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Understand common retail leasing mistakes, and how to avoid them.

Half-day workshop (8.30am 12.30pm)

This workshop is designed for growing franchisors and people new to leasing to better understand common problems experienced in the negotiation and management of retail leases.

This highly-interactive workshop not only provides core information, but also facilitates the exchange of information about retail properties of common interest to participants, as well as an improved understanding of site and landlord requirements.

This is an essential learning opportunity for any franchise property or site selection specialist and builds on knowledge from the Franchise Site Selection and Territory Planning workshops, as well as leads directly to the more advanced Strategic Lease and Portfolio Management workshop.

Earn 50 education credits if enrolled in the Certified Franchise Executive (CFE) program.

Learning Objectives

Participants will learn:

  • Common lease provisions and their implications
  • How to assess the viability of a lease offer through data analysis
  • Typical lease negotiation strategies
  • How to deal with landlords more effectively

Workshop Outline

What is a lease?

  • Understanding different types of leases
  • Understanding the structure of leasing documents

Commonly-used terms

  • Understanding industry buzzwords and terminology
  • Navigating a lease's Glossary of Terms

Knowing the numbers

  • Understanding the economics of retail leases from Lessee's perspective
  • Understanding the Lessor's financial perspective

Researching the lease:

  • What to research, where to start, and making sense of the data

Negotiating a Lease

  • Applying the research
  • Presenting the commercial terms
  • Leveraging the outcome to get the best possible deal

Relationship issues

  • How to influence your lease(s) via the Lessee/Lessor relationship
  • How to address problems and resolve disputes if things go wrong

Who Should Attend

Anyone with responsibility for leasing in a growing network, or who has less than five years experience in retail should attend this workshop, including:

  • Franchise system leasing managers and support personnel
  • Senior executives including CEO's and CFO's
  • Franchise recruitment managers and territory planners

Workshop Presenter

Phil Chapman, Director, Lease 1. 

With a retail career spanning over 30 years, Phil has a uniquely well-rounded background across all facets of the retail industry, from core retailing and retail property marketing, management and leasing to retailer specific consulting.

Phil commenced his career in retailing with Coles-Kmart Division in 1978 and progressed to Area Manager before joining Woolworth's Big W Division where he rose to State Coordinator (Soft Goods) for Queensland. He then entered Retail Property Management in 1988 as a Marketing Manager and went on to be appointed Centre Manager for several centres throughout Queensland for companies such as LJ Hooker, Knight Frank and eventually Byvan (now Savills), where he was State Manager (Leasing) responsible for a portfolio of 32 Shopping Centres.

Drawing on this diverse retail industry experience, Phil started what is now known as Lease1 in 1997 and is now widely recognised as one of Australia's leading Retail Shop Lease consultants. He has won numerous retail industry excellence awards, is a recognised Professional Advocate for Retailers by the Retail Shop Leases Registry, and is in demand throughout the country as a guest speaker and lecturer on retail tenancy.

2016 Scheduled Dates & Registration

Click here to register.

Brisbane TBA
Sydney TBA
Melbourne TBA



All workshops and events conducted by the Franchise Advisory Centre are held in CBD venues in each respective capital city.

Venues are centrally located with easy access to public transport and parking. Participants are notified of venue details upon booking.


  • Arrival and tea-break catering
  • Detailed handouts
  • Each participant will also receive a voucher worth $495+GST for a Strategic Lease Review
  • An allocation of 50 points toward the Certified Franchise Executive (CFE) qualification (on completion of assessment item)
  • Workshop participation certificate

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