Retail People Magazine – Issue 20

REAL ESTATE Shifting in Saudi Arabia Page 20

MERCATO More than just a Shopping Mall Page 22

MY CITY CENTRE MASDAR Driving Sustainable Innovation in the Retail Industry Page 24

ISSUE 20 AUGUST – SEPTEMBER 2019

Circulated in 45 countries

SPACE, PLACE AND THE FUTURE OF RETAIL Franka Lange Director of Marketing and Communications, RAZA

Placemaking is crucial to the new Saudi real estate proposition. It helps developers enhance the value of their assets and generates a revenue stream to offset development and operational costs.

A

M I D D L E

E A S T

C O U N C I L

O F

S H O P P I N G

C E N T R E S ’

M A G A Z I N E

CONTENTS

CONTENTS

18

The Middle East Council of Shopping Centres & Retailers

20

Unit 507, 5th Floor, Arenco Tower Media City, Sheikh Zayed Road PO Box 43972, Dubai, UAE Tel: +971 4 359 7909 Fax: +971 4 355 8818 www.mecsc.org

David Macadam Chief Executive Officer david@mecsc.org

Lea Venezuela Director lea@mecsc.org

Khaye Comanda Associate Director khaye@mecsc.org

Mariz Matocdo Marketing Officer customercare@mecsc.org

Christian Baldonanza Registration / Digital Content Executive connect@mecsc.org

Justin Espiritu Publishing & Database Manager publishing@mecsc.org

36 07 NEWS BRIEF

ON THE COVER 12 Agents of Change in the New Saudi

Angelo Dominic Lunas Membership Executive membership@mecsc.org

Real Estate Market

INSIGHTS 16 TechDefcon – Highlights the Need for

Cyber Security for Retailer & Mall Groups

COUNTRY FOCUS 18 The Evolving Retail Landscape in

Saudi Arabia

20 How Real Estate is Shifting in Saudi Arabia

SHOPPING CENTRE UPDATE 22 MERCATO – more than just a Shopping Mall!

24 My City Centre Masdar – driving sustainability

RETAIL MILESTONES

46 Newly Opened Stores

– oriented innovation in the retail industry

26 GRANADIA, The Complete Experience

FEATURED ARTICLE A Motivate Connect Publication

32 An Incredible Journey

Media One Tower, Dubai Media City PO Box 2331, Dubai, UAE T: +971 4 427 3000 F: +971 4 428 2261 motivatepublishing.com connect@motivate.ae

34 Mihyar – Spirit of the Arabian Warrior

Chris Capstick

42 Leasing Malls in the World’s Fastest

General Manager - Connect

Ingrid Valles Senior Projects Manager

Rouf Majid

35 Passion Leads to Success 36 Happiness is a Homegrown Concept 38 Life is but Dreams!

40 Re-energizing Retail Amidst Retail Apocalypse

Growing Economy

32

iCONQUER – Success Story 48 Yardi Leadership Series

EVENTS GALLERY 50 Masterclass & Spring Board Networking – Baku 52 Learning & Development School for

Retail Professionals

54 Spring Board Networking – Dubai

MECS+R MEMBERS’ SEGMENT 56 Corporate Members & Members on Board

43 Customer Engagement, Bahaviour

BOARD MEMBERS’ CORNER

57 The Era of Factory Outlet Villages

and Personalization

Lebanon Retail Real Estate on the Rise

Art Director

SPECIAL FEATURE

Sunil Kumar

44 The Suitable Path to Development

FEATURED MEMBER

45 MECS+R and MAPIC Join Forces to Create a

58 One-on-One with Shaikh Mohammed bin

General Manager - Production

Murali Krishnan Production Manager Printed by Emirates Printing Press, Dubai

Platform for Middle East Retail

Duaij Al Khalifa

Disclaimer: The viewpoints, articles and opinions contained in the Retail People Magazine are not necessarily those of the MECS+R.

WELCOME

REAL ESTATE Shifting in Saudi Arabia Page 20

MERCATO More than just a Shopping Mall Page 22

MY CITY CENTRE MASDAR Driving Sustainable Innovation in the Retail Industry Page 24

ISSUE 20 AUGUST – SEPTEMBER 2019

“The smartest people in the world build networks. Everyone else is trained to look for work” – Robert Kiyosaki (an American businessman and author)

Circulated in 45 countries

SPACE, PLACE AND THE FUTURE OF RETAIL

Rich Dad Poor Dad author, Robert Kiyosaki with his quote above has stated the obvious for us at the MECSC & MECS+R. Our team has always promoted the notion of building networks to further your career and your business.

Franka Lange Director of Marketing and Communications, RAZA

Placemaking is crucial to the new Saudi real estate proposition. It helps developers enhance the value of their assets and generates a revenue stream to offset development and operational costs.

A

M I D D L E

E A S T

C O U N C I L

WELCOME

O F

S H O P P I N G

C E N T R E S ’

M A G A Z I N E

ON THE COVER: Franka Lange

Director of Marketing and Communications RAZA

The MECSC & MECS+R helps you to build networks. Nothing is faster and more effective for your business than building solid relationships and networks. Maintaining your relationships and your network is vital. Our team works tirelessly to ensure you have every opportunity to build and maintain your profile. All you have to do is participate, be active in the industry and be present at our many events held throughout the year.

Each issue we receive fantastic support from our contributing authors. We thank you for your time and for allowing your work to be published with us.

Our August issue of Retail People Magazine features many new topics of particular interest.

Thank you to

Younus Al Mulla MECS+R Chairman

Mazen Hamza Qandeel MECS+R Board President Executive Director Granada Center

MECS+R Board Members Alessandro Gaffuri CEO & Founder CELS Group

Alfred Abi Antoun Head of Retail KSA & Egypt JLL MENA

Maimunah Shebani

Our Regional Representative from Iran, Shahrokh Keshavarz, highlights the leading retailers and their expansion in Iran. David Telfer speaks about the new relationship between the MECSC & MECS+R and MAPIC and how the MENA region retail industry can be showcased in Cannes in November. Propbrowser’s expansion is discussed by Suresh Padmanabhan with his successes on how to expand from India to the UAE. Dana Salbak from JLL showcases the business opportunities in Saudi. Shonaak Reshamwala explains how TechDefcon is a leading Cyber Security operation in the region. A longtime supporter of the MECS+R, Shadi Samra, speaks about his passionate journey with fragrances and the immense opportunities globally. Ritesh Mohan penned his article on Re-Energizing the Retail, offering some great insights. Kamal Osman Jamjoom joins our line up with an article on the void which he sees fulfilling in his new brand Mihyar, The Desert Warrior.

Abdul Kader Saadi (Aboudi) discusses his background in the F&B industry which offers great insight and growth in the industry. Rony Aoun describes the success of the Lebanese retail industry and his role in that success. Marcello Larizza writes about Factory Outlet Village concepts from Italy and their success with Blackstone. Joel Nelson writes about Yardi with an interview of our strong supporter Said Haider. Andrew Misra with Pathfinder Global writes an interesting article about Customer Engagement, Behavior and Personalization. From Kompass Consultancy, Leila Rezaiguia writes about the turning point and need of growing internationally.

Alessandro Gaffuri who is a constant and valued contributor to the MECS+R speaks about the genesis of Customer Engagement Loyalty Solutions (CELS) and his life running the growth of his companies. Shaikh Mohammed bin Duaij Al-Khalifa from Dilmunia Mall writes about his personal life philosophy and the growth of The Kingdom of Bahrain.

Our team at the MECSC again would like to thank our authors, our advertisers and you, our readers, we thank you for your support.

Your success and our success have helped us to understand that creating an organization with a clear vision is the lasting legacy we seek. A clear vision is the only way to connect with our audience who are our members, customers, partners and employees. Our Retail People Magazine inspires trust and loyalty.

Managing Director The Retail Agency

The MECSC & MECS+R as an organization is founded on these values of trust and loyalty for over twenty-five years. Knowing your vision and keeping it in focus is essential for enduring success.

An unwavering vision also provides for the ability to rise above the others.

Marcello Larizza, CSM, CRX

We invite you to become more involved and we welcome your articles, views and insights in our Retail People Magazine. Reach out to Mariz at customercare@mecsc.org.

General Manager Line Investments & Property LLC

Nada Abou Saab

Thank you to our members, advertisers, authors and supporters who make each Retail People Magazine issue better and more meaningful with every quarter we publish.

Director, Marketing East Region Shopping Malls, Majid Al Futtaim Properties

Rony Aoun Founder & CEO SMAG SAL Lebanon

Wail Balkhair CEO SAHAT (Jabal Omar Markets)

04. RETAIL PEOPLE . AUG-SEP 2019

DAVID MACADAM Chief Executive Officer MECS+R

MAZEN HAMZA QANDEEL MECS+R Board President Executive Director – Granada Center

CONTRIBUTORS

CONTRIBUTORS FRANKA LANGE Director of Marketing and Communications, RAZA (P12-15, 20-21)

SHONAAK RESHAMWALA Director, Defcon ISC Limited, Techdefcon (P16-17)

DANA SALBAK Associate, JLL MENA (P18-19)

ALMUHSIN HAMIDADDIN Marketing Manager, Granada Center (P26-27)

ALESSANDRO GAFFURI Founder & CEO CELS Group (P32-33)

KAMAL OSMAN JAMJOOM Founder and Chairman, KOJ Group (P34)

SHADI SAMRA General Manager - Real Oud Factory, Head of Sales, Marketing & Operations – Fragrance Du Bois ME & Africa, Real Oud Factory / Fragrance Du Bois, ME & Afrcia (P35)

ABDUL KADER SAADI Managing Director Glee Hospitality Solutions (P36-37)

LEILA REZAIGUIA Co-Founder & Managing Partner Kompass Consultancy (P38-39)

RITESH MOHAN Retail Expert blog www.retailritesh.com (P40)

SURESH PADMANABHAN Founder & CEO Propbrowser Retail Advisory Pvt. Ltd (P42)

ANDREW MISRA Sales Director Pathfinder Global FZCO (P43)

SHAHROKH KESHAVARZ Founder & Owner Golden Business Magazine (P44)

DAVID TELFER Middle East Representative, MAPIC / GM, Ten Dubai (P45)

SAID HAIDER Regional Director of Middle East Sales YARDI (P48-49)

MARCELLO LARIZZA, CSM, CRX Board Member, MECS+R (P57)

RONY T. AOUN, CSM Board Member / Founder & CEO, MECS+R / SMAG Sal (P57)

DEBBIE RUSSO / NISREEN BOUSTANI General Manager / PR & Corporate Communications Manager, Mercato & Town Centre Jumeirah (P22-23)

SHAIKH MOHAMMED BIN DUAIJ AL-KHALIFA CEO, Mall of Dilmunia (P58)

06. RETAIL PEOPLE . AUG-SEP 2019

NEWS BRIEF

News Brief The Galleria Al Maryah Island welcomes AZADEA Group to its expansion in September AZADEA to introduce top international names including a flagship Virgin Megastore and first-to-Abu Dhabi brands Decathlon and Missguided to the super-regional mall.

The Galleria Al Maryah Island will welcome 13 of AZADEA Group’s world-leading brands when its much-anticipated expansion opens on 4 September 2019.

The mall will be the city’s first super-regional destination with a complete lifestyle offering for all ages. Incorporating luxury and high-street retailers, fine and casual dining, world-class entertainment, and indoor and outdoor recreational spaces, it will become the community’s downtime destination of choice.

The first Decathlon in the capital will ensure residents and visitors have all their sporting needs catered for at The Galleria. Famous for its one-stop-shop approach for goods such as gymnastics, biking, climbing, athleisure and beachwear, the new 20,815 square foot store will house an extensive range of the world’s most innovative sporting brands.

The mall will also welcome a 13,410 square-foot flagship Virgin Megastore, and the trendsetting fashion brand Missguided; all providing a shopping experience like no other to the city. AZADEA’s most influential brands are also coming to The Galleria, including Paul Café, Mango, Kiko Milano, Sunglass Hut, Massimo Dutti, Pull & Bear and Bershka guaranteeing there will be something to satisfy everyone.

Carrefour Hypermarket opens at the world's first nature inspired Cityland Mall

Saudi based Al Hokair Group launches “Sparky’s VR Zone” at Sparky’s FEC in Mushrif Mall, Abu Dhabi

The AED 25 billion ($6.8 billion) project will include ‘The Dubai Mall by the Sea’, an elite waterfront retail, dining and leisure destination, as well as art galleries, a theatre and a museum.

Located near the Dubai International Airport, Downtown Dubai and Dubai Creek Harbour, Mina Rashid will have a floating yacht club, a beach of more than 12,600 square metres, and Dubai’s longest swimming pool. Also at Mina Rashid will be the QE2, the world’s most celebrated ocean liner, now a 13-deck hotel, dining, entertainment and events destination, docked permanently with an interactive exhibition of its heritage. The development will have a direct pedestrian bridge connecting the House of Sheikh Saeed Al Maktoum museum, honouring the legacy of the Al Maktoum family.

Mohamed Alabbar, Chairman of Emaar Properties and Emaar Development, said: “Now, with Mina Rashid, we are creating a future-ready city that honours the legacy of the Al Maktoum family and salutes the farsighted vision of Dubai’s rulers who have consistently built – not for now and then, but for the future and beyond.

The Mushrif Mall in Abu Dhabi was buzzing over the Eid holidays with thousands of VR fans and gamers pouring in to experience the brand new “Sparky’s VR Zone” in Sparky’s Family Entertainment Centre. The grand opening was held on the first day of Eid Al Fitr and to kick-start the celebrations.

“We at Al Hokair Group were extremely pleased to see the incredible turnout at the brand new Sparky’s VR Zone. We feel a great sense of pride and achievement to offer the Middle East an unparalleled experience of Virtual Reality gaming and family entertainment! This huge success of our new addition encourages us to move forward to introducing many more VR zones throughout Saudi Arabia” says, Mr. Mishal Al Hokair / Al Hokair Group Deputy CEO & General Manager – Entertainment.

The state of the art technology based Virtual Reality Zone at Sparky’s Family Entertainment Centre is the first of its kind in the UAE; introduced in the region by Al Hokair Group in partnership with Immotion Group Plc. This comprehensive virtual reality (VR) gaming zone includes Chimpact World Rally, a fun racing simulator game, flying in space with Delta Zero, and Swimming with Humpbacks, a global first for the VR industry. The VR zone adds to Sparky's already extensive options of entertainment for the whole family including, Bowling Alleys, Family Ice Rink, 4D cinema, kids & adults rides and arcade games. To view the opening day video, please visit: http://bit.ly/30n1Leh

A brand new 109,000 Sqft Carrefour Hypermarket, developed as part of major retail development, Cityland Mall, off the 311 Sheikh Mohammed Bin Zayed highway, has opened its doors. The 1.2 million sqft GLA Cityland Mall is adjacent to Global Village, and Carrefour, being developed as part of the ambitious project, will cater to the residential communities of Arabian Ranches, Majan, Al Barari, Layan, The Villa and Falcon City and several upcoming communities like Villanova, Arabian Ranches Extension, and many others, all of which are located within a ten-minute drive-time. Carrefour, operating under Majid Al Futtaim Retail, will offer customers a wide variety of their signature items, including fresh fruits and vegetables, meat, fish, and high-quality non-food products, in addition to a Healthy Kitchen aisle, Food2Go, and Cuisines of the World at unprecedented prices.

