Distributors, manufacturers, labs, owner-users and institutional investors. Each story below names the client and the executive who hired us. Below them, 35 industry leaders on Justin's books.
Tenant representation · Expansion
Tri-West
Santa Fe Springs, CA75,000 SF
A west coast floor-covering distributor that needed room to grow next to its 300,000 SF headquarters.
Tri-West distributes flooring across the West Coast and Hawaii through a network of distribution centers. We worked with the company through five years of expansion.
First we secured short-term overflow warehouse space in Santa Fe Springs. Next came a larger 40,000 SF warehouse sublease. Most recently we located a 75,000 SF building one block from their 300,000 SF headquarters, and built a detailed list of deferred maintenance and capital work the landlord had to complete to bring it up to modern standards before Tri-West moved in.
“Justin is very detailed and his follow up is exceptional. Through his efforts we are preparing to move into the new facility in 30 days. ... I highly recommend Justin for any real estate needs you may have.”John Lubinski, Executive VP, Tri-West, LTD
Tenant representation · Multi-state
Berger Transfer & Storage
California, Arizona and Texas60,000 SF renewal, 60,000 SF consolidation, 24,422 SF renewal
Allied's largest agent, in business since 1910, on assignments across three states.
In California we renewed a 60,000 SF distribution center lease and used the renewal to settle open property issues: tenant improvements to remodel the office, a new HVAC unit, exterior maintenance shifted to the landlord, and a lower lease rate.
In Arizona we sold an existing property so Berger could consolidate a leased and an owned facility into one 60,000 SF building with room to grow, after weighing build-to-suit and lease alternatives in a tightening market.
In Texas we renewed a 24,422 SF warehouse while putting together a build-to-suit so the San Antonio operation could grow into a building it owns.
“We chose Justin Smith because he provided valuable market information several years in advance of our lease expiration, demonstrated a genuine and professional interest in our needs, and promptly responded to our request with useful information and sound advice.”Brad Vetter, Vice President, Berger Transfer & Storage
Tenant representation · Lease restructure
Collins Distributing
Cerritos, CAWest coast distribution center
A Memphis-based distributor with unresolved maintenance problems at its California distribution center.
Collins Distributing hired us to represent its leasehold interests after maintenance issues with the landlord had gone unresolved.
The negotiation produced an immediate rent reduction before the lease expired, tenant improvements to upgrade part of the office, and repair of all outstanding deferred maintenance.
“He was successful in negotiating various improvements to our space at no cost to us. ... We would certainly use Mr. Smith again for similar negotiations.”Bruce Collins, President, Collins Distributing
Tenant representation · R&D facility
Mosaic Laboratories
Tripled lab space
A pre-clinical and clinical trial services company that outgrew a small multi-tenant business park.
Our relationship with Mosaic goes back ten years to its first space in a small business park. When the company needed to triple its lab space, we located and secured the right R&D facility, had it built out to specification, and helped with pre-move planning.
We have since handled Mosaic lease renewals and new tenant improvements as the company kept growing.
“Justin Smith has done an excellent job identifying properties, advising us as his client, representing us in lease negotiation process and providing service after the close of the deal.”Christopher A. Kerfoot, President & CEO, Mosaic Laboratories
Tenant representation · Food manufacturing
Felbro Food Products
Los Angeles, CA50,333 SF
A 70-year-old family-owned food manufacturer weighing stay, retrofit or build.
Felbro manufactures bases, syrups, mixes, fillings and sauces in Los Angeles. We built viable options inside its current landlord's portfolio, evaluated retrofitting existing manufacturing buildings, and explored a ground-up facility, bringing developers to the table along the way.
“Justin was able to bring the necessary resources to the table and we were able to meet with high caliber developers that gave us valuable information.”Brian Siegel, CFO, Felbro Food Products
Tenant representation · Lease expiration
Textron Specialized Vehicles
R&D operation
An R&D operation that needed its real estate to flex with changing products and manufacturing locations.
