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Q&A: In CEO shuffle at OfferUp, two leaders offer up what’s working, what’s next for mobile marketplace

Todd Dunlap has experience launching new products and scaling businesses. In a long career at Microsoft, Dunlap got the original Xbox off the ground as COO of the tech giant’s consumer and online division. As managing director at Booking.com, Dunlap…

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Incoming OfferUp CEO Todd Dunlap, left, and OfferUp co-Founder and Chief Product Officer Nick Huzar (OfferUp Photo)

Todd Dunlap has experience launching new products and scaling businesses.

In a long career at Microsoft, Dunlap got the original Xbox off the ground as COO of the tech giant’s consumer and online division. As managing director at Booking.com, Dunlap helped the travel giant grow in the U.S. and Canada.

As the new CEO at OfferUp, the leading mobile marketplace, Dunlap joins a 10-year-old, billion-dollar startup that has already established itself as a go-to spot for millions of users looking to pick up or unload household items and lots more.

OfferUp seems to be running away from the pack of other marketplace apps such as Craigslist, eBay and Facebook. It raised $120 million last year, acquired rival Letgo and now has 56 million users. With 350 employees between offices in Bellevue, Wash., and Miami, OfferUp is ranked No. 9 on the GeekWire 200.

But Dunlap still sees lots of potential for further innovation and growth. “I think it’s unlimited,” he said. “There’s so many things that could be done.”

GeekWire caught up with Dunlap and OfferUp’s co-founder and outgoing CEO Nick Huzar, who will remain at the company as its new chief product officer, as well as president and board chair.

Keep reading for our Q&A with Dunlap and Huzar, edited for length and clarity.

GeekWire: Why OfferUp, Todd? What did you see and appreciate in the company and in the potential for the business?

Todd Dunlap: I think it started honestly with the culture and a great set of values that were persistent in everyone I met with and talked to. It starts with Nick and the team, but just a really great environment, and that’s important to me.

Obviously the product and the potential of the product is huge. The millions of users, the value it brings, and still the potential, certainly with local commerce, is something else. The people, the culture, the product, the potential — and then I’m always looking at this stage in my career, are the opportunities that OfferUp faces matched to the capabilities or learnings that I’ve had in my past? And there was just a really nice match.

GeekWire: How did your experience at Booking.com and at Microsoft prep you for this role?

Dunlap: At Booking it was a story of taking a product that was working relatively well in Europe and making it work for the U.S. and then scaling and building it, starting in a temporary office with a handful of people and growing the business to 3,500 folks. It required lots of heavy lifting, focus on the product, focus on customers, focus on partners and really getting that flywheel spinning. I see a lot of familiarity in that experience for me to OfferUp.

PREVIOUSLY: OfferUp hires former Booking.com managing director Todd Dunlap as CEO

Microsoft, I consider it kind of my leadership MBA — how to lead, how to scale, learning how to be effective and driving results through people. And also just the Xbox experience, taking something from an idea and being persistent. The Xbox idea wasn’t something that was embraced from the beginning. It took a couple swings to get it to the point where we had the support to get it moving. Taking an idea to a product is fun, is exhilarating, and exhausting and all those things. Bunch all that stuff together, you look at OfferUp and where Nick and team have built a great business and what the next chapter can be, I think there’s a lot of relevance.

GeekWire: What are some of the larger industry tailwinds are that are helping drive growth at OfferUp? The acceleration of e-commerce during the pandemic — what impact did that have on your business?

Nick Huzar: What’s been fascinating during COVID, especially at the beginning, everything was shut down. Where do you go to get workout equipment or a bike? People needed things, especially people that were going to be in their house. My den did not look like this before COVID by the way, everything in here is from OfferUp. It was one of those things where I’m like, ‘Wow, I’m going to be here now for awhile. I’ve got to buy furniture, I’ve got to buy all these things.’ And at the time there were not a lot of places to go so OfferUp became a pretty meaningful place for people to find things they couldn’t get. Even now, if you look at supply chains to buy a bike — I was in Greg’s [Greenlake] Cycle the other day and they said, ‘Oh, if you want this kind of bike you’re gonna have to wait to 2023.’ So still some of those things are pretty persistent.

