2. The Outlet Resource Group (TORG) is a global
alliance of experts focused on the acquisition,
management, marketing and leasing of outlet and
mixed-use destinations around the world. TORG
works with owners and developers to strategically
reposition underperforming assets, maximize the
performance of existing centers, develop new outlet
center destinations and provide professional
guidance on retail expansion.
3. TORG is the only global alliance of experts with a truly comprehensive approach to outlets.
Our deep experience and understanding of the outlet industry’s every facet — including
advisory services, finance, leasing, marketing and more — help us deliver informed,
integrated solutions. Our knowledge spans international retail expertise to development and
asset management, for a truly unparalleled group of experts wholly focused on maximizing
stakeholder value.
Powered by the vision and experience of principals Lisa Wagner and David Hinkle, TORG
aspires to create the world’s best outlet centers from the ground up, using our best-in-class
advisory group of experienced and innovative experts, backed by best practices and
industry standards, to give value to investors, retailer partners and shoppers.
Each discipline can be applied independently, but the best results occur when marketing
and leasing are deployed together. TORG uniquely offers in-house marketing and leasing
services through a fully integrated, customer-focused, value-adding team structure.
4. Our leasing approach is highly strategic and relationship-based — from securing new brands to ensuring tenant growth and
retention. By combining comprehensive, professional merchandising mix strategy and leasing services with unparalleled industry
relationships, we deliver optimal results for both developers and tenants.
LEASING
Comprehensive Leasing Services
OUR LEASING SERVICES
Thorough Assessment &
Exclusive Selection
End-to-End Leasing
Process
Best-in-Class Property
Representation
• Aggressive terms for
development entity
• Merchandising mix strategy
• Industry best practice lease terms
and provisions
• Input on architectural
specifics/financial terms
• Presentation of project/center
to tenants
• Tenant negotiation
• Creation of Letters of Intent (LOIs)
• Creation of Lease Outlet Drawings
(LODs)
• Coordination with attorneys on
final lease
• Regular reporting on leasing
progress
• Monitoring of lease expirations
and renewals
• Representing project at industry
conventions and events
5. With expertise in outlet positioning and marketing, TORG envisions and builds high-level strategies to determine the unique selling
proposition of each project and works to execute these strategies into marketing plans for both B2B and B2C campaigns.
We understand omni-channel retailing and work to connect as many components as possible to ensure that marketing elements
work in concert with each other.
MARKETING
Experts In Strategic Marketing
Channels
Media
• Traditional
• Broadcast
• Print
• Out of Home
• Direct
• New
• Digital
• Social
• Mobile
• On Line / Electronic
• Websites
• Apps
• E-Blasts
Events & PR
• Live retail events
• Product launches
• Grand openings
• Sales-driving promotional
experiences
• Festivals
• Launch parties
• Media coverage
• Strategic alliances
Relationships
• Collaborative
initiatives with brands
and retailers
• Retail, dining and
entertainment
connections
• Promotional
partnerships
Growth & Benefits
• New brand expansion
• Combined advertising,
public relations and
promotional strategies
• Customer loyalty
programs
OUR MARKETING ELEMENTS
6. From research and design to zoning and entitlement, we work closely with development partners and clients to add value to
existing, under-performing and new assets through a comprehensive consultation process.
DEVELOPMENT CONSULTATION
Solid Experience, Insightful Strategy
Combining our industry knowledge with information about market nuances and quirks, we conduct thorough custom
feasibility assessments.
FEASIBILITY ASSESSMENTS
Insights Through Research and Expertise
Research
• Audience identification
• Location-specific, in-depth
market research study
• Peer sentiment analysis
• Competitive analysis (both
full retail & outlet)
Architecture &
Design
• Optimal outlet center
layout and design
• Scope of potential
renovations
• In-person client meetings
Planning
& Modeling
• Leasing plan and
schedule
• Financial model(s) and
pro-forma(s)
Operating marketing
budgets
• Marketing plan
development and
implementation
Reporting &
Presentation
• Detailed report of findings
and recommendations
• In-person presentations
• Regular status reports
OUR FEASIBILITY PROCESS
Research
• Primary & secondary
market research
• Site selection
• Financial modeling
Architecture & Design
• Land use and planning
• Design consultation
Planning & Modeling
• Construction
management
• Tenant coordination
• Public/private
partnership structures
• Zoning and approvals
OUR DEVELOPMENT EXPERTISE
7. Through a partnership with Singerman Real Estate, LLC, TORG is equipped to acquire and finance outlet centers. This partnership
allows TORG to invest in projects, assist with recapitalization strategies and provide financial expertise to clients.
