TOM January 2020

T
TOPS
M
OF THE MONTH
O
Essential News About The Players In
The Retail Property Market In Germany
THE HOTTEST DEALS +++
INTERVIEWS +++ STATEMENTS
+++ PARTICULARS +++
ANALYSES +++ PROJECTS
presented by HI-HEUTE.DE
January 2020
During shopping consumers want a better experience.
Photo: Hansomimages / URW
Turnaround in retail
Report „Westfield How We Shop“ predicts new decade
Unibail-Rodamco-Westfield
has presented the report
„Westfield How We Shop: The
Next Decade“ - its largest report
on retail trends to date.
The study predicts an experience
trend reversal for 2025,
as by then more than half of
retail space will be used for
experiences.
The new report is representative
of the needs and desires of
15,700 consumers in ten European
countries and forecasts the
five most important trends that
will shape the industry over the
next ten years.
The entire business model and
people‘s shopping habits will
be turned upside down by 2025.
59 percent of consumers expect
that by then more than half of
retail space will be dedicated
to experiences rather than products.
75 percent of consumers
believe that this will already be
a reality by 2027. 81 percent of
consumers worldwide are willing
to pay more for these experiences.
The greatest demand is
for in-store activities that appeal
to creativity and are health or
gaming related.
56 percent of European consumers
are disappointed by inaccurate
recommendations from
online retailers. Retailers therefore
need to know the exact
needs of consumers through
data. Almost 60 percent of all
respondents want to search the
entire product range, not just
a preselection. Smart „digital
and bricks-and-mortar“ brands
that use their online presence
to present the entire range and
surprise and delight visitors in
their physical stores could become
tomorrow‘s top performers.
More and more consumers want
a „bricks and mortar“ strategy
from their beloved online
brands - especially from the
streaming services Netflix, Spotify
and Tinder.
The need for sustainable solutions
will rapidly change the
market. Around 71 percent of
consumers want products to be
manufactured directly in stores.
76 percent of Europeans want
retailers to do more for the environment.
With the help of science, retailers
will be able to diagnose
consumer needs more accurately
and personalize the shopping
experience even more. In
Europe alone, this could create
a market worth more than four
trillion euros annually. More
than a third of customers are
willing to have their DNA analyzed
to get better product recommendations.
The retail spaces of tomorrow
will develop into community
centres. 70 percent of consumers
want them to reflect the
needs of the local population.
51 percent would prefer local
brands to well-known brands.

Page 02 T O M
NEWS January 2020
Kaufland refrains from
expansion into Australia
Future concentration on European core markets
Due to the ongoing concentration
in European food retailing,
Kaufland has made
the strategic decision to
withdraw from the Australian
market after intensive
examination. In future, the
company will concentrate
on its European core markets.
Great growth
potential
„This decision was not an
easy one. We have always felt
welcome in Australia“, said
Frank Schumann, acting CEO
of Kaufland. „We would like
to thank our employees and
our business partners who
have given us intensive support
in the past months. We
also thank the politicians who
have always been very open
to our plans“.
He continued: „In Europe, we
see great growth potential for
In 2019, ROSSMANN has
achieved sales growth of 5.7
percent for the first time in
the Group, with sales revenues
of ten billion euros.
This means that the positive sales
trend that has been in place
for many years has continued in
the current year. ROSSMANN
operates 4088 stores in seven
European countries and employs
56,200 people, 33,400 of
whom are based in Germany.
In Germany, sales in the 2196
stores grew by 5.1 percent to
seven billion euros (previous
year 6.66 billion euros). The
foreign subsidiaries - Poland,
Hungary, the Czech Republic,
Turkey, Albania and Kosovo
- recorded an increase in sales
of 7.1 percent to three billion
euros (previous year 2.8 billion
Kaufland intends to limit its expansion to Europe in the future.
Photo: Kaufland
euros). This means that the foreign
companies contributed 30
percent to Group sales. ROSS-
MANN currently operates 1892
stores abroad.
us. We will actively participate
in the consolidation of the
European retail sector and thus
further strengthen our leading
position“.
