The conference aims to provide commercial leasing practitioners solutions for achieving high occupancy rates and yields in Asian markets. It will cover topics like tenant engagement strategies, increasing occupancies through building redevelopment, and best practices for building management and tenant relations. The event is designed for professionals in real estate development, investment, leasing, and facilities management working with office, retail, and commercial spaces.

1. COMMERCIAL
TENANT
STRATEGIES

2. No one likes to visit a building that is largely empty and evoke sleepy images. Crowds like
bustling, busy places, and businesses needs crowds to survive. A building that is scarcely
occupied will downgrade in value in the eyes of tenants and prospective tenants. Current
tenants will ask for cheaper rents and prospective ones will not budge until they get what
they think is a good deal... if you can even get them to sign up to a lease at all. In the worst
case scenario, your building which pulled in low rental yield will be marked down by
valuators, which is bad news for any owner and landlord wishing to get rid of an
under-performing asset.
In the Asian commercial market with tight financing, commercial leasing is the bread and
butter of commercial transactions. With new office, residential and shopping malls being
built every month, landlords have become even more ambitious to attract and retain
profitable tenants by redeveloping and repackaging their commercial buildings to appeal
to the mass market. However, anyone can broadcast a message — “Space Available!”—
but not anyone can bridge the gap between what a tenant thinks they need and the
potential of your space to fit the bill. Commercial properties only make money if they are
consistently leased, so the way to maximize your returns is to ensure that your property is
filled with long term tenants. A simple principle, but not always easily executed; we see
some properties fully leased before launch, while others still echo loudly in emptiness
months after their "Grand Official Opening Launch".
This Commercial Tenant Strategies Conference is an inspirational and solution driven
event for leasing practitioners to achieve high yields and occupancies rate for your
properties in the bustling Asian market.
WHY YOU CANNOT MISS THIS EVENT
• Mastering the art of tenant engagement strategies to differentiate yourself from slow
adopters to engage tenants and maximize return on investment
• Injecting commercial viability to increase occupancies rate in your office, residential
and commercial lots
• Challenge existing building redevelopment and retrofitting to retain existing tenants
and attract new ones
• Building a rent roll and money traffic with successful tried and tested rental
maximization practices
• Gaining insight into best practices of building management, maintenance and
sustainability
• Mitigating the risk of unexpected events and tenant rent default with concrete tenant
relation strategies
• Fostering loyalty among tenants and clients with special schemes and bonuses that
keep them coming back for more
KEY BENEFITS TO ATTEND THIS CONFERENCE:
Singapore will lead regional rental growth in Asia with many major developers and
investors having portfolios with occupancy rates in excess of 95 percent
-2014, Property Guru
This conference is designed for Government
Authorities, CEO, Chief Financial Officer,
General Manager, VPs, real estate project
director, head of departments, leasing
manager,facilitiesmanager,centremanager,
architectsandexecutivesfrom:
• Tenant and leasing management
• Property and real estate development
and investment
• Property and maintenance
management
• Site selectors
• Financial advisors
• Head of retail
• Operation management
• Facilities and securities management
• Business development, Sales and
Marketing
Industry
• Office buildings
• Shopping malls
• Hotel and resorts
• Theme park
• Hospital
• MRT and underground malls
• Business and industrial estate parks
Who should attend?
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Yardi Asset and Property Management provides the most comprehensive set of management
and accounting tools for commercial, retail, residential and industrial real estate, all built into the
fully integrated web-based Voyager platform. From small portfolios to the largest global enterprises,
Yardi Commercial Property Management automates processes with role-based dashboards,
workflows, critical date notifications and analytics, which will help you increase efficiency and
improve decision-making. The Yardi Voyager platform combines investment & fund management,
asset and property management and accounting with ownership, financials, budgets, forecasts,
construction and maintenance for a holistic view of your investment portfolio.
Platinum Sponsor
Producer

3. Bayu S. Utomo President Director
PT Telkom Landmark Tower, Indonesia
Speaking on: Optimizing investment returns in new office buildings through market and operation oriented building designs
As the top leader of PT Telkom Landmark Tower, he is well versed in managing 106 locations of office, mall, apartment and airport owned by Telkom Group
(national telecommunication company of Indonesia). Prior to joining PT Telkom Landmark Tower, he was the Senior Vice President–Head of Property
Industry for Indonesian Bank Restructuring Agency and Director for Jones Lang LaSalle.
