What is occupier intelligence for industrial property funds?
For an industrial property fund, occupier intelligence is knowledge of the businesses behind its income: the tenants in its buildings (their operations, finances and plans) and the businesses in the market that its buildings could suit. Funds build the first half from the lease system, credit monitoring and tenant conversations, and the second from agents, CoStar and enquiry records. Scayled focuses on the second half, unit by unit: for a vacancy, it finds 250 to 350 businesses the building suits, the person who signs at each, and drafts an approach per business.
- What does occupier intelligence mean for a fund?
- How do funds keep track of their existing tenants?
- How do funds find out who could occupy their assets?
- Why does occupier knowledge matter to fund returns?
- What does Scayled provide for a fund?
- What does Scayled cost?
What does occupier intelligence mean for a fund?
Two things. Inward: what the fund knows about each tenant, including what it does at the site, how strong its covenant is, how its business is changing and whether the unit still fits it. Outward: which businesses in the market could occupy each asset if it came vacant, and who at each of them would decide.
The inward half protects existing income. The outward half decides how quickly lost income is replaced, and at what rent.
How do funds keep track of their existing tenants?
The lease system (Yardi, MRI or Re-Leased) holds the dates and payment history. Credit monitoring from Creditsafe, Dun & Bradstreet or Experian sends alerts on financial changes. News alerts on each tenant's name catch acquisitions, contract changes and new sites. A CRM, or the tenant module in VTS, records what the asset manager learns in meetings.
The most useful information still comes from regular conversations with the person who runs each tenant's operation, recorded against the tenancy so the whole team can see it.
How do funds find out who could occupy their assets?
Usually through the letting agent, whose list of current requirements shows businesses already searching. Listing portals such as LoopNet, Crexi, realcommercial.com.au and Rightmove bring enquiries from active searchers. CoStar's tenant data shows which companies occupy which buildings and when some of their leases expire.
What none of these produce on demand is a list, for one specific building, of the businesses whose operation suits it and the person at each who would sign. That is the gap Scayled fills.
Why does occupier knowledge matter to fund returns?
Downtime is one of the largest swings in an industrial asset's return, and it depends on how quickly suitable businesses hear about a unit. A fund that knows who its buildings suit can start a replacement conversation before a lease ends, negotiate a renewal with evidence of alternative demand, and scope refurbishment around real occupiers rather than a generic specification.
It also changes the valuation conversation. Evidence of demand for a unit supports the downtime and renewal assumptions in the cash flow model.
What does Scayled provide for a fund?
This is the outward half, one unit at a time. For a vacancy or an expiring lease, Scayled finds the 250 to 350 businesses whose operation suits the building, nearby and across the market, and gives the fund the decision-maker at each, a checked contact and a drafted email. It lands in the fund's Scayled account in about five working days, and nothing is advertised.
Every campaign stays in the fund's Scayled account, so campaigns across assets and markets add up to one record of the businesses that could take its space, and the next campaign builds on it. It runs alongside the appointed agent, not instead of them.
What does Scayled cost?
Pricing is per unit, not per seat: a single Scayled Campaign costs US$749 for the Full version or from US$449 for a Focused one, paid once with no commission on the letting. If the fund would rather not send the emails itself, Scayled sends them from a mailbox on its company email for US$299 more.
Scayled does not monitor tenants or score their risk; the inward half stays with the lease system and credit monitoring. Reaching the outward half directly is explained in direct-to-occupier leasing.
Lease The Vacancy In-House, Before You Appoint An Agent.
The Campaign finds the 250 to 350 businesses the building suits, names the person who decides at each and writes every email, ready in about five days. One payment of US$749 per property, no commission and no subscription. A focused 100 to 150 from US$449.