Colliers International Finlandin asiakastilaisuus 17.4.2018 Hotel Kämpissä. Puhujina Chris McLernon (CEO, EMEA) ja Damian Harrington (Head of EMEA Research). Esitysmateriaali tilaisuudesta.

1. Colliers International Finlandin Aamiaistilaisuus
Tiistaina 17.4.2018 klo 8.30 - 10.00
Tervetuloa!

3. The Colliers International Advantage
CEO EMEA – Chris McLernon
April 17 2018 – Helsinki Finland

4. Confidential – Colliers International 2018
Celebrating –
The Beginning of
a New Chapter
4
+

5. 1.
1. Who is Colliers?
2. Colliers Advantage – Benefits to Clients
3. Colliers Commitment to Service

6. Confidential – Colliers International 20186
Who is
Colliers International?

7. Confidential – Colliers International 2018
The Colliers Difference – Who is Colliers Video
7

8. Confidential – Colliers International 2018
Colliers International Group Inc.
Global leader in commercial real estate services
8
Top-tier global
brand and
platform with full
range of services
$2.6
16,000+
69
72,000
$105
2
billion in Revenue
employees
countries
Lease and Sale Transactions
billion in transaction value
billion square feet managed

9. Confidential – Colliers International 2018
Our Brand Promise
9
TO OUR INDUSTRY
We lead the industry in everything - by
being different, we are recognised as
setting the standard within our industry.
Accelerating Success
TO OUR EMPLOYEES
(current and future)
Join, actively participate and
together we will win faster.
TO OUR CLIENTS
(current and future)
Select us, share your strategy so we
understand where you want to go and
we (the team) will get you there faster
than anyone else.

10. Confidential – Colliers International 2018
Our Values
10
EXPERTISE
SERVICE COMMUNITY
FUN

11. Confidential – Colliers International 2018
The strength of our brand
11
Passionate
Inquisitive
Sincere
Genuine
Entrepreneurial
Dynamic
Integrity
Service
Fun
Partnership Innovation
Expertise
BRAND ESSENCE
Enterprising
BRAND VALUES
PERSONALITY
Community
Global
Successful

12. Confidential – Colliers International 2018
Mission Statement
12
We are Enterprising. We are the advisor of
choice for many of the world’s most innovative
and successful companies. Colliers is the place
where creative and entrepreneurial people with
high integrity choose to make a difference.
We are experts delivering memorable service
wherever our clients choose to do business.

13. Confidential – Colliers International 2018
Enterprising History
13
1898
1976
2004
2010
2013
1997
2012
A new company
in a new city
The Colliers brand
begins
A strong capital
partner
Refreshed and
powerful brand
Reaching new
heights
Global Expansion throughout Asia, the Americas,
Europe and Latin America $1.5 million in 1977 to
$2 billion in 2012
2015
Top 3 Global
CRE Firm
Colliers goes
Public
3 2
1

14. Confidential – Colliers International 2018
Nasdaq Listing – CIGI – June 1, 2015
14

15. Confidential – Colliers International 2018
Colliers – Leadership – Flat Structure
15
Jay Hennick
CEO
Dylan Taylor
Global President
and COO
John Kenny
ANZ
David Hand
Asia
David Bowden
Canada
Martin Pupil
USA
Ed Alegre
Latam
Chris McLernon
EMEA
COUNTRY CEO’s and MD’S
REGIONAL CEO’S
John Frederickson
Global CFO

16. Confidential – Colliers International 201816

17. Confidential – Colliers International 2018
Compelling Growth Prospects – Double by 2020
Balanced growth strategy
17
Internal Growth
Leverage “Colliers
International” Brand to
Expand Market Share
Leverage Industry
Recognized Culture to
Attract, Develop and
Retain Top Talent
Execute on Robust
Pipeline of
Acquisitions and
Extend Service Lines
Acquisitions

18. Confidential – Colliers International 2018
Colliers Service Offering
18
Integrated
Platform
Asset
Types
Landlord
Representation
Corporate
Solutions
Tenant
representation
Capital Markets
& Investment
Services
Project
Management
Real Estate
Management
Services
Valuation &
Advisory
Services
Office RetailIndustrial Hotel Healthcare Residential –
Multi-Family
Speciality Land