The other thing that’s been kind of touching to hear, and kind of sad in some ways, is you had people that were really hurting, that lost their jobs. In some cases we saw people literally liquidating things in their house to buy groceries. Those are just the tear-jerker stories that you hear. I’ve just been happy to see that when times are tough for people that people do turn to OfferUp and they can benefit by finding things and getting things at a great deal or selling things they have to make ends meet. We saw a lot of growth last year, a big part of it was definitely COVID. And then the other part was we acquired our next closest competitor [Letgo]. So that was also another major catalyst for growth.

(OfferUp app screen grabs)

GeekWire: What’s the most popular product or product categories right now?

Huzar: Furniture, No. 1. Hands down. Electronics, clothing, household goods. These are all very big categories for us. There was a spike though, especially in the beginning of COVID, workout equipment was through the roof. All the gyms closed down and everyone was like, ‘What are we gonna do?’ That’s now kind of more normalized, but there was a period of time I told anyone selling workout equipment, ‘Don’t even negotiate, because you can get whatever you want. It’s a sellers market.’

GeekWire: Who do you view as the competition these days? Have you not completely replaced Craigslist by this point?

Huzar: The market opportunity is so big for what we’re doing. We don’t all shop at Walmart today, right? I think people want choice. They’re going to be attracted to different platforms for various reasons. The exciting thing, when I think of the market today, especially when we brought Letgo into the fold, is we don’t spend a lot of time talking about others in the market. We’re just really kind of leaps and bounds in terms of scale above everyone else. You can still use Craigslist, you can use Nextdoor, you can use Facebook, these are other places people clearly go to. We’re the largest standalone mobile marketplace hands down, and we’re going to continue to go deep. We’re going to continue to focus on removing friction and providing value for people. That’s all we do all day. I think at the end of the day, at least in my time in technology, I find that the player that has a singular focus long term tends to kind of get the lion’s share of the opportunity. And so my hope is that will continue to be OfferUp.

GeekWire: Do you know what the total addressable market is for what you guys are doing? 

Huzar: That’s the million-dollar question. We’ve gotten that for 10 years, and it’s really hard because it’s not just unused stuff in our homes, but we have a lot of retail stores using OfferUp now. You add all that up, it’s hard to have a good answer to that. I’m not saying OfferUp is gonna work for everything. Over time we’re really gonna hone in on what’s the sweet spot for us. But we’ve never had a good answer for that, to be honest.

GeekWire: Tell me about anything you’re doing still when it comes to safety. I saw a story out of New York last month where some teens robbed some other teens. Are you doing anything new to prevent this sort of illicit activity on the platform? 

Huzar: Trust and safety — because we are bringing millions of people together every month — is always a top priority for us. As you may know through previous conversations, we spend a lot of time focusing on that. We have MeetUp Spots that we rolled out — we have thousands of these, and we’re continuing to roll those out. Our goal is to equip our users to make really wise, informed decisions. Everything from recommending MeetUp spots, which have a well-lit location with a camera; ratings at the end of transactions; real profiles — are you dealing with a real person, which again, on some other platforms, you don’t even have that.

The goal would be to have zero incidents. That’s never gonna probably happen, but let’s make sure we’re equipping people in the best way possible. It is an ongoing thing, and it’s something that we will constantly invest in.

GeekWire: Can you talk about any of the backend technology such as artificial intelligence or machine learning that is improving the user experience?

Huzar: I think a big part of OfferUp and a lot of where we’re doing more and more machine learning is around … well, one, trust and safety. That’s a big area where we’re constantly trying to learn and be more proactive versus reactive. The other big area is the whole discovery experience. When you open up OfferUp today, we all see a very similar experience, but how do we get it so it’s personalized to you? You’re going to see the whole feed and search change pretty dramatically in the next year and it’s going to be far more personalized based on who you are, where you are, what’s interesting in the area.