Ishak Chandra Managing Director - Corporate Strategy & Services
Sinar Mas Land,Indonesia
*Sinar Mas Land-Winner of Best of Best Top 100 companies 2013 by Forbes Asia Award
*Sinar Mas Land-Ranked Top 10 Developer 2013 by BCI Asia Award
Speaking on: A way of leasing commercial property: Build to Suit model
As Managing Director of Sinar Mas Land with more than 20 years experiences in the industry specially in the commercial property leasing, Ishak has high
skill in analytical, deal structuring model and strong contract negotiation skill. He also has broad experiences of working with major corporate tenants
from multinational companies across Asia Pacific. Currently, Ishak also actively involve in designing the Sinar Mas Land’s growth roadmap and leaded a
number of Joint Venture & Strategic Partnership initiatives as a part of Sinar Mas Land’s corporate strategic expansion.
Daniel Tan Gark Bin Group Chief Operating Officer
Aquaint Property Pte Ltd, Singapore
* Aquaint Property Pte Ltd- Winner of Platinum Award – Promising SME500 Awards 2012
Speaking on: Dealing with problematic tenants from hell from a commercial building perspective(Light Bulb session)
A veteran and specialist in corporate real estate asset management, he enjoy managing commercial real estate in excess of S$1 billion and development
project of S$750 million with big corporations such as Goodwood Hotels, AIG/AIA, Liang Court, Noel Gifts, NatSteel, Chesterton International and Colliers
International. He enjoys mentoring young talents in property management during his free time.
Bernie Devine Regional Director Asia
Yardi Systems, Asia
Speaking on: Technology trends for effectively managing retail property
Bernie has over 30 years of experience and worked on four continents in the Property Sector with involvement in technology throughout that time. He
has worked with most asset types and across the full property life cycle. He leads Sales in Asia for Yardi, the world’s premier provider of Investment and
Property Management software. Global explorer and also a philanthropist, he implements major change programs in asset management organisations
and business growth for technology and service providers that have resulted in significant benefits.
Aisling Cullen Group Leasing and Marketing Manager
Pramerica AsiaRetail Malaysia
Speaking on: Hype or necessity: Recruiting prospective tenants from oversea that will drive foot traffic to your mall
As Group Leasing and Marketing Manager for Pramerica AsiaRetail, Aisling is responsible to develop retail strategy and leasing for Pramerica's portfolio of
shopping malls in Malaysia. Under her creative leadership and armed with retail strategy experiences from UK, she managed to rejuvenate Avenue K as a
'young, fun and affordable shopping mall' with top anchor tenants from Asia and Australia. Prior to joining Pramerica AsiaRetail, she was a Retail and
Fashion Advisor for Lunson Mitchenall and Savills.
Sang J. Ahn Director of Concession Team 1
Incheon International Airport Corporation, South Korea
*Incheon International Airport - Winner of World's Best Duty Free Shop at Business Traveller Asia-Pacific Awards 2013
Speaking on: Creating a sustainable leasing industry in a new development area
Potential of extra revenue: Optimizing tenant mix into the commercial buildings to attract long term tenants from an airport retail
perspective
Sang J. Ahn is responsible to manage the current concession business and conduct a full-scale commercial tender for tenants every 7 years for Incheon
Airport. Incheon airport built itself from just a consolidated master plan to over USD 2 billion retail airport of the highest service excellence with 40 million
passengers per annum. Under his leadership, he manages the concessions and tenant management for duty-free stores, food & beverages, transit lounges,
specialty shops, transit hotel and tax refund in the one of the busiest airports in Asia.
Kelvin Ng Chief Executive Officer
Synergistic Real Estate, Singapore
* Best Commercial Real Estate Professional Service Award 2010
Speaking on: How to attract quality tenants to a dead or poor performing mall
Kelvin Ng has more than 20 years of development specialising in investment and management experience of retail malls, service apartments and large
scale mixed used developments. He has worked with some of the biggest property developers such as GIC, (Singapore), Simon Property Group(USA), Kerry
Properties Group( HK) and Asia Pacific Land ( Japan).
Daniel Tsang Mall Manager
One of the largest developers in Malaysia
Speaking on: Differentiate your underperforming buildings from your regional competitors to retain and attract corporate tenants
With professional experience in planning a new mall project from initial stage which including recruiting manpower, setting up SOP of Shopping Mall,
oversee M&E provision, leasing new tenants, fit-out planning, marketing strategic and people management. Daniel is responsible for the establishment of
new Shopping Mall for one of the largest developers in Malaysia.