Emaar and P&O Marinas launch AED 25 billion Riviera style coastal destination in the heart of Dubai

Source: Zawya (http://bit.ly/2L5u8Kv)

RETAIL PEOPLE . AUG-SEP 2019 .07

NEWS BRIEF

HH Sheikh Saeed Bin Tahnoon Al Nahyan inspire students at Dalma Mall during the closing ceremony of the ‘Digital Wiz’ competition Dalma Mall concluded the 1st season of its YouTube engagement initiative – ‘Digital Wiz’, an interschool competition for student across grade 5 to grade 12, with a grand celebration. In the presence of HH Sheikh Saeed Bin Tahnoon Al Nahyan, the spirit of the participants soared high and the event attendees witnessed an exhilarating atmosphere. The event recognized the creativity and hard work of top 10 entries (based on total views and shares accumulated); in the presence of the school members and families of the students to further amplify the festivities.

The new age competition across April – June received over 100 entries from 47 schools. With an overwhelming likes and views received, the first prize was awarded to Rawan & Rayan Fahmi of Rosary Private School. The budding YouTube Champion won Dalma Mall gift vouchers worth AED 20,000. Followed by Mohamed Ahmed Ibrahim as the 1st runner-up and Sujith as the 2nd runner-up, winning AED 7500 and AED 3000 gift vouchers respectively. Additionally, seven contestants – next in line in the top order were acknowledged for their effort and were given a total of AED 7,000 mall vouchers.

During the event, Mr. Bhupinder Singh, CFO & GM, Dalma Mall said “Our objective was to encourage students to give a digital face to their innovation and ideas through a novel concept, and I am extremely happy with the enthusiasm shown by the students and schools to participate in first season of ‘Digital Wiz’. The creative online content development competition was well received and the aim to educate, promote healthy content creation and responsible use of social media channels was conveyed effectively.

The overwhelming and surprising engagement on Dalma Mall’s YouTube channel is a clear reflection of the students, schools and their parent’s effort.”

This first of its kind competition, ingeniously used YouTube space for videos that touched upon topics that inspires the young generation of today; whilst, populating Dalma Mall’s YouTube channel with user generated content, leading to a collective view of over a million and increased subscribers for Dalma Mall pages, the numbers were a clear testament to the success of Digital Wiz which aimed at seeding an idea amongst the GenZ to use the social space for a productive cause and to give a physical form to their imagination and opinions.

To know more about the mall and retail outlets, please visit https://www.dalmamall.ae/

The Retail at Marina Gate welcomes world renowned brands With the second tower in the AED 4 billion Marina Gate development now complete, the retail colonnade continues to welcome world renowned brands to Dubai Marina.

Commenting on the recent additions, Alenoosh Mirzakhanian, Manager Retail Leasing stated: “The Retail at Marina Gate is developing into a convenience destination not only for the residents of the Marina Gate development but also for the larger Dubai Marina community. Carrefour is the latest addition and opened doors to customers last week. King’s College Hospital London spanning over 10,000 square feet is now fully operational and we are looking forward to the opening of Marina Pet and Marina Vet, the first vet clinic in all of Dubai Marina. A number of additional brands including F&B and other convenience retail are scheduled for opening in the coming weeks ensuring that residents of Marina Gate have every convenience right at their doorstep.”

08. RETAIL PEOPLE . AUG-SEP 2019

Thrilled to bits: New Zombie Apocalypse Park to launch in Dubai in 2020 Dubai is about to get a new theme park that may make you scream more than the usual rollercoasters and rides. A new zombie-themed attraction has been announced, which will bring live shows, a virtual-reality cinema, escape games and spooky challenges to the city, all powered by glow-in-the-dark technology. The Zombie Apocalypse Park will be located at The Night Market in Deira Islands, an inconstruction quayside destination that will be the world’s largest night market when it opens. When finished, the market will stretch 1.9 kilometres along the waterfront, with 5,300 shops, restaurants and cafes.

“We are committed to creating unique, unforgettable experiences, attractions and facilities at our existing and upcoming retail developments," said Omar Khoory, managing director of Nakheel Malls. "The Zombie Apocalypse Park will be a huge draw at The Night Market, attracting tourists, businesses and schools for teambuilding events and families and individuals for a new kind of entertainment."

Source: The National (http://bit.ly/328DA52)

UAE-based FMCG firm Truebell expands to include probiotics products UAE-headquartered fast-moving consumer goods (FMCG) importer Truebell has announced plans to expand its portfolio of probiotic products following the opening of a distribution centre in Dubai Industrial Park. Currently, Truebell has over 60 global products in its portfolio, including Japanese probiotic fermented milk drink Yakult.

“Probiotics are very sensitive products – often with very short shelf lives – therefore they require an efficient cold chain network in order to be delivered from where they are manufactured to the retailers where they are sold in a careful and timely manner,” said Bhusant J. Gandhi, the Division Manager of Truebell’s retail and food service. According to Allied Market Research, the global probiotic market is expected to reach $57.4 billion by 2022, rising at a compound annual growth rate (CAGR) of 7.7%. In the Middle East and Africa, reports indicate that the region’s probiotic market will grow to nearly $14.77 billion by 2023. Truebell’s 25,000 sqm facility in DIP features 21,000 storage locations and counts on a fleet of 45 trucks to transport probiotics. Truebell has a presence in 20 countries around the world, with over 10,000 products including over 60 global brands.

Source: Arabian Business (http://bit.ly/2XLMLZI)

Lulu opens 2nd hypermarket in Malaysia Lulu Group, one of the largest retail operators in the Middle East & North African (MENA) region has further consolidated its presence in the Far East by opening its second hypermarket in the Malaysian capital of Kuala Lumpur.

YB Datuk Seri Saifuddini Nasution Ismail, Minister of Domestic Trade and Consumer Affairs of Malaysia officially inaugurated the Hypermarket in the presence of Ambassadors of various countries, prominent local businessmen and other dignitaries.

The new Hypermarket which is also Lulu’s 174th globally is strategically located at "1 Shamelin Mall" in the Cheras district of capital Kuala Lumpur. The sprawling 80,000 square feet hypermarket has been designed using the latest retail space concepts and most modern technology for ease of shopping and will serve the residents of Cheras and its nearby areas for their daily shopping needs.

Talking to media after the inauguration, YB Datuk Seri Saifuddini Nasution Ismail said "we are really proud of the efforts and investments of Lulu Group in Malaysia. They are not only investing in the retail sector but also supporting our farming sector by exporting large quantities of agricultural produce to their operations around the world. Apart from this, Lulu Group is also providing huge employment opportunities to our local Malaysian youth".

Yusuff Ali MA, Chairman of Lulu Group said “as declared during the inauguration of our first Hypermarket in Malaysia, we are firm on our expansion plans in Malaysia and are committed to launching four new hypermarkets in different parts of Malaysia before end of 2020. This includes projects in Setia City Mall, Bangi Gateway, Bachang (Malacca) & Johor Bahru.”

Source: Zawya (http://bit.ly/2J8xDxD)

UK coffee chain giant eyes Gulf expansion with new deal Costa Coffee, the UK-based retailer with nearly 4,000 locations in more than 32 markets, is seeking further expansion across the Gulf region. The coffee shop chain and Alghanim Industries announced an expansion of their partnership which will see Alghanim have development rights in Saudi Arabia, Oman, and Qatar, on top of existing rights in Kuwait.

The Costa Coffee-Alghanim partnership has opened 75 outlets in the region since its 2013 formation, a statement said. It has also established a barista training centre, arranged pastry collaborations with celebrity chefs, upgraded store design and interiors, and opened a concept store at Al Hamra Tower, Kuwait.

Kutayba Y Alghanim, executive chairman, Alghanim Industries, said: “You must have a patient, long-term outlook, you must act decisively when the opportunity arises, and above all, you must put the customer at the heart of your business. We share these values with Costa Coffee, a world-class brand.”

Omar K Alghanim, Group CEO, Alghanim Industries, added: “It comes as no surprise that most people in this region have a deep appreciation for good coffee. And that’s why we’re thrilled to grow with Costa Coffee, and to build on our success in Kuwait.”

“Today, marks another exciting new chapter for Costa Coffee in the Middle East,” said Dominic Paul, CEO of Costa Coffee.

Alghanim Industries said it expects to open its first store outside Kuwait in Saudi Arabia by the fourth quarter of 2019.

Source: Arabian Business (http://bit.ly/2J5Frjm)

Zara-owner Inditex profits jump on record sales Spanish retail giant Inditex, which owns the Zara clothing brand, said on Wednesday that its first-quarter profits rose due to record sales driven by a push to develop its online business. The company, whose other brands include Massimo Dutti, Pull & Bear, Bershka and Oysho, saw net profit increase by 10% year-on-year to 734 million euros ($831 million) between February 1 and April. It puts Inditex well ahead of its main rival, Sweden’s H & M, which had a net profit of 77 million in its first quarter.

The Spanish group said in a statement that sales jumped five% to hit a new high of 5.9 billion euros, “driven by the ongoing digital transformation of its integrated store and online sales platform”. However, it said that it applied a new accounting standard during this period, without which net profit would have increased seven per cent, instead of 10.

Source: Gulf News (http://bit.ly/2XCWhyk)

UAE retail giant to launch Carrefour brand in Uganda UAE-based retail giant Majid Al Futtaim has announced plans to open its first Carrefour stores in Uganda. The company said it will operate its first Carrefour store in Oasis Mall, Kampala, with over 150 employees recruited. Hani Weiss, CEO of Majid Al Futtaim Retail, said: “Following Carrefour’s success in Kenya, we are proud to introduce our plan for the first ever Carrefour stores in Uganda, which will further cement our position as a leading customer-centric retailer.” He added: “This announcement brings us a step closer towards realizing our long-term expansion plan for East Africa.”As part of its expansion strategy, Majid Al Futtaim said it is planning to open its second Carrefour store in the country in early 2020 at Metroplex Kampala, creating up to 150 additional direct and indirect jobs.

Uganda will be its 16th market. Carrefour started operations in East Africa with its entry into the Kenyan market in 2016 and operates seven stores to date, employing more than 1,400 staff.

Source: Arabian Business (http://bit.ly/2L66jCe)

RETAIL PEOPLE . AUG-SEP 2019 .09

NEWS BRIEF

The entertainment and leisure developments driving Kuwait's real estate expansion Kuwait has continued the expansion and diversification of its real estate sector, with progress being made on a series of new mixed-use and entertainment-focused developments.

In mid-May, the Kuwait Authority for Partnership Projects announced it had shortlisted six local developers and consortia to submit proposals for the construction of an entertainment and commercial centre. This will be located in the district of Egaila, just south of Kuwait City.

The project, which will be part of a 30-year public-private partnership deal, consists of an 85,500 sq metre entertainment, cultural, commercial and sports venue.

The complex has a gross leasable area of 65,500 sq metres, and includes a 20,000 sq metre fresh food market and a 2,680 unit car park.

The successful bidder is expected to be announced in the fourth quarter of this year.

New developments in the pipeline: Other projects under development include the 380,900 sq metre Assima mixed-use project in Kuwait City.

Owned by local firm Salhia Real Estate Company, the project consists of three main sections: the Assima Mall, which will feature 72,000 sq metres of retail space; the 54-storey Assima Tower, with more than 150 offices; and the Assima Residence, a set of 170 high-end apartments to be developed by Mariott.

The shopping mall, of which 62% of the retail space had been leased by late February, is expected to open for business in February 2020. The apartments will follow six months later and the office space in early 2021.

Another addition to the country’s leisure options will be the KD250m ($823.2m) Al Khiran project, being developed by the Tamdeen Group.

Located in Sabah Al Ahmad Sea City in the south of Kuwait, the 116,000 sq metre project incorporates the country’s largest marina as well as a mall, entertainment facilities, a five-star hotel and commercial office space.

The project will also support the planned development of substantial new residential stock, with homes for some 150,000 people to be constructed in the Sea City area. © Oxford Business Group 2019. Source: Zawya (http://bit.ly/2xlTJ95)

Saudi e-commerce site launches virtual make-up session A Saudi online beauty retail platform has launched a new app allowing potential shoppers to engage in virtual make-up sessions without having to physically visit stores. Saudi e-commerce site Golden Scent has launched Virtual Try-On, which is described as an “Augmented Reality” feature and will be available on the platform’s Android & iPhone app. “Users of the app can now rely on the smart feature to test makeup products from the comfort of their own homes before purchasing them from Golden Scent’s online store,” the company said in a press statement. "We are thrilled to introduce the Virtual Try-On feature within our Golden Scent app and we are confident that the beauty customer will enjoy, engage and appreciate a more immersive experience," Malik Al Shehab, co-founder and CEO of Golden Scent, was quoted as saying. Golden Scent offers a range of branded perfumes, cosmetics, skincare and hair products. Founded in 2014, it operates in Saudi Arabia, the United Arab Emirates and Kuwait

Faces new concept store just opened in Riyadh Park

Source: Arabian Business (http://bit.ly/2L3kZlF)

The guests toured the shop, which is adorned with elegant decoration and stylish lightings “Faces”, the leading retailer of cosmetics, perfumes and the exclusive distributor of trendy skin care products, announced the opening of its first store in “Riyadh Park”, revealing the new and innovative concept of “Faces”, in which customers and visitors can live a new experience, where they will enjoy new and diverse services such as “Fragrance Finder”, “Smart Mirror” and “Beauty Nation Area”, as well as free services such as nail care, engraving, and make-up sessions. The opening was attended by a number of famous personalities of bloggers and social media stars including Yara Al-Namalah.

“Faces” is always keen to give its visitors an exceptional and enjoyable shopping experience in an atmosphere of luxury and sophistication, where they can get in touch with exotic varieties of products which are solely available at “Faces” stores. "Faces" is introducing today a new concept that is being launched for the first time in its Riyadh's branches, as part of "Faces" commitment to deliver unique and innovative services".

The guests toured the shop, which is adorned with elegant decoration and stylish lightings. The opening ceremony also included a number of fun and recreational activities as well as the distribution of gifts to the public.

It is worth mentioning that "Faces" is one of the exclusive distributors of the most famous perfumes and makeup brands. In addition that it provides a diverse of distinctive services to all customers and visitors.