19. Confidential – Colliers International 2018
Investor Clients – Representative Clients
19

20. Confidential – Colliers International 2018
Occupier Clients
By Industry | Representative Clients
20
Basic Materials Financial Services
Conglomerates Life Sciences & Healthcare Technology & Telcoms
Consumer Goods Industrial Goods Retail
Logistics Automotive

21. Example Projects

22. Confidential – Colliers International 2018
Top-Deal | Evolution Tower ( Sale to a User)
22
Evolution Tower
Moscow City, Moscow
SELLER
Local Develper – City Place
BUYER
Transneft – State Oil Company
VOLUME
$1 Billion USD
AREA
148,000M2

23. Confidential – Colliers International 2018
Top-Deal | Airport (I&L Investment)
23
Airport Oberpaffenhofen
Weßling / München
SELLER
Airbus RE
VOLUME
Approx. 85 mio. €
AREA
2,760,000 sqm
Rentable space 135,200
46 Buildings, 26 Tenants
Annual rent: 7,8 mio. €
Occupancy 83%

24. Confidential – Colliers International 2018
Top-Deal | Tchibo (I&L Letting)
24
Tchibo
Cheb, Czech Republic
TENANT
Tchibo AG
DEVELOPER
Panattoni
AREA
112,000 sqm
FEE
850,000 €

25. Confidential – Colliers International 2018
Top-Deal | Allianz (Office Letting & Investment)
25
Allianz
Berlin
TENANT
Allianz AG
AREA
57,000 sqm
Occupancy rate 93%
SELLER
CORPUS SIREO/Swiss live
DEVOPLER
FOM

26. Confidential – Colliers International 2018
Top Deal - Propertize B.V.
26
The Netherlands
€4.7 billion outstanding
loan book
VENDOR
Stichting administratiekantoor
beheer financiële instellingen
(“NLFI”)
BUYER
JP Morgan
SERVICES
Buyer Representation

27. Confidential – Colliers International 2018
Top Deal - Principal Place
27
London, UK
€441 million
VENDOR
Brookfield Property Partners
BUYER
Enpam and Antirion (Italy)
SERVICES
Buyer Representation

28. Confidential – Colliers International 2018
Top Deal - Canalejas
28
€760 million
50% of the shares of the
holding vehicle
VENDOR
OHLD
BUYER
Canadian Investor Mark Scheinberg
SERVICES
Seller Representation

29. Confidential – Colliers International 2018
Top Deal - 69 Boulevard Haussmann
29
Paris, France
€128 million, 3.25%
VENDOR
ICADE (France)
BUYER
LaSalle IM / Aviva Investors
SERVICES
Seller Representation

30. Confidential – Colliers International 2018
Top Deal - Q22 Tower
30
Warsaw, Poland
€275 million, 5.35%
VENDOR
Echo Investments SA (South Africa)
BUYER
Invesco (US)
SERVICES
Buyer Representation

31. Confidential – Colliers International 2018
Top Deal – Hotel - Holiday Inn, The Netherlands
31
The Holiday Inn Leiden has been sold to
a group of Chinese investors. This is the
first hotel in the Netherlands for the
Chinese investors. Colliers International
Hotels acted on behalf of the seller
during this transaction.

32. Confidential – Colliers International 2018
Top Deal – Specialty - LHR Homes Group, UK
32
UK
£70 million
VENDOR
LHR Homes Group
PORTFOLIO
13 Properties
SERVICES
Seller Representation

33. Confidential – Colliers International 2018
Top Deal – Morocco Tower Project Management
33
Rabat, Morocco
€300 million
Client
BMCE Bank
SERVICES
Lead Project Manager

34. Colliers Advantage - Benefits to Clients

35. Confidential – Colliers International 2018
Colliers Advantage – Client Benefits
35
Leadership – Jeppe
& PeterColliers Logo
New Services
Thought Leadership
Innovation – Colliers Prop Tech
Accelerator
Access to Regional and Global
Client
Access to New Tools
10 Pan EMEA Business Teams
Specialized Experts
Global Platform - Best Practices Import & Export Capital

36. Confidential – Colliers International 2018
A Rich Platform of Tools
36
COLLIER HUB EMEA MARKET RESEARCH COLLIERS 360 BUSINESS DEVELOPMENT CENTRE OFFICE EXPTER
COLLIERS UNIVERSITY COLLIERS REFERRALS MICROSOFT LYNC SOCIAL MEDIA TOOLKIT PORTFOLIO EXPERT