In addition to Germany, Kaufland
is represented in Poland,
the Czech Republic, Romania,
Slovakia, Bulgaria, Croatia
and Moldova with round about
1300 stores and 132,000 employees.
ROSSMANN reaches ten billion
euros in consolidated sales
Drugstore chain plans 200 more branches
The group‘s investment volume
in the new 2020 financial year
is 200 million euros. It is planned
to open 200 stores - 80 of
them in Germany.
Rossmann has had a very successful business year.
Photo: Karsten Koch
ECE founds
subsidiary in Shanghai
ECE has founded its own subsidiary
in China. With ECE
Shanghai Co, Ltd. ECE is further
expanding its existing activities
with architectural and planning
services for shopping centers in
the People‘s Republic. The Hamburg-based
company has already
been active in this field in China
since 2013 and has since worked
on a total of 29 projects in eleven
cities, 15 of which are currently
underway. The main tasks of the
internationally positioned team
of experts with staff in Shanghai
and Hamburg are services
and consulting in the fields of
functional planning, architecture
and interior design. „In the long
term, we want to establish ourselves
as an international design
service provider on the Chinese
market,“ says Markus Schedensack,
Executive Director of ECE
Shanghai Co, Ltd.
Union Investment
has bought for over
2.8 billion in 2019
Union Investment has taken
advantage of the continuing favourable
conditions on the European
real estate markets in 2019
to steadily expand its transaction
business and again achieved solid
value growth for its investors
in the past year. The fund
performance of the open-ended
mutual property funds for private
customers and institutional
investors was between 1.7 and
3.2 percent at year-end 2019.
With a particular focus on the
long-term earnings power of its
real estate assets, Union Investment
successfully completed
28 purchases last year. In total,
the Hamburg-based real estate
investment manager realised
a purchase volume of over 2.8
billion euros, compared with
2.3 billion euros in the previous
year.
Retail sales up for
the tenth
conse- cutive year
Record Christmas business is
helping the German retail trade
to its next growth year - now the
tenth in a row. Private consumption
has been the most reliable
support for the German economy
in recent months. However,
the outlook for 2020 is slightly
gloomy.

Page 03 STATEMENT January 2020
T O M
TOP STATEMENT
JANUARY
„The theoretical price at zero
interest is infinite“
Hans-Werner Sinn, Visiting
Professor at the University of
Lucerne, at the annual congress
of the German valuers‘ association
BIIS in response to the
fears of many people about the
loss of capital in government
securities and the resulting desire
to invest in real estate.

OPENING IN
2022
www.westfield-hamburg.de
www.unibail-rodamco-westfield.de

Page 05 T O M
NEWS January 2020
Retail 4.0: YouTube star
soon to open store in Q 6 Q 7
„Sally‘s World“ moves into Mannheim‘s shopping centre
Changing consumer behaviour
requires new concepts.
YouTube star Saliha „Sally“
Özcan and Q 6 Q 7 Mannheim
- Das Quartier is now
opening a new chapter for
stationary retail in Germany.
In March, Sally will open a
flagship store in Q 6 Q 7, which
will link her online presence
with classic retail. A novelty:
for the first time, a YouTube
personality with her own brand
is venturing into the stationary
retail sector and will combine
online and on site in a completely
new concept.
„Most of all, I‘m looking forward
to meeting my community,“
says Sally. Retail expert Dr.
Joachim Will: „In Mannheim,
something is being created that
was only made possible by the
rise of YouTube. Marco Knies
from YouTube: „We are looking
forward to Sally‘s viewers
seeing her live in her own store
Introduced the concept: Hendrik Hoffmann (Q 6 Q 7), YouTuberin
Sally and her husband Murat Özcan, Marko Knies (YouTube) and
Dr. Joachim Will (ecostra) Photo: Q 6 Q 7 / Marcus Schwetach
soon.“ Quarter manager Hendrik
Hoffmann: „Q 6 Q 7 stands
for creative concepts. In this
respect, Sally‘s flagship store is
in line with our basic strategy,
with which we also see ourselves
as a pioneer in an industry
that is facing new challenges“.