Cinepolis reveals plan to open six Saudi cinemas by 2021

Source: Zawya (http://bit.ly/2RREK08)

Source: Arabian Business (http://bit.ly/30jWWm6)

10. RETAIL PEOPLE . AUG-SEP 2019

Cinépolis, the largest cinema exhibitor in Latin America and fourth largest exhibition circuit in the world, has announced the locations of six new movie theatres in Saudi Arabia. The six cinemas will be rolled out across the kingdom over the next two years, with the first due to open in Lulu Mall, Dammam, at the end of this year, four scheduled for 2020 and the sixth for 2021. The Saudi General Commission for Audiovisual Media (GCAM) issued the fourth exhibitor license for cinema operation to Cinépolis International under the entity Luxury Entertainment, which has partnered with Al Hokair Group along with its regional partner, Al Tayer Group, in August 2018. A spokesperson from Cinépolis Gulf, said: “Cinépolis’ launch into the Saudi Arabia entertainment market is a key milestone in our expansion strategy over the next five years. “We are proud to be contributing to the Kingdom’s Vision 2030 as it goes through this historic period of transformation and hope to provide movie-goers with unrivalled experiences as Saudi Arabia increases its culture and entertainment offering.”

CREATING FAVOURITE MEETING PLACES

MILAN DUBAI KUWAIT CITY RIYADH LONDON www.cels.group

COVER STORY

Agents of Change in the

New Saudi Real Estate Market Retailers, shopping center developers, and community landlords are all facing more new opportunities and challenges that have emerged in the last two years than they ever in the previous decade

N

ew models for residential real estate are emerging, driven by consumer preferences and changing lifestyle in Saudi Arabia. The average size of households is on a long-term decline, and women are increasingly working or managing their own businesses. Smaller households mean that multi-family residential formats will be on a rise, and as we see more competition for households’ time, the value proposition for walkable neighbourhoods with accessible commercial, retail and recreational services and amenities will increase.

This will require master-planned and professionally managed communities that deliver international-standard living spaces in clean, safe and secure environments.

While the legislation to support service charges and estate management is still not fully developed, some developers are already pressing ahead with this model.

A further critical catalyst for community living is the decline of segregation of housing between Saudis and

12. RETAIL PEOPLE . AUG-SEP 2019

expats. We have seen the successful introduction of class A rental communities that have diverse populations. As the impression of local security situation is improving and the urban lifestyle in Saudi cities is growing more attractive, the desire for expat households to separate themselves in expat-only compounds will decrease.

Among other trends that are reshaping the Saudi real estate market is the use and value of public space that has been revolutionised over the last three years. This presents great opportunities but also poses challenges to developers and asset managers. Placemaking and destination branding will require a completely new set of skills for many real estate companies.

This provides an opportunity for the Kingdom’s institutional investors to focus on developing integrated communities that can successfully target national millennials and to transform the way people live, work, and play.

There are examples of this kind of approach already in the Kingdom.

In Riyadh the Diplomatic Quarter and Faisaliah Districts were part of the first wave of master-planned mixed use development in Saudi Arabia.

More recently Digital City is demonstrating the potential of great public space and 18-hour lifestyles. Jeddah will soon be participating in the placemaking revolution as the PPA’s Jeddah Obhur and the new Jeddah Economic City come onstream in the next few years.

Placemaking is crucial to the new Saudi real estate proposition. It helps developers enhance the value of their assets and generates a revenue stream to offset development and operational costs. Amenities such as digital connectivity, restaurants, cafes, fitness facilities, events spaces, and easy parking, all within the context of a residential and commercial hub, generate additional revenues for developers, and are exactly what the new generation of Saudi citizen wants.

RETAIL PEOPLE . AUG-SEP 2019 .13

COVER STORY

Eng. Waleed Aleisa, CEO of Raza with Franka Lange, Director of Marketing & Communications of Raza and John Harris, Director of Property and Asset Management of Raza

Mixed-use developments help create real communities where none existed before, and urban planners see them as the answer to 21st century city living. At the moment, a city like Riyadh has hundreds of square kilometers of housing, but very few neighborhoods. The “placemakers” will help policymakers create such urban magnets. In fact, Colliers International identified opportunities in Riyadh and Jeddah, in both the office sector and the residential sector. Lifestyle retail centers, shopping centers integrated with entertainment, and mixed use development comprising retail, hospitality, residential and office components, were a potential gap in the market in Riyadh residential, while mixed use developments and communities, as well as residential complexes and apartments, were a potential growth source in Jeddah.

Master developers are beginning to realize that they need to incorporate “community” features into their mixed-use developments at an early stage.

14. RETAIL PEOPLE . AUG-SEP 2019

To view Raza’s whitepaper on Shaping the Future of Saudi Real Estate, scan the QR code

Jeddah will soon be participating in the placemaking revolution as the PPA’s Jeddah Obhur and the new Jeddah Economic City come onstream in the next few years.

If not, the impact will be felt for years to come as the industry fails to satisfy market needs, and the aspirations of the Vision 2030 generation go unrealized. Industry experts now believe that the dominant trends in commercial and residential real estate in Saudi Arabia’s big cities are low-rise, mixed use quality projects that create communities offering lifestyle services and amenities.

The pace of change in Saudi Arabia is accelerating at an unprecedented rate under the stimulus of the Vision 2030 diversification strategy. The generation of Saudi citizens coming of age now have different lifestyle, employment and leisure expectations. They want communities and neighborhoods, not compound and office blocks. The real estate industry will play an essential role in that transformation, but it too has to adapt to the new environment and give citizens the experiences they want.

Above all, master developers must now be “placemakers” who create integrated, mixed-use urban communities to satisfy this new generation of aspirational consumers. Raza, with its financial resources, clear long-term vision and dedicated team of national and international professionals, is well placed to take a lead in this historic transformation.

At Raza, we believe that the dominant trends in commercial and residential real estate in Saudi Arabia’s big cities are low-rise, mixed-use quality projects that create communities offering lifestyle services and amenities. Our philosophy represents a new way of managing institutional and real estate assets for the long-term benefit of its investors, its customers and the citizens of the Kingdom.

FRANKA LANGE, Director of Marketing and Communications, Raza Franka Lange is the Director of Marketing and Communications at Raza, formerly known as Al Rai’dah. Franka is responsible for providing strategic marketing and communications input to senior management, emphasizing on added value and community building.

Franka brings more than 12 years of experience to the business, having held many senior positions with retail real estate and property management firms, including a five-year tenure as Managing Director at Retail Profile in Germany.

RETAIL PEOPLE . AUG-SEP 2019 .15

INSIGHTS

TechDefcon

Highlights the need for Cyber Security for Retailer & Mall Groups in the GCC O

ver the last decade, the retail business in the GCC has grown tremendously. Many global brands and retail groups have delighted the GCC customer experience and fueled growth.

The GCC retail industry excels in many areas, with retail brands and malls being the most visible. The retail mall groups’ physical on-the-ground security may be sufficient however cyber security is often neglected or becomes an after-thought. In fact, many groups consider an anti-virus or firewall as sufficient means of cyber security. These are not sufficient deterrents.

The sobering truth is that few in the region disclose a cyber security incident. The reality is that on average multiple cyber

16. RETAIL PEOPLE . AUG-SEP 2019

attacks occur on any given day. Some cyber attacks are prevented by common sense and semi-sophisticated security means. However, most cyber attacks go unnoticed and can lead to greater risks. Take-overs occur and irreversibly pirated amounts of information are compromised through information manipulation and hijacking.

These hostile cyber attack take-overs impact not only the retail and mall groups’ systems but also those of the employees and customers. Cyber attacks often are laced to include viruses and Trojans that go on to infect and negatively impact other servers and users. If you feel you are secure, think again.

Hackers are people who maliciously use cyber technology to illegally penetrate servers, software and systems. Hackers can take over servers or implant software that looks and acts like the server but relay information like customer credit cards, identities, transaction data and other sensitive data to other sources.

While this all sounds scary and something out of the movie, “The Matrix”, we at TechDefcon face these challenges on behalf of our customers on a daily basis.

In our line of business, discretion and results are vital.

Without naming specifics, we have in the past worked with many public and private GCC companies to clean and more importantly, establish protocols and systems to monitor, detect, analyze and develop solutions. Our ultimate role is to protect and cleanse systems from cyber attacks. Like any disease or risk, our approach is to work with our customers to establish protocols and programs to ensure cyber attack risks are minimized if not eliminated.

TechDefcon is the cybersecurity arm of UAE based Defcon ISC Limited who is an 11-year-old security

company who offer various security-related products and services in the GCC, India, and the UK. TechDefcon is an IT Company specializing in cyber security. We understand the ethos and importance of security.

TechDefcon offers digital forensics and incident response (DFIR) services and assessment of your security infrastructure. TechDefcon has partnered with some of the leading cyber security companies globally including Group-IB, Darktrace, NUIX, BitDefender, Lookingglass, Endace, Safebreach and Axonius to offer purpose-built and customer-centric solutions and programs. We offer network and endpoint monitoring solutions using cutting edge forensic tools which work on machinelearning and artificial intelligence for real-time detection. TechDefcon can assist you in monitoring all network traffic to avoid incidents like insider threats, malware attack and ransomware incidents.

At TechDefcon we also offer threat intelligence and brand/reputational management services and third-party risk monitoring services. We provide the programs which are highly sophisticated and are globally recognized solutions that often evolve with global and regional threat levels, usage analytics and customer needs.

Having assessed numerous retail and mall groups in the region and having met with Chief Security & Information Officers (CISO’s) and IT Directors, we are convinced that the cybersecurity in the region is behind the curve and needs to be reviewed and enhanced to avoid risks associated with hacking, identity, and information theft. We believe that each retail and mall group must assess and uplift their security protocols to protect their assets as well as those of their customers.

SHONAAK RESHAMWALA, Director, Defcon ISC Limited | TechDefcon Shonaak Reshamwala is determined to make the world a safer and more secure place. Coming from a heritage and family business obsessed with security, Shonaak extended the renowned security company, Defcon ISC Limited to form TechDefcon, a cyber security company in 2017. He was inspired to start Defcon ISC Limited following a series of high profile terror attacks. TechDefcon was started after some cyber terror attacks. Shonaak’s mantra is to make the world a safer place; his mission is to assess the gaps and formulate strategies and programmes to ensure data, assets and systems are protected and stay in the hands of rightful owners.

RETAIL PEOPLE . AUG-SEP 2019 .17

COUNTRY FOCUS

The Evolving Retail Landscape in Saudi Arabia T

he Kingdom of Saudi Arabia has experienced significant changes since the announcement of Vision 2030. From hosting the Ad Diriyah E-Prix and post-race concerts, to launching the first cinema in over three decades in 2018, efforts to promote the entertainment sector are paving the way for significant opportunities in the retail sector particularly in the field of shopping-entertainment or "shoppertainment".

Strong Growth Fundamentals Saudi Arabia’s demographic structure is extremely conducive to retail spending. With a population of over 33 million at the end of 2018, expected to grow at an average of 1.8% per annum over the next 3 years (Oxford Economics), the Kingdom offers a sizeable consumer base for retailers. Saudi Arabia also has a young population with 69% between the ages of 15-60 in 2018, according to Oxford Economics.

This working age group benefits from a large and growing level of disposable income, and a taste for better quality products, which is expected to fuel retail spending. The government’s initiatives also play a role in boosting retail spend through instating allowances

18. RETAIL PEOPLE . AUG-SEP 2019

to public sector employees (41% of the total 2019 expenditure) and increasing subsidies (from SAR 12 bn in 2018 to SAR 32 bn in 2019) under the 2019 budget.

Shifting Retail Landscape The retail landscape in urban areas across Saudi Arabia has undergone significant changes over the past 5 years, with a shift from street shops to an increased number of malls. Indeed, the total supply of retail GLA within shopping centers in the 4 main cities (Riyadh, Jeddah, Makkah and Dammam Metropolitan Area*) increased from 5 million sqm in 2014 to 6 million sqm as of yearend 2018.

With an additional 1.5 million sqm of GLA expected to be completed from 2019-2021, many developers are adopting strategies to differentiate their products by creating retail destinations, not only reliant on shopping but including attractive experiences for visitors. In addition to launching more cinema multiplexes, Saudi Arabia’s home-grown specialty coffee, for example, is gaining traction, bringing residents and tourists a true cultural experience. International brands who were once absent from the retail scene are now setting up shop

across the Kingdom. Similarly, the fast-growing Food and Beverage (F&B) industry is changing, with more choices in every segment of the food industry from fine-dining to food trucks.

In addition to these strategies, we can expect some developers and retailers to expand their reach beyond brick-and-mortar (traditional retail centers) to omnichannel retailing including mobile browsing, online marketplaces, and social media. With one of the highest rates of internet penetration and mobile usage, it comes as no surprise that the young population of the Kingdom is incorporating technologies in their daily lives, even when ordering food. The data from Saudi Arabia’s Communications and Information Technology

Commission (CITC), reveals that the percentage of online users who engaged in online shopping in 2018 increased to 50%, up from 37% in 2016.

Looking Ahead While several reforms have been introduced and implemented in Saudi Arabia, the impact of the change will only likely be recognized in the mid-to-long term. In the meantime, however, the retail sector in Saudi Arabia will continue to see significant transformation compared to other markets of similar size and importance, creating opportunities to take part in its growth and maturity. *Dammam Metropolitan Area is defined as Dammam, Dhahran, Al Khobar

DANA SALBAK, Associate, MENA JLL Dana is an Associate in the JLL’s MENA Research team and brings on board over 8 years of experience in research and advisory across the MENA region. Dana offers expert opinion and quality advice on real estate market conditions, analysing the key trends shaping the industry, and forming a professional and unbiased view on future trends and market directions. She is a regular commentator on real estate in the print and broadcast media in the MENA region and sits on different event panels as a market expert.

RETAIL PEOPLE . AUG-SEP 2019 .19

COUNTRY FOCUS

How Real Estate is Shifting

in Saudi Arabia

T

he economic transformation that is underway in the Kingdom, spearheaded by Crown Prince Mohammed Bin Salman, impacts Saudi citizen, making its citizens dynamic, entrepreneurial selfstarters in an economy typically dependent on a traditional model.

The appeal is not limited to economic policies but also a strong social movement is unfolding wherein the policy makers are working on improving the quality of life.

Much international attention has been focused on the big eyecatching projects announced over the past three years as part of the Vision 2030 strategy. These are designed to kick-start economic activity in the regions they are located but will also add significantly to the real estate bank in the Kingdom. Each has its own “focus� but the underlying theme from all of them is in line with the shift towards innovative quality along international best practice standards.

20. RETAIL PEOPLE . AUG-SEP 2019

NEOM - the biggest at an estimated cost of $500bn – is a completely new urban metropolis in the north west of the Kingdom, bordering Jordan and Egypt, in which robotics and artificial intelligence will feature heavily in a high-tech life-style development. The Red Sea Project is primarily a tourism play but will add considerably to the housing stock on the west coast, and also give a boost to the leisure and hospitality real estate sectors. Al Qiddiya, a short drive outside the urban sprawl of Riyadh, will be an entertainment and leisure resort rivaling Las Vegas in scale and concept.

