Ray White Commercial NSW was formed in 2014 with the goal of providing high quality commercial real estate services in Sydney. The business has experienced rapid growth, achieving over $50 million in sales in its first 3 months. It leverages the resources and experience of the larger Ray White Commercial network, including over 50 businesses that facilitate $2.5 billion in annual transactions, to deliver premium results to clients.

1. Know_How
Commercial NSW

2. Ray White Commercial NSW was formed in early 2014
as a partnership between Jeff Moxham and the White
Family with simple ambitions: to provide the finest quality
commercial real estate services to the broader Sydney
market and to be proud of every transaction.
The business has quickly built momentum, with over
$50M of sales being achieved in its first 3 months in
addition to numerous significant sale appointments.
Our business leverages from the broader Ray White
Commercial network which comprises over 50 owner-
led businesses and handles in excess of $2.5bln of
commercial sales and leasing transactions every year.
As part of the Ray White Group, the largest Real Estate
Group in Australasia, we have the strength and reach
of an international real estate group with the local
knowledge needed to deliver a premium result.
Personal service. Premium results.
Dan White
Director
Jeff Moxham
Managing Director
Our
story.
Left to right:
Vanessa Rader, Head of Research; Dan White, Director;
Jeff Moxham, Managing Director; Brad Lord, Director Asset Services

3. The Ray White network
has over 850 locally
owned & operated
offices in more than
10 countries
Commercial facts
commercial sales and
leasing transactions
each year
$2.3 billion+
Specialist
commercial
agents in over
45 locations$33 billion
Annual
turnover exceeding
We help over
40,000 clients
reach their
financial goals
each year
More commercial
auctions than
any other real
estate group
Commercial
Know_How.
1 in every 10
properties sold in
Australasia is sold
by Ray White
$1.76 billion+
managed
commercial
properties
Australia’s most Google-ed
real estate brand
250
Ray White Commercial
is established
Ray White becomes
affiliated with Richard Ellis
Our growth story
1999 Today
Ray White opens the first
office in Crows Nest
Richard Ellis is sold to
CB and Brian serves
as Chairman of CBRE
Aust/NZ until 2006
Ray White Invest is
founded, representing an
expansion into the funds
management industry
199819721902 2001

4. Your own
real estate
network.
Sydney, Australia
The business of real estate is
the business of people.That’s
why we share our network of
more than 12,000 real estate
professionals located across
Australia, New Zealand, Asia
and the Middle East with you.
Marine
Hotels
Loan
Market
Rural &
Livestock
Projects
Residential
Commercial
Office
Development sites
Asset Services
Industrial
Retail
Research
Business sales

5. We have 850 locally owned and operated
businesses in your region who are experts in the
real estate market. We share our market intelligence
across our network. Our global database gives you
access to over 500,000 active property customers to
generate maximum interest in your property.
We know how important local knowledge is to the
real estate business but we also understand the
power of international relationships. For over 20 years
of our 110 year history, we have been developing
strong real estate connections and brokering
successful business outcomes for our clients in
more than six countries.
We reach more local,
national and international
buyers for your
commercial property.
Our market
presence in Asia.
Ray White has been active in the region for nearly 20
years. We have 130 offices across Indonesia, Singapore,
Lebanon and India and in 2013 we sold over $1.1 billion
of Asian real estate in these markets. In 2013, we were
ranked as the leading real estate brand in Indonesia.
Marina Bay, Singapore

6. Know_how
We create more competition for your
property. Our print and digital marketing
combined with the latest technology and
sales processes ensures your property is
seen by more buyers.
Putting you
ahead of the
competition.
Each year we turn over $2.3 billion
worth of commercial sales and leasing
transactions, and manage over $1.76
billion of commercial property. We use
our expertise to tailor a strategy that will
deliver a premium result.
We are also Australia’s most Google-ed
real estate group so you can be confident
that more people in the market will be
looking at your property.
We pioneered in-room auctions,
and today we auction more
commercial properties in
Australia than any other group.