More than 1.6 million people
follow Sally on YouTube and
watch her videos with enthusiasm.
Her channel „Sally‘s
World“ is the most successful
channel about cooking and baking
in Germany. So far, Sally
sells her products online and in
specialist shops. „The idea of a
stationary flagship store was a
wish of my community,“ Saliha
„Sally“ Özcan explains.
URW continues to
optimise the portfolio
Neighbourhood development and expansion of digital infrastructures
With the NordWestZentrum
in Frankfurt and the Breuningerländer
in Sindelfingen
and Ludwigsburg, Unibail-
Rodamco-Westfield secured
three important asset management
mandates in 2019.
This year, the optimisation of
the portfolio continues.
In the past year, the property
developer and operator also
completed major modernisations
at the Schönhauser Allee
Arcaden in Berlin and the Centro
in Oberhausen and reached
important milestones in the new
Westfield Hamburg Überseequartier
development project.
In 2020, URW will continue to
focus on urban district development
and the expansion of digital
infrastructures.
„In an increasingly digital society,
the retail trade must continue
to develop and continuously
optimise its business models.
For us, this means that we are
focusing even more strongly on
multi-channel solutions and that
our assets already take an integrated
view of aspects of modern
urbanity such as leisure and
culture, living, eating, working,
shopping or mobility“, explains
Andreas Hohlmann, Managing
Director at Unibail-Rodamco-
Westfield Germany. „In this
way, we create places that are
part of the public space, where
people can meet, spend time
and share incomparable experiences
and experiences with
each other“.
Work in the Westfield Hamburg Überseequartier is progressing.
Visualization: moka-studio / URW
MIPIM Award
finalists have been
determined - two
come from Germany
The finalists of the MIPIM
Awards 2020 have been announced.
An eleven-member jury has
selected a total of 45 projects
from 19 countries, which are
now approaching the finals of the
international premium real estate
award. France is going to Cannes
with the most projects, eight in
total, five come from Russia, four
each from China and Belgium,
three from Poland and Canada
and two from Germany. The first
German project is the Closed-
Loop Building at the Zollverein,
a UNESCO World Heritage Site
in Essen, the new administration
building of RAG-Stiftung and
RAG AG. The second German
finalist is the WAVE waterside
living berlin project by the project
developer Bauwerk Capital
GmbH & Co. KG and the architects
of GRAFT.
HafenCity Hamburg:
The „West“ is already
finished
The last building block in Hamburg‘s
HafenCity West is completed.
The KPTN building ensemble
has come to a close with
the leasing of the last spaces and
the opening of the Hotel Pierdrei.
With its mix of uses, it brings
more life to the young district
and at the same time represents
a new type of quarter. The new
building unites 220 apartments
and leisure facilities from the
cinema to the theatre stage and
bars under one roof and behind a
varied brick façade.
Reinhard Kutscher
new on the Supervisory
Board of
EUROPA CENTER
Dr. Reinhard Kutscher has
been newly appointed to the
supervisory board of EURO-
PA-CENTER. He will take over
the position of Deputy Chairman
of the Supervisory Board
from the company founder Uwe
Heinrich Suhr, who will remain
on the Supervisory Board as a
simple member. As a result, the
Supervisory Board will now be
expanded to five persons. Until
December 2019 Kutscher was
Chairman of the Management
Board of Union Investment
Real Estate GmbH.

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Page 07 T O M
NEWS January 2020
Tourism drives
the city retail trade
New findings from COMFORT
It is hardly surprising that
national and international
tourism tends to have a positive
influence on the retail sales
of the city visited. According
to a study published by the
BMWI in 2017, tourists spend
an impressive 50 billion euros
a year on traditional shopping
- plus the approximately
13 billion euros spent on food.
Even more important than the
bare figures, says Olaf Petersen,
chief researcher of the retail specialist
COMFORT, is the positive
effect that tourism generates
for city centres in their competition
with the virtual world and
greenfield retail. For nationally
and internationally successful
retail chains, it is in fact also
against this background absolutely
necessary to be explicitly
present at these locations.