Hotel and residential real estate opportunities will be part of the eventual offering.

Some of the other major residential, commercial and mixed-use projects in Saudi Arabia that are in the planning or construction stages include: Central Riyadh Development; a mega Energy Park dubbed SPARK in Dammam; King Abdullah Economic City in Jeddah; King Salman Park, the world’s biggest park; and mega shopping centres such as the Mall of Saudi and Mall of Arabia; among a number of other developments. Furthermore, the Saudi Entertainment Ventures (SEVEN) will launch its first entertainment complex in Riyadh as part of a multibillion-dollar drive to boost the leisure sector and serves as a new model for development and funding of real estate in Saudi Arabia.

Numerous regional developers and investors have identified Saudi Arabia as a leading growth market, reporting higher returns on investments. With a surge in mixed-use developments, many developers and investors are seeking to capitalise on this upswing by forging working partnerships with specialist service providers.

Raza is at the forefront of the transformation of the Saudi Arabia property sector. More than 40,000 people live, work and play in Raza-managed communities each day. Formerly Al Ra’idah, a subsidiary of Al Ra’idah Investment Company (RIC) and the property management arm of the Public Pension Agency (PPA) of Saudi Arabia, Raza has been operating in the Kingdom since 2007. Raza employs highly qualified national and international real estate professionals to support its growth ambitions while transforming the real estate sector in Saudi Arabia.

At Raza we strive to empower workplaces, create innovative retail environments and ensure good living spaces. In doing so, we are breaking new ground in every aspect of real estate, from construction through to property management. We will remain committed to raising the professional standards of real estate in the Kingdom with an exceptionally strong focus on quality, values and integrity which ensures confidence and peace of mind among tenants and residents.

This commitment allows us to take a long-term view and a hands-on approach to property and asset management.

RETAIL PEOPLE . AUG-SEP 2019 .21

SHOPPING CENTRE UPDATE

Mercato

More than just a Shopping Mall!

M

ercato, located on Jumeirah Beach Road is the only themed Italian mall in the UAE and one of Dubai’s most charismatic and best loved shopping malls because of its individual and unequalled ambience.

Mercato is essentially a community mall, serving the needs of residents in Jumeirah and surrounding areas, it also attracts tens of thousands of tourists from all over the world every year.

Spanning 643,067 square feet, Mercato is home to over 145 shops and service outlets and prides itself in offering customers a superb variety of international fashion and lifestyle brands, a comprehensive selection of service outlets and a mouth-watering choice of cafes and restaurants.

One of Mercato’s most beautiful features is its grand main atrium which brings the mall to life. Made of clear glass, the stunning atrium brings a wealth of natural light and sunshine into Mercato which gives you the distinct feeling that you are in fact outdoors. As evening falls, the mall’s streets and piazzas are lit up with authentic style street lights to create the perfect setting for leisurely shopping and relaxed dining.

For fashion lovers, Mercato boasts a great range of women’s, men’s and children’s clothing brands, not to mention accessories, footwear, sunglasses, Jewellery and much more. From health and beauty to homeware and confectionery, Mercato really does have it all! Key attractions at Mercato include Spinneys supermarket, VOX Cinemas, Virgin Megastore and Fun City.

What’s more, Mercato unveiled a new curved glass barrel vaults skylight atrium made of glass at Porto Vecchio area, the area is redesigned with a skylight roof to allow for more natural light that extends a fresh and contemporary feel to make every visit pleasurable.

The skylight atrium is 4,300-sq.-ft. and it is comprised of more than 200 panes of glass, UV resistance and high heat rejection. The new atrium is a wow factor and attracted the attention of every guest that walked through the area since it added a touch of style and elegance.

Ms. Nisreen Boustani, PR & Corporate Communications Manager of Mercato & Town Centre said, “The glass skylight

DEBBIE RUSSO, General Manager, Mercato and Town Centre Jumeirah Debbie joined Al Zarooni Group in 1998 and currently holds the position of General Manager for both Mercato and Town Centre Jumeirah. With a Degree in Business and additional specializations and training with the accredited ICSC and MECSC (International and Middle East Council of Shopping Centres) in shopping centre professional development (levels 1&2) facilities management, finance, leasing and tourism/marketing, Debbie is instrumental in maintaining the asset(s), re-planning the tenancy mix and sourcing new brands to enhance the consumer experience.

22. RETAIL PEOPLE . AUG-SEP 2019

atrium adds a "wow factor" as we’re able to maximize natural light, reduce heat gain and, most importantly, provide guests with a more comfortable experience when they come to Mercato for special events or a day of shopping since Mercato is not just a place to shop; it is an entertainment destination for quality time with friends and family.”

A lot of exciting brands and outlets opened recently on the cobbled streets of Mercato; brands include: H&M, Zara Home, Aura Furniture, Leem, Lifetime Kids rooms, Cole Haan, Les Nereides and Mashreq Bank.

Other new brands scheduled to open in Mercato include; Orangetheory Fitness, Rivoli Eye Zone, Vshakes and Ecco Pizza.

Town Centre Jumeirah The Sister Mall of Mercato

Town Centre Jumeirah, a destination mall in the heart of Jumeirah is home to a great range of stores, unique boutiques, service outlets and restaurants that meet the daily needs of the community’s residents and visitors.

Visitors can enjoy delicious food with their family and friends at Sumo Shushi, Bateel Café or Baker and spice and shop for Local organic food and vegetables at Ripe organic shop.

Those who like to book their flights in a stress-free environment can book their dream holiday at Emirates Travel Hub.

Town Centre Jumeirah is the ultimate destination for those who seek to indulge in a well-being lifestyle! From Real Pilates, Feet First, Hello Kitty Beauty Spa to Nail Station, Dubai Physiotherapy Clinic to Kaya Skin Clinic, Town Centre Jumeirah is the perfect place for those who wish to unwind and recharge. There is even a specialized Feet First outlet available for the gents too.

The Privilege Plus loyalty programme is a great way to receive discounts at your favorite stores and outlets at Town Centre Jumeirah and Mercato. Apply for a membership and start reaping the benefits.

NISREEN BOUSTANI, PR & Corporate Communications Manager, Mercato and Town Centre Jumeirah Nisreen Boustani joined the Al Zarooni Group in 2013 and holds the position of PR & corporate communications manager for Mercato and Town Centre Jumeirah. She started her professional career in the fashion, retail industry and shopping malls and worked for a brand-new shopping mall in Dubai in 2008 as a tourism and public relations manager.

She is the face of Mercato and Town Centre Jumeirah and is responsible for all PR, corporate communications and the tourist marketing programmes at the malls.

RETAIL PEOPLE . AUG-SEP 2019 .23

SHOPPING CENTRE UPDATE

My City Centre Masdar Driving Sustainability-Oriented Innovation in the Retail Industry T

he Abu Dhabi government is moving rapidly to achieve its Environment Vision 2030. The policy, which is aimed at addressing the capital’s biggest environmental issues, preserve its natural heritage and reduce its carbon footprint, serves as a reminder and offers a roadmap for businesses to adopt sustainable practices to enhance the quality of life for residents and citizens of Abu Dhabi.

Sustainability issues also rank high in the decision-making process for young shoppers. As millennials increasingly look to adopt an eco-friendly lifestyle, the onus to be an environmentally responsible company is even greater than before. A survey of 7,000 Majid Al Futtaim Shopping Malls’ shoppers in the UAE and Oman in 2017 revealed that 78 per cent of participants were concerned about water consumption, with water shortage ranking as the most significant, followed by climate change and energy use.

From positive effects on the community and reducing dependence on non-renewable resources, to injecting efficiency in operations and boosting the bottom line, applying sustainable business practices has a far-reaching impact.

24. RETAIL PEOPLE . AUG-SEP 2019

Abu Dhabi’s sustainable lifestyle destination Abu Dhabi’s sustainability efforts positions it as a regional leader in the efficient use of resources. My City Centre Masdar, Majid Al Futtaim’s first shopping mall in the capital, is contributing to that goal by leading the way in sustainable design and operation in the retail industry. With an Estidama Three Pearl rating – a benchmarking measure equivalent to the LEED Gold rating for exceptional performance in energy and water conservation – the AED 300 million My City Centre Masdar, which opened earlier this year, is one of Abu Dhabi’s most sustainable malls.

My City Centre Masdar is Majid Al Futtaim’s 25th lifestyle destination in the region and is a flagship mixed-used development with sustainability at its core. Based in Masdar City, the capital’s low-carbon urban development, the neighbourhood retail mall has been designed with green building principles to be a social hub and meet the day-to-day needs of more than 75,000 consumers in the fast-growing residential communities surrounding it.

The mall is centrally placed within the planned Masdar City transit network. It is adjacent to the site of the proposed Masdar City Metro Station and within 300 metres of the nearest proposed bus and light rail transit stops. The mall will also be connected by public bus routes, with plans in place to utilise the autonomous, electric vehicle Navya to connect the mall to other destinations within Masdar City.

The community mall features more than 70 stores across 18,500 sqm of gross leasable area, including Redtag, a 7,000 sqm Carrefour Hypermarket, Life Pharmacy, Al Jaber Optical, Kababji and Cinnabon.

Leading the way to a Net Positive future My City Centre Masdar follows Majid Al Futtaim’s sustainability framework and contributes to the company’s Net Positive Strategy for its properties, which is aimed at cutting water use and creating more energy than it consumes by 2040. It is also in line with Masdar’s aspirations for sustainable developments. The mall has incorporated innovative business practices to reduce energy consumption by more than 40 per cent and water consumption by more than 50 per cent annually.

The mall has installed energy-efficient LED lighting, escalators and lifts, and low-flow bathroom taps. It is also recycling its grey water for landscape irrigation and toilet facilities. My City Centre Masdar plans to recycle at least 80 per cent of the its operational waste.

The mall’s 600 car parking bays are shaded by roofing housing photovoltaic cells, generating electricity equivalent to one-fifth of the mall’s annual energy usage. Six percent of parking has been set aside for electric, hybrid or carshare vehicles – and half of these spaces are equipped with charging points. To encourage healthier lifestyle choices in Masdar City, the mall also has bicycle parking facilities at the entrances.

Even during the construction phase, My City Centre Masdar adhered to the highest safety standards and employed safe work practices and methods to control dust and noise. All the materials used were manufactured within 500km travelling distance of the project site.

My City Centre Masdar’s innovative design and architecture, along with its long-term sustainability goals is set to enhance the wellbeing of residents and tourists, and foster engagement within the community.

FAST FACTS My City Centre announcement date:

JANUARY 2017 Opened:

APRIL 2019 Total investment:

AED 300 MILLION Gross Leasable Area (GLA):

18,800 SQM Built Up Area:

26,828 SQM Carrefour Hypermarket:

7,000 SQM

RETAIL PEOPLE . AUG-SEP 2019 .25

SHOPPING CENTRE UPDATE

Granadia,

The Complete Experience: Business, Shopping, Entertainment & Dining G

ranadia has been Riyadh’s most enriching lifestyle destination since 2018 which, as a mixed-use project, offers upscale properties that elevate the quality of living, work and entertainment. It is a vibrant place that inspires wonder and evokes excitement every time you visit. The destination includes the Hilton Riyadh Hotel & Residence, Granada Mall, Granada Business Park, a premium dining complex and a land for festivals and entertainment events. Granadia provides a perfect destination for customers who desire to have it all in one place. Visitors will have a splendid experience starting early morning at the gigantic Hilton Hotel, and then moving across the street to Granada business park, if on a business trip. The fun part of the day is a visit to Granada Mall to shop for top international and local brands, before passing by Granada Square to experience entertainment like the circus that runs occasionally. Granadia visitors can end their day with a wholesome dinner at Sidra complex that hosts a collection of renowned international restaurants, all in one place.

26. RETAIL PEOPLE . AUG-SEP 2019

“We are confident that such a complete journey is not available in one destination in Riyadh except at Granadia!” Mazen Qandeel, Executive Director of Granada Center said.

Granadia family has been working towards the Saudi Vision 2030 especially when it comes to the two themes of creating a vibrant society and creating a thriving economy. 2030 Vision opened the door to many untapped opportunities, and Granadia jumped in quickly to seize them for the benefit of its visitors.

This year Ramadan and Eid Al Fitr was an exceptional season. Granada Mall had exquisite Ramadan decorations and, more importantly, Ramadan entertainment activities that were inspired by the nation’s culture and traditions. Hundreds of families participated in the traditional Garge'an event and candies were distributed by tenants to hundreds of children, thus increasing their footfall. Granadia was part of the Eid Season led by the SCTH (Saudi Commission for Tourism and National Heritage). Baby Shark show took place in Granada Mall and visitor numbers increased to over 200,000 in five days, an increase of 13% as compared to the previous year.

Building on the 2030 Vision to promote entertainment, Granada Square organized a circus shows by Circo Americano, who performed previously in Hawaii and Orlando, and visitor numbers exceeded 20,000 in five days.

Even though Granada Mall is one of the highest footfall malls in KSA with 13.8 million visitors in 2018; the mall aims higher and is on an expansion path. 40,000 sqm of retail space will be added to the GLA, which will include retail shops, an extended choice of dine in restaurants, and a full range cinema theaters complex. The mall will open doors to this expansion by mid-2020. Granada Mall is currently selecting the top tenants and brands who will be an added value to shoppers at the mall.

Last but not least, the head office of Riyad Bank has just shifted offices, adding to the cluster of esteemed tenants in Granada Business Park, to enjoy the Granadian experience.

ALMUHSIN HAMIDADDIN, Marketing Manager, Granada Center Est. AlMuhsin has been in Granada Investment Center Est. for almost a year heading the marketing department of the organization that manages Granadia destinations and Olaya Towers. AlMuhsin comes with extensive marketing experience from multinational organizations in FMCG, electronics and other industries. After a successful track record, he is employing the latest marketing concepts and his experience in leading the marketing functions of Granada Center, while focusing on elevating the communication strategies and enhancing the customer experience in the properties.

RETAIL PEOPLE . AUG-SEP 2019 .27

M

Y

Y

LnD 2020 Ads RPM.pdf 1 03-07-19 3:24:11 PM

P R E V I O U S LY R E C O N

organized by the largest retail industry association

"there is no greatness where there is no simplicity, goodness and truth" - Tolstoy

KeYnote sPeaKers

Cate trotter

davId roWan

Head of Trends

ediTor-in-CHief

InsIder trends, London

WIred’s UK

Cate combines unique, powerful insights with solid data, presenting them in a no-nonsense way. she uses inspirational case studies to show how audiences can tap into these trends and get ahead.

The author of non-Bullshit innovation: radical ideas from the World’s smartest Minds (Transworld 2019), a global quest for bold corporate innovation in the face of technology-led disruption.