We worked with Textron for several years, including marketing 6,000 SF of excess creative office space.
On a later lease expiration the team had excess office space, a high cost of relocating and a tight industrial market. We worked through every alternative with management and tested each assumption before a decision was made.
“He was able to help with relocation expense budgets, the nuances of subleasing, tactical negotiations with our existing landlord, and in addition, he had a myriad of vendors at the ready for any potential build out options.”Glen Roeters, Director of Operations, Textron
Tenant representation · Relocation
Blueprint Studios
San Francisco, CAGrowth facility
A fast-growing event design and fabrication company working through a difficult lease.
Blueprint Studios designs, fabricates and stages large corporate and private events. Rapid growth meant it needed the right facility in place, under a lease document with dozens of open issues.
“Justin helped us navigate and negotiate dozens of issues within a very difficult lease document. He followed up on all outstanding customer services issues with our existing and future landlord and provided vendors for us to get our new building up and running.”Samar Lightfoot, COO, Blueprint Studios
Owner-user sale · Disposition
HD Nutrition (Health Direct)
43,000 SF R&D facility
A supplement manufacturer whose R&D building had been on the market for six months without the right buyer.
Health Direct needed to sell a 43,000 SF R&D building to fund growth. After six months on the market, the company brought us in to reset the strategy.
Over four months we produced new marketing materials, took the property to the full brokerage community and focused on R&D users. The buyer was an industry leader in precision prism and optical assembly. We worked through financing, title issues and tight timelines, and relocated Health Direct into its current facility.
“It was nice to know that such an important investment was being taken care of by someone who cared as much as we did. I would highly recommend Justin and his firm.”Dennis Zouras, HD Nutrition
Owner-user · Sale-leaseback analysis
Meridian Graphics
Company-owned facility
A commercial printer that needed capital for acquisitions without giving up its building.
Meridian's leadership saw a chance to grow by acquiring smaller printers in a consolidating industry, and needed a stronger balance sheet to do it. We showed how its owned facility could fund the plan, with a dual path of a sale-leaseback or a user sale and relocation, while keeping the operation secure long term.
“Justin Smith helped me understand how to successfully use my existing property to finance my business.”David Melin, President, Meridian Graphics
Owner-user sale · Office building
Lost International
Irvine Spectrum, CACorporate headquarters
A surf and skate brand selling its headquarters into a falling office market.
As Lost International moved between manufacturing, licensing and distribution, it needed to sell its creative office headquarters in the Irvine Spectrum while that market was weakening. We put a lease in place during marketing so the building earned income, focused on non-traditional users, and sold it to a jewelry designer for its Orange County headquarters.
“What we learned in this process is that Justin is accountable, responsible and he works hard until the job is done.”Joel Cooper, CEO, Lost International
Investment sales · Portfolio acquisition
Cohen Asset Management
Brea, CASix-building portfolio
A net-lease industrial investor buying a manufacturing portfolio to reposition.
We represented Cohen Asset Management in acquiring a six-property portfolio from Simpson Strong-Tie, which had used the buildings for manufacturing and distribution. Cohen upgraded the exteriors, rebranded the portfolio as Brea Canyon Commerce Center and repositioned the buildings for individual owner-user sales.
“He was able to keep us abreast of market transactions as they took place and provide accurate information for our investment committee as necessary.”Ross Mitchell, Cohen Asset Management
Landlord leasing · Multi-tenant park
RREEF / Deutsche Asset & Wealth Management
Mission Viejo, CA100,000 SF business park
An institutional owner keeping a multi-tenant industrial park leased.
For seven years we leased the Mission Viejo Commerce Center for RREEF: 100,000 SF from small incubator warehouse suites to freestanding buildings. A consistent marketing program kept the project near full occupancy, with tenants including Goodwill Industries International.