FEATURING PRESENTATIONS AND CASE STUDIES BY KEY DISTINGUISHED EXPERTS:
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Ir. Khairil Anwar Ahmad Managing Director / Chief Executive Officer.
Medini Iskandar, Malaysia
Speaking on: Cooperating with tenants to build future development and buildings which suit their business expansion needs
Khairil is responsible for the entire organisation including developing new strategies towards profitable growth and overseeing the efficient operations of
the company. Before taking on his current role as the Managing Director/Chief Executive Officer of MIMSB, Khairil was the Chief Operating Officer of IIB, a
position he held from June 2012. Prior to that, he was the Chief Executive Officer of Education@Iskandar Sdn Bhd (“EISB”), a subsidiary of IIB and the
promoter of catalytic education related projects.
Producer

4. Joane Umali Head for Leasing and Retail Management
SM Land, Philippines
Speaking on: Re-LEASE me: Encouraging your tenants to renew their shopping mall rent contract
Joane is a highly experienced leasing professional who has demonstrated the ability to lead a team of individuals to reach levels of success in highly
competitive industries, cutting-edge markets, and fast-paced environments. Strong leasing technical background and management qualifications with an
impressive track record of almost 10 years of hands-on experience in strategic planning, business development, risk management, marketing, sales,
negotiation and mall development strategies.
Andrew Browne Director
Your Space, Singapore
Speaking on: Using Weighted Average Lease Expiry (WALE) and Net Operating Income (NOI) to maximise yield and cap rate analysis from a
landlord perspective
With nearly 20 years experience having seen all aspects of this industry, Andrew set up a chain of self-storage facilities in Asia under Your Space
management, creating a best-in-class self-storage financial model (according to Colliers) and Your Space was born simultaneously in Hong Kong,
Singapore and Malaysia.
Andreas Kartawinata President
Retail Property Management, Indonesia
Speaking on: Developing tenants handbook and monthly update by mobile apps
Andreas has a big passion in educating the future leaders of Indonesia in the field of real estate, shopping center, and management. With more than 20
years of experiences, he has held top leadership position such as Retail Mall Director of Sinar Mas Land Group and President Director of Nirvana
Development which managed shopping malls, business parks and office buildings in Indonesia.
Ow Jin Wah Retail Sales Manager
Central Marketing Group Singapore Pte Ltd, Singapore
Speaking on: Panel Discussion-Getting potential and established anchor tenants to share their criteria of their expectations on a mall and retail
space
Ow Jin Wah is responsible to identify market share, gauze market dynamics, trends and maintaining a good relationship with landlords for premium
anchor tenants such Roberto Cavalli, Maison Martin Margiela, John Varvatos, Scotch & Soda and Illamasqua.
FEATURING PRESENTATIONS AND CASE STUDIES BY KEY DISTINGUISHED EXPERTS:
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Ken Silvester Retail Development Manager
Link Millennium Pte Ltd
Member of Link (THM) Group of Companies.
Speaking on: Panel Discussion-Getting potential and established anchor tenants to share their criteria of their expectations on a mall and
retail space
As Head of Retail Development, with many years of experience in business development, retail leasing and brand building, he is operating multiple retail
units in the sports lifestyle multi-brands stores, fashion and Jewellery stores across Singapore. His portfolio also covers franchise business as well as master
distribution business model. With his wide knowledge in management and retail business, he is assisting the company to thrive in the Singaporean market
and achieving the outmost potential business results.
Dione Song Marketing Director
ZALORA, Singapore
Speaking on: Panel Discussion-Getting potential and established anchor tenants to share their criteria of their expectations on a mall and retail
space
Dione is responsible for the overall marketing strategy and performance for ZALORA’s Singapore entity. Some of the more interesting and notable projects
that Dione has spearheaded during her tenure includes the River Island launch and ZALORA Loves Local campaign which were highly received.
Kenneth Tan Country Retail Manager
PUMA Sports Singapore Pte Ltd, Singapore
Speaking on: Panel Discussion-Getting potential and established anchor tenants to share their criteria of their expectations on a mall and retail
space
Kenneth Tan is an experienced retail expert with more than 10 years of experiences of retail operation for some of the biggest retailers such as PUMA,
Payless Shoes USA, Cheers Holdings – ExxonMobil Unit and Crocs Singapore. He is now in charge of both Singapore and Malaysia retail business of PUMA.