We have a team of Real Estate
professionals with experience
across all methods of sale including
Expression of Interest, Tender,
Auction and Private Treaty

7. Know_how
We manage your property like it’s
our own. We constantly look at
strategic value-add initiatives to
improve your capital value whilst
driving your investment.
Working
hard on your
investment.
Core services
Asset management
Property management
Leasing – negotiations, administration, assignments
Tenancy co-ordination
Additional services
Due diligence
Asset disposal/divestment
Make good summary of obligations and reports
Project & delivery management
R&M/Capex co-ordination

8. Your
network.
Our
people.
Brian White, Chairman
Brian White is the third generation leader
of the Ray White Group, a company
founded in 1902 which has remained a
family owned business whilst it has grown
into the largest real estate franchise group
in Australasia. Now approaching almost
1,000 offices, the company is represented
in all Australian states, New Zealand,
Indonesia, South East Asia, Abu Dhabi in
the UAE and India and recently opened
its first operation in Seoul, Korea and
Hong Kong. Employing more than 10,000
people, the company turned over $30
billion in property sales alone.
Vanessa Rader, Head of Research
Vanessa Rader is the Head of Research
for the Ray White Commercial Group.
Vanessa has close to 15 years experience
in the field of property research holding
senior positions across a number of groups.
She has also established fee based, client
driven consulting and advisory services
working with domestic and international
clients. Vanessa has completed her studies
in Property Agency, Bachelor Commerce
majoring in Property Economics and
Property Law and Masters in Property
Development.
Jeff Moxham, Managing Director
Jeff is the Managing Director of Ray White
Commercial NSW. Jeff’s expertise lies in
the sale and acquisition of commercial,
development, retail and industrial property
across the Sydney Metropolitan area.
He has over 17 years experience in the
real estate industry with 7.5 years at a
major listed international commercial real
estate firm.
Brad Lord, Director, Asset Services
Brad is Director of Ray White Commercial
NSW – Asset Services. Brad has over
14 years experience and has driven the
investment of private and institutional
clients property in the Commercial,
Industrial and Retail sectors in NSW,
VIC, QLD & WA with a major focus on
metropolitan, & greater western Sydney.
Brad’s expertise includes working with
financial practitioners in the insolvency
industry assisting to reposition distressed
assets and minimise corporate losses.
Andrew Jamson,
Chief Financial Officer and Trustee
Andrew Jamson was recently appointed
as an Executive Director of White Private
after re-joining the Ray White Group
where, in addition, he is responsible
for managing the “White Family Office”
representing the investment interests of the
broader White family. Andrew was formerly
Chief Operating Officer, Asia Pacific with
CB Richard Ellis and has over 20 years
experience in property and finance.
Dan White, Director
Dan joined the Ray White Group in 2000
following approximately three years with
Macquarie Bank’s Property Investment
Management Division as the Deputy General
Manager of Macquarie Industrial Trust.
Dan has extensive experience in the
acquisition, financing and management of
investment grade real estate and has gained
experience in a broad spectrum of property
markets, asset classes and property cycles.
Dan is responsible for the growth of Ray
White’s non-residential businesses and the
CEO of White & Partners.
