Bringing units to code Standard procedure at property age Product quality upgrade General modernization Property value increase Ability to increase rents Making property competitive in the market

IT’S A PROFESSIONAL BUYING TEAM ,[object Object],[object Object],LINCOLN PROPERTY COMPANY Richard Rose , Regional Vice President of Development 170K Units Developed, 101K Units Managed, 48K Units Owned

DECISION MAKING PROCESS FOR NEW CONSTRUCTION ,[object Object],26% say that a General Contractor makes those decisions 60% of readers make the decisions with the help of someone else at their firm (team decision)

DECISION MAKING PROCESS FOR RENOVATION / REMODELING PROJECTS ,[object Object],13% say that a General Contractor makes those decisions 60% of readers make the decisions with the help of someone else at their firm (team decision)

DECISIONS ARE MADE EARLY IN THE PROCESS ,[object Object],[object Object],[object Object],[object Object]

DECISION-MAKERS AREN’T BEING CALLED ON ,[object Object],[object Object],[object Object]

HOW DO YOU BECOME NUMBER ONE IN THE MULTIFAMILY MARKET? ,[object Object],Understand the unique reasons why building products are specified by multifamily professionals Develop a strategic sales and marketing approach to reach owners, developers, and general contractors

HANLEY WOOD COVERS THE MARKET ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

HANLEY WOOD COVERS THE MARKET ,[object Object],[object Object],[object Object],[object Object],Operational Best Practices Strategies for Accessing and Deploying Capital Production and Preservation of Affordable Housing Building Successful Sustainable Communities We have access to reach key decision makers in this market and a variety of ways to touch and surround them

HOW ARE WE DIFFERENT? ,[object Object],[object Object],[object Object]

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Hanley Wood Multifamily Group: How to Sell to the Multifamily Market

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Hanley Wood Multifamily Group: How to Sell to the Multifamily Market