“Justin is not the kind of broker to passively let things happen around him, but he actively pushes the deals forward and always asks what more he can do to help move each negotiation forward.”Keith Walters, VP & Asset Manager, RREEF / Deutsche Asset & Wealth Management
Landlord leasing · Space conversion
Bob Siemon Designs
Santa Ana, CAExcess owner-user space
A business owner turning surplus space in his own building into income.
When Bob Siemon's jewelry business had space it no longer needed, we worked out how to convert it into leasable suites, priced them competitively and marketed them. The space is now fully leased to a national backup-generator company and a marketing and design firm.
“It was your strategy to price the building at a very competitive rate and your marketing ideas that got the job done.”Bob Siemon, President, Bob Siemon Designs
Industry endorsements
What executives at developers, REITs, investors, 3PLs and operators wrote about Justin Smith's books, Industrial Intelligence and Industrial Income. Endorsements of the books and of Justin's approach, not client reviews.
“Lee & Associates prides itself on having built a platform that attracts the most skilled and entrepreneurial brokers, who are dedicated to providing superior service for their clients. Justin is an example of one of the principals of our firm who exhibits these values, and Industrial Intelligence is a great representation of his commitment to client success.”
Jeff RinkovCEO, Lee & AssociatesIndustrial Intelligence
“You're a CEO. You want to scale. Just make sure you don't overlook the importance of geographic location. Unless you're totally online, you'll need a headquarters presence. Justin Smith will help you figure out how to find and leverage commercial real estate to your advantage. Before you sign another lease or put down a penny to buy an industrial building, flip through Industrial Intelligence. It's the playbook that could revolutionize how you feel about your headquarters, warehouse or store.”
Peter DaisymeThe Entrepreneur Leadership NetworkIndustrial Intelligence
“Few people in the commercial real estate business are always thinking about new ways to represent their clients better. Our industry origins were based on proprietary information and data that was exclusive to individuals. The collaboration of people and information was either nonexistent or limited at best. Justin's book flips that model upside down. It's a manual that sheds light on each step in the process for executives to grow their business better.”
Mark J. DuclosPresident, SIOR (Society of Industrial and Office Realtors)Industrial Intelligence
“At Ryder, we have a continuous improvement methodology to our business that keeps us focused on innovation and providing customers with first-class solutions. We seek out state-of-the-art warehouse automation and robotics as we build the warehouses of the future. Justin provides a dynamic and in-depth process in Industrial Intelligence, where he details how his clients can work with groups like Ryder, and for how they can build their own technologically enabled warehouses to thrive in this dynamic market.”
Chris DozierSenior Manager Warehouse Automation, RyderIndustrial Intelligence
“Justin has a unique ability to walk a mile in his clients' shoes and give them every opportunity to succeed as they navigate the industrial real estate marketplace. He doesn't just represent his clients; he truly joins his clients' company culture and values, and looks for common ground.”
Dan SullivanCo-Founder and President, Strategic CoachIndustrial Intelligence
“Justin is always finding ways to be useful to me and my team. I find it helpful to work with him because I know that we will have a high-level dialogue. Industrial Intelligence is a must-read for any CEO that wants to ensure that they are making the best decisions possible for their organization.”
Fred MyerCEO, OSC AutomotiveIndustrial Intelligence
“Navigating the intricacies of a lease contract is not an easy feat. A great lease contract can set your company up for success and shield you from the unexpected moments that your business may experience. Industrial Intelligence offers that rare opportunity to find out all the needed insider's information that would set your company's industrial lease on solid ground.”
Mircea ManeaCEO, Blueprint StudiosIndustrial Intelligence
“Being an expert in your field not only means having domain knowledge and expertise, but also a sense of when to reach out to other experts to execute at the highest level. Justin not only knows the industrial real estate business inside and out, but he's a team player who brings in resources for his clients to help them make the most of any real estate project. Industrial Intelligence is an excellent resource that demonstrates his value add approach.”
