| "T
he mandate is simple, the execution hard: Find a new facility for your
company, and do it fast, all while staying within budget.
All sorts of questions are examined during
an expansion or relocation: Where are our customers? Is the transportation
adequate in the areas we’re looking at? Are there available, quality workers?
What kinds of incentives are offered?
Pursuing these questions is vital, but
don’t forget about the land side of the equation.
Wherever you decide to locate your company,
you have to touch down on a piece of property. It’ll be either a patch
of land with nothing on it where you will pay to construct a new building,
or an existing building that you will occupy.
Expansion Management Magazine, with the
help of data from two of the nation’s largest real estate companies, ranked
American cities on several real estate issues: rental and purchase price,
per square foot, for warehouse space; rental and purchase price, per square
foot, for downtown and suburban office space; rental price, per square
foot, for standard industrial and R&D space; vacancy rates for suburban
and downtown office and industrial space; and housing affordability.
The result is the “America’s Top 40 Real
Estate Markets” ranking on page 12.
The data comes from the National Real
Estate Index, compiled by CB Richard Ellis, and from Grubb & Ellis’
Office Market Trends and Industrial Market Trends. CB Richard Ellis is
headquartered in Los Angeles, and has 200 offices in 29 countries.
Grubb & Ellis, based in Northbrook,
Ill., has offices in 87 markets in the United States.
The company’s international headquarters
is in London.
The rankings measure two of the more important
components of real estate, price and availability — issues that firmly
hit the bottom line. Savings in rent or purchase prices can translate into
more profits, which is critical since you’re already spending money to
expand.
Availability is key because of the swift
movement of business today. Companies want to plan carefully and cover
all the bases when expanding, but they also want to be up and running as
soon as possible. A community with plenty of space for sale or rent, along
with a low cost, is going to be attractive to expanding companies.
The
Results Are In
To no one’s great surprise, most of the
cities near the top of the list are in the South and Midwest. Cities like
Oklahoma City (No. 1) , El Paso (No. 3), and Birmingham (No. 6), all offer
property at rates lower than the rest of the country, with available space
to boot.
The South, however, doesn’t have the market
cornered on good real estate news. Cities such as Philadelphia (No. 35),
Milwaukee (No. 30), Baltimore (No. 39) and Detroit (No. 40) all made the
list as well. While a company may pay more for real estate in these areas
than in, say, Oklahoma City, these cities can still offer unique advantages.
Although property prices there may not
be of the bargain basement variety, they are reasonable. And reasonable
property prices coupled with other factors such as transportation may give
you new direction in your site search.
The Greater Cincinnati, Ohio, area (No.
19), which also includes northern Kentucky, is a good example. Of course
land in the area is available at a reasonable price. But when companies
look closer, they find out the area has much more.
The Cincinnati Airport was ranked second
in the world, according to ACNielsen, in a survey of 50,000 business travelers
for customer service and friendliness, behind only Singapore. Executives
can get non-stop flights to London, Brussels, Zurich and other locations
from middle America.
In Birmingham, Ala., companies attracted
to the city by its land costs and availability will notice it is the second-largest
banking area in the South, behind only Charlotte. The auto industry has
also noticed Alabama, with Mercedes-Benz and Honda recently opening new
facilities in the state.
“We do have a quality product,” said Ted
vonCannon, president of the Metro Economic Development Board in Birmingham.
Telephone
company hooks up in Richmond
| “We
do
have
a quality
product.”
—
Ted vonCannon, president, Metro Economic Development Board, Birmingham
|
In Virginia, Richmond’s available supply
of sites, at a reasonable cost, was a major factor in Cavalier Telephone’s
decision to locate there.
Cavalier, which competes in the local
telephone market with Atlantic Bell, started in May with 60 employees and
has since grown to over 100 workers. The company plans
to employ over 200 by the end of the
year. Cavalier took a vacant
building and renovated it, spending $50
million.
“The city had a specific investment at
a specific price that met the company’s needs,” said John Woodward, marketing
manager for the city of Richmond, which ranked ninth.
In the Hampton Roads, Va., area, Norfolk
made the list at No. 15. The area’s quality of life often attracts companies,
and they find that locating a spot for their business can be affordable.
“With the areas we compete with, we stack
up very well,” said Fred Paris, vice president of marketing for the Peninsula
Alliance for Economic Development.
Low-cost
Carolina entices companies
North Carolina has long been known as
a low-cost state for businesses. Most often, low labor costs and a favorable
tax structure steal the headlines. But cities across the state are using
another marketing tool — available real estate at a reasonable price.
North Carolina cities in the Top 40 are
Greensboro/Winston-Salem (No. 5), Raleigh-Durham (No. 24) and Charlotte
(No. 28).
