On February 22, 2006, Buxton hosted a web seminar, How to Make the Most Out of ICSC – Las Vegas. Speakers included Corey Bialow, Founder & CEO of Bialow Real Estate, Deidre Ebrey, Economic Development Director of Moore, OK, and Lisa LaMere, Anlalyst for Hesperia, CA. Following are some questions that were asked during the presentation. We hope you find them informative and helpful for you if you are planning to attend the show. Feel free to contact us with any questions you may have.

Q. Is the Las Vegas convention a good forum for connecting with developers?

A. Yes, but as it was repeatedly stated during the web seminar the maximum results will be with scheduled appointments made prior to the conference.

Q. Tell me the difference between the Las Vegas show and the regional deal making shows?

A. The Las Vegas convention draws national and international participation. While the regional meetings may have national participations, they will be more local and regional attendees.

Q. How important are incentives to a retailer and what are the three major
incentives that are being offered by communities?

A. In November 2005, we conducted a national survey of readers of this enewsletter. Fifty-nine percent indicated that they had offered incentives to retailers. The most frequent offered incentives were: Infrastructure Assistance -33%; Tax Increment Finance Distiricts-21%; and Tax Exemptions or Abatements-20%.

Q. What is the most effective information cities can share with retailers and brokers?

A. The most effective information is statistical data that delineates your trade area, that quantifies and qualifies the customers in the trade area and details their buying habits and preferences. Don’t be surprised if the retailer doesn’t take your information at the convention but ask that you mail it when you return home.

Q. Is it necessary to secure a developer before approaching retailers?

A. It is not necessary however if you have a developer it would be a plus to have their involvement.

Q. What about sending via email community information to developers and retailers prior to the convention?

A. Your first objective should be to get a face to face meeting and establish a relationship. Information overload is a common mistake at any stage. Succinct, factual information that addresses the retailer’s needs may be used to get attention and hopefully the first meeting.

Q. Is there any value in cities visiting other booths during a first-time visit?

A. We believe that the first time attendees are well advised to attend the conference as an active spectator. Schedule appointments, walk the Trade Expo and the Deal Makers area, visit the community booths and make an evaluation if a booth would be the best way to present your community.

Q. We are considering renting a large suite and hosting a mixer type event. Is this an effective way to showcase our community or are smaller meetings better?

A. First we do not want to discourage any innovative way to showcase your community. You need to be aware that there are numerous receptions, luncheon and dinner meetings that take place during the convention. It is difficult to get attendance because of so many conflicting events. You may be better served by small meetings that are scheduled in advanced.

Q. How much impact can local government officials have with retailers?

A. Local elected officials and staffs that are well versed in the community’s retail advantages and understand that they are in Las Vegas to market their community can make a contribution.