Arief Gunawan Chief Executive Officer
SEVENFOLD ASIA, Malaysia
Speaking on: Diversifying industries within business parks (Light bulb Session)
Recognized as a professional and entrepreneur, Arief has been more than ten years developing his own Destination Branding Management Company and
holding Chief Executive Officer position at SEVENFOLD ASIA, his extensive management expertise is Hospitality, Property, Investment and Tourism
management in Asia. Arief is an innovative advisor and also an Asian Intercultural leader beyond borders.
Producer

5. 0800 Registration and coffee
0845 Opening address from the Chairperson
Daniel Tsang General Mall Manager
0900 Session One
Cooperating with tenants to build future development and
buildings which suit their business expansion needs
• Forces that contribute to the overall growth of a township
• Incentives that facilitate targeted investment into a development
• Connecting your development to the future by complementing your
partners
Ir. Khairil Anwar Ahmad Managing Director / Chief Executive Officer
Medini Iskandar, Malaysia
0945 Session Two
Technology trends for effectively managing retail property
Technology enables robust process which reduces risk and improves
efficiency.
• Industry trends – internationalization of tenants and investors, risk
management, market transparency and increasing labor costs
• Tech trends – social media, big data and cloud
• Tips and tricks for successful technology projects
Bernie Devine Regional Director, Asia
Yardi Systems, Asia
1030 Networking session
1100 Session Three
Hype or necessity: Recruiting prospective tenants from oversea that
will drive foot traffic to your mall
• Lessons learned: Preventing cannibalisation of same tenants in the
malls
• Trend spotting for the right tenants will create money traffic and
crowds
• Convincing the right brand to lease your mall without slashing your
rental budget
Aisling Cullen Group Leasing and Marketing Manager
Pramerica AsiaRetail Malaysia
1145 Session Four - Panel discussion
Getting potential and established anchor tenants to share their
criteria of their expectations on a mall and retail space
• Gaining a better understanding of anchor tenant expectation on
quality of their location, tenants and configuration in the polarized
Asian market
• Assisting anchor tenants to raise their profiles in new development
areas
• Forming a lasting positive and profitable leasing relationship with your
anchor tenants with creative use of retail spaces within the mall
Moderator:
Daniel Tsang Mall Manager
One of the largest developers in Malaysia
Panelist:
Kenneth Tan Country Retail Manager
PUMA Sports Singapore Pte Ltd, Singapore
Ow Jin Wah Retail Sales Manager
Central Marketing Group Singapore Pte Ltd, Singapore
Ken Silvester Retail Development Manager
Link Millennium Pte Ltd
Member of Link (THM) Group of Companies
Dione Song Marketing Director
ZALORA, Singapore
Day 1, Wednesday, October 8, 2014
1230 Networking Luncheon
1400 Session Five
Creating a sustainable leasing industry in a new development area
• Doing strategic marketing efforts to create opportunities for tenants
in outskirt areas
• Helping tenants to maximise returns with unique submarket and
demographic go-to-market insights
• Allocating capital correctly to support long term investment that will
help lease the buildings continuously to prospective tenants
Sang J. Ahn Director of Concession Team 1
Incheon International Airport Corporation, South Korea
1445 Session Six - Brain Picking Session
Differentiate your underperforming buildings from your regional
competitors to retain and attract corporate tenants
Revamping and refurbishing old and tired looking buildings to attract
office tenants are the latest strategies by many landlords in Asia.
However, repackaging an office building has to go hand in hand with the
right value added services to compete in the fierce tenant markets. This
unique facilitation discussion is formulated to discuss the best mixology
of mall refurbishment and tenant management strategies to attract your
target market need- your tenant needs.
Daniel Tsang Mall Manager
One of the largest developers in Malaysia
1530 Networking session
1600 Session Seven – Light Bulb Session
Developing tenants handbook and monthly update by mobile apps
• Ensuring tenant compliance with tenant encroachment without
jeopardizing tenant image
• Alerting your tenants for property maintenance and security alerts
• Providing timely feedback platform for tenant complaints to improve
operational performance of commercial units.