Australia
–
Adelaide, SA
Ian Lambert
Chris Marchant
T +61 (8) 7129 4600
Bayside, Qld
Michael Keddy, Nathan Moore
T +61 (7) 3245 7199
Brisbane Northside, Qld
Brian Kennedy, Robert Rey
T +61 (7) 3482 0100
Brisbane Trade Coast, Qld
Jonathon Jones
T +61 (7) 3899 5888
Burleigh / Coolangatta /
Tweed Heads, Qld
Jared Hodge
T +61 (7) 5599 5000
Burswood, WA
Russ Parham
T +61 (8) 6253 5222
Cairns, Qld
Helen Crossley
T +61 (7) 4044 1111
Caloundra, Qld
Andrew Garland, Len Greedy
T +61 (7) 5491 4600
Canberra, ACT
Doug O’Mara, Andrew Smith
T +61 (2) 6162 0681
Coomera, Qld
Greg Bell
T +61 (7) 5573 1077
Dubbo, NSW
Richard Tegart
T +61 (2) 6885 1155
Eastern Suburbs, NSW
Grant Whiteman
T +61 (2) 9362 9000
Gladstone, Qld
Andrew Allen, John Fieldus
T +61 (7) 4972 3288
Gold Coast, Qld
Greg Bell
T +61 (7) 5555 8600
Industrial Gold Coast
Greg Bell
T +61 (7) 5509 6000
Industrial M1 North, Qld
Greg Bell
T +61 (7) 3807 0001
Industrial Milton, Qld
Stephen Ferguson
T +61 (7) 3331 5444
Inner West, NSW
Tim Morrison
T +61 (2) 9810 3422
Ipswich, Qld
Warren Ramsey
T +61 (7) 3281 9655
Manningham, Vic
Brett Diston
T +61 (3) 8841 2000
Newcastle, NSW
Lee Follington, Neil Follington
T +61 (2) 4974 3011
Noosa, Qld
Paul Butler, Paul Forrest
T +61 (7) 5474 7600
North Coast Central
Michael Shadforth
T 1300 255 075
Northern Territory
Bev Syrimi, Nick Syrimi
T +61 (8) 8943 3500
Oakleigh, Vic
Chris Kelepouris, Ryan Amler
T +61 (3) 9568 2000
Office Leasing Sydney, NSW
Anthony Harris
T +61 (2) 9249 3709
Perth, WA
Chad Parham
T +61 (8) 9361 6766
Pine Rivers
Brian Kennedy, Robert Rey
T +61 (7) 3889 8000
Queensland, Aus
Mark Creevey, Tony Williams
T +61 (7) 3231 2211
Retail, NSW
Bob Walsh
T +61 (2) 9249 3753
Robina, Qld
Scott Burgess
T +61 (7) 5593 2088
Runaway Bay, Qld
Ali Mian
T +61 (7) 5528 8878
Shoalhaven, NSW
Scott Baxter
T +61 (2) 4422 8677
South Sydney, NSW
Phillip Elmowy, Anthony Vella
T +61 (2) 9101 8000
Southport, Qld
Greg Bell
T +61 (7) 5552 6388
Special Projects, Qld
Mark Creevey, Tony Williams
T +61 (7) 3231 2211
Springwood, Qld
Aldo Bevacqua
T +61 (7) 3290 5383
Toowoomba, Qld
Brian Hodges
T +61 (7) 4613 1455
Townsville, Qld
Adrian Pascoe, Graeme Russell
T +61 (7) 4726 7888
Transact, Qld
Rick Bird
T +61 (7) 3231 2255
KM Seeto, Aus
Karen Seeto
T +61 (7) 3231 2200
New Zealand
–
Central Auckland, NZ
Bruce Whillans
T +64 (9) 304 1453
Christchurch, NZ
Adrian Raine, Paula Raine
T +64 (3) 379 4120
Tauranga, NZ
Denis McMahon
T +64 (7) 928 0000
West Auckland, NZ
Chris West, Glenda West
T +64 (9) 835 3300
Asia
–
Beijing
Marcus Ng
T +86 188 0014 8747
Jakarta
Jonhann Boyke Nurtanio
T +628 1875 7299
Hotels
–
New South Wales
Andrew Jolliffe
T +61 (2) 8016 3810
Queensland
Tony Bargwanna
T +61 (7) 3046 4300

9. Outstanding
results. Through collaboration, expertise and tenacity
the Ray White team has achieved the following
outstanding sales, management and leasing
results during 2012 to 2014.