TORG has the right combination of skills, expertise and access to investment capital to retrieve value that may be currently out of
reach. Whatever the challenge, we have processes and resources to tackle it.
ACQUISITION
Release Locked-Up Value In Assets
Our financial partners take pride in applying creative approaches to overcoming financial challenges. With an eye for detail, we
unearth opportunities that others miss and unlock value for all stakeholders.
With our strong top-tier private equity relationships, financial acumen and wealth of resources, TORG is more equipped than ever
to create value in outlet projects.
Taking creative
approaches to
overcome financial
challenges
Using our wealth
of resources and
experience
Applying financial
creditability
Utilizing strong
top-tier private
equity relationships
Unlocking value
for all stakeholders
OUR ACQUISITION STRATEGY
8. INTERNATIONAL OUTLET
PIONEERS & PRACTITIONERS
A World-Class Network
65Outlet Centers
Around the World
27 MILLION
Square Feet of Retail
TORG is the only truly integrated, international alliance of outlet experts. Principal
Lisa Wagner helped found two successful European outlet development companies
and maintains a high international profile that gives our team critical experience and
contacts in international travel tourism. Our team is multi-national and multi-lingual
and bridges cultural gaps to invite customers around the world to the
outlet experience.
• TORG principals have opened more than 65 outlet centers around the world
• TORG team members have leased in excess of 27 million square feet of retail
• TORG’s international experts are fluent in English, Japanese, Mandarin, Cantonese,
Italian, Spanish and Arabic
Our Global Experience
9. As outlet industry veterans, we have built stalwart personal relationships with the
industry’s most valued brands. Our history of value delivery, mutual trust and
partnerships forms a solid foundation for these relationships with American,
European and specialty brands.
On both sides of the Atlantic, we have team members who are proficient in
tenant representation, site negotiation and expansion strategies. Our American
team has formed tenant leases in 48 of the 50 US states and is well-versed in
deal terms, location specifics and opportunity markets. Our European team
holds comprehensive knowledge of outlet opportunities in established and
emerging markets. Our teams seamlessly guide brands and retailers to expand
in traditional retail locations, within wholesale and ‘store in store’ environments
and in outlet centers.
PREMIUM BRAND
MIGRATION & GLOBAL
REPRESENTATION
10. TORG professionally represents outlet retailers in the identification and refinement of their store portfolios. We also provide access and
insights into market information, comparative metrics and sales performance that are critical to making equitable and profitable deals.
Whether it’s a single lease, regional expertise or national representation, TORG can provide retail tenants with straightforward and sound
advice.
TENANT REPRESENTATION
Now Trending: Brand Migration and Expansion
SPECIFICALLY, TORG IS FULLY EQUIPPED TO:
Identify and assess locations that comply
with brand/retailer criteria
Select space within centers of the
appropriate size and location
Negotiate lease terms
Coordinate with legal, operations, architects/
store planners and tenant coordination
Oversee lease execution
Monitor store delivery
Manage lease inventory including
renewals and expirations
Provide robust reporting
11. Powered by the dual vision and experience of principals Lisa Wagner and David
Hinkle, TORG has assembled a deeply experienced team to deliver on its
mission to clients. Our depth and breadth of outlet experience is truly
unmatched in the industry — equipping us with a 360-degree vantage point,
which we activate and leverage to deliver value to our clients.
THE TEAM
12. Lisa brings 25 years of domestic and international outlet experience to TORG. She applies a global perspective to outlet center
development, including site identification, feasibility assessment, business and strategic planning and marketing strategy to maximize
asset value and investor returns. Lisa has overseen the grand opening and/or marketing of more than 50 centers around the world.
Lisa began her career in the industry in 1988 as Vice President and Director of Marketing for McArthur Glen Group, where she was an
active participant in the company’s development program while creating and implementing marketing programs for the company’s
portfolio. Her role expanded to encompass both corporate and consumer marketing as the company grew into the nation’s premier
developer, owner and operator of outlet shopping centers. Lisa was instrumental in the company’s 1994 IPO, one of the first in the
sector.
