Help finding STNL's that need a developer for build to suit.
All,

I have been on the brokerage side of STNL transactions for some time but recently have had a few developers that would like to partner with me on build to suit's.  I am looking for advice on how to make connections with those STNL brands that want to be a part of those opportunities and are actually looking for expansion opportunities right now.  I've found the land when those connections were already in place and handled the dispositions of the final product but have not played developer yet so this aspect of the connection is new to me.  If anyone is willing to offer up advice on getting in front of the STNL's so I can come back and present them with the build to suit opportunities I would greatly appreciate it.  With my investors I have the power to move quickly on parcels, I just need some brands that are ready willing and able to commit to the lease for such a project.
[{"id": "grnz4b4", "text": "This is obviously very competitive and there are developers with decades of track records.\n\nA lot of retail STNLs are franchisees. Find out who the franchisees in your market of the brands are and get in front of them.\n\nThe corporate firms will have an in house real estate department that works with brokers/developers. Use Hunter.io, Zoom Info, Rocket Reach etc. find out who they are and introduce yourself. \n\nOtherwise a lot of these relationships start at trade shows.\n\nNot too different than being a broker looking for those relationships.", "replies": [], "depth": 1}, {"id": "groy6re", "text": "I've developed properties for many, many years and this is a highly competitive market.  Some companies will only do business preferred developers.  Your developers are going to have to build relationships at trade shows like ICSC.  Just an FYI this is a long and difficult process.", "replies": [{"id": "gryfm6s", "text": "2 years straight with no ICSC Vegas:(", "replies": [], "depth": 2}], "depth": 1}, {"id": "grp3bcd", "text": "Good luck, i was tasked with this afger the developer i worked was greedy and refuses to go from being the exclusive developer building pet hotels at a 10CAP to a 9.5CAP. I went out to ICSC abd was laughed in my face when i was tpld we could build at 9.5caps.", "replies": [], "depth": 1}, {"id": "grpitif", "text": "Finding a developer willing to build for a STNL tenant in like the sun rising...it\u2019s going to happen. \n\nCase in point...you find a tenant...call me, I\u2019ll do it. \n\nI do multi-state preferred development for STNL...i recently did a rollout where in the past three years I\u2019ve completed 46 stores in 12 states for a Tenant. \n\nI would LOVE for a broker to bring me a repeat tenant, I get brokers telling me all the time they will...never happens. I source the tenant relationship myself. \n\nFinding and controlling a solid STNL tenant is a worthy goal...doing it on behalf of a developer is a waste of time. Do it for yourself...align yourself with the tenant...then find a quality development partner. \n\nIt\u2019s going to take a LOT of time...making phone calls, meetings at ICSC...and most important, showing the Tenant you have the market knowledge to source locations. Tenants won\u2019t make a change overnight...they ALL have current relationships and the ALL have guys like you trying to earn their business. \n\nFor the most part, Tenants will choose programmatic real estate and ease of doing business rather then the absolute bottom dollar. Show them you can make their life easier and you\u2019ve jumped the first hurdle.", "replies": [{"id": "grqkoib", "text": "Thanks for the advice. I wouldn\u2019t just be brokering the deal FYI I would be participating with a experience developer. But yes here lies my challenge, finding those looking to expand and building that relationship.", "replies": [{"id": "grxqnua", "text": "Point still stands. It\u2019s all about getting control. When you control the Tenant...your \u201cpartner\u201d needs you, and you have more control within the partnership.", "replies": [], "depth": 3}], "depth": 2}, {"id": "gs565kz", "text": "I\u2019m a commercial broker in PHX and noticed your name. I specialize in retail &amp; land. We should connect as I am curious to learn more about your developments. Thanks", "replies": [], "depth": 2}], "depth": 1}, {"id": "grpu08s", "text": "I was once a franchisee for a national brand and had an ADA for 3 counties with &gt;2M population, which was going to be 25 stores.\n\nMy franchisor was very involved in site selection approval, and development design obviously, but not much else. I had to find my own sites, negotiate the leases, get through entitlements (drive thru almost always required a zoning variance), find contractors, and manage the build out process.\n\nOther brands are highly controlled, with a key development person making all the decisions, but that wasn\u2019t my experience. If you have a good location in strong trade area, find out who are the franchisees for all of the different brands in the area and see if you can get their contact info. \n\nAlso, most of my sites, I knew I wanted to be there, so I had to look up who owned it if there wasn\u2019t signage. Put up a sign...  you\u2019d be surprised how many don\u2019t.", "replies": [], "depth": 1}]