37. Confidential – Colliers International 201737
1. Real-time integration of disparate
databases and spreadsheets
2. Configuration of custom KPIs
3. Secure Access to Real Time Data
4. Available on any web-enabled device
Integrated Architecture
&
Portal
Output
1. Client Portal
2. Project Tracking
3. Client Specific Dashboards
4. Market & Porfolio Knowledge into
Savings
Portfolio Management
Colliers360 for optimizing potential – benchmarking

38. Confidential – Colliers International 201738
Colliers 360 – Process
Quick Access + the Visualization of Data

39. Confidential – Colliers International 201739
Colliers 360 – Clients

40. Confidential – Colliers International 2018
Colliers.com
40

41. Confidential – Colliers International 2018
Customer Relationship Management (CRM) System
41

42. Confidential – Colliers International 2018
Colliers
Hub

43. Confidential – Colliers International 2018
16,000 Experts Globally - Colliers Hub
43

44. 44
proptech.colliers.com

45. 189
Techstars
employees in
18
Countries
1.2K+
Companies
Funded
130+
Exits by M&A
$300M+
Capital Under
Management
60+
Techstars Corporate
Innovation Partners
$12B+
Venture Capital
Market Cap
45
TECHSTARS BY THE NUMBERS

46. 46
We help our Corporate Innovation
Partners connect with the World’s
Most Talented Entrepreneurs
EXPERIENCE
Injecting startup energy into
corporate culture
Accelerate corporate
innovation objectives,
strategies, and processes
Helping corporations see
the future of technology
through the lens of
entrepreneurs
TECHSTARS CORPORATE
INNOVATION PARTNERSHIPS
Expanding M&A pipelines

47. Confidential – Colliers International 2018
Top 30 Global Cities – Investment Volumes
47

48. Confidential – Colliers International 2018
Capital Flows – 2017
48

49. Confidential – Colliers International 201849
Client Referrals
& Cross Selling

50. Confidential – Colliers International 2018
The Key Question !
50
How else can we
help you?
Cross
Selling
Culture

51. Colliers Commitment to Service

52. Confidential – Colliers International 2018
In short…
Service excellence
is a global strategic
initiative to differentiate
Colliers from the
competition.
52

53. Confidential – Colliers International 2018
Beyond Philosophy/London Business School Survey
95% of business leaders see
customer experience as the new
competitive battleground.
80% of companies are trying to
differentiate based on customer
experience.
Service as a Competitive Strategy
53
Forrester Research – North America

54. Confidential – Colliers International 2018
Source: Bain/EIU
Customer Led
Growth Study
80% 8%
% of companies
whose customers
actually agree
% of companies who
believe they provide
a superior customer
experience
Perception vs Performance Gap
54

55. Confidential – Colliers International 2018
+
COGNITIVE EMOTIONAL
Commercial outcome –
delivery of superior
economic value
Research shows
that as much as
50% of the total
customer
experience is
about emotions.
Source: Bain/EIU Customer Led Growth Study
How the experience
made me “feel”
Definition and Framework
55

56. Confidential – Colliers International 2018
Neutral
Energy
Neutral
Energy
Positive Energy
Negative Energy
Definition and Framework
56
“Service excellence is
an experience that
exceeds customer
expectations and
transforms the client
into an active promoter.”
Gerald Clerx – Bridging the Gap

57. Confidential – Colliers International 2018
• Creates “promoters:” loyalty
• Good profits
• Repeat clients
• Sustainable relationships and growth
Companies with the highest client loyalty typically grow
revenue at twice the rate of competitors.
A 12-point increase in NPS results in a doubling
the rate of growth.
Measuring Customer Feedback
57
(Source: Bain and Co.)

58. Confidential – Colliers International 2018
*Net Promoter is a registered trademark of Satmetrix Systems, Inc., Bain & Company and Fred Reichheld
The Ultimate Question:
Would you recommend….?
Net Promoter ® - Measure of Loyalty
NPS (%) = % Promoters - % Detractors
58

59. Confidential – Colliers International 2018
Clients Propensity to Recommend Colliers to Others
59
62%
78%
69% 70%
62%
53% 50%
EMEA NPS

60. Confidential – Colliers International 2018
The strength of our brand
60
WHO
WHAT
HOW
WHY
We are enterprising:
We accelerate success and
Create memorable experiences
To provide the best service experience.