P L at I n U m s P o n s o r s

GoLd sPonsors

s I Lv e r s P o n s o r s

BronZe sPonsors

for further information: visit www.retailcongressmena.com l To register contact: lea@mecsc.org or call +971 (0)4 359 7909

ThE 2019 MIddlE EAST & NORTh AfRICA ShOppINg CENTRE & RETAIlER AwARdS The Middle East and North Africa Shopping Centre and Retailer Awards are designed to honour outstanding achievements in retail, marketing, NOI enhancement, design and development of retail properties and retail excellence.

The Awards will be presented at the Retail Congress MENA Gala on 29th October at the Ritz Carlton Hotel DIFC, Dubai, UAE. Gold Winners of the Middle East and North Africa Shopping Centre and Retailer Awards will be automatically submitted for the ICSC Best-of-the-Best Global “VIVA� (Vision, Innovation, Value, Achievement) Awards.

who can enter?

Entries can be submitted by shopping centre owners, developers, retailers management companies, architects, designers and service providers.

how to submit an entry

All entries for the 2019 Middle East and North Africa Shopping Centre and Retailer Awards must be submitted online at https://mecsc.secure-platform.com/a Each submission must include a completed entry form along with a detailed entry summary. Supporting materials should be uploaded in the appropriate sections where indicated. Forms with incomplete entries will not be accepted.

entry fee

aeD 2300 fee (member) aeD 2700 fee (non-member) Payment for entries must be received on or before Tuesday, 27 August 2019. Entry will not be accepted for judging if payment is not received by Tuesday, 27 August 2019.

Payments can be done through cheque, bank transfer and credit card.

DeaDline

All entries must be submitted by tuesday, 27 august 2019

awarDs presentation RETAIL CONGRESS MENA 2019 ritz carlton Difc, Dubai, uae

ContaCt us for more information:

+971 (0)4 359 7909 / lea@mecsc.org / www.retailcongressmena.com

Middle east shopping Centre & retailer awards

THE 2019 MECS+R AWARDS AwArds CAtegories

CALL FOR ENTRIES SubmiSSion DeaDline: AuguST 27, 2019

CATEgORY FOuR

CATEgORY ONE

Retail Excellence

Traditional Marketing

• Fashion • Children’s Wear • Gold, Jewellery, and Watches • Footwear and accessories • Sportswear and Goods • Pharmacy, Health and beauty • Home and Office Furnishing • Kiosks • entertainment, music and leisure • bank and Financial Services • Fast Food • Restaurants • luxury • new! Theme Park • new! Cinema • new! Family entertainment Centres • new! Waterparks

• advertising • Cause-Related marketing • Customer Service experience and /or engagement • Digital / Social media • Grand opening, expansion & Renovation • new / emerging Technology • Public Relations • Sales Promotion and events

CATEgORY TWO

NOI Enhancement • marketing / Sponsorship • operations / overall Team • leasing

CATEgORY FIVE

CATEgORY THREE

Best MENA Retail Brand

Design and Development • new Developments • Renovations / expansions • Retail Store Design

CATEgORY SIX

Retail Professional of the Year

NEW

CATEgORY SEVEN Service Excellence

• new! Property management Software • new! Data analytics • new! Technology innovation • new! Decor & Design installation • new! merchandising Display • new! Retail Consultancy Service

ELIgIBLE DATES

TRADITIONAL MARKETINg & NOI ENHANCEMENT: 1 august 2018 to 31 July 2019 DESIgN AND DEVELOPMENT: 1 august 2017 to 31 July 2019 RETAIL EXCELLENCE, RETAIL PROFESSIONAL OF THE YEAR, BEST MENA RETAIL BRAND AND SERVICE EXCELLENCE: 1 august 2018 to 31 July 2019 www.retailcongressmena.com

Customised classic Ramadan decorations designed by AFKAR Lighting team

FEATURE

An Incredible Journey FIRST STEPS Starting at the age of eight, during the summer season, just outside a church in a famous Italian tourist destination, my sister and I would sell necklaces, bracelets and lavender that we produced during the day. We were cute, nicely dressed and we were selling big time!

Our success most probably came because of our approach to clients, more than the quality of our products. Our sales pitch was simply focused on offering tourists a homemade product, made by ‘locals’.

Our intention was for them to take back a good memory of their holiday, rather than just doing business.

By the way, we were tourists as well…

It was there that I discovered that storytelling is often as important as the quality of the product or service.

WORK – STUDY – WORK I always worked with peoples’ ‘spare’ time. From restaurants to beach clubs, from street bars to cinemas, from theme parks to shopping malls, we focused on the spare time experience.

I have worked since middle school, during the summer season, and I kept doing so long after university. Cleaner, waiter, lifeguard, bartender, bank clerk... I learned how to execute orders, how to follow guidelines but more importantly, how to deal with and understand people.

Later in the years, I managed restaurants and clubs until I moved to more organized environments, first as Customer Service, then as Operation Coordinator and, finally, as Director of two of the biggest theme parks in Italy.

32. RETAIL PEOPLE . AUG-SEP 2019

MILAN

DUBAI

K U WA I T C I T Y

My ambition to experience and learn from different industries brought me to manage cinemas for an American corporation. In 2006, I was the star in the shopping center industry, working for one of the top three real estate corporations in Europe. I was lucky to become GM of the biggest mall in Italy at that time.

It became obvious to me that the industry was stagnating and not evolving in a manner I had envisioned it could. Instinctively, I knew that I could not commit to this lack of meaningful purpose.

With my successful experience in leadership for driving change, it was immediately clear to me that I had to seize this opportunity to make a dramatic and valuable impact.

RESULTS

R I YA D H

LONDON

I created the concept of Favorite Meeting Places, as a genuine destination for people to come together to share valuable experiences.

THE DEVELOPMENT I created Customer Engagement Loyalty Solutions (CELS) in 2014. Five years later, it became a Group of six companies under CELS Group holding six different business units with the same exact purpose: helping malls, airports, parks, hubs and cities to become unique ‘real places’ where visitors can share valuable experiences. We have a special focus on malls: we transform a shopping experience into a social experience, transforming malls into Favorite Meeting Places, the heart of a community. We help clients to strengthen their brand equity, their identity, by creating and feeding the relationship, a 2-way communication to establish ‘real’ relationships.

In Italy, I was viewed as a game changer and a major force in the industry. I created one of the biggest entertainment summer festivals, an indoor FEC. I took over a radio station giving it the mall’s name. I created and developed a loyalty programme specifically designed for malls, reversing the traditional way to communicate and develop loyalty concepts; we, the mall, were loyal to our clients.

FULL UNDERSTANDING It was only after watching the famous TED Talk of Simon Sinek “Start with Why” that I figured out what I was trying to do. Until that moment, it was all about a gut feeling.

I believe I always knew which was the way and how to reach it, but it wasn’t until that moment that I was able to connect all the dots.

ALESSANDRO GAFFURI, Founder & CEO, CELS Group Retail strategy specialist with international experience (across Europe and the Middle East). Working with shopping malls and leisure venues since 1997, helping brands understand the needs of customers and interact more closely with them. Following global market trends, retail strategy today involves the study of each touch point with visitors, thanks to multidisciplinary methods and a full range of tools - from loyalty systems to live events, from in-mall media to festive lighting. After a career as Operation Director of Cinemas and Theme Parks and an extensive experience as Mall Manager, Alessandro is now the CEO of CELS Group. Member of International Council for Shopping Centres since 2005 and of the Middle East Council of Shopping Centres since 2013. 2012 Gold Award winner in Media Relations and regular ICSC Solal Marketing award winner since 2007.

RETAIL PEOPLE . AUG-SEP 2019 .33

FEATURE

Mihyar (the Moon Rider) Symbolizes the

Spirit of the Arabian Warrior M

ihyar was established in 2012 and embodies the spirit of the Arabian Warrior; brave and proud with a long and legendary heritage. The brand has 39 stores spread across all the major cities of the Kingdom.

As is often the case with business startup ideas, it was my personal experience that led us to develop Mihyar. Every year in Ramadan when purchasing new thobes using the traditional tailoring process, I could never be sure of the end product. My friends and I would often have to send thobes back as the sizing was not right or the fabric was too warm and impractical for the local weather. The solution to this was to provide a brand that offered the Saudi man a high quality “Ready to Wear” thobe using the best international fabrics and technologies. The only players in the “Ready to Wear” market were of low quality and high volume.

The second problem was that I always found it an inconvenience to visit multiple shops to buy a complete outfit; one store to tailor my thobes, one store for the headwear and another for the cufflinks. It was a time-consuming and often frustrating process trying to get every element of my outfit and for it all to match.

This could easily be solved by a store that offered all the elements required to complete the Saudi national outfit under one roof.

These two revolutionary ideas were the driving force behind Mihyar’s founding; a brand offering high quality “Ready to Wear” thobes in a “one stop shop.”

The Mihyar team has successfully revolutionized the Thobe shopping experience, taking it from cumbersome to convenient, creating our own new segment in the market. Gone are the days of waiting over a week for a new Thobe; you can leave our store in less than 15 minutes with your new thobes in hand. Mihyar entices customers away from low-end volume and high-end bespoke, while delivering affordable luxury. We offer the best of both worlds. New launches every season mean we are in step with leading international labels and it’s something never before seen in the thobe market. After many years of development, we are proud to say we have successfully achieved our aim of offering the perfect thobe in terms of fabric and sizing.

Mihyar allows its customers to buy every element of his outfit in one place, including footwear, accessories and casual wear, offering our customers the full ready to wear experience all under one roof. The modern Saudi man can now buy every aspect of his national outfit in accessible mall locations in minutes or online at mihyararabia.com; both completely new shopping experiences.

Equally as important as Mihyar’s concepts, are its branding and positioning. The embodiment of Mihyar is the desert warrior; brave, strong and masculine. This was inspired by the traditional Bedouin of Saudi Arabia. We successfully cater to the modern Saudi man’s desire for a contemporary product and experience whilst staying true to his culture and heritage.

Mihyar has 39 stores spread across all the major cities of the Kingdom

KAMAL OSMAN JAMJOOM, Founder and Chairman, KOJ Group The Group was established in 1987 with one of the first “The Body Shop” franchises in Jeddah, Saudi Arabia.

Since then, it has become a leading independent brand owner starting with Nayomi, followed by Mikyajy and then most recently with Mihyar. Kamal himself is the visionary force behind these revolutionary private label brands in the Gulf.

34. RETAIL PEOPLE . AUG-SEP 2019

FEATURE

Passion Leads to Success M

y earliest memory with fragrances was a small perfume shop in the old city of Damascus, the owner of the shop, the old aluminum perfume bottles behind him and the beautiful smell of the whole alley, that place, and that person led me to take the scent journey.

Twenty years ago, I joined one of the biggest oriental perfume companies in the GCC, and I found myself dealing with different types of fragrances, Oud, Oud Oil, incense, Musk, Amber and the rest of the oriental stuff, things that I wasn’t familiar with, but they were powerful enough to make me fall in love with them, especially the Oud and Oud Oil, which I call the jewel of fragrances.

After serving as a Board Member of the Fragrance Foundation Arabia’s Board of Directors, and eight years as a judge in the Fragrance Oscars, I realized that my passion towards Oud will move me to a more Oud Specialized firm and I found Fragrance Du Bois, the company that has a long experience in Oud as most of their fragrances contain pure natural Oud Oil. Fragrance Du Bois decided to open a factory in Dubai, the United Arab Emirates to supply Oud, Oud Oil and incense to the retailers around the world, the natural raw materials coming from its own plantations in the Far East.

The Real Oud Factory LLC is something very different as it’s the first and only manufacturer in the GCC which guarantees

the source of all its Oud is not only 100% real but fully natural, sustainable and traceable; a source backed up by CITES on all its products from its own managed farms, distilleries and centuries-old plantations in South East Asia which brings a level of purity and quality very few others can match. A bold claim in a multi-billion dollars industry rife with fake products and glittering products masquerading as OUD, that’s why Real Oud Factory has another objective other than the commercial one, which is to educate people, especially the new generation, about the value of Oud. The Real Oud Factory is the culmination of almost a decade of Research and Development by Fragrance Du Bois and a multimillion dollar strategic investment in the future of the Real Oud industry that doesn’t just stop in Dubai. We are already finalising locations in Grasse, France, the historic capital of the Perfume world for our R & D and Innovation centre which will focus on our ongoing product development and European wide distribution for our products with a focus on the fastgrowing African, Russian and CIS markets for Oud products.

I have taken the challenge and look forward to adding to my passionate journey with fragrances, and specifically Oud, the most precious wood that produces the most luxurious fragrance.

SHADI SAMRA, General Manager, Real Oud Factory

Head of Sales, Marketing and Operations, Fragrance Du Bois, ME & Africa Shadi has been in the Fragrance industry for 20 years. He also served as a member of the Fragrance Foundation Arabia board of directors and was the only one to be a judge in the Fragrance Oscars for eight years. Shadi have a huge GCC market knowledge and experience in Oud, Oud Oil and other oriental fragrances. Before the fragrance industry, he worked in retail in jewellry and was a part-time translator.

RETAIL PEOPLE . AUG-SEP 2019 .35

FEATURE

Happiness is a Homegrown Concept (from the founder of Glee Hospitality) Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work.

S

trong words to live by and even more powerful when you consider that I apply them to the F&B/Hospitality industry, one of the most dynamic and evolving industries in the region. Although I am a seasoned F&B veteran, my calling was far greater than just changing the face of the hospitality industry; my calling was given autonomy and a voice to the next big homegrown restaurant concept. All the steps in my life led me on a path to give people the tools they needed to achieve their dreams.

Some people decide to launch a restaurant as a business venture, others because it has always been a dream. Whatever the motives, it’s no easy feat to launch a successful restaurant as any hospitality professional will tell you, but as with anything else in life “Action may not always bring happiness, but there is no happiness without action.”

36. RETAIL PEOPLE . AUG-SEP 2019

As a graduate of the Les Roches Hotel Management School in Switzerland, it was no surprise that I was always destined to have a career in the hospitality industry. Upon graduating, I went on to join Sogeres in France, a leading catering company, as an Assistant Manager before soaring to the position of Manager – Service Export. During my time at Sogeres, I garnered valuable experience by leading the operational, financial and logistical aspects of projects as well as representing the company on its international expansion efforts. In 2001, I joined the MARC restaurant group as a Project Manager and went on to open three restaurants, out of which two became Michelin star restaurants. After three years at MARC, I moved to Rotisserie Jules, a UK based restaurant chain, as the Managing Director, where I successfully lead the refurbishment of the establishment. All of the above experience prepared me to launch what would become my flagship enterprise, Glee Hospitality that I proudly manage to this day.

Glee Hospitality was launched in 2010 in the DIFC, on the back of our first project Gramercy.

