Road to Industrial Real Estate Management: Transformation from heavy assets Investment to light assets management

Justin D. Lee

At present, Industry Real Estate sector is facing the transformation from heavy assets Investment to light assets managemen，which means Business Attracting will play a very important role in the future

However, many people do not look good to do business sttractinh.The reasons for their objection are simple: first, it is difficult to do investment promotion, and it is already very hard to do it yourself, so it is even more difficult to help others industrial parks; Second, if you have the strength to do a good job of Business Attracting, why don't you directly take the land to do the industrial park?

In these people's view, Business Attracting is a false proposition.

However, we must be clear on two points.

First, in the real estate industry, Many industrial parks do business Attracting themselves, but also find business attracting agents to cooperate. The business attracting agent has a profit room. At present, both the government and the industrial park have demand for Business Attracting agents.

Second, there is long-term demand for merchants.Even if the industrial park is saturated one day, it does not need to be built, but there will be demand for Business Attracting. Because the enterprise has a life span. Industries need to be to upgraded, the old to be eliminated, new industries to be introduced, which doomed Business Attracting work will not die out.

It can be said that there is a market for light assets management and it is a long-term stable market.

Of course, selling is not a simple job. Many industrial parks fail because they cannot complete the Business Attracting.

Since it is difficult to attract merchants, how can you earn the money?

Developers used to construct the and transformation to Business Attracting is not easy, there must be strong capability in this sector.

What is the capability of business attracting ?

If we analysis of the agent in this field, it will be found that a good agent has two advantages:

First, is the corporate resources.

Usually business attracting agents will claim to have hundreds of thousands potential industry resources, or even tens of millions of enterprise resources, of course, how much real information, we do not know.

Business attracting agents rely on data, and the more enterprise data, the faster the de-conversion.

Enterprise resources are very important for business attracting agents. This advantage relies on the accumulation of peacetime and the establishment of a reserve enterprise resource pool.

Second is the marketing capacity.

Industrial parks Business Attracting is difficult, and you may only recruit a few enterprises a year. If we are slow to do the park recruitment ourselves, we can stick to it and know that some things cannot be rushed. However,business attracting agents must bear the pressure from the developer, all developers are pursuing rapid to change, not allowed to slowly to do it.

This requires a strong marketing ability to accurately push the project to the target customers, reduce the cost of extension, improve the conversion rate, spend the least money, and achieve the greatest marketing effect.

If there is no rich enterprise resources, and no strong marketing ability, transformation tobusiness attracting is a very difficult thing.

business attracting agents need to pay attention to teamwork.

Many industrial parks have self-built business attracting promotion teams, usually the personnel are all-round talents., the need to develop their own customers, need to contact their own communication, need their own reception to negotiate, need themselves to do business services, and so on.

To be an agent, you must work as a team.

Excellent investment agent has a professional team, the team has planning, marketing promotion, copywriting, design, marketing, sales and other personnel, division of labor cooperation.

After receiving a new project, immediately set up a team, formulate a work plan, carry out market research, project positioning, product packaging, marketing and so on.

Transformation from the development of Industrial real estate to light assets management, the team should also transit, business attracting model should also be transformed.

Whether the transition to light assets management will succeed,In the end, it is a matter of people.