There’s also a lot of noise in our feed. I always use the dress example: I still see dresses in my feed. I’ve never bought a dress, let’s just get rid of them. But today we’ve got a lot of rigid rules and things in place. So we need to break those down and have that experience be 100% driven by data science. When you’re posting an item on OfferUp, how can we continue to remove friction? Maybe we suggest pricing and getting better image recognition and things like that. So those are ongoing areas we’re going to constantly invest.

RELATED: Read our March 2020 Q&A with Nick Huzar after the startup landed $120M in funding

Dunlap: And all I’ll add is that I have a bunch of listening and learning before I could answer that question competently or capably from an OfferUp perspective. In my current context at Booking, the good news is that we offer millions and millions of options for consumers when they’re looking for a place to stay. The bad news is we offer millions and millions of places that users can look at when they want to stay at a place. So how do we learn over time and how do we personalize content to really know who you are and know what you like and know what you prefer? In that personalization, we offer you a better experience and get better conversions. You’re coming — whether it’s Booking or whether it’s OfferUp — you’re coming to the site with intent, and the better we get at meeting that intent the better experience it’s going to be for you, and that’s better for the business.

GeekWire: How do you hit the ground running, Todd, and what are the future plans for OfferUp?

Dunlap: I’ll come in to OfferUp with a lot of intent around what I just said, listening and learning. And so I’m going to spend a lot of time with the teams, go deep in the business, across the product, financials, understand the customer experience, customer journey, understand the seller experience, the seller journey — really get my hands around the business. Because I like to say that I’m not bringing the Booking.com playbook to OfferUp or the Microsoft playbook to OfferUp; OfferUp needs its own playbook. And the way to get its own playbook is to bring experience and put it in context, work with the team and continue to build on the good work they’re doing.

You asked upfront what attracted me to OfferUp, and it is the potential. I think it’s unlimited. There’s so many things that could be done. And then it becomes less about what are we doing and it becomes what’s first and how do we prioritize the work to make sure we’re delivering the most value to consumers and building the best platform and experience going forward.

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International

Riley Gaines Explains How Women’s Sports Are Rigged To Promote The Trans Agenda

Riley Gaines Explains How Women’s Sports Are Rigged To Promote The Trans Agenda

Is there a light forming when it comes to the long, dark and…

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Riley Gaines Explains How Women's Sports Are Rigged To Promote The Trans Agenda

Is there a light forming when it comes to the long, dark and bewildering tunnel of social justice cultism?  Global events have been so frenetic that many people might not remember, but only a couple years ago Big Tech companies and numerous governments were openly aligned in favor of mass censorship.  Not just to prevent the public from investigating the facts surrounding the pandemic farce, but to silence anyone questioning the validity of woke concepts like trans ideology. 

From 2020-2022 was the closest the west has come in a long time to a complete erasure of freedom of speech.  Even today there are still countries and Europe and places like Canada or Australia that are charging forward with draconian speech laws.  The phrase "radical speech" is starting to circulate within pro-censorship circles in reference to any platform where people are allowed to talk critically.  What is radical speech?  Basically, it's any discussion that runs contrary to the beliefs of the political left.

Open hatred of moderate or conservative ideals is perfectly acceptable, but don't ever shine a negative light on woke activism, or you might be a terrorist.

Riley Gaines has experienced this double standard first hand.  She was even assaulted and taken hostage at an event in 2023 at San Francisco State University when leftists protester tried to trap her in a room and demanded she "pay them to let her go."  Campus police allegedly witnessed the incident but charges were never filed and surveillance footage from the college was never released.  

It's probably the last thing a champion female swimmer ever expects, but her head-on collision with the trans movement and the institutional conspiracy to push it on the public forced her to become a counter-culture voice of reason rather than just an athlete.

For years the independent media argued that no matter how much we expose the insanity of men posing as women to compete and dominate women's sports, nothing will really change until the real female athletes speak up and fight back.  Riley Gaines and those like her represent that necessary rebellion and a desperately needed return to common sense and reason.