Not infrequently with flagship
stores, whose attractive facade
design and external image emphatically
strengthen the image of
the companies. „This is exactly
what retailers are prepared to
pay for,“ explains Petersen. A
In view of ever decreasing
customer frequencies and the
increasing desertification of
city centres, the German Retail
Association (Handelsverband
Deutschland, HDE) is
calling for more commitment
from politics and society to
city centres worth living in. In
an appeal to Federal Minister
Horst Seehofer, the HDE presents
eleven central demands
for saving city centres.
For years now, medium-sized
trading companies in particular
have been reporting that fewer
and fewer customers are finding
their way into city centres.
The follow-up problems are
shown by figures from the retail
research institute IFH Cologne,
according to which the number
of locations in the German retail
sector has fallen by around
29,000 in the last five years alone.
Tourists contribute to the success of the German retail trade.
Symbol image: Pixabay / Free Photos
circumstance that massively
supports the inner city as a location
and illustrates the importance
of the city for the retail trade
not only in financial but also in
idealistic terms.
The number of overnight stays
for the 72 German shopping cities
regularly surveyed by COM-
FORT has increased by around
23 percent in the years from
2013 to 2018. This corresponds
to an increase of around 28 million
overnight stays. According
to official statistics, 26 of these
„The problems of the merchants
are shaking down entire
inner cities. Where retailers
die, city centres and village
communities die“, said HDE
General Manager Stefan Genth
in a letter to Federal Minister
Horst Seehofer. The letter goes
on to say: „If vital and attractive
city centres are a social
shopping cities had more than
one million overnight stays per
year in 2018. And this in a ranking
that by no means follows
only the size of the city, but rather
its tourist attractiveness and
economic performance. The metropolises
of Berlin, Munich and
Hamburg naturally lead the ranking
with well over ten million
overnight stays each. In terms of
relative size, however, Dresden,
Rostock, Lübeck, Heidelberg,
Potsdam and Regensburg are the
main winners.
HDE fights for lively city centres
Appeal to Seehofer: Eleven-point plan drawn up
value for our community, then
all those involved must pull
together to preserve the inner
cities. Retailers need the right
framework conditions in order
to be able to continue to successfully
fulfil their central
task as suppliers to the population
and frequency providers
of city centres“
The HDE warns of decreasing customer frequencies in the cities.
Investments in retail
real estate: portfolio
deals ensure good
annual results
The German investment market
for retail real estate is back in
the fast lane: after three years of
declining transaction volumes,
it achieved a plus of ten percent
again last year and closed at just
under eleven billion euros. One
reason for the positive result
was the dynamic final quarter,
which contributed around 3.7
billion euros and was thus significantly
stronger than the three
previous quarters, which all generated
between two and three
billion euros. However, the investment
market is still eight
percent below its average of the
past five years. Sandra Ludwig,
Head of Retail Investment JLL
Germany: „The market has performed
well in a challenging environment.
However, it would
be too early to speak of a trend
reversal on the retail market. We
are still in a phase of consolidation,
the positive trend must first
consolidate.“
German B-cities are
also valued by international
investors
Germany is at the top of the list
of European real estate investors‘
acquisition strategies. In
addition to the TOP 7 locations,
this also applies to the cities in
the second row. This is the result
of a recent survey by Union
Investment of 150 institutional
real estate investors in Germany,
France and Great Britain. 80
percent of German, 56 percent
of French and 52 percent of British
investors have properties in
German B-cities on their buying
radar. No other country achieves
similar approval ratings.
Outlet center
operator NEINVER
breaks the billion
euro sales mark
NEINVER, one of the leading
real estate companies and the
second largest operator of outlet
centres in Europe, generated
total sales of around one billion
euros with its 16 outlet centres
in the 2019 financial year. This
corresponds to a sales increase
of 7 percent compared to the
previous year. The centers operated
by NEINVER welcomed
more than 45 million visitors in
the course of 2019.

