Tenant discount negotiations - Focus

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Tenant discount negotiations


Lexmer * tenant demanded a 40% discount. The company threatened to vacate the location otherwise. Reason: insufficient advertising of the store in the shopping mall.


The analysis of the tenant’s data in the Focus System showed that its conversion declined 20% (over 2 months) and average check decreased amid the high tenant footfall. As a result, the tenant’s revenue dropped. It appeared that the store was transferring collections to other stores and did not purchase enough stock.


As a result, the store accepted the shopping mall’s line of reasoning that the problem was with the store. The tenant stayed with the mall. No discount was provided.

*not tenants’ real names

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