This gave us the window to market our services to others. The market was just opening up and I saw an opportunity or a gap in the market for homegrown concepts. When everyone else was securing franchises, we were advocating the homegrown concept. Glee’s success was a direct result of being able to give our clients autonomy. While everyone else was looking overseas for the next big concept we developed

local successful restaurant concepts with talented people within the nation itself. After almost 10 years in the industry, I’m proud of the steps Glee has made to its commitment to this goal.

Strength in the homegrown concept comes from the strength in connecting with others and that is why it has always been important for Glee to be a part of major events like the MECS+R. The MECS+R has grown over the years and has a strong and closely connected member base of over 1,000 industry professionals from all over the Middle East & North Africa representing shopping mall owners, developers, marketing managers, leasing managers and specialists, retailers, consultants, property managers, financiers, accountants, government officials and industry suppliers.

I expect the MECS+R & Retail People Magazine business platform to connect the power of autonomy with an even greater number of channels across multiple industries.

The MECS+R will help Glee Hospitality realize its own

dreams and we, in turn, will empower its base of industry professionals with our own knowledge and insight, which will finally empower every single person, in every single industry, in every single market.

In the end, it serves all of us to take our happiness into our own hands.

We are all seeking success and in my case with Glee Hospitality our key to success has boiled down to a strong foundation, talented people, hard work and the prosperity of the restaurants to launched themselves. There is strength in numbers and as social media has shown us in this digital age, there is truly power in connecting with people and that is why it is imperative to align ourselves with platforms like the MECS+R in our drive for happiness.

ABDUL KADER SAADI, Managing Director, GLEE Hospitality Solutions Abdul Kader is the Managing Director of GLEE Hospitality Solutions. He graduated from Les Roches Hotel Management School in Switzerland. In 2008 Abdul Kader moved to Dubai, UAE and set up Glee Hospitality Solutions by the end of 2009. Now in its 9th year of operations, GLEE Hospitality Solutions has successfully launched over 50 concepts, opened over 60 outlets across the region and by end of 2019 will be managing a team of nearly 300 employees. Glee is currently working on projects regionally, in Oman, Saudi, Egypt whilst exploring the UK, with offices in UAE, KSA and Egypt.

RETAIL PEOPLE . AUG-SEP 2019 .37

FEATURE

Life is but Dreams!

S

ince my childhood, I learnt the importance of hard work, putting effort, taking responsibility, leading to appreciation and reward for a job well done. As a child, I always loved studying, played judo, studied at a music academy, was a competition swimmer for a national team, played tennis, basketball and was always participating in school competitions and performing arts. I learnt that I CAN achieve anything when putting effort and perseverance. My father taught me that hard work always pays off and when you fall, you always need to stand up and keep going. This taught me resilience.

I have always dreamt big; to me the sky is the limit and we create our own destinies. One of my biggest dreams was to study in the UK, which became reality years later when I successfully graduated with a Masters in Human Resources Management in 2000 in London.

My motto in life has always been ‘life is too short’, so I enjoy doing things I am passionate about. When I look back at my corporate career in Oil and Gas or Government and Financial Services, I have always supported my people to develop and grow. I learnt to believe in my abilities, talent and uniqueness, dream big and follow my gut feeling. I also learnt that to be successful in life, you need to be surrounded by positive, successful people who will always lift you up and you both support each other.

38. RETAIL PEOPLE . AUG-SEP 2019

Moving to Abu Dhabi from London in 2009, for an amazing job opportunity with one of Mubadala’s subsidiaries, not knowing anyone in the UAE where business is mainly relationship based, led me to understand the power of networking. For me, one key to success is building, nurturing and leveraging personal and professional networks.

This was showcased when I met Gaj Ravichandra, who was one of the suppliers I worked with since 2011. After a year of co-dreaming, we both left our corporate careers, embarked on an entrepreneurship journey and co-founded Kompass

Consultancy in 2013. We share the same values, are both passionate about people’s growth and performance, we love change, challenges and believe that everything is possible.

I still remember the turning point that led our business to shifting from being a Dubai based local consultancy to becoming a global Talent Management Consultancy based in Dubai and Sydney. After six months, we were shortlisted but lost the tender in Abu Dhabi because we were not a global business. We saw it as an opportunity to grow from being local to global specialising in enabling individuals, organisations and educational institutions to achieve performance excellence and career success. After six years, we pride ourselves in working with key clients locally, regionally and internationally in public and private sectors, in addition to partnering up with world class business schools supporting EMBA and GEMBA students in their careers and professional growth.

In line with our vision, I proactively approached the Academy of Executive Coaching in the UK to explore opportunities in becoming their partner in the UAE and GCC. In February 2018, I brought the world’s most highly accredited executive coach training to the UAE and became the international partner and Head of the Association of Executive Coaching UAE covering the UAE, GCC and Levant offering triple-accredited coach training to individuals and organisations worldwide.

Learning how to navigate setbacks makes us perform better in life. What I know for sure is that hard work always pays off and when there is a will, there is always a way.

LEILA REZAIGUIA, MA Chartered MCIPD, PCC, ORSC, NLP

Co-Founder & Managing Partner, Kompass Consultancy and Head of AoEC UAE Leila is a dynamic Strategic Talent Development professional renowned for her high energy, enthusiasm and passion.

She strives to work with people across cultures to unlock their potential. Leila is a multi-lingual (English, Arabic and French) PCC Coach, Mentor Coach, Facilitator and Business Mentor who is passionate about Coaching, Women in Leadership, Mentoring, Talent Management & Organisational Development. Her coaching expertise is: Executive, Career, Team, Leadership and Systems Coaching.

RETAIL PEOPLE . AUG-SEP 2019 .39

FEATURE

Re-energizing Retail Amidst Retail Apocalypse A

s we hear more news about retail apocalypse or meltdown, we tend to think as to why so many retail stores and chains are closing down. What is going on with the retail sector?

If you ask any traditional retail CEO, the answer would always be “Competition from E-commerce sites” or “High rentals and low operating margins which makes the retail business unviable.”

The main reasons for the retail apocalypse are: • Brand’s inability to reinvent • Forgetting the basics of retail management • The high cost of collateral loans or borrowing or project financing • Dwindling profits eroded by promotional expenses and markdowns

How do we increase sales amidst such slowdown and uncertainty?

The answer lies within the brand’s DNA itself. “Go back to drawing board” approach.

1. Relook at Cost of Goods Sold (COGS) The game-changer for most retailers would be in COGS. Start listing down all the cost components of your supply chain, your freight costs, insurance costs, procurement costs and production costs (in case of manufacturers cum retailers).

Try to bring some efficiency or cost reduction in COGS. Since the low cost of goods means better attractive pricing options for the customers, there is a higher probability of better product sales which will result in increasing your top line.

2. Stop overseeing marketing cost as an expense It is wrong to consider marketing cost as an expense. It is actually an investment that a company makes over a long period of time to build its brand equity.

3. Adapt or re-tweak your business model Downtimes provide an excellent opportunity for businesses to look at their internal strengths and weaknesses and bring some kind of product rationalization in their offerings. Explore markets outside their operating territories as it is better to spread risk to the larger region. Look at franchising as a revenue model, or even licensing.

4. Adapting technology and Omnichannel strategy is always not a solution We all know that online stores are now looking towards brick & mortar stores and converting them into smart stores.

Example: Primark (high street fashion retailer) do not have an e-commerce arm nor e-commerce website.

The reason – they understand their customers shopping behavior and preferences.

The shopping tactic for Primark customer is to get in, grab a basket full of low-priced garments, and get out again with as little hassle as possible. It’s not experience based, its product based.

So how can Mall owners flourish amidst retail apocalypse?

The digital shopping revolution offers new opportunities to mall operators who are agile enough to seize them.

1. “Food is the new Trend” is the mantra that increasingly guides development.

Create new “experiential dining” options that offer more entertainment for consumers. Examples include farm-to-table courtyards, gourmet food halls, and “cook your own food” facilities.

2. Re-inventing the traditional lease agreements It may sound disruptive but if you go with my suggestion, it is already happening in the western world.

Footfall-based charge: Tenants pay based on either the traffic that comes into their stores or moving through the area of the mall where they are located. This model allows mall operators to capture value from the growing trend of customers coming into stores to touch and feel products, but completing the purchase online.

Online revenue sharing: In an even more direct capitalization of “browse offline, shop online” behavior, tenants pay a portion of their brand’s online sales that occur within the mall’s geography, normally mapped according to zip codes.

To sum up the article, we can face tough times only with a “Positive mindset.”

There are enormous opportunities in retail at the moment, what you need is to identify these opportunities and embrace changes with open arms.

RITESH MOHAN, Retail Expert Ritesh Mohan is a passionate Retail professional with over 21 years in the retail sector, handling some of the biggest brands in beauty, fashion and fragrances retail in the Middle East region. You can follow him on www.retailritesh.com

40. RETAIL PEOPLE . AUG-SEP 2019

FEATURE

Leasing Malls in the World’s Fastest Growing Economy P

ropbrowser started off as “Surlin Realty” in the year 2002, were primarily into high street retail transactions in the initial years and focused on tier 2, tier 3 and tier 4 markets where retailers were finding it difficult to get quality retail spaces.

We helped retailers find spaces in smaller cities and towns across the length and breadth of the country. Many retailers developed trust and belief in us and used to depend on us to plan their tier 2, tier 3 expansion strategy. After more than 10 years of helping retailers to expand their high street presence, we opened our doors to the leasing of shopping malls and were renamed. This change was due to the fact that the promoters of Surlin Realty were part of few other ventures under the same brand name "Surlin" but decided to exit those ventures to focus more on the retail expansion firm.

"Ramky Wavoo Developers" part of "Ramky Group" in Hyderabad picked up equity in our firm and we were renamed as "Propbrowser Retail Advisory India Pvt Ltd." The very first mall we leased was "Reliance Mall" at Salem in Tamilnadu, South India. Before the mall went operational, the team leased it out by 95%. This success made a name for us in the market as an agency which leases malls holistically and works towards leasing the mall completely in a phased and planned manner.

The next few malls we picked up for leasing (as exclusive mandates) were Providence Mall (Pondicherry, South India)

and MGB Felicity Mall (Nellore, South India). Through a joint team effort, these malls were leased 100% before they went operational. MGB Felicity Mall was awarded at the prestigious “Indian Shopping Center Awards” for “Mall Occupancy Optimization.”

Propbrowser has the highest number of exclusive mall leasing mandates across India as compared to any other international or Indian firm. We have 70 plus exclusive mall mandates and we work with more than 700 plus retailers across categories.

Propbrowser now operates in India, Sri Lanka, UAE, Philippines and Indonesia and likely to expand further. In the UAE, Mr. Somnath, who has more than 15 years’ of experience in leasing and managing malls, heads Propbrowser. Over the next two years, we are planning to set up offices in all the emirates of the UAE as we see ample potential here. For more details on Propbrowser, visit us at www.probrowser.com.

A few years back we started an architectural firm “Kreativ Design Studio Pvt Ltd” and went on to collaborate with an established 45-year-old Singaporean architectural firm “Envirotec Chartered Architects Pte Ltd” to form “Enviro-Kreativ Architects”.

These two firms are focused on malls / retail interiors and are architects for more than 25 mall projects in India. More details about Kreativ on www.kreativarchitects.com.

SURESH PADMANABHAN, Founder & CEO, Propbrowser Retail Advisory Pvt Ltd. Founder of Kreativ Design Studio Pvt Ltd, Co-founder of commercial real estate builder firms Triguna Propbrowser Ventures Pvt Ltd., and IPB Realty Pvt Ltd., Co-Founder of a Recruitment and Training firm that had a pan Indian operation, Co-founder of an MBA college, Founder of one of the largest retail and mall leasing firms Propbrowser.

15 + years of experience in business and a successful track record of making startup businesses to perform, spread across real estate, retail, education, franchising, training, IT and management consulting. BE (ECE), MBA (Marketing management), Advanced Leadership Program (IIM – Bangalore).

42. RETAIL PEOPLE . AUG-SEP 2019

FEATURE

Customer Engagement, Behaviour and Personalization (Blockchain, Data Analytics & Artificial Intelligence are here to help) Brands can’t afford to take a break when it comes to delivering great customer experiences.

Andrew Misra, Director of Sales & Marketing at Pathfinder Global (Providing Artificial Intelligence for Shopping Mall, Retailers and Airports Globally), shares what you should do in order to drive growth.

W

hen meeting someone a second time at the gathering, have you been asked for your identity again? They have possibly mistaken your identity for someone else or even forgotten that both of you have met before.

This is an honest mistake, but this situation can be misunderstood as disrespect or a deliberate snub, as if you are not impressive enough to add significant value and be remembered.

As a result, shoppers at your store will feel rejected, even though you are trying to establish goodwill and make your personalization strategy worthwhile.

Frequent shoppers would like to be respected and acknowledged by the Store Manager in exchange for providing their detailed information. Stores should therefore take major initiatives with the help of technology and use the shopper’s information correctly.

A small-scale store operator will find it easier to remember a shopper, but for a corporate brand operating globally among multiple brands in a shopping mall, would be very difficult to keep track of customers.

Retailers dwell in a crowded, competitive market, where most of them target the same consumers. They, therefore, have to think of how their contribution makes them stand out and make a difference.

The first step is to identify what customers currently want versus what they longed for in the past. Next embrace technology; it’s now possible to have dynamic interaction with customers in real time. By identifying customer behavior pulse with the help of Digital AI Driven Platforms, it is possible to provide insights and get a clear understanding of what kind of behavior you can target to convert into a sale, either presently or in the future. This information is crucial when it comes to decisions and creative strategy.

1

2

Purchasing Behaviour

Benefits Sought

3

Customer Journey Stage

4

5

Usage Based

Occasion or Timing

6

7

8

9

10

Customer Satisfaction

Customer Loyalty

Interest Based

Engagement Level

User Status

Brands face tough challenges when it comes to customer engagement. Getting shoppers attention is a difficult task. It is a battle to keep shoppers engaged in this era of multichannel options which are easily available. The market has reached saturation point. We need to put in our best efforts to connect with them, speak their language and understand their needs and preferences. Hence using the right technology and innovation can be vital to connect shoppers. This is where Artificial Intelligence & Data Science comes in to play.

How AI & Data Science is changing the Retail Industry 1.

2.

3.

AI will see a significant growth in sales.

By integrating AI in marketing, retail companies will be able to use the large volume of data collected to their benefit.

This efficiency could be a blessing to the retail industry workers, allowing them to focus on other things and create a far more efficient process overall.

ANDREW MISRA, Sales Director, Pathfinder Global FZCO Andrew is the Director of Sales & Marketing at Pathfinder Global. His expertise is mainly in Business Development (Shopping Mall & Retailers) across the Middle East & Asia, new product/new venture launches, building teams, and driving revenue. Currently, he is heading the business portfolio for customer engagement solutions for shopping malls in the UAE and Middle East, and his role is to set up business strategies for malls and retailers – media Revenue Assurance. He has worked on and successfully completed projects for groups like Line Investments, Al Futtaim Malls & Arabian Center (Saudi Arabia). He has 20 years of experience in Sales & Marketing in various media platforms. He has the ability to drive revenue growth through aggressive business development planning & sales initiatives.

