Work History

Work History
Jun 2004 - Jul 2009

Sr. General Manager

General Growth Properties

Responsible for over $750M “client-owned” assets for General Growth Properties Third Party Management. This includes the transition from other management companies to GGP functions and culture. Responsible for business planning, financial budgeting/forecasting/variance reporting. Also responsible for leasing, operations, marketing, capital budgeting, and retail sales analysis. Assist in redevelopment strategies and their proformas. Function as consultant to various direct ownership structures, General Growth corporate teams, municipalities, and tenants. Branson Landing (Branson MO) accomplishments:

• Transitioned $500M mixed use retail, office, condo, Hilton hotel, and convention center from previous management company to GGP systems • Transitioned marketing program to “event” driven program for retail sales orientation • Developed bundled services RFP’s for janitorial and security services, negotiating savings of over 14% • $470,000 estimated savings in Landlord contribution to common area maintenance

Centerpointe Mall (Grand Rapids MI) accomplishments: • Actual controllable expenses $180,000 below 2008 budget • Instituted alternative revenue program tripling alternative revenue from 2006 to 2007 and increasing again by 63% from 2007 to 2008 • 2006 NOI 12+% above client performance criteria, 2007 NOI 4.5% above 2006 • Developed strategy for redevelopment of retail creating future rent roll and financial proforma for lender package Glendale Mall (Indianapolis IN) accomplishments: • Increased NOI by 18% over previous ownership/management NOI • Increased leasing revenue 20% above budget two years running • Contribution to ownership FFO was 25% over publicly stated forecast and virtually 100% of my client’s publicly-held portfolio favorable NOI variance • Reduced central plant heating expenses by over $38,000 by combining retail lighting loads with closed loop chill water circulation in winter

Mar 2002 - Dec 2003

Product Manager

Heartland Industries

Responsible for starting company’s new product development department. Responsible for new product roll-outs, market research, pricing, and national sales training & distribution of installed backyard products. • Successful roll-out of 17 new products in less than 18 months • Developed brand strategy of “good – better – best” product lines based on primary national market research, developing pricing, distribution, and sales strategies • Delivered company’s first-ever vinyl siding storage building to over 200 Lowe’s Home Improvement Warehouse locations from concept to delivery within six weeks, including pricing, national distribution, sales training, installation manuals, and marketing support • Managed all primary and secondary market research

Jan 1995 - Jan 2002

Business Consultant

Brooks & Associates

Provided capital acquisition, marketing, and expense reduction consulting to small developers and small business. Also provided market research and other financial services to small commercial real estate developers. • Top broker for SBA loans through The Money Store Commerical in 1999 & 2000 in Indiana • Provided $25M loan to small condo developer with "back-end only" investment • Coordinated test market roll-out for Whirlpool’s home dry cleaning appliance with national home products installation company • Provided market strategies for over 15 companies as part of financial proforma to lenders

Jan 1990 - Apr 1994

Director of Operations

Equity Properties & Development Company

Duties included operations management for several commercial properties including Ford City in Chicago (Ford City mall, Lion match factory, Tootsie Roll factory, Sweetheart Paper distribution center, Holiday Inn hotel) and serving as acting General Manager of Glendale Mall during GM's ten month National Guard deployment during Desert Storm.

• Oversight of over twenty retail construction projects• Responsible for all RFP's, vendor contract negotiation and performance• Initiated hazardous material management program, becoming certified in asbestos removal and containment supervision• Assisted in development of emergency response manual for tenants and on site management

Education

Education

Bachelor of Science

Purdue University

Graduated with Highest DistinctionSchool of Science ScholarDean's List ~ GPA: 3.9 out of possible 4.0

BS

Indiana University - Kelley School of Business

Graduated with High DistinctionDean's List ~ GPA: 3.9 out of possible 4.0Named to "Who's Who among Students at American Universities"

Continuing Education

Michigan State University, ICSC Management Institute University of St. Louis, Capital Acquisition, Expense Reduction, and Turnaround TrainingCorporate Financial Fitness Training, Compass LeadershipDartmouth Training Group, SPIN Selling

Academic References

Marshall Yovits Dean, School of Science Purdue University at Indianapolis

"It is my pleasure to appoint you to the School of Science Scholar's List for Spring 1987. You are one of only 30 School of Science majors who qualified as a Science Scholar during this term."

Thomas Lenz Associate Dean School of Business Indiana University at Indianapolis

"It is with great pleasure that I am forwarding a certificate that signifies your admission to Who's Who Among Students in American Universities.... You are among only 40 students from the entire Indiana-Purdue University at Indianapolis campus who have been selected as national outstanding campus leaders"

Monte Juillerat Chairman, Dept. of Economics Indiana University at Indianapolis

"The purpose of this letter is twofold. One is to compliment you on your performance in economics .... The department is interested in those who seem to have a good feel for economics. Your economics professors feel you are in this category. Believe me, that puts you in a fairly exclusive group."