Date Address Description Method of Sale Sale Price Agent
2010-2013
Auckland, NZ
The Albany Estate, North Shore
Sell down of the Albany Estate on Auckland’s
North Shore
Private Treaty $196,000,000 Bruce Whillans
Feb 2012
Caringbah, NSW
Caringbah Inn, 343 Port Hacking Road
Double storey hotel with large bottleshop occupying
a 6,108m² site
Off Market Campaign $45,000,000 Andrew Jolliffe
Nov 2013
Brisbane, Qld
1439 Lytton Road, Hemmant
Multi-tenanted industrial facility occupying a 4ha site Private Treaty $39,630,000 Graham Norris
Nov 2012
Greenfield Park, NSW
Greenfield Tavern, 210 Mimosa Road
Greenfield Shopping Tavern with 30 gaming machines
and drive-thru bottleshop
Off Market Campaign $28,000,000 Andrew Jolliffe
Feb 2013
Auckland, NZ
URS Centre, 13-15 College Hill Road
Refurbished office block positioned in inner city suburb
of Auckland
Private Treaty $23,600,000 Bruce Whillans
Jun 2013
Sydney, NSW
69-81 Foveaux Street, Surry Hills
Former taxi depot and office on a 1,300m² prime inner
city development site
Auction $18,000,000
Andrew Jolliffe
& Marcello Bo
Dec 2013
Phillip, ACT
9-11 Irving Street
Residential development site consisting of 500 units Expressions of Interest $13,700,000
Andrew Smith
& Troy McGuinness
Mar 2012
Brisbane Qld
110 D’arcy Road, Morningside
The former Seven Hills Tafe site Tender $13,500,000
Mark Creevey
& Tony Williams
May 2013
Auckland NZ
42 & 60 Favona Road
6.8ha industrial distribution centre leased to
Turners & Growers
Tender (Off Market) $12,000,000 Bruce Whillans
Sep 2012
Brisbane, Qld
El Dorado Cinema Site, Indooroopilly
Cinema and adjoining development site Offers to Purchase $12,000,000
John Dwyer
& Rick Bird
Dec 2013
Auckland NZ
169-175 Wairau Road
Hyundai Dealership & Harvey Norman Warehouse Tender $11,600,000 Bruce Whillans
Jul 2012
Rockhampton, Qld
309 Farm Street
Neighbourhood shopping centre Expressions of Interest $11,050,000 Peter Alexander
Feb 2013
Brisbane, Qld
18-32 Thorn Street, Kangaroo Point
Residential development site Offers to Purchase $11,000,000
Rick Bird &
Joe Tynan
July 2013
Jimboomba, Qld
Riverbend Estate
Master planned community development site allowing
for 2,500 lots
Expressions of Interest $10,500,000
Mark Creevey
& Tony Williams
Oct 2013
Fleurieu Peninsula, SA
Wirrina Cove Resort
Golf Club, Resort and Marina Berths - 3 formal
marketing campaigns
Expressions of Interest &
Auction
$10,043,000 Karen Seeto
Sep 2013
South Brisbane, Qld
109 Melbourne Street
Commercial development site Expressions of Interest $10,000,000 Rick Bird
Oct 2013
Wooli Creek, NSW
13-21 Cliff St,
Residential Development site for 70 + units Private Treaty $10,000,000 Jeff Moxham
Aug 2013
Brisbane, Qld
Graceville Quarter, 296 Oxley Road
Mixed-use commercial investment building Offers to Purchase $8,560,000
Rick Bird
& Joe Tynan
Jan 2014
Botany, NSW
24 Rotchester St
Residential Development site for circa 50 + units Private Treaty $7,800,000 Jeff Moxham
Feb 2013
Brisbane, Qld
26 Felix Street
Retail precinct fronting Felix Street Expressions of Interest $7,600,000
Mark Greer &
Andrew Adnam
Nov 2013
Sydney, NSW
73-79 Beattie Street, Balmain
6 separate buildings and car park on 10 separate titles Auction $7,375,000 Tim Morrison
Mar 2013
Brisbane, Qld
279 Pine Mountain Road, Mount Gravatt
Former Boral quarry Tender $7,000,000
Mark Creevey
& Tony Williams
Oct 2013
Gold Coast, Qld
64 Ferny Avenue, Surfers Paradise
9 level freehold office building with 2,906m² of
lettable area
Tender $6,187,000
Steven King &
Gregory Bell
May 2013