RETAIL PEOPLE . AUG-SEP 2019 .43

SPECIAL FEATURE

The Suitable Path to Development Golden Businesses Magazine analysis on Iran’s top 3 chain stores

T

he Retail industry focusing on malls and chain stores has a great role in Iran’s industry. With the attention they are receiving these days, there is a need for them to be noticed more. The Golden Business Magazine, which is the main source on malls and shopping centers in Iran, as well as a member of The Middle East Council of Shopping Centres, has done research on some of the famous Iranian chain stores from March 2018 to March 2019 in terms of their expansion plans, sales campaigns, and development of their infrastructures.

In this article we reveal three of Iran’s famous chain stores which will go under the magnifying glass of the Golden Business Magazine to be further analyzed. These stores are Refah, Hyperstar and Hyperme.

These chain stores have the same goal and that is the importance of job creation. Most of their plans and events are based on creating new job opportunities and they have made significant success in this area.

Refah, customer based and expansionist Refah chain stores are one of the oldest and most famous in Iran. They just celebrated their 23rd anniversary. They believe in a customer based strategy and constant expansion, and have held countless sales campaigns and open new branches all over Iran. At the 5th Annual conference of Top Iranian Brands in shopping centers, Refah chain stores were selected as one of the best Iranian chain stores by Golden Business. They have successfully launched 17 new branches throughout the country in a short span of time.

Selecting Refah as Iran’s number one chain store at the 5th annual conference of Top Iranian Brands in shopping centers, Golden Business made their anniversary more meaningful.

Hyperstar have also extended its reach by providing online services to its customers.

Contracts were signed with Snap market, Bamilo and Snap food to enhance the services provided.

The biggest achievement recently was the inauguration of their biggest hypermarkets in Iran Mall, the largest mall in Iran.

Hyperstar’s main goal is presenting a variety of products with great quality at a suitable price. It is the only store that guarantees the lowest prices. In order to increase their sales, they have launched many campaigns such as Ramadan special sales, back to school campaign, Hyper discount campaign, opening a 6,500 m2 branch in Ecomall in the city of Karaj and opening a branch in the Persian Gulf complex of the city of Yazd.

Hyperme, swift in development Hyperme, in a very short period, opened 17 chain stores in the cities of Tehran, Karaj, Mashhad, Tabriz, Isfahan and Mazandaran and soon became a famous chain store in Iran.

As part of their expansion strategies, they opened a Hyperme store in the street of Fereshteh in Tehran and also Kiamall in Shiraz.

Their first branch was in Fars province and served seven provinces.

Hyperme has an active social media presence. Their Instagram campaign called “Let’s become a Hyperme Member” was able to attract many customers and informed them about their activities.

Hyperstar, dynamic and successful.

Hyperstar is one of Iran’s most dynamic chain stores and belong to the Majid Al Futtaim Group. It opened its first branch in Iran in 2009 and today they have 14 branches all over Iran; six hypermarkets in Tehran, Shiraz, Isfahan, Karaj, Yazd and eight supermarkets in Tehran. They are celebrating their 10th anniversary this year.

Hyperstar has been on an expansion path in Tehran, Karaj and Yazd and set up new branches so they can develop their services in these cities.

SHAHROKH KESHAVARZ, Founder & Owner, The Golden Business Magazine Shahrokh has more than eight years’ experience in Iran’s retail market and the shopping center industry. He is Iran’s only conference, educational events and exhibition organizer and the main media man for the Iranian retail industry. Shahrokh is one of the best retail analyzers in Iran social and financial medias and for the tv channels.

His publications in print and digital have focused on the market and are trying to introduce innovation while educating Iran’s retail market.

44. RETAIL PEOPLE . AUG-SEP 2019

SPECIAL FEATURE

MECS+R and MAPIC

Join Forces to Create a Platform for Middle East Retail on the Global Stage

T

his year I’m delighted to announce an industry first and highlight the collaboration between MECS+R and MAPIC, with the launch of a Middle East Retail Pavilion. The regions leading retail association (MECS+R), has partnered with the industry’s leading international retail event (MAPIC), to create a Pavilion that gives Middle East companies direct access to international brands, developers, investors and solution providers.

From 13th to 15th November 2019 in Cannes France, MAPIC will celebrate 25 years of being the world’s leading business retail community and event. Each year it welcomes over 8,600 industry leaders and 2,000 retailers from 80 countries, all of whom take part in the exhibition, conference sessions, events and awards. The inaugural Middle East Retail Pavilion is now part of this community and positioned at the heart of MAPIC to showcase the region's developments and opportunities – Malls and destination retail projects will meet international brands and operators, while local retailers are given a springboard to showcase concepts and identify future growth partners.

MAPIC is recognized as the world’s leading retail ‘shop window’ and each year international pavilions including France, India, Italy, Scandinavia, Turkey, UK and the USA highlight retail opportunities and developments in their territories.

We are now delighted to shine a spotlight on the Middle East and encourage companies to benefit from the increased visibility and cost-effective participation that the Pavilion offers, whilst collectively increasing awareness of retail in (and from) the region.

The 2019 theme of “Live, Play, Shop” puts experience at the heart of all discussions and asks how leisure, F&B, innovation and engagement all play their part in the evolution of the shopper journey. Traditional markets have long looked towards

the Middle East for inspiration in this regard and the pavilion also offers a meeting place for those involved in the next wave of visionary destinations.

Top tips: As the industry descends on Cannes this November, it’s important to remember that your face-to-face meetings are just one piece of the puzzle. To make the most of MAPIC, preparation in the months beforehand and in the months following make all the difference.

• Book your flights and accommodation early. Everyone has to justify budgets!

• Use the online database (available to all registered participants) to filter attendees, pre-book meetings, start discussions early and build your leads list • Schedule conference sessions and functions but always block time for ad-hoc meetings • Join conversations and engage @MAPICWorld or via our blog globalrealestateexperts.com • Use the MAPIC dedicated press team for newsworthy communications • MAPIC doesn’t stop when the 2019 event closes. Follow up with people and continue to build leads from the database which remains live until the following year If you’re looking for targeted international retail contacts, wish to promote your project to the largest industry audience possible or simply want to benchmark global retail trends, MAPIC is the best combination of digital and physical retail networks.

To find out more and book your place on the Middle East Pavilion please get in touch with the MAPIC Middle East representative, David Telfer, on +971 4 556 1949 or david@tendubai.com

DAVID TELFER, Middle East Representative, MAPIC David is the General Manager at TEN Dubai and has worked in the corporate b2b events industry for over 18 years.

Prior to living in Dubai, David was based in Paris where he worked for ReedMIDEM (MAPIC & MIPIM) on international markets including Africa, India, Turkey and the Middle East.

RETAIL PEOPLE . AUG-SEP 2019 .45

RETAIL MILESTONES

Retail Milestones NEWLY OPENED STORES

BABYSHOP the UAE’s favorite Children’s brand, ABDULLAH AL-OTHAIM LEISURE & TOURISM COMPANY launches it’s first Snow City concept in Cairo, Egypt

opened a new store in Al Wahda Mall, Abu Dhabi in July. The store follows the retailer’s updated format offering a great range of children’s fashion clothing, baby essentials, nursery products and toys.

with the honour of Saudi Arabian Ambassador Sir Osama Noqaly, making this as the fifth leisure project by the company in Egypt.

The opening was in the presence of Mr. Abdullah Saleh Al-Othaim, Chairman, Mr. Fahad Abdullah Al-Othaim, Vice Chairman & CEO and the Board of Directors and Managers of Al-Othaim Company.

FRIKADELL the tech-driven customized burger that is designed by a customer over its very own app has opened its 10th outlet in Buyaka Mall in Istanbul in July. Burger-lovers can architect their meals ordering their perfect burger taste choosing their own patty, sauce and locally sourced fresh ingredients. The best meal choice and hand-crafted burgers are designed using the most advanced technology that turns ordering food into enjoyable gaming experience.

ECity the UAE-based electronics retail giant, which is part of Albatha Group, one of the largest conglomerates in the UAE, unveiled its sprawling multi-branded store at the Marina Mall in Abu Dhabi – a landmark move that reflects the company’s recognition of the emirate as an important city of the future. Covering an area of 2,000 sqm, ECity’s brand new store joins the ranks of the largest electronics and gadgets establishments operating in the capital today.

46. RETAIL PEOPLE . AUG-SEP 2019

FACES the Middle Easter luxury retailer Chalhoub Group's multi-brand beauty concept Faces – erstwhile Wojooh – recently reopened in Mall of the Emirates.

The signage now reads Faces in English and Wojooh in Arabic calligraphy interlaced with it. With the adoption of Faces as the brand name, the store concept also underwent significant transformation. One of the digital highlights in the MOE store, the Magic Mirror allows customers to try on pre-defined looks based on mood, activity and occasions.

SPLASH FASHION the Middle East’s leading fashion retailer, is now open at Al Wahda Mall Abu Dhabi offering shoppers in the capital the best of cutting-edge street style fashion in a retail space of approximately 14,000 sq ft.

DALMA MALL brings the first exclusive outlets

CENTREPOINT excitement builds as the fashion department stores open doors. Sharjah’s first Centrepoint opens in the Oasis Mall. Flagship Store with over 45,000 sqft of leasable area with a seamless omnichannel presence, invites its first set of customers. Great looking store!!

of HOB and Third Avenue Café. Offering the first of its kind gourmet experience, Third Avenue Café presents a delectable menu that is inspired by the timeless sands of Arabia, the pure diversity of Europe and the scenic beauty of Asia. On the other hand, HOB is a unique luxury destination that was curated as a collective space to provide an emotional and inclusive Emirati experience. These two stores offer one of a kind unique concept and deliver an exclusive experience of food and fashion, through a connected venue.

GOLDEN GOOSE an Italian handmade sneakers brand opened its first flagship store exclusively at The Dubai Mall. Located in Fashion Avenue, the new store offers something for every member of the family and will also introduce new product categories including bags, available exclusively in a few selected stores only.

GANT an American fashion brand, part of LIWA Trading Enterprises in the region, opens its first store at City Centre Muscat in Oman. This is the brand’s first location in the Sultanate and offer seasonal apparel that caters to the needs of the modern preppy gentlemen. Born in the US in 1949, this year GANT is celebrating 70 years as a preppy American sportswear brand, founded on the East Coasts of the US, which now has a presence in 70 markets worldwide.

RECOGNITION HOME CENTRE with

KEANE BRANDS

their passion of striving to deliver value to their customers in everything they do, was recognized by the UAE Ministry of Economy for their efforts towards Customer Centricity.

Kudos Home Centre!

celebrates their winning moments as their project SoBe won the Global BAR/ CLUB/LOUNGE category in the International Hotel & Property Awards at the W Hotel Palm Jumeirah.

RETAIL PEOPLE . AUG-SEP 2019 .47

iCONQUER ('SLEEVES UP')

Each one of us has a story that maps the path of our success which can be an inspiration for others. Share your SUCCESS story with us and be featured in the magazine. Time for you to say – My Choice, My Success, My Story.

SUCCESS Yardi Leadership Series STORY

Said Haider, Regional Director of Middle East sales for Yardi, spoke to us from his office in Dubai, UAE with an update on the region’s rapidly growing real estate market.

What are your principal responsibilities and how is Yardi performing in the Middle East?

Said Haider: I manage our sales and business development efforts in the region. When we started our operations back in 2012, we had a handful of clients; now we work with more than 80 clients in the Middle East and North Africa regions, mainly in the Gulf Cooperation Council.

Without a doubt, it’s one of our fastest growing markets. Most of our clients have varied real estate portfolios and almost 90% of retail space in the UAE is managed with Yardi software.

When did Yardi enter the market and what was the impact?

SH: We launched Yardi Voyager in 2012 and almost immediately saw high demand across multiple vertical markets. We were able to replace customized solutions with a Software as a Service platform that fulfills virtually all business operation requirements out of the box.

This allows companies to focus more on their business and worry less about the tools. As we continue to grow, we are introducing the Yardi Elevate Suite, the most comprehensive set of commercial asset management solutions available in the market.

What are some key trends in the region?

SAID HAIDER Regional Director of Middle East Sales Yardi

Customer experience is the key to competing in this market and that’s how Yardi made its mark.

SH: The commercial, retail and residential sectors are growing fast. The real estate investment trust and shared office space concepts are also gaining footholds.

What’s your approach to the Middle East and Saudi Arabia in particular?

SH: Customer experience is the key to competing in this market and that’s how Yardi made its mark. We offer a single integrated solution that covers the complete real estate lifecycle from the initial investment stage to construction, leasing, sales, property and asset management, along with facilities management, portals for marketing and online selfservices, analytics and other operations.

Saudi Arabia is the largest real estate market in the Middle East. We have more than a dozen clients in Riyadh and Jeddah and are considering expanding our presence in the Kingdom with a new branch office that would localize sales, implementation and support services.

AB Technology Awards

48. RETAIL PEOPLE . AUG-SEP 2019

ABE Techawards

AB Real Estate Awards 2018

Are there special aspects of the Middle East market that Yardi addresses?

Yardi in December 2012 and helped set up the Dubai office, so I’m pleased to have been with them from inception.

SH: Yes—examples include enabling direct integration of Yardi Voyager with Ejari, a platform that registers tenancy agreements in Dubai, and with local banks and payment gateways such as Sadad in Saudi Arabia. We can also accommodate post-dated checks, the most common payment method in the UAE, and the Hijri, or Muslim, calendar used in Saudi Arabia.

Has Yardi been recognized for its innovation in the region?

What’s your background and how did you end up at Yardi?

SH: I started my career at Computer Network Systems as a presales engineer for Cisco solutions, then moved to sales and worked with different technology and hardware platforms. After that, in 2009, I moved to Global Technology Services, which at that time was a subsidiary of Emirates National Oil Company, where I managed sales for the Oracle e-business suite across multiple verticals including government and real estate. I joined

SH: Yes, several times. In April we received an Arabian Business Award as Best Technology for Real Estate. Last year we were named as the property management software company of the year by the Arabian Business Real Estate Awards. Also in 2018, we received the Best New Technology in Retail Silver Award from the Middle East Council of Shopping Centres in recognition of outstanding achievement in retail property management technology.

It sounds like a very promising market.

SH: It really is a region of opportunity. We have based our sales, marketing, implementation and support team in Dubai. We opened a local data center in UAE in 2016, further demonstrating our commitment to the region. So we are thinking big!

Established in 1984, Yardi has grown dramatically over the last three decades to become the leading provider of high-performance software solutions for the real estate industry. Today, we employ over 6,000 dedicated professionals working in over 40 offices throughout North America, Europe, Middle East, Asia, and Australia.