Summary

  • Strategic leader with proven history of helping others achieve extraordinary results
  • Relationship builder skilled in transforming client needs into win-win conclusions
  • Detailed analyst with extensive profit/loss responsibility
  • Resourceful opportunist adapting to market conditions, delivering profitable outcomes
  • Committed to company and client success

Success Story #1

Employer: Brooks & Associates

Situation: The Indiana statewide franchise of California Closets was experiencing declining sales. Sales had declined in each of the previous three years on average by 9%. As with any business, a continued decline in revenue results in increased accounts payable cycles and dwindling cash. This was the situation with this super franchise as payables were averaging 63 days. Further, cash was urgently needed to make payroll and to gain credit terms.

Action: Three simple steps were taken to improve sales.

First, I determined that a new marketing strategy had to be put in place to boost sales revenue. Also, system to track lead generation was urgently needed. The franchise was spending roughly 10% of sales on advertising, but return on investment analysis was sorely lacking. Immediately, all front office personnel were trained to track each confirmed in-home appointment by simply asking “What advertising prompted you to call us today?” Lead generation increased when marketing dollars were allocated more productively.

Secondly, I immediately began team sales training, emphasizing meeting client needs, pricing and overcoming objections.

Lastly, I met with each sales person on a one on one basis each week to ensure that each lead was fully exploited.

Result: Within one year return on advertising dollars improved from 12/1 to 25/1. Closing ratios improved from 42% to 55% and sales increased by 26%.

Success Story #2

Employer: General Growth Properties Third Party Management & Consulting

Situation: GGP client, Centerpointe Mall, in Grand Rapids, Michigan, had a 35% vacancy rate. This vacancy was creating a perception with the market and existing tenants that Centerpointe Mall was dark, unsafe, and in jeopardy of closing its doors.

Action: I immediately created a SWOT analysis and marketing plan including demographics of the area, competitive pricing, and competitive sales per square foot. Based on this information I determined an appropriate competitive advantage and pricing structure for each vacant space. I created a list of potential local tenants and used my SPIN selling skills to increase retail occupancy.

Result: Retail occupancy was increased by almost 60,000 SF or roughly 20% of mall space. In addition, I successfully negotiated a move with the Secretary of State to relocate their “Supercenter” from an obscure location to center court. This move helped to increase traffic in center court and improved food court sales by 10% within two months of opening.

Certifications

Certifications

Certified Shopping Center Manager

International Council of Shopping Centers

References

References

Sally Barley

"I have worked with Mike when he was the General Manager at 3 different shopping centers for General Growth Properties that were in my region of centers; Glendale Mall in Indianapolis, Centerpointe Mall in Grand Rapids, MI and Branson Landing in Branson, MO. Mike has a vast knowledge of shopping centers, including leasing, business development, management and operations. He did many deals in my group at his centers and was highly skilled at negotiating. Mike is self-motivated and very driven, detail-oriented, and is a loyal and dedicated team member. I would highly recommend Mike for consideration for a position in management, leasing or sales. Mike has what it takes to be successful and has a track record to prove it!!!” 

June Rudy

"Mike Brooks is a resourceful team builder who brings out the best in his staff. He is both the person you want to work for – and the person you want working for you. Having been a direct report to Mike at Centerpointe Mall, I witnessed the effectiveness of his management style. This leadership was evident in his ability to communicate vision, in making sure staff had the necessary tools and training, in his high standards for delegated assignments and his constructive feedback. Associates genuinely like working with Mike and trust him because he conducts business with intelligence, fairness and respect.” 

Chris Brochert

"Mike Brooks supervised our mall in Grand Rapids for over two years.....Mr. Brooks did a fantastic job and performed way beyond expectations.....Mike knows real estate management, marketing and leasing and would be an asset to any commercial real estate company."

Walt Maxson

"Your guidance clarified our understanding of the inner workings of our business and helped us to crystallize our vision of the future and how to get there. As a result of your work a month ago, we have moved into a new level of pride, enthusiasm and teamwork. Virtually every area of our business has benefited from your presence. I thank you for your excellent guidance you have given us. Please fell free to use us as a reference in the future. We will sing your praises"

Todd Phillips

"Mike has made a significant impact in each area of management where he has been involved. He brings with him an positive attitude and confidence that is rubbing off on our employees. Being both analytical and creative allows him to make changes in areas of production and marketing with the end goal in mind as he sets up systems to monitor progress in a timely manner. It is clear that he has done his homework. He brings to us a vast knowledge about our industry and is helping us navigate our company through turbulent waters."

David Lee

"During my tenure of working with Mike, he has shown an extraordinarily high degree of professionalism, has proven to be very budget conscious and has been able to manage a staff and a property during very adverse conditions."