Andreas Kartawinata President
Retail Property Management, Indonesia
1645 Session Eight
Potential of extra revenue: Optimising tenant mix into the
commercial buildings to attract long term tenants from an airport
retail perspective
• Connecting your tenants with your market demographic
• Creating opportunity for service needs for tenants that is
underrepresented in the current marketplace
• Identifying your tenant strengths which consolidate the performance
of the property
Sang J. Ahn Director of Concession Team 1
Incheon International Airport Corporation, South Korea
1730 End of Day One
PG.4
IFMA is the world's largest and most widely recognized international association for
facility management professionals, supporting more than 24,000 members in 94
countries. IFMA (Singapore Chapter) has been working actively with the Building and
Construction Authority (BCA) of Singapore to explore further opportunities for Facility
Managers to participate in endeavours for our building and construction industry.
www.wgs1.net/ifma-sg/
Producer

6. 0800 Registration and coffee
0845 Opening address from the Chairperson
Vishal Goel Senior Vice President - Core Portfolio
Red Fort Capital, Singapore
0900 Session One
A way of leasing commercial property: Build to Suit model
• Developing a practical approach to have a sustainable business
growth
• Analyzing Build-to-Suit development models, key benefits and
considerations
• Evaluating crucial elements in determining your Built-to-Suit Partner
• Case study: Lessons from a successful Build-to-Suit development
Ishak Chandra Managing Director - Corporate Strategy & Services
Sinar Mas Land, Indonesia
0945 Session Two
Optimising Investment Returns in New Office Buildings through
Market and Operation Oriented Building Designs
• Connecting the tenant market requirement with your building design
• Achieving optimum rental rates for your new building
• Applying green building concept in building designs to aim for more
efficient operating cost
Bayu S. Utomo President Director
PT Telkom Landmark Tower, Indonesia
1030 Networking session
1100 Session Three
Re-LEASE me: Encouraging your tenants to renew their shopping
mall rent contract
• Boosting your rental income performance and lease renewal before
existing contract expires
• Gearing your small tenants to generate ongoing yields with cost
effective incentives
• Minimising “lease roll over cost” and vacant space
Joane Umali Head for Leasing and Retail Management
SM Land, Inc, Philippines
1145 Session Four
Diversifying industries within business parks (Light bulb Session)
Many Southeast Asian markets are beginning to move away from labor
intensive companies in a bid to generating fresh opportunities for office
or technology tenants to gain a more favorable economic progression.
This groundbreaking session will encourage participants to chart out
innovative key pointers and clustering linkages to move away from labor
intensive industries toward higher value and various high tech
industries. Delegates will gather important lessons on the successful
factors to attract different tenants from a wide range of manufacturing
industries to setup their headquarters in their business parks.
Arief Gunawan Chief Executive Officer
SEVENFOLD ASIA, Malaysia
Day 2, Thursday, October 9, 2014
1230 Networking Luncheon
1400 Session Five
Using Weighted Average Lease Expiry (WALE) and Net Operating
Income (NOI) to maximise yield and cap rate analysis from a
landlord perspective
• Balancing the risks and financial returns of rental operating incomes
• Return or yield-How to lower your vacancy rate
• Increase property value and potential rental rate in the tenant market
Andrew Browne Director
Your Space, Singapore
1445 Session Six
Attracting quality tenants to dead or poor performing mall
• Creating an occupant awareness plan to reduce electricity and energy
consumption
• Keeping tenants happy by not reducing rental rate with green
building plans
• Engaging tenants to drive consumption behavioral change
Kelvin Ng Chief Executive Officer
Synergistic Estate, Singapore
1530 Networking session
1600 Session Seven - Light Bulb Session
Dealing with problematic tenants from hell from a commercial
building perspective
For every landlord, the ultimate stories that are told to friends are the
ones where there is a tenant from hell as the lead character. Even if you
run your investment property like a well oiled production line, the odds
are that you will run into these destroyers if you have been in this
business long enough. They are the ones who don’t pay rent,
multiplying tenants without your consents, make your office spaces
smell like a rubbish point that will take weeks to wind off and damage
your facilities. In short, bad tenants can potentially costs you quarter of
million dollars just for maintenance cost. When tenancy contracts are
breached, you have to go through a proper and time consuming process
to evict them legitimately if eviction is indeed your decision. And during
this time, you can expect the unhappy tenant to erect their horns and
treat your office spaces like a battlefield on D-day. Using force is not a
viable option. This interactive session will focus on identifying tenant
relationship and management techniques to mitigate the conflict with
problematic tenants and rehabilitate them to be your best blue chip
tenants.
Daniel Tan Group Chief Operating Officer
Aquaint Property Pte Ltd, Singapore
1700 End of Day Two
PG.5Producer