Page 09 T O M
GUEST CONTRIBUTION
January 2020
How the stationary trade must
develop into a marketing channel
Exclusive guest article by Sarah Spanring, Marketing & PR Manager of Store2Be
Stationary trade is increasingly
predicted to become extinct.
Young, digitally educated
target groups, including the
so-called Millennials, no longer
go shopping offline, they
say. With the increasing convenience
of online shopping
through free shipping and exchange,
retail as a pure sales
area, called „point of sale“, is
losing more and more of its attractiveness“.
Especially large online players
such as Amazon and Zalando
can offer much lower prices and
thus clearly beat the stationary
retailers in a pure price comparison.
The consequence: more
and more space is becoming
available and from all sides
it is being heard that the retail
trade that still exists today will
not continue to exist for much
longer.
But is this the end of the retail
trade? We say: No! Why? Because
stationary retail is about
much more than just doing the
shopping - it‘s about the whole
shopping experience such as the
atmosphere, the nice advice, the
creative staging and the trying
out of different products.
Let‘s take the example of food
delivery services: ordering food
online and having it delivered to
your home is of course an extremely
convenient matter. But
still: Nobody would order their
food exclusively online and never
go to a restaurant again. This
is also about much more than
just eating - in the end it is about
the whole experience of going
to a restaurant.
How will stationary
trade become
sustainable?
Stationary retailers may not
have it easy in this day and age,
but they do have a decisive advantage
over their online competitors:
They meet their customers
in person in real life and
are therefore able to turn a normal
shopping experience into an
experience.
Sarah Spanring, Marketing & PR Manager at Store2Be.
Photo: Store2Be
There are various ways to revive
stationary retail - one of them
is to create experiences for the
customer. This is where Live
Marketing comes into play. A
live marketing campaign takes
place offline on a physical space
and presents a product or brand
on a temporarily rented location,
usually supported by promotion
staff. It thus offers the opportunity
to personally introduce
the product to the customer and
thus to build a high-quality relationship.
Live marketing pursues
a clear campaign goal, e.g. to
show products in need of explanation,
which are difficult to experience
via an online banner. In
concrete terms, this means that
offline consumers are offered
more than just the purchase process,
namely a colourful mixture
of entertainment, inspiration
and consumption.
A live marketing campaign offers
advantages for space owners
as well as for brands. Space
owners can provide consumers
with new and unexpected experiences,
attract new consumer
groups and collaborate with
young, innovative companies
and subsequently become associated.
For the stationary trade,
this creates the opportunity to
transform from a „point of sale“
to a „point of experience“ and at
the same time, the trade benefits
enormously from the fact that
live marketing events provide
more experience on the floor
space. Companies have the advantage
that live-marketing can
create an exciting marketing
mix and online campaigns can
be extended offline. Because
nowadays it is real, shared, haptic
experiences that make the
difference in the perception and
recall of a brand.
Conclusion
In the past, retail space was
mainly used for sales. In the
future, however, the stationary
space must be used as a marketing
channel in order to continue
to exist alongside the large
competitor online shopping.
The development of new usage
concepts that correspond to today‘s
mindset is indispensable
in this context. This is where
live marketing campaigns come
into play: They offer retailers
the great advantage that the stationary
area can be transformed
from a pure point of sale to a
point of experience.
Therefore, for stationary dealers
in the future, the motto is: rethink!
The most important capital
should no longer be the property,
but above all the access
to the customer. By automating
the booking process through
platforms and networks, digitalizing
the space through live
availability, installing DOOH
screens, a performance-driven
offering based on target groups,
reach, price and number-driven
analysis of visitors and interactions,
the first retailers are already
beginning this journey. We
believe many more will follow.

Page 11 T O M
News January 2020
WISAG is committed to the environment
Current report on ecological facility services
WISAG Facility Service Holding
has published its first
report on environmental commitment.
In it, the real estate
specialist describes how it is
making facility services more
ecological - and also underlines
two developments that are
important for the company.