Brisbane, Qld
221 Stafford Road, Stafford
Retail centre with a net income of $530,566 Private Treaty $6,100,000
Steve Black
& Juma Marstella
Sep 2013
Varsity Lakes, Qld
Market Square Lot 2, 201 Varsity Parade
Prime shopping and convenience centre near
Bond University
Post Auction Sale $6,000,000
David Djurovitch
& Gregory Bell
Jan 2014
Epping , NSW
14 Epping Rd
Residential Development site for circa 36 + units Private Treaty $5,000,000 Jeff Moxham
Date Address Description GFA Gross Rent PA Agent
Sep 2013
Hendra, Qld
Building 1, 420 Nudgee Road
Leased to Mazda 29,045m2
$2,900,000 Graham Norris
Dec 2013
Hendra, Qld
Building 31, 420 Nudgee Road
Leased to SRG 7,902m2
$948,240 Graham Norris
Dec 2013 Wacol, Qld 163 Viking Drive Pre-lease to Nissan 7,824m2
$896,535 Graham Norris
Oct 2013
Brisbane, Qld
601 Coronation Drive, Toowong
Single floor tenancy in 5 level commercial building 1,282 m2
$650,000 Jason Hines
Apr 2013
Sydney, NSW
Suite 402/Level 4, 140 George Street
Refurbished part floor tenancy of 633m2
within the Museum
of Contemporary Art
633m2
$522,225
Anthony Harris &
Jeremy Piggin
Sep 2012 Kwinana, WA 28 Thomas Road 2ha of Heavy Industry zoned land 22,000m2
$500,000 Martin Vogt
Oct 2013
Drummoyne, NSW
10 Roseby Street
Refurbished office space in the Henry Lawson Business
Centre
3,000m2
$400,000 Tim Morrison
May 2013
Canning Vale, WA
7 Baile Road
Office & showroom 4,098m2
$220,000 Jeremy Parasiliti
Oct 2013
Toowoomba City, Qld
580 Ruthven Street
Offices within the James Cook Centre leased inline to the
Toowoomba Regional Council
738m2
$225,090 Craig Bradley
Sep 2013
Toowoomba, Qld
581 Boundary Road, Torrington
Industrial building & extensive concrete hardstand 10,000m2
$225,000
John Smith,
Mark Wynhoven
& Craig Bradley
Apr 2013
Sydney, NSW
Level 2, 131 York Street
Whole floor tenancy of 434m2
positioned opposite the
Queen Victoria Building
434m2
$199,548
Jeremy Piggin &
John Skufris
Mar 2013
Sydney, NSW
Suite 2/Level 6, 10 Spring Street
Partitioned suite of 279m2
with direct lift exposure and
existing fit out
279m2
$185,402 John Skufris
Oct 2013
Sydney, NSW
Suites 1103 and 1104/Level 11, 46
Market Street
Corner suite of 290m2
located on the corner
of George Street and Market Street
290m2
$172,372 Anthony Harris
May 2013
Canning Vale, WA
2/3 Ernest Clark Road
High truss warehouse 1,635m2
$165,000
Jeremy Parasiliti &
Barney Dear
Aug 2013
Sydney, NSW
Ground Floor, 71 York Street
Ground floor of 6 level building with
sandstone façade
275m2
$162,250
John Skufris &
Jeremy Piggin
Jan 2013 Virginia, Qld 1908 Sandgate Road
Large warehouse component with mezzanine
office/showroom
725m2
$155,900
Steve Black &
Juma Marstella
Apr 2013 Welshpool, WA 63 Kurnall Road Office & warehouse with gantry crane and mezzanine 930m2
$135,000 Martin Vogt
Nov 2013
Sydney, NSW
Suite 3.01/Level 3, 92 Pitt Street
14 level office building located in Sydney CBD's financial
core
191m2
$124,280
Jeremy Piggin &
John Skufris
May 2013
Maddington, WA
17-19 Mandarin Road,
High truss warehouse 2,078m2
$110,000
Chad Parham &
Jeremy Parasiliti
Oct 2013
Sydney NSW
Suite 7.02/Level 7, 234 George Street
17 level strata titled office building with 3
street frontages
160m2
$91,200 John Skufris
Address Description GFA Gross Rent PA Ray White Office
Sydney, NSW
Dee Why Grand Shopping Centre, Dee Why
A modern neighbourhood shopping centre in Sydney's
northern beaches
10,200m2
$6,250,000 Retail
Perth, WA
Currambine Central
Woolworths and Dan Murphy’s anchored neighbourhood
shopping centre, with 6-plex Cinema.