“You must have a product to sell, a place
to do business,” said Bob Leak Jr., president of Winston-Salem Business
Inc. “Incentives and tax rates are all important, but a business must still
be able to find a place to conduct their operations.”
The low cost of real estate allows locations
in North Carolina to concentrate on other factors in a company’s decision.
“Let’s put it this way: No one has ever
not come because of a real estate problem,” said Mark Heath, president
of the Carolinas Partnership, which covers 15 counties and includes the
city of Charlotte. “It’s part of the overall cost of doing business, which
we push hard.”
Scattered
hot spots
| “Incentives
can offer short-term cost breaks,
but real estate is a
long-term
cost saving
measure. The
incentive
may disappear
after a number of years, but the piece of ground is always with you.”
—
Clarence Hulse, senior development manager, St. Petersburg/Clearwater Area
Economic Development Agency
|
Companies are moving to San Antonio (No.
13) for a variety of reasons, with lower operating costs being one factor.
Mario Hernandez, president of the San Antonio Economic Development Foundation,
pointed out that the city’s cost of doing business is 7 percent below the
national average.
“We’re competitive with anyone on real
estate prices,” he said.
In Tampa (No. 23), the city recognized
the need to have a supply of facilities for prospective companies. Several
old malls in Tampa have been converted into office space. GE now employs
700 people at a customer service center in a former shopping center.
New office space is also popping up, with
build-to-suit projects especially popular in the area.
Milwaukee, at No. 30, is welcoming a 160,000
square foot Alterra Health Care Corp. headquarters building in the Milwaukee
County Research Park. Alterra’s facility is the largest corporate headquarters
facility in the Milwaukee area in the last decade, said Guy Mascari, director
of development for the park.
The park, a 175-acre project, has three
occupied buildings and two under construction.
“We’re looking for technology companies,”
Mascari said. “The main attraction for technology-based companies is other
technology-based companies. You get clusters of these types of operations.”
Haste
Makes Waste
While availability can benefit your company
by fostering a quick move, don’t race ahead blindly.
Selecting the right site for a relocation
or expansion isn’t like getting new office furniture. This is a decision
that is one of the biggest your company will ever make. You won’t likely
get a do-over if things don’t work out.
Balancing the need for good planning
with the desire to get going quickly is tricky, but it can be done.
“I’m a firm believer in the more time
you have to plan, the better, period,” said Tom McCarthy, senior vice president
with Staubach and Co., a real estate firm based in Dallas, Texas. “If you
are talking about a greenfield site, I think you should give yourself a
year for all the necessary infrastructure improvements, then 90-120 days
to design and then five months to build. All told, it’s close to a two-year
process.”
While two years may sound like an eternity
if you are expanding, wise use of that time can pay off in the long run.
“You have an opportunity to look at the
entire market,” said McCarthy. “In terms of incentives, abatements and
also time to generate competition ... within a given city or multiple cities
or states.”
John F. Anderson, who runs his own consulting
company in Los Angeles, is no stranger to locating real estate. For 11
years he worked as vice president of real estate for FOX, the media and
entertainment giant. Anderson has helped acquire real estate in all corners
of the globe, and he agreed that time is critical to any decision.
“You have to understand a corporation’s
schedule,” said Anderson. “Is it purely an investigative approach, a limited
schedule or unlimited? There’s a lot of difference among those op-tions.
I always ask, ‘Do you want this right this second.’”
If a company is not working on a strict
timetable, it can usually negotiate a better deal.
No need to reveal everything. While
your company may know exactly why it wants to expand or relocate, it’s
not necessary to share that with everyone you meet. Your sole purpose in
moving may be to reduce operating costs, and real estate may be a way to
do that.
“I don’t try to figure out the decision-making
process of a corporation,” said Anderson. “Nor am I going to think for
the client. I can provide them with information, but they have to know
what they want to do.”
A company’s long-term goals can dictate
whether it will buy or lease, or the types of incentives a company can
realistically scout around for in prospective sites.
“I just try to work within the parameters
the company gives me,” said Anderson.”
As examples, Anderson pointed to Rockwell
and Lockheed Martin. Both companies relocated their headquarters because
of real estate incentives available on new property.
Savings
for the long haul
With so many local governments offering
incentives to prospective businesses, how can you differentiate among the
crowd? Real estate is one way.
A job growth tax credit may be nice to
begin with, but will your company be viable in this location, 15 or 20
years down the road?
“Companies are looking at the bottom
line,” said Clarence Hulse, senior development manager for the St. Petersburg/Clearwater
Area Economic Development Agency in Florida. “Incentives can offer short-term
cost breaks, but real estate is a long-term cost saving measure. The incentive
may disappear after a number of years, but the piece of ground is always
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