61. Confidential – Colliers International 2018
Colliers Finland – The Future is Bright
61

62. Future Trends in European Property Management
Damian Harrington, MRICS
Director : Head of EMEA Research

63. Confidential – Colliers International 2018
Context
“We are in a long cycle, not boom or bust.
The key to the next few years is to
expand horizons: by market and
property type….
… better understanding future use/needs and
improving the utilisation of real estate will
be key to enabling returns”

64. Confidential – Colliers International 2018
Key Factors for REIM
Proptech =
Real estate ‘fracking’
Real estate
no longer a bond,
it’s a business
Better servicing the
customer/ occupier
experience (productivity)
Flexibility of use/
creative approach
vital

65. Confidential – Colliers International 2018
Modern CRE: Re-thinking form & function
Offices
Resi
Hotels
Retail &
Leisure
Industrial
Global supply chain integration
Destination concepts
Mixed use experiential shopping
Flexible & serviced offices
Live / work formats + Gyms, health services
Tech and intellectual property
Business incubators
Mixed-use, city-living
Senior & Student Housing
Urban Logistics
A diverse retail offer: goods and
experience
Modern, transport & IT infra
Affordable choices
Experience-driven: Budget
to Luxury Brands
Airbnb
Flexible tenure

66. Confidential – Colliers International 2018
Offices: Three Key Factors
is ColliersUK IMS ‘brand offer’
Millennials entering
the workforce
Tech / Prof services pushing the
boundaries – collaboration/
activity-based open-space
Competition from
flex/serviced office
providers

67. Confidential – Colliers International 2018
Offices: “Work-life”
*Recent survey – work-life balance No.1

68. Confidential – Colliers International 2018
Offices: “Work-life” Layout/facilities
Modern/efficient
reception areas
Smart lockers for
delivery services, not just
packages (e.g. dry cleaning)
Cycling & shower
facilities a must

69. Confidential – Colliers International 2018
Offices: “Work-life” Engagement/utilisation
Recent survey – work-life balance No.1
Poll your community – what do they want?
Lunch/restaurant
deals (and delivery)
Hosting events on vacant
floors
Re-fitting empty
floors/basements for ‘lifestyle’
users

70. Confidential – Colliers International 2018
Offices: “Work-life” technology
 Fibre-optic essential (not 6 months later)
 Superfast broadband
+ back-up mobile tower option
 No wifi passwords in reception –
what is the point?
 QR-codes for electronic access
(<reception bottle-necks)
 Sensors: Major improvement on ‘passive’ BMS –
cost over-runs on utilities

71. Confidential – Colliers International 2018
Building: Adoption of ‘Proptech’
Usage range:
 Utility efficiency/cost over-runs (BMS) to M&E contractor response times; cleaning schedules
 Also monitoring desk usage; assess quiet space desks/areas – and alert staff
 Ultimately could monitor air quality; currently v. expensive (“Pandora’s box”?)

72. Confidential – Colliers International 2018
Who pays for all this?
Landlords
reticent to adjust
service charge caps
Tenants
far more willing to pay
(than you may think)
Service charge
impact

73. Confidential – Colliers International 2018
Retail isn’t dead, it’s evolving (‘Show-rooming’)

74. Confidential – Colliers International 2018
Add slide 59 from amcons conference
Proptech = real estate ‘fracking’

75. Confidential – Colliers International 2018
Proptech: REMS ‘specific’

76. Confidential – Colliers International 2018
Summary
What a tenant wants, landlords need so
developers must build……
..and asset/property managers must provide.
1. What is the value & to whom?
2. Is it sustainable/ cost effective?
3. Is it simple to adopt/adapt?

77. Confidential – Colliers International 2018
Offices: Generational shifts in the workforce

78. Confidential – Colliers International 2018
Technological Adoption/Fragmentation
Space must be:
1. Up-to-date
2. Flexible
3. Modern

80. Confidential – Colliers International 2018
Offices: “Work-life”
Recent survey – work-life balance No.1

81. Confidential – Colliers International 2018
Business Sectors
Offices Retail Logistics
Hotel Leisure Residential

82. Confidential – Colliers International 2018
CMS

83. Confidential – Colliers International 2018
Sensor

84. Confidential – Colliers International 2018
Sensor

85. Confidential – Colliers International 2018
Gen Y

86. Colliers International Finlandin Aamiaistilaisuus
Tiistaina 17.4.2018 klo 8.30 - 10.00
Kiitos!