15,000m2
$5,500,000 Perth/Sydney
Sydney, Mosman
Bridgepoint Shopping Centre
Refurbished neighbourhood shopping centre on Sydney’s
north shore
6,700m2
$6,000,000 Retail
Castle Hill, NSW 46 Carrington Road Large office & industrial facility 20,120m2
$3,150,000 * Commercial NSW
Yeppoon, Qld James Street Refurbished neighbourhood shopping centre 6,451m2
$2,990,000 Burleigh/Sydney
Cairns, Qld Orchid Plaza, 58 Lake Street Shopping Plaza 5,074m2
$1,800,000 Cairns
Cairns, Qld
Corner of Florence and Grafton Streets
Cairns Day Surgery Building 2,468m2
$1,287,000 Cairns
Silverwater, NSW 90 Wetherill Street Office & warehouse 6,623m2
$840,000 Commercial NSW
Croydon, NSW 176 Parramatta Road Warehouse 3,140m2
$247,000 Commercial NSW
Arndell Park, NSW 11 Penny Place Industrial business park comprising three units 1,772m2
$256,000 Commercial NSW
Sydney Metro, NSW Private portfolio
Combination of heritage style buildings comprising of
commercial and retail
1,466m2
$417,000 Commercial NSW
Sales
Leasing
Current managements
*Potential fully leased income

10. Bridgepoint Shopping Centre is a convenience based
two level shopping centre located on Sydney’s lower
north shore comprising approximately 6,700m² of retail
space. Major tenants include IGA Supermarket and
Harris Farm Markets.
Our client purchased the property in late 2011. There
was a lengthy due diligence process which identified
a number of lease expiries presenting significant risk
given that the property experienced minimal capital
improvements.
Ray White Retail together with its willing off shore owner
implemented a strategy to systematically deal with the
upgrade of the centre whilst at the same time addressing
the lease expiry profile for the renewal of 22 leases set
to expire within 15 months. A specialist retail designer
was appointed to reconfigure the entrance, maximise
seating and table space and address the overall colour
scheme for a better customer experience and to assist in
achieving the high rentals we were after to offset the cost
of the clients investment.
Following the commissioning of designers a decision
was made to reconfigure the front of the centre allowing
for external licenced seating area complete with
overhead retractable roofs. We then went to the market
seeking a quality patisserie / coffee offer and a full line
café capable of doing a breakfast lunch and dinner.
The end result included a repaint of the entire building
and a better mix of tenants has been well received by the
local community who continue to be very supportive of
the other initiatives that we have planned for their centre.
This property is located in Sydney’s Western Suburbs
providing great accessibility to and from ports being
in close proximity to the M4 motorway. The property
consists of three tenants who occupy approximately
6,600m² of office and warehousing space.
Initially the premises were fully occupied and overtime
was leased to different tenants who were managed by a
small boutique property management firm. This property
management firm were engaged for a period of three
years and were responsible for all areas of management
including calculation and collection of rent.
When Brad Lord was appointed to take over the property
management services a full lease audit was completed
including collection and tabling of all essential documents
(leases, bank guarantees, PLI’s), rent reviews were
recalculated for the duration of the leases and any critical
dates or terms contained within the lease were itemised.
As part of this process the leases were reviewed and
saw that the reference schedule stated the review
mechanism as Annexure B (CPI). The previous managing
agent took this as the review mechanism and did not
refer to the CPI clause which stated that CPI was to be
used if it was greater than the rent paid in the previous
period increased by 104%. We then sought to action the
rent reviews over the previous 4years and found a large
discrepancy in monies charged to the tenant and monies
owed to the client. The result was that our client picked
up the equivalent of 2.5 months extra net rental due to
the reviews being completed incorrectly.
As the new managing agents it was a difficult process
to then inform the tenant of this additional unexpected
charge as our intention is to always build immediate
rapport with our tenants. This process was then
meticulously handled through a series of face to face
meetings with the tenant who was given a period of 2
months to pay the backdated rental amounts. The end
result was a satisfied tenant and a very happy client.
