08
Knight Frank Australia
Industrial and Logistics
09
Thought Leadership
Q. H ow can occupiers improve visibility across their lease portfolio? A. Many occupiers still rely on outdated spreadsheets or scattered records to track their leases. This creates risk — missed renewals, rent reviews, and hidden cost creep. Knight Frank’s ACE platform solves this by giving occupiers a single, interactive view of their entire portfolio. ACE presents data visually through easy-to-read dashboards that highlight key dates, rent commitments, and upcoming risks It also benchmarks sites against current market conditions, helping identify savings or consolidation opportunities. With ACE, occupiers move from reactive to proactive — making informed decisions before issues arise. Q. W hat sets Knight Frank apart from other tenant representation providers? A. Knight Frank offers occupiers a fully integrated service platform spanning Tenant Representation, Valuations, Project Management, Building Consultancy, ESG Advisory, Capital Markets, and Strategic Advisory for complex projects. This structure ensures every property decision — from negotiation through delivery — is considered in context. Our teams collaborate seamlessly, providing one point of accountability and a unified strategy that reduces risk, removes inefficiency, and enhances outcomes. For occupiers, this integration means consistent advice, efficient execution, and stronger commercial and strategic results.
Q. In today’s market, where can occupiers still find leverage? A. Even in tight industrial markets, occupiers can create leverage with preparation, insight, and timing. Starting early allows tenants to explore alternatives, benchmark against real deals, and demonstrate credible options to landlords. Leverage also comes from packaging requirements strategically — multi-site or longer term deals attract stronger competition. Flexibility can be negotiated too: expansion rights, makegood terms, or early-termination options can deliver value beyond headline rent. The combination of e arly engagement, market intelligence, and portfolio visibility through ACE ensures occupiers negotiate from a position of knowledge — securing terms that truly support their business.
In this edition we interviewed Richard Trumbull Partner, Tenant Representation - Industrial Here’s what he had to say:
Q. W hy are critical dates so important for occupiers? A. C ritical dates — like lease expiries, rent reviews, and options — drive major property decisions. Yet many occupiers only look at them once it’s too late. Missing or reacting to these dates can cost a business options, leverage, and money. Managing critical dates properly gives control to the occupier. It allows time to prepare strategy, test the market, and make decisions on your own terms — not the landlord’s. The earlier you identify them, the more influence you have over rent, flexibility, and long-term outcomes Q. How does lead time affect the outcome of a negotiation? A. Time is leverage. When occupiers start the process early — it creates options. You can run a genuine stay-vs-go analysis, understand market conditions, and build competitive tension between landlords. Leaving it too late removes negotiating power and often forces tenants to accept unfavourable terms or rushed renewals. Early engagement gives breathing room to plan, benchmark properly, and secure a deal that aligns with business goals rather than reacting to deadlines.
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