In a recent interview on the Joe Rogan Podcast, Gaines related some interesting information on the inner workings of the NCAA and the subversive schemes surrounding trans athletes.  Not only were women participants essentially strong-armed by colleges and officials into quietly going along with the program, there was also a concerted propaganda effort.  Competition ceremonies were rigged as vehicles for promoting trans athletes over everyone else. 

The bottom line?  The competitions didn't matter.  The real women and their achievements didn't matter.  The only thing that mattered to officials were the photo ops; dudes pretending to be chicks posing with awards for the gushing corporate media.  The agenda took precedence.

Lia Thomas, formerly known as William Thomas, was more than an activist invading female sports, he was also apparently a science project fostered and protected by the athletic establishment.  It's important to understand that the political left does not care about female athletes.  They do not care about women's sports.  They don't care about the integrity of the environments they co-opt.  Their only goal is to identify viable platforms with social impact and take control of them.  Women's sports are seen as a vehicle for public indoctrination, nothing more.

The reasons why they covet women's sports are varied, but a primary motive is the desire to assert the fallacy that men and women are "the same" psychologically as well as physically.  They want the deconstruction of biological sex and identity as nothing more than "social constructs" subject to personal preference.  If they can destroy what it means to be a man or a woman, they can destroy the very foundations of relationships, families and even procreation.  

For now it seems as though the trans agenda is hitting a wall with much of the public aware of it and less afraid to criticize it.  Social media companies might be able to silence some people, but they can't silence everyone.  However, there is still a significant threat as the movement continues to target children through the public education system and women's sports are not out of the woods yet.   

The ultimate solution is for women athletes around the world to organize and widely refuse to participate in any competitions in which biological men are allowed.  The only way to save women's sports is for women to be willing to end them, at least until institutions that put doctrine ahead of logic are made irrelevant.          

Tyler Durden Wed, 03/13/2024 - 17:20

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Government

Congress’ failure so far to deliver on promise of tens of billions in new research spending threatens America’s long-term economic competitiveness

A deal that avoided a shutdown also slashed spending for the National Science Foundation, putting it billions below a congressional target intended to…

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Science is again on the chopping block on Capitol Hill. AP Photo/Sait Serkan Gurbuz

Federal spending on fundamental scientific research is pivotal to America’s long-term economic competitiveness and growth. But less than two years after agreeing the U.S. needed to invest tens of billions of dollars more in basic research than it had been, Congress is already seriously scaling back its plans.

A package of funding bills recently passed by Congress and signed by President Joe Biden on March 9, 2024, cuts the current fiscal year budget for the National Science Foundation, America’s premier basic science research agency, by over 8% relative to last year. That puts the NSF’s current allocation US$6.6 billion below targets Congress set in 2022.

And the president’s budget blueprint for the next fiscal year, released on March 11, doesn’t look much better. Even assuming his request for the NSF is fully funded, it would still, based on my calculations, leave the agency a total of $15 billion behind the plan Congress laid out to help the U.S. keep up with countries such as China that are rapidly increasing their science budgets.

I am a sociologist who studies how research universities contribute to the public good. I’m also the executive director of the Institute for Research on Innovation and Science, a national university consortium whose members share data that helps us understand, explain and work to amplify those benefits.

Our data shows how underfunding basic research, especially in high-priority areas, poses a real threat to the United States’ role as a leader in critical technology areas, forestalls innovation and makes it harder to recruit the skilled workers that high-tech companies need to succeed.

A promised investment

Less than two years ago, in August 2022, university researchers like me had reason to celebrate.

Congress had just passed the bipartisan CHIPS and Science Act. The science part of the law promised one of the biggest federal investments in the National Science Foundation in its 74-year history.

The CHIPS act authorized US$81 billion for the agency, promised to double its budget by 2027 and directed it to “address societal, national, and geostrategic challenges for the benefit of all Americans” by investing in research.

But there was one very big snag. The money still has to be appropriated by Congress every year. Lawmakers haven’t been good at doing that recently. As lawmakers struggle to keep the lights on, fundamental research is quickly becoming a casualty of political dysfunction.