Brian ReedVP of Supply Optimization, GeodisIndustrial Intelligence
“Partnering with the right real estate advisor is imperative for a company to align its real estate with the operational needs of its business and ultimately scale. Justin is one of those, as he understands what it takes to put systems and processes in place, bring in technology partners, and leverage those partners to set a foundation for success.”
Andrew FlintCo-Founder, OccupierIndustrial Intelligence
“What it has taken Justin sixteen years to discover, you can learn within a couple of hours. A very comprehensive read for any owner/executive that is looking to lease commercial property for their business operation.”
Charles ToddManaging Partner, DMG Environmental & Inspection ServicesIndustrial Intelligence
“Justin Smith is the go-to expert for industrial tenant leasing representation. Industrial Intelligence provides decision-makers the insights and detailed steps needed to maximize their potential as an industrial real estate tenant/user, which in turn will drive company productivity and success.”
Jeff EnesSenior Vice President, IHP Capital PartnersIndustrial Intelligence
“Justin Smith's Industrial Intelligence exemplifies the idiom of 'practice what you preach'. Justin does an excellent job describing how different team members can support the Herculean effort of effectively managing the leasing process from front to back.”
Steve FigginsPrincipal, EKI Environment & WaterIndustrial Intelligence
“Industrial Intelligence is a must-read for any CEO that wants to ensure that he is making the best decisions possible for his organization. The info in Justin's book is a crash course in everything you need to know; he's included so much that takes years and years to learn the hard way!”
Nate MunsonDirector, AEW Capital Management, L.P.Industrial Intelligence
“Justin is one of those people that is very proactive. He is always thinking about what the next step is on a project and looking for creative solutions. I know when I am working with him that we will be able to have an open, honest, and collaborative conversation.”
Steve HummelGeneral Partner, Brandy-SamIndustrial Intelligence
“I have worked with Justin for over ten years, and he provides valued recommendations and guidance for his client's success. He is very knowledgeable, responsive, and delivers in-depth information which is very supportive in decision making.”
Muna Abu-SadaSr. Leasing Director, Olen PropertiesIndustrial Intelligence
“The book is a great place to get educated about industrial real estate and how leasing works. Small businesses that get to address lease issues quite infrequently will find the book invaluable. I recommend this book to every small business owner who is starting off on leasing industrial property.”
“The design of industrial cold buildings requires an immense attention to detail. It's important to work with a knowledgeable broker and project team who know the industry and intricacies of the market. This book provides valuable insight and is a strategic guide to the industrial commercial real estate market.”
Kate LyleStudio Manager, Industrial Cold & Food, Ware MalcombIndustrial Intelligence
“Justin has the experience and ability to help his clients navigate through their real estate transactions, whether a simple renewal or a complicated new lease. By understanding his client's objectives, Justin is able to create the right strategy and then build an experienced project team to execute that strategy.”
“Justin doesn't just represent his clients, he works to truly understand and immerse himself into a client's company culture and values. Working with Justin is always beneficial because I know he is taking the time and energy necessary to have a high level and meaningful dialogue with us, always looking for common ground.”
Bill ShopoffCEO, Shopoff Realty InvestmentsIndustrial Intelligence
“Industrial Income presents an insightful exploration of the modern industrial real estate landscape, featuring interviews with industry leaders from diverse sectors. This book offers invaluable perspectives on the significance of ports, intermodal infrastructure, and integrated real estate operations.”
Jim ClewlowCIO, Centerpoint PropertiesIndustrial Income
“Justin Smith presents an innovative exploration of the modern logistics landscape, featuring insights from a diverse group of industry leaders. In Industrial Income, he has assembled a meaningful guide for professionals seeking to navigate the ever-evolving industrial arena.”
Devin BarnwellManaging Partner and Global Head of Portfolio Management, BrookfieldIndustrial Income
“I've witnessed firsthand the importance of deep thinking about real estate strategy. Justin Smith shares his expertise in investment analysis, market underwriting, and portfolio management in this industry guide. A must-read for professionals seeking practical knowledge to thrive in the industrial real estate.”