Since its founding, Yardi has set the standard for real estate software solutions with a combination of responsiveness and technical innovation. We understand the unique needs of the industry’s various segments and have the technical expertise and vision necessary to translate that understanding into powerful solutions that meet and exceed those needs.

RETAIL PEOPLE . AUG-SEP 2019 .49

EVENTS GALLERY

MECS+R first ever event held in Baku, Azerbaijan

MECS+R successfully organized the Property Management Masterclass on 16th of May 2019 followed by the Spring Board Networking Event at the Four Seasons Hotel in Baku, Azerbaijan. It was well received by the people who attended the Masterclass as well as the Spring Board Networking Event.

We are excited to conduct the Property Management Masterclass and Spring Board Networking Event in Baku. It offers an incredible Networking platform for all the participants. This important event allows us the chance to help promote and develop the Shopping Centre and Retail industry in this region. A huge thank you to all attendees and congratulations to Andrew Williamson and Reyhan Guliyeva who are the MECS+R Baku Regional Representatives.� David Macadam, CEO, MECS+R

PROPERTY MANAGEMENT MASTERCLASS

50. RETAIL PEOPLE . AUG-SEP 2019

MECS+R Spring Board Networking Event – connecting retail professionals across the Middle East

BAKU

EVENTS GALLERY

MECS+R introduces ‟Learning & Development School for Retail Professionals” The Middle East Council of Shopping Centres, with its newly branded name The Middle East Council of Shopping Centres & Retailers (MECS+R), hosted the “Learning & Development School for Retail Professionals” from June 17-20th, 2019 at the Kempinski Hotel, Mall of the Emirates, Dubai, UAE. We are pleased to offer training and certification through conducting an extensive education program for retail professionals. It is an unforgettable experience to all attendees, offering ample networking opportunities along with invaluable industry knowledge and workshops to sharpen their skills for further advancement in their respective fields”. David Macadam, CEO, MECS+R

52. RETAIL PEOPLE . AUG-SEP 2019

W E

B U I L D

L A S T I N G

R E L AT I O N S H I P S

In an industry where the depth of your network is so important, MECS+R's Learning & Development School allows you to learn new concepts, as well as network with like-minded individuals who are as driven as you are to increase your centre's value and create career success.

LEVEL 1 – Fundamental, Management, Marketing & Leasing Course 2019 L&D Graduates

LEVEL 2 – Advanced Management, Marketing & Leasing Course 2019 L&D Graduates

LEVEL 3 – Intensive Retail Management Masterclass 2019 L&D Graduates

RETAIL PEOPLE . AUG-SEP 2019 .53

EVENTS GALLERY

The MECS+R held the Spring Board Networking Event in Dubai at Noir Restaurant, Kempinski Hotel, Mall of the Emirates

MECS+R Spring Board Networking Event – connecting retail professionals across the Middle East

MECS+R hosted the Spring Board Networking Reception on Tuesday the 18th of June from 6:00 pm till 9:30 pm at the Noir Dubai, Kempinski Hotel, MOE Dubai, UAE. Springboard Networking event offers the ideal platform and opportunity for retail and shopping mall professionals to network and grow their business.

Thanks to our sponsors:

54. RETAIL PEOPLE . AUG-SEP 2019

PLATINUM:

CELS & Afkar Lighting | GOLD: Dalma Mall | GIFT SPONSORS: Real Oud Factory and Kamal Osman Jamjoom

BRONZE: Xpandretail

RETAIL PEOPLE . AUG-SEP 2019 .55

MECS+R MEMBER’S SEGMENT

MECS+R Corporate Members

Newly Signed-Up from April to June 2019

GOLD

Lucky

Alandalus Property

ne

BRONZE

Look Who’s Joined MECS+R!!!

New and Renewed Individual Members from April to June 2019 AZERBAIJAN

OMAN

Avinash Bal

Mohammed Al Mazrouei

Basel Rateb

Mohammed M. Al Mehdar

Bhupinder Singh

Naresh Dharamwani

Bibiana Timkova

Nazina Zahir Kersley

Abdullah Alharbi

Colin Davidson

Nese Nancy Ozbek

Ahmed Aziz

Darya Jafarli (Viktorovna)

Ahmed Yassin

Nina Seredai Udalova

Faizal Chettikundu Mukood

Badur Nissan

Ranjit Patel

George Kasparis

Bandar Ahmed Shabib

Hafiz Muhammad Riaz Majeed

Fahad Al Dibasi

Hamad Al Darwish

Rebecca Arnold

Fawaz Bin Huwail

Hanley Thomas

Sh. Mohamed Duaij Al-Khalifa

Hana Alamro

Elnur Naghdaliyev

Jonathan Earsley

Hamid Ahmadov Mammad Rasul Mammadov Ruslan Karimov BAHRAIN Fahad Abdulrahan Rafeea Hamad Mohamed Hazeem Khalid Abdulaziz Fadhul Mohammad Al Qaed

SAUDI ARABIA

Hathal Al Utaibi CANADA Samer Ghazi

Khalid Ali Balubaid Majed Ibrahim S Alheji Mazen Makarem

KUWAIT

Selim Chidiac

Steve Bunce Waleed Al Fahad LEBANON Chadi Elsayfi Claudia Kassab Tarazi

UNITED ARAB EMIRATES Abdul Kader Saadi Abhilash Puthan Veetil Alenoosh Mirzakhanyan

John Joseph Joselin Benson Juby Jose Kristina Luck Lachlan Gyde Lino Oommen Baby Maitha AlMarri

Sreejith Ayyappan Stephan Spohr Stuart Every Sunil Menon Syed Khaleem Tareq AlAdsani Vincent Debre Vishnu Vardhan Vythnathan Mahalingham

Malcolm Bishop Mark Atkinson Mohamed Al Hilaly Mohamed Mubarak Raja Nazir Ahmed

Joseph Cremesty

Alfie Gibbs

May Bou Khazen

Amal Al Aqrabi

Mohammad Al Madani

Wissam Jaafar

Anoop Kumar

Mohammad Jamal Al Shawish

56. RETAIL PEOPLE . AUG-SEP 2019

Sami Eid

UNITED KINGDOM Alan Robertson Simon Thomson UNITED STATES Amir William

BOARD MEMBERS' CORNER

The Era of Factory Outlet Villages MARCELLO LARIZZA,

CSM, CRX,

Board Member of MECS+R

Italian born Marcello Larizza, currently working with Line Investments & Property LLC (Lulu Group International), has over 23 years’ experience in the Shopping Center Industry conducting feasibility studies, developing, launching and managing Shopping Malls, Factory Outlet Villages and Airports with leading property developers in Europe and the Middle East. His expertise lies in the area of Development, Leasing and Management with deep knowledge in Shopping Mall start-up phase.

F

actory Outlet Village (FOVs) industry started in Italy in the year 2000 when McArthurGlen, a leading group in Europe, opened an Outlet Village in Serravalle Scrivia, a small town, an hours driving distance from Milan.

This business wasn’t new in my country because Italy had thousands of companies in the fashion industry and it was quite normal for all of us to buy goods directly from the factory.

The new retail cluster (FOV) clicked immediately and I was excited to join the industry.

In 2003, I was headhunted by Fashion District (currently Blackstone Group) because of the experience gained at International Venice Airport with luxury brands along with the expertise in malls developments. Fashion District aimed to develop and launch 3 FOVs in 18 months in Rome, Mantova and Bari. This was a very challenging move because I had to set up the entire division from scratch with tight deadlines. During the construction of the FOVs, we found in Rome a 2000 year old Domus (Roman Villa) and in Mantova a 2600 year old Etruscan

graveyard. In Mantova, we built the FOV only after hiring a team of archaeologists which inspected and removed all the ancient items which later were handed over to the local museum.

It was an enlightening life experience. We created and launched very successful FOVs with well-known brands along with a strong component of new brands. The secret of the success of FOVs depends on the right timing, a very good setup, great location, the appetite for fashion brands to open outlet shops, good contacts with key brands and an experienced leasing and management team. As the market for FOVs is mature, only existing FOVs can think of an expansion because they already have core luxury brands that are the key to attracting new operators.

In Mantova, we developed only the FOV (500,000 sqft) while in Rome (8 million sqft) and Bari (4 million sqft), the FOVs were developed along with a theme park. Italy has today the biggest market share of the FOVs in Europe with more than 8 million sqft GLA in 28 outlet centres which are not affected by online shopping.

Lebanon Retail Real Estate on the Rise RONY T. AOUN, CSM, Board Member of MECS+R, Retail Real Estate Expert, Founder & CEO, SMAG Sal

(Shopping Mall Advisory Group) Today SMAG is Consulting for the Development, Leasing & Management for 6 upcoming Shopping Malls in Lebanon and 4 in Iraq between Erbil, Baghdad, Najaf & Karbala. With over 18 years of industry experience in North America, Lebanon, the GCC and the MENA Region, Aoun has a track record of delivering quantifiable results from strategy to execution for retailers of all types and sizes including Shopping Malls, Retail, F&B Franchises, Family Entertainment Centers and so on…

O

ne would never imagine that such a small country like Lebanon, with a vulnerable political environment due to its surrounding conflicts could attract the appetite for any investments, especially in the lifestyle industry of shopping malls, retail, F&B, family entertainment centers, hotels & so on. But what history tells us is that the Lebanese are the trendsetters in fashion, invaded the world with its distinguished Lebanese cuisine, exported abroad smart talents, capped with the creativity of advertising and media elements all over the Middle East.

Lebanon today is gaining back its leadership in tourism; the Mediterranean, the mountains, the rivers, the monuments, and most of all the shopping and nightlife. A remarkable list of organized Shopping Destinations spread all over the country starting from Saida (Le Mall, The Spot, Boulevard Mall), seaside down to South of Beirut (The Spot Choueifat, Centro Mall, Beirut Mall), West Beirut (ABC Verdun, Dune's Center), leading to the famous downtown (Beirut Souks), East Beirut being the host of (ABC Asharfieh, City Center), continuing coastal (Citymall, Aishti,

Le Mall and ABC Dbayeh), Kaslik having the upcoming (K Galleria Boutique Mall), Byblos awaiting (Le Mall), ending up North with (Tripoli Square), (Centerfall’s) the outlet village in the heart of Al Maten Area, (Le Mall Sinelfil), going up to Taanayel in the Bekaa with (Cascada Village), (The Spot and Stargate) Zahle.

Lebanon is the first in the Region to capitalize on the Food & Beverage clusters connected to the indoor & outdoor retail shopping venues, putting the industry on the cutting edge of weatherproof entertainment & lifestyle destination. With a total GLA of around 750,000m2, not including future developments beyond 2021, and not counting the traditional shopping streets and plazas, shopping in Lebanon has been and shall remain the first stop leisure destination complemented with a bouquet of Life Style clusters and nature at best; and SMAG Shopping Mall Advisory Group is blessed for being the Consultant on Development, Leasing & Management for most of the abovelisted projects in Lebanon.

RETAIL PEOPLE . AUG-SEP 2019 .57

FEATURED MEMBER

One-on-One With ...

Shaikh Mohammed bin Duaij Al-Khalifa DESIGNATION

CEO, Mall of Dilmunia

COMPANY NAME

Dilmunia Mall Development Company

HOBBIES/INTEREST

Sailing, Fishing, and outdoor activities... I am always interested to learn new things, therefore, I enjoy reading.

President of Bahrain Paralympic Committee

EDUCATION

Associate Degree in Liberal Arts, Valley Forge Military Academy; Bachelor’s Degree in Business Administration, St. Edward’s University; MBA with distinction New York Institute of Technology

Tell us all about the project you are presently driving all your attention towards and excited about?

I’m currently engaged in the development of Mall of Dilmunia (MOD), a first of its kind in the kingdom of Bahrain. MOD is set to open its doors to the public by the end of 2019.

The mall is located in the North East of the Kingdom, where many new developments and man-made islands are being developed. Dilmunia Island, home of MOD is also a unique boutique development, which promotes health and wellness as a life style, it is also different in terms of its landscape as the elevations of the lands are different making it the only development of its kind. MOD boasts close proximity to the Bahrain International Airport and the capital city of Manama. Surrounded by a Grand Canal; featuring dancing fountains, offering breathtaking views of the island with over 200 retail outlets – the mall has key entertainment attractions that are set to revolutionize the customer-mall-experience journey. Our Key Anchor Tenant – Funscape World comprises of four entertainment zones (Funscape Ice, Funscape Play, Funscape Sport and Funscape Adventure). Youngsters and the young at heart may enjoy themselves on the carnival rides, indoor football or even try ziplining, rock climbing and ice-skating! The mall will further welcome comprehensive aquatic experiences with the first-ever cylindrical aquarium in the Kingdom (7x16mtrs high) – home to an exciting ecosystem of aquatic life.

How important do you believe creativity/ innovation is in the development of malls across the region especially with the increased competition over time?

Innovation is at the heart of any development in today’s fast-paced world. We have sought to differentiate ourselves in this constantly shifting landscape to adapt towards innovative solutions, highlighting greener spaces and providing activities for all age groups with equal consideration of social and cultural factors. It is important to understand the market driving forces in order to stay relevant and connected.

Our region is moving forward in terms of innovation alongside our competitive and enterprising neighboring business leaders and we aim to deliver a unique customer experience and maximize engagement.

There is a need for constant creative innovation and differentiation in the development of malls across the region in order to exceed customer expectations whilst also satisfying consumer needs.

58. RETAIL PEOPLE . AUG-SEP 2019

What potential does the market hold for mall developments such as yours within the Kingdom of Bahrain?

The potential for inbound tourism and opportunities is tremendous. The expansion of the Bahrain International Airport and the arrival of cruise liners on a regular basis are testament to this. Bahrain has further become a much sought out island wedding destination. The development of Mall of Dilmunia takes into consideration all aspects of consumer needs such as; retail, food and beverage, different entertainment zones, services, a spacious car park etc. Educational and medical institutions that will open on Dilmunia Island will also have their own micro-communities that will need to be serviced that holds promise for mall developments such as ours within the Kingdom.

As a member of MECS+R, is our support beneficial to you? Would you recommend MECS+R to others?

It has been an honor to be an active and proud member of the MECS+R. We have found ourselves being supported by marketing efforts and training opportunities that have added value to our team. Furthermore, we have gained access to a wider network of like-minded industry specialists whom we can now call close friends and allies in building a stronger industry across the Middle Eastern region. Our recommendation of MECS+R to our colleagues is always complemented by these facts.

Who do you admire most in life?

My parents have always been an inspiration as they have taught me to not take anything for granted and be grateful for the little things. They have also pushed me to rise above any challenge and continue learning every step of the way.

How do you grow revenue?

Centralise your property data to minimise risk and deliver key performance metrics, while using mobile technology to revolutionise interaction with prospects and tenants.

+971.4.4322679 Yardi.com/ae Š2019 Yardi Systems, Inc. All Rights Reserved. Yardi, the Yardi logo, and all Yardi product names are trademarks of Yardi Systems, Inc.