Research’s critical impact

That’s bad because fundamental research matters in more ways than you might expect.

For instance, the basic discoveries that made the COVID-19 vaccine possible stretch back to the early 1960s. Such research investments contribute to the health, wealth and well-being of society, support jobs and regional economies and are vital to the U.S. economy and national security.

Lagging research investment will hurt U.S. leadership in critical technologies such as artificial intelligence, advanced communications, clean energy and biotechnology. Less support means less new research work gets done, fewer new researchers are trained and important new discoveries are made elsewhere.

But disrupting federal research funding also directly affects people’s jobs, lives and the economy.

Businesses nationwide thrive by selling the goods and services – everything from pipettes and biological specimens to notebooks and plane tickets – that are necessary for research. Those vendors include high-tech startups, manufacturers, contractors and even Main Street businesses like your local hardware store. They employ your neighbors and friends and contribute to the economic health of your hometown and the nation.

Nearly a third of the $10 billion in federal research funds that 26 of the universities in our consortium used in 2022 directly supported U.S. employers, including:

  • A Detroit welding shop that sells gases many labs use in experiments funded by the National Institutes of Health, National Science Foundation, Department of Defense and Department of Energy.

  • A Dallas-based construction company that is building an advanced vaccine and drug development facility paid for by the Department of Health and Human Services.

  • More than a dozen Utah businesses, including surveyors, engineers and construction and trucking companies, working on a Department of Energy project to develop breakthroughs in geothermal energy.

When Congress shortchanges basic research, it also damages businesses like these and people you might not usually associate with academic science and engineering. Construction and manufacturing companies earn more than $2 billion each year from federally funded research done by our consortium’s members.

A lag or cut in federal research funding would harm U.S. competitiveness in critical advanced technologies such as artificial intelligence and robotics. Hispanolistic/E+ via Getty Images

Jobs and innovation

Disrupting or decreasing research funding also slows the flow of STEM – science, technology, engineering and math – talent from universities to American businesses. Highly trained people are essential to corporate innovation and to U.S. leadership in key fields, such as AI, where companies depend on hiring to secure research expertise.

In 2022, federal research grants paid wages for about 122,500 people at universities that shared data with my institute. More than half of them were students or trainees. Our data shows that they go on to many types of jobs but are particularly important for leading tech companies such as Google, Amazon, Apple, Facebook and Intel.

That same data lets me estimate that over 300,000 people who worked at U.S. universities in 2022 were paid by federal research funds. Threats to federal research investments put academic jobs at risk. They also hurt private sector innovation because even the most successful companies need to hire people with expert research skills. Most people learn those skills by working on university research projects, and most of those projects are federally funded.

High stakes

If Congress doesn’t move to fund fundamental science research to meet CHIPS and Science Act targets – and make up for the $11.6 billion it’s already behind schedule – the long-term consequences for American competitiveness could be serious.

Over time, companies would see fewer skilled job candidates, and academic and corporate researchers would produce fewer discoveries. Fewer high-tech startups would mean slower economic growth. America would become less competitive in the age of AI. This would turn one of the fears that led lawmakers to pass the CHIPS and Science Act into a reality.

Ultimately, it’s up to lawmakers to decide whether to fulfill their promise to invest more in the research that supports jobs across the economy and in American innovation, competitiveness and economic growth. So far, that promise is looking pretty fragile.

This is an updated version of an article originally published on Jan. 16, 2024.

Jason Owen-Smith receives research support from the National Science Foundation, the National Institutes of Health, the Alfred P. Sloan Foundation and Wellcome Leap.

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International

What’s Driving Industrial Development in the Southwest U.S.

The post-COVID-19 pandemic pipeline, supply imbalances, investment and construction challenges: these are just a few of the topics address by a powerhouse…

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The post-COVID-19 pandemic pipeline, supply imbalances, investment and construction challenges: these are just a few of the topics address by a powerhouse panel of executives in industrial real estate this week at NAIOP’s I.CON West in Long Beach, California. Led by Dawn McCombs, principal and Denver lead industrial specialist for Avison Young, the panel tackled some of the biggest issues facing the sector in the Western U.S. 