Building on this success, Lisa pioneered US outlet development in Europe. With McArthur Glen Europe, Lisa established the first
American-style outlet center in England, followed by the first American-style center in Troyes, France. As a founding partner of Outlet
Centres International (a London-based subsidiary of Lehman Brothers), Lisa opened centers in Scotland and Sweden. Lisa also
successfully shepherded a five-year conflict to achieve planning consent for a center in Zweibrüecken, Germany, on the site of a
former NATO airbase.
For the past ten years, Lisa’s return to North America has focused on outlet center development and turnaround projects as a Partner
in EWB Development LLC. Through QTM, Inc., her pre-existing marketing consultancy, Lisa has also handled numerous high-profile
marketing projects and maintained a strong presence in the European outlet community, celebrating the grand opening of the
Norwegian Outlets in 2013.
The formation of TORG is the culmination of all of these experiences in the US and abroad, synthesizing the knowledge gained and the
collaboration with other best-in-class industry experts.
Lisa focuses her successful background, knowledge and expertise on the turnaround of under-performing assets, hybrid project
repositioning and new center development utilizing a team-based, multi-disciplinary approach. Lisa is well known and respected for
her success in creating strong brand positioning and elevating company and center profiles.
As a Principal at TORG, Lisa is primarily responsible for the company’s new business and client relationship management areas and will
be co-leader of the business and strategic planning and implementation functions.
Lisa is a member of the International Council of Shopping Centers (ICSC), serves as Chair of the Outlet Marketing Alliance (OMA) and is
a frequent speaker at conferences domestically and abroad.
LISA WAGNER
PRINCIPAL
13. David brings more than 25 years of outlet and retail experience to TORG. David’s combination of retail and real estate
knowledge in conjunction with expertise in start-ups and early stage companies provides him with a unique perspective to help
clients maximize value and achieve business objectives.
David applies his diversified background and perspective to all areas of the outlet industry including identification of site and
acquisition opportunities, feasibility review, underwriting and strategic and operational planning and budgeting.
In the recent past, David has been one of the most active executives in the outlet sector in terms of acquisitions and
underwriting. David has demonstrated proven leadership in educating private equity groups about the industry and converting
them into investors in the outlet asset class. David has played instrumental roles in positioning companies for capital raisings and
public offerings as well as advising on business growth and exit strategies.
As President and CEO of National Book Warehouse, Inc. (NBW), David helped pioneer the specialty retail segment of the business
where he oversaw all aspects of the company with a particular focus on leasing, construction and lease administration. During
his 16 years with the company, David grew NBW to the fourth largest bookseller in the US prior to executing a leveraged buyout of
the company in 2001. At its peak, NBW had more than 1,100 employees in 185 stores across the country.
Subsequent to his role at NBW, David has operated a successful consulting business applying his retail, real estate and business
acumen to retailers, developers, entrepreneurial enterprises and mature companies. David has a proven track record of helping
owners maximize value and position their companies for a strategic sell, growth and/or ongoing profitability.
David has handled real estate transactions in 43 states and has leased more than 7 million square feet of retail space.
As a Principal at TORG, David is primarily responsible for the company’s leasing, acquisition and tenant representation
services and is co-leader of the business and strategic planning and implementation functions.
David is past Co-Chair of the Outlet Retail Manufacturers Association (ORMA) and an active member of the International Council
of Shopping Centers (ICSC). David has received ICSC’s SCLS designation. David participates regularly as a speaker and
moderator at ICSC and Urban Land Institute (ULI) conferences and is frequently quoted in the general news media and trade
publications across the country.
DAVID HINKLE
PRINCIPAL
14. MITCHELL BROWN
CHIEF OPERATING OFFICER & SENIOR VICE PRESIDENT OF MARKETING
Mitchell brings more than 25 years of real estate development, advertising, marketing, public relations and corporate
communications experience to TORG. He served as a senior marketing executive for Federal Realty Investment Trust and Centro
Properties Group (both in the US and in Australia). Most recently, Mitchell served as Chief Operating Officer of Compco Americas, the
leading provider of digital marketing and loyalty programs to the shopping center industry.