Graham WahlbergVP of Investment Management, GoodmanIndustrial Income
“Justin Smith provides practical strategies and expert guidance to maximize returns in industrial real estate. Discover the key factors influencing construction costs, leasing, and yield to gain a competitive edge in the market. I highly recommend Industrial Income.”
Carlos SerraEVP, Rexford IndustrialIndustrial Income
“Drawing from my experiences managing a portfolio of industrial property, I can attest to the importance of staying ahead of the leasing curve and utilizing market intelligence to drive success. Reading Industrial Income is an opportunity to elevate your asset management and leasing strategies to help your portfolio achieve long-term growth.”
Emma MillerVP Leasing, Link LogisticsIndustrial Income
“Industrial Income is a treasure trove of strategies that will empower you to streamline operations, align with the right landlords, and accelerate your property's income and value. As a top producer, I can vouch for making every effort to make an asset manager's job easier and providing value every step of the way.”
Craig ViergeverEVP, Lee & Associates AtlantaIndustrial Income
“My extensive industry experience underscores the value of long-term relationships and informed investment decisions. Justin Smith takes those principles and expands upon them to show you how to maximize returns and navigate the complexities of the market. Whether you're an institutional investor or a private client, Industrial Income offers practical strategies relevant to your real estate ventures.”
Bob TheirgartnerCIO, Birtcher Anderson & DavisIndustrial Income
“Justin Smith's Industrial Intelligence is a goldmine for industrial real estate professionals wanting a look inside the playbook of industrial ownership.”
Matthew ReynoldsLee & Associates AtlantaIndustrial Income
“As an industry expert, I am thrilled to recommend Industrial Income. I have witnessed the transformative impact of strategic insights and practical guidance.”
Nicole WelchManaging Director, Clarion PartnersIndustrial Income
“Industrial Income is a must-read for every savvy real estate investor. Credit review is the cornerstone of risk assessment. I enjoyed collaborating with Justin to illustrate how AI and machine learning can bring clarity to credit teams by analyzing bank balances and creating comprehensive credit profiles. This book will help investors understand how to price risk appropriately in their lease contracts.”
Josh FeinbergCEO, OtsoIndustrial Income
“Industrial Income provides an exclusive glimpse into the world of signing new lease deals, working through lease renewals, and optimizing rental rates.”
Matt EhrlichSVP, RexfordIndustrial Income
“With a focus on practical tactics and real-world examples, Industrial Income is a must-read for investors looking to maximize their portfolio growth.”
Hayes GrahamVP of Acquisitions & Asset Management, Terreno RealtyIndustrial Income
“Industrial Income equips you with the knowledge to navigate lease renewals, protect your investments, and maximize profitability. From verifying letters of credit to addressing environmental concerns, Justin provides essential guidance to mitigate risks and ensure smooth operations. I understand the power of building strong relationships with tenants and making informed decisions. This book is a must-read for property owners, managers, and investors.”
Bob AndrewsSVP Regional Manager, CenterPoint PropertiesIndustrial Income
“Whether you're a seasoned developer or an upcoming investor, Industrial Income is your ultimate guide to unlocking the untapped potential of the industrial property. In its pages, you'll find valuable insights and strategies to enhance your capital project timelines, manage costs effectively, and optimize leasing strategies.”
Jim CampSenior Managing Director, Rockefeller GroupIndustrial Income
“In Industrial Income, you'll discover the roadmap for thriving in the commercial real estate leasing world. As someone who has spent years in this field, I appreciate his focus on fair dealings, client-centric approaches, and effective problem-solving.”
Jack ClinePresident, Lee & Associates Los AngelesIndustrial Income
“With practical advice on how to adjust leasing strategies based on market cycles, Industrial Income provides the tools you need to lease up your property successfully.”
John QuinnSenior Regional Director, First Industrial Realty TrustIndustrial Income
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