Starting with the pandemic in 2020 and continuing through 2022, McCombs said, the industrial sector experienced a huge surge in demand, resulting in historic vacancies, rent growth and record deliveries. Operating fundamentals began to normalize in 2023 and construction starts declined, certainly impacting vacancy and absorption moving forward.  

“Development starts dropped by 65% year-over-year across the U.S. last year. In Q4, we were down 25% from pre-COVID norms,” began Megan Creecy-Herman, president, U.S. West Region, Prologis, noting that all of that is setting us up to see an improvement of fundamentals in the market. “U.S. vacancy ended 2023 at about 5%, which is very healthy.” 

Vacancies are expected to grow in Q1 and Q2, peaking mid-year at around 7%. Creecy-Herman expects to see an increase in absorption as customers begin to have confidence in the economy, and everyone gets some certainty on what the Fed does with interest rates. 

“It’s an interesting dynamic to see such a great increase in rents, which have almost doubled in some markets,” said Reon Roski, CEO, Majestic Realty Co. “It’s healthy to see a slowing down… before [rents] go back up.” 

Pre-pandemic, a lot of markets were used to 4-5% vacancy, said Brooke Birtcher Gustafson, fifth-generation president of Birtcher Development. “Everyone was a little tepid about where things are headed with a mediocre outlook for 2024, but much of this is normalizing in the Southwest markets.”  

McCombs asked the panel where their companies found themselves in the construction pipeline when the Fed raised rates in 2022.   

In Salt Lake City, said Angela Eldredge, chief operations officer at Price Real Estate, there is a typical 12-18-month lead time on construction materials. “As rates started to rise in 2022, lots of permits had already been pulled and construction starts were beginning, so those project deliveries were in fall 2023. [The slowdown] was good for our market because it kept rates high, vacancies lower and helped normalize the market to a healthy pace.” 

A supply imbalance can stress any market, and Gustafson joked that the current imbalance reminded her of a favorite quote from the movie Super Troopers: “Desperation is a stinky cologne.” “We’re all still a little crazed where this imbalance has put us, but for the patient investor and owner, there will be a rebalancing and opportunity for the good quality real estate to pass the sniff test,” she said.  

At Bircher, Gustafson said that mid-pandemic, there were predictions that one billion square feet of new product would be required to meet tenant demand, e-commerce growth and safety stock. That transition opened a great opportunity for investors to run at the goal. “In California, the entitlement process is lengthy, around 24-36 months to get from the start of an acquisition to the completion of a building,” she said. Fast forward to 2023-2024, a lot of what is being delivered in 2024 is the result of that chase.  

“Being an optimistic developer, there is good news. The supply imbalance helped normalize what was an unsustainable surge in rents and land values,” she said. “It allowed corporate heads of real estate to proactively evaluate growth opportunities, opened the door for contrarian investors to land bank as values drop, and provided tenants with options as there is more product. Investment goals and strategies have shifted, and that’s created opportunity for buyers.” 

“Developers only know how to run and develop as much as we can,” said Roski. “There are certain times in cycles that we are forced to slow down, which is a good thing. In the last few years, Majestic has delivered 12-14 million square feet, and this year we are developing 6-8 million square feet. It’s all part of the cycle.”  

Creecy-Herman noted that compared to the other asset classes and opportunities out there, including office and multifamily, industrial remains much more attractive for investment. “That was absolutely one of the things that underpinned the amount of investment we saw in a relatively short time period,” she said.  

Market rent growth across Los Angeles, Inland Empire and Orange County moved up more than 100% in a 24-month period. That created opportunities for landlords to flexible as they’re filling up their buildings. “Normalizing can be uncomfortable especially after that kind of historic high, but at the same time it’s setting us up for strong years ahead,” she said. 

Issues that owners and landlords are facing with not as much movement in the market is driving a change in strategy, noted Gustafson. “Comps are all over the place,” she said. “You have to dive deep into every single deal that is done to understand it and how investment strategies are changing.” 