On the one hand, WISAG is
increasingly linking ecological
services with digital expertise,
while on the other hand partnerships
for environmentally
friendly solutions are gaining
in importance.
On 68 pages, WISAG Facility
Service Holding presents
how it has developed ecologically
- starting with efficiency
increases through energy management
in real estate, through
ecologically sensible cleaning
of buildings, to the sustainable
maintenance of green spaces.
Ralf Hempel, Chairman of the
Management Board of WISAG
Facility Service Holding, emphasizes:
„Whereas customers
have so far focused exclusively
Ralf Hempel, Chairman of the Management Board of WISAG Facility
Service Holding.
Photo: WISAG
on cost aspects, environmental
aspects are increasingly being
added. Our experience is that
ecological innovations can be
driven forward better if partners
cooperate along the value chain.
Bundling of forces instead of
silo thinking is in demand“.
For example, in cooperation
with a supplier, WISAG has
developed environmentally
friendly cleaning agents, which
are supplied as concentrates and
therefore in much smaller containers.
As a result, the waste
water is less polluted and less
plastic waste is produced. Increasingly,
digital systems are
also helping to save resources,
for example in gardening and
landscape maintenance. Here,
intelligent irrigation systems
use networked soil sensors to
ensure that only as much water
is released as the plants need.
The measures on which WISAG
concentrates depend both on its
own topic analyses and on the
results of its sustainability radar.
In this annual online trend
study, players in the real estate
industry express their expectations
and the paths they are
taking in terms of ecologically
oriented building management.
The first Sustainability Radar
2011 was also the starting signal
for WISAG‘s systematic
ecological commitment. The report
now available underscores
one of WISAG‘s basic attitudes:
first act, then talk about it.
The report on the environmental
activities of WISAG Facility
Service is available as an
e-paper at http://go.wisag.de/
umweltbericht-facility
„Mr CentrO“ new CEO at First Christmas
Frank Pöstges-Pragal succeeds Dr. Kersten Rosenau, who will remain in an advisory capacity
For many years he was head
of CentrO Oberhausen, Europe‘s
largest shopping and
leisure centre, then head of
marketing at Unibail-Rodamco
Germany and finally
managing director of IPH
Center Management GmbH.
Since 1 January 2020 Frank
Pöstges-Pragal has been CEO
of First Christmas. He will
succeed Dr. Kersten Rosenau,
who founded the company 20
years ago.
Rosenau: „Frank Pöstges has
decades of experience in staging
shopping centers as experience
brands and in particular
in creating Christmas worlds
- I could not have wished for
a better successor! During his
time at CentrO, Pöstges and his
team had repeatedly won national
and international awards, including
the ICSC‘s worldwide
marketing award, the „Maxi“,
which is presented by the ICSC
in Las Vegas. The ICSC had
also involved him in his work as
long-standing chairman of the
jury for the European Marketing
Awards. Pöstges: „With the proven
team of First Christmas, I
would like to create unique and
highly emotional stagings for
Christmas, transform shopping
centres into Christmas wonderlands
and create favourite places
with passion!
The new owner of First Christmas,
Alessandro Gaffuri, also
comes from the center industry.
He was Regional Director and
Head of Marketing at CORIO in
Change of management at First Christmas: Dr. Kersten Rosenau
(l.) hands over the management to Frank Pöstges-Pragal.
Italy. He once invented the famous
claim „Favourite Meeting
Places“, which is more topical
today than ever before. After
his time at CORIO, Gaffuri has
built up a group of companies
in Europe and the Arabic countries,
where he offers seasonal
decorations as well as a variety
of events. In Qatar, for example,
he organized concerts with Katy
Perry and Maroon 5 in December.
„Both the new managing director
and the new owner of First
Christmas are top-class experts
in the center industry and at the
same time experts in leisure,
life and experience, fun, events
and everything that goes with it.
I am convinced that no one in
the Christmas industry is better
positioned than we are for the
challenges facing the stationary
retail trade,“ says Kersten Rosenau
happily. He will continue
to be available to First Christmas
in an advisory capacity and
„with passion“.