Mitchell has overseen the opening of over 30 outlet centers and been responsible for the marketing of portfolios that range from one
to 700+ shopping centers.
As Chief Operating Officer and Senior Vice President of Marketing at TORG, Mitchell oversees the day-to-day operations of the
company as well as heads up marketing for both the company and its clients.
Chris Conti joins the TORG team after having served in a number of roles in the marketing and sales space. His previous positions
include acting as a sales agent for Berkshire Hathaway HomeServices as well as a Project Administrator and Marketing Manager for
RaCo Real Estate.
In his current role with TORG, Chris is active in marketing and corporate branding, and his duties include event and travel planning,
constructing relevant marketing collateral and conducting extensive market research on outlet projects.
CHRIS CONTI
MARKETING COORDINATOR
Cynthia (Cindy) Hoke joins TORG with 26 years of retail and marketing experience, having most recently served as the National Director
of Retailer Engagement & Campaign Management for Compco Americas. Prior to Compco Americas, Cindy spent 11 years working
for Prime Retail in Baltimore, Maryland as Director of Merchant & Marketing Services.
Cindy began her career in advertising and marketing at The Rouse Company where she managed nine advertising initiatives for seven
shopping centers and four national sales advertising campaigns for 36 shopping centers. Prior to that, she served as the Advertising
and Public Relations Traffic Manager for Hartt and Company.
CYNTHIA HOKE
MARKETING SPECIALIST
MARKETING DIVISION
15. RON SIMKIN
SENIOR VICE PRESIDENT OF LEASING
An outlet industry veteran, Ron brings over 35 years of development, leasing and management expertise to TORG. Ron has extensive
experience developing architecture and construction plans and creating and managing budgets. He has overseen the end-to-end
development and construction process for four outlet centers comprising over 2 million square feet.
Since 2008, Ron has advised numerous development and private equity firms in retail real estate, the outlet sector and traditional
retail, including a stint in China on behalf of Urban Retail Asia and work with Poag and Tanger to break ground on a new outlet center
in Southaven, Mississippi.
Ron has a strong reputation and unparalleled contacts in the outlet industry and with municipalities such as Memphis, St. Augustine,
Las Vegas, Pigeon Forge and Orlando. He also brings an important retail perspective, having served as Vice President of Operations
and Real Estate for Toy King, a chain of more than 70 stores.
Christine joins TORG after four years at the Daniel Corporation where she served as Vice President of Operations. In this position,
Christine was responsible for property operations, leasing, tenant relations, budget development and administration for The Outlet
Shops of Grand River in Birmingham, Alabama.
Christine began her 29-year career in marketing and tourism at Stan Hywet Hall and Gardens followed by terms as Director of Tourism
at the Cleveland Convention and Visitors Bureau and then as Director of Marketing with the Rock and Roll Hall of Fame Museum in
Cleveland. She also held various marketing and tourism positions at Fashion Outlets of Las Vegas and Prime Retail.
CHRISTINE SZALAY STRANGE
VICE PRESIDENT LEASING ADMINISTRATION
MARC GURSTEL
VICE PRESIDENT OF LEASING
With over 16 years of retail and real estate experience, Marc has a solid and diverse real estate background. He is an expert in site
selection, lease negotiation, lease administration and retail and real estate operations.
Marc joins TORG after nearly five years at AM Retail Group (operator of Wilsons Leather, G.H. Bass & Co and Calvin Klein Performance
brands) where he was most recently Director of Real Estate. Marc also oversaw the facilities maintenance division of AM Retail, directing
operational efforts for 300+ stores.
Prior to AM Retail, Marc was Commercial Property Manager for Welsh Companies, FL and Colliers International/Welsh Companies,
full-service real estate firms in South Florida and Minneapolis. There, he led all property operations including staff management,
financial reporting, budgeting, tenant and vendor relations, build-outs, capital improvement projects, lease renewals and
lease administration.
Marc is a member of the International Council of Shopping Centers (ICSC) and the Institute of Real Estate Management (IREM).
LEASING DIVISION
16. 980 N. Michigan Avenue, Suite 1660, Chicago, IL 60611 | +1 312.292.9585 | contact@outletresource.com | outletresource.com