Tenants experienced a variety of challenges in the pandemic years, from supply chain to labor shortages on the negative side, to increased demand for products on the positive, McCombs noted.  

“Prologis has about 6,700 customers around the world, from small to large, and the universal lesson [from the pandemic] is taking a more conservative posture on inventories,” Creecy-Herman said. “Customers are beefing up inventories, and that conservatism in the supply chain is a lesson learned that’s going to stick with us for a long time.” She noted that the company has plenty of clients who want to take more space but are waiting on more certainty from the broader economy.  

“E-commerce grew by 8% last year, and we think that’s going to accelerate to 10% this year. This is still less than 25% of all retail sales, so the acceleration we’re going to see in e-commerce… is going to drive the business forward for a long time,” she said. 

Roski noted that customers continually re-evaluate their warehouse locations, expanding during the pandemic and now consolidating but staying within one delivery day of vast consumer bases.  

“This is a generational change,” said Creecy-Herman. “Millions of young consumers have one-day delivery as a baseline for their shopping experience. Think of what this means for our business long term to help our customers meet these expectations.” 

McCombs asked the panelists what kind of leasing activity they are experiencing as a return to normalcy is expected in 2024. 

“During the pandemic, shifts in the ports and supply chain created a build up along the Mexican border,” said Roski, noting border towns’ importance to increased manufacturing in Mexico. A shift of populations out of California and into Arizona, Nevada, Texas and Florida have resulted in an expansion of warehouses in those markets. 

Eldridge said that Salt Lake City’s “sweet spot” is 100-200 million square feet, noting that the market is best described as a mid-box distribution hub that is close to California and Midwest markets. “Our location opens up the entire U.S. to our market, and it’s continuing to grow,” she said.   

The recent supply chain and West Coast port clogs prompted significant investment in nearshoring and port improvements. “Ports are always changing,” said Roski, listing a looming strike at East Coast ports, challenges with pirates in the Suez Canal, and water issues in the Panama Canal. “Companies used to fix on one port and that’s where they’d bring in their imports, but now see they need to be [bring product] in a couple of places.” 

“Laredo, [Texas,] is one of the largest ports in the U.S., and there’s no water. It’s trucks coming across the border. Companies have learned to be nimble and not focused on one area,” she said. 

“All of the markets in the southwest are becoming more interconnected and interdependent than they were previously,” Creecy-Herman said. “In Southern California, there are 10 markets within 500 miles with over 25 million consumers who spend, on average, 10% more than typical U.S. consumers.” Combined with the port complex, those fundamentals aren’t changing. Creecy-Herman noted that it’s less of a California exodus than it is a complementary strategy where customers are taking space in other markets as they grow. In the last 10 years, she noted there has been significant maturation of markets such as Las Vegas and Phoenix. As they’ve become more diversified, customers want to have a presence there. 

In the last decade, Gustafson said, the consumer base has shifted. Tenants continue to change strategies to adapt, such as hub-and-spoke approaches.  From an investment perspective, she said that strategies change weekly in response to market dynamics that are unprecedented.  

McCombs said that construction challenges and utility constraints have been compounded by increased demand for water and power. 

“Those are big issues from the beginning when we’re deciding on whether to buy the dirt, and another decision during construction,” Roski said. “In some markets, we order transformers more than a year before they are needed. Otherwise, the time comes [to use them] and we can’t get them. It’s a new dynamic of how leases are structured because it’s something that’s out of our control.” She noted that it’s becoming a bigger issue with electrification of cars, trucks and real estate, and the U.S. power grid is not prepared to handle it.  

Salt Lake City’s land constraints play a role in site selection, said Eldridge. “Land values of areas near water are skyrocketing.” 

The panelists agreed that a favorable outlook is ahead for 2024, and today’s rebalancing will drive a healthy industry in the future as demand and rates return to normalized levels, creating opportunities for investors, developers and tenants.  


This post is brought to you by JLL, the social media and conference blog sponsor of NAIOP’s I.CON West 2024. Learn more about JLL at www.us.jll.com or www.jll.ca.

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