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Page 13 T O M
ANALYSES January 2020
Mixed-Use under the microscope
Fifth study „The tenant in focus“ by ILG and HBB
ILG and HBB have published
the meanwhile fifth edition of
the study „Der Mieter im Fokus
- Handelsimmobilien neu
denken“ in cooperation with
BBE Handelsberatung and
the German Council of Shopping
Places. The current edition
deals with the main topic
of mixed-use.
One important finding concerns
the trend towards smaller sales
areas. 23.7 percent of those
surveyed expect sales space to
increase (2018: 27.1 percent),
while 41.9 percent expect the
amount of space to remain the
same (2018: 42.6 percent).
The number of tenants who
are planning a decrease in sales
space rose to 32.3 percent
(2018: 29.5 percent). The difference
between food and nonfood
retailers is enormous here.
While only 4.3 percent of food
tenants expect less sales space,
the figure for non-food is 47.5
percent.
The Multi-Use-Project „Victoria Karree“ in Bochum (HBB):
Rendering: HBB:
Retailers for more
locations
At the same time, however, the
majority of retailers are also
opting for more individual locations.
Thus, 62.0 percent of
those surveyed would like to
maintain more locations (2018:
58.1 percent), while 18.5 percent
want to reduce the number
(2018: 14.0 percent). Divided
into food and non-food companies,
there are also major
differences here. 87.0 percent
of food tenants are planning
with more locations, while 8.7
percent are planning with fewer
locations. Among non-food
retailers, 54.2 percent of those
surveyed expect an increasing
number of locations, while 22.0
percent expect fewer locations.
Asset class on the
advance
„These results underline the polarization
in the German retail
sector. It is a good example of
the purpose of what is now the
fifth edition of our study: to
create the urgently needed clarity
for our own business decisions,
as well as for the successful
design of the city of tomorrow,“
states Florian Lauerbach, Managing
Director of ILG.
Florian Lauerbach, Managing
Director of ILG. Photo: ILG
„Mixed-use objects are becoming
increasingly important
because consumers want to get
everything in one place as conveniently
as possible. Accordingly,
we have set the focus
of the tenant survey here“, adds
Harald Ortner, Managing Director
of the HBB, and continues:
„When it comes to sensible
couplings of use under one roof,
there is no way around the opinion
of the affected tenants and
the people as the drivers of all
changes“.
As anchor tenants, retailers continue
to value the food industry
most at 76.0 percent, even if
the dominance has somewhat
decreased compared to previous
years (2018: 82.8 percent).
Next in line are textiles (33.3
percent after 38.5 percent in
2018), drugstores (32.3 percent
after 48.4 percent in 2018) and
restaurants (28.1 percent after
30 percent in 2018).
Both food and non-food tenants
expect the greatest positive synergy
effects from other retailers
(food: 69.6 percent, non-food:
84.7 percent). Food retailers
are followed by service providers
with 56.5 percent and, at
Harald Ortner, managing director
of the HBB. Photo: HBB
the same level, the gastronomy
and residential sectors with
43.5 percent each. In contrast,
non-food retailers prefer restaurants
(50.8 percent) and services
(25.4 percent).
Synergy effects in
demand
„There is a clear trend among
both food and non-food tenants
- stand-alone locations are less
popular than in the previous
year, while managed locations
such as specialist retail parks
and shopping centres are gaining
in popularity. Retailers
appreciate above all the optimisation
of ancillary costs, the
effective control of the advertising
budget and the fact that the
manager can respond to individual
needs“, explains Joachim
Stumpf, Managing Director of
BBE.
Specifically, 36.0 percent of
food retailers and 40.0 percent
of non-food retailers prefer agglomerations
managed in this
way. Compared to previous years,
this represents an increase
for both tenant groups (of 16.0
percent in the food sector and
29.0 percent in the non-food
sector).

Page 15
T O M
Interview
January 2020
“Technical facility management
became our growth driver“
TOM exclusive interview with Peter Engelbrecht, Managing Director of the Dorfner Group
“Founded in 1949 as a small
handicraft business, the
Dorfner Group has developed
into an internationally
active multi-service provider.
Glass and building cleaning
has long since become
just one of many components
of the service portfolio for
people and buildings. TOM
spoke with group managing
director Peter Engelbrecht
about the development and
prospects of the company,
which also operates for
larger retail properties.
TOM: The Dorfner Group
has long since ceased to be a
pure building cleaning company.
What new services
have you added in recent years?
Peter Engelbrecht: Building
cleaning is our origin and still
represents an essential part of
our business activities. Over
the past 70 years, however, we
have developed into an international
multi-service provider.
Today the Dorfner Group
covers the entire range of professional
facility management.
Our catering subsidiary celebrated
its 25th anniversary last
year and is considered one of
the leading service providers
in the care sector. Almost ten
years ago we purposefully expanded
our portfolio with the
facility management division.
And with great success. In recent
years, technical facility
management has become the
growth driver of our Group.
TOM: How much leeway is
there with regard to other
services you could perform?
Peter Engelbrecht: Plenty. A
service provider, in particular,
has to keep looking at the market
anew and consider what he
can offer the customer. In other
words, it‘s in our DNA to
constantly consider what we
have to offer the world of tomorrow.
Only in this way can
we meet our own responsibilities.
Accordingly, we naturally
Peter Engelbrecht, Managing Director of the Dorfner Group.
Photo: Dorfner
have sufficient scope for new
ideas and approaches.
TOM: How did your company
perform last year?
Peter Engelbrecht: Very well.
At our Annual Press Conference
2019, we were able to
announce the most successful
financial year in our company‘s
history. Our total turnover
rose to 258 million euros, the
number of employees, including
the service companies,
climbed to 11,350. That makes
us proud. And without giving
too much away, I can say that
2019 was again a very good
year.
TOM: Do you already have
concrete ideas about additional
activities in 2020? Or are
you planning internal restructuring
or similar?
Peter Engelbrecht: We live
in very disruptive times. The
building services sector is also
affected by this. In addition,
there are immense challenges
arising from digitization and
- we must not underestimate
this - from the extremely difficult
recruitment of employees.
These topics will again be our
main focus of attention this
year. We must position ourselves
even better for the future
and make ourselves even more
attractive to people. We are on
a very good path, but we will
certainly make further adjustments
here.
TOM: Is there a goal that
you absolutely want to achieve
in the medium term?
Peter Engelbrecht: Of course
we have clearly defined goals
that we want to achieve in the
short, medium and long term.
And above all, our goal is always
to be able to offer our
customers high-quality and reliable
services that bring them
added value.
T
TOPS
O M
OF THE MONTH
Essential News About The Players In
The Retail Property Market In Germany
IMPRINT
Publisher:
Handelsimmobilien Heute Verlagsgesellschaft
mbH
Address:
Klaus-Bungert-Str. 3
40468 Düsseldorf
Germany
Tel. 0049-2011-429967-67
Web: www.hi-heute.de
Mail: tom@hi-heute.de
Frequency of publication:
monthly
Circulation: approx. 5000 copies
sent by e-mail
Editorial team: Susanne Müller,
Thorsten Müller
Responsible in terms of press
law: Thorsten Müller
Layout: K4-PR, Essen

Page 17 T O M
MAP OF THE MONTH
January 2020
Map of the Month: GfK Purchasing Power, Germany 2020
GfK‘s Map of the Month for January shows the projected
distribution of purchasing power in Germany
in 2020. According to GfK‘s latest purchasing power
prognosis, Germans will have €23,766 per person for
consumer purchases, living expenses, recreation and
saving in 2020. But the amount of purchasing power
available to consumers differs widely from region to
region: With €33,977 per person, inhabitants of the
Bavarian district of Starnberg have 43 percent more
purchasing power than the national average, whereas
the rural district of Görlitz in Saxony brings up the
rear in the district rankings with a per capita purchasing
power of €18,613, which is around 78 percent of
the national average.