90 Wetherill Street,
Silverwater
Sydney, Mosman,
Bridgepoint Shopping Centre
Bob Walsh
+61 421 463 637
bob.retail@raywhite.com
Glenn Jones
+61 417 485 625
glenn.retail@raywhite.com
Ray White
Case Studies.
Brad Lord
+61 439 594 121
blord@raywhite.com

11. Legion Cabs Headquarters, Surry Hills
Situated in the heart of Surry Hills, 69-81 Foveaux St, the 1,372m²*
property is strategically located near major transport terminals: Central
Train Station, 1.7kms from the Sydney CBD and less than 3kms from
world class educational facilities including the University of Sydney and
University of Technology Sydney.
Coupled with its flexible zoning, permitting a range of uses from
residential, educational, commercial, hotel and retail, the sale had the
foundations to attract interest from a diverse range of buyers. However,
given its 60-year use as a petrol station as well as being the Legion Cabs
headquarters, the property did not represent a straightforward sale and
required more than just the usual agency pitch.
After much consideration, Ray White tendered alongside White &
Partners, a property advisory company. The purpose: to work alongside
Legion Cabs in ensuring the property was appropriately prepared for sale
to achieve the best possible sale price.
Critically, Legion agreed with Ray White’s strategy of thoroughly
preparing the site for sale and taking on the decontamination of the
property. Due Diligence completed by the Vendor included obtaining
town planning reports, detailed environmental reports along with a
remediation action plan, and property and hazardous material surveys.
Recognising the diverse nature of potential end-uses for the site
pursuant to the new local town plan, we established a diverse team
of property specialists to fully canvass the buyer market. This team
included Dan White of Ray White, Andrew Jolliffe of Ray White Hotels
Australia and Marcello Bo, Ray White Projects (off the plan and residential
development site specialists).
On auction day, over 200* people were in attendance; with 30* bids
received and a sale price of $5,000,000 over reserve, the campaign
represented an outstanding success for Legion Cabs.
Sales Analysis*
Land Area: 1,372m²*
Vendor: Legion Cabs
Sale Date: June 2013
Enquiries: 284
Enquiries actively participating in
Due Diligence: 45
Sales Process*
Process: Auction
Marketing Time Frame: 7 Weeks
Sale Price: $18,000,000
Amount Above Reserve: $5,000,000
Bids Received: 30
Auction Attendance: Over 200
80 Christie Street, St Leonards
In early 2014, Ray White Commercial was appointed as exclusive selling
agents to 80 Christie Street, St Leonards Sydney, otherwise known as
the Northern Suburbs Rugby Football Club.
The Property is strategically located in the established North Shore
suburb of St Leonards, situated only 5kms from the Sydney CBD, 200
metres from the St Leonards train Station and 500 metres from the
Royal North Shore Hospital.
Consisting of 2,034m²* of land, a boutique gym operator, rugby club
facilities plus the iconic Cabana Bar and Lounge, the Property was a
diverse offering. The most appealing aspect of the property however
was the fact that it was significantly underdeveloped.
The Property’s location near transport, retail offerings and the Sydney
CBD meant a whole range of uses and buyers would be interested in
the Property. At the time of sale, the residential sector was very strong
while office and market in Sydney’s lower north shore was very weak.
After investigations with town planners and council, it became clear that
a pure residential development was not currently permissible.
In response to this, Ray White focused on the balance of the market
that would be interested in the permissible uses, including hotel and
serviced apartment operators, education users and developers with
experience in rezoning Property. The agency team assembled to market
the property had specific experiences in each of these sectors of the
market: hotels, development sites and education users. All sectors
would be heavily canvassed.
By the EOI closing date, Ray White had achieved 7 offers for an asset
that permitted development in specialised sectors.
Sales Analysis*
Land Area: 2,034m²*
Improvements:
1,795m²* licensed
club and carpark
Vendor:
Northern Suburbs
Rugby Club
Sale Price: $9.5m
Sale $/m² land: $4,670m²
Sale $/m² building: $5,300m²
Yield: 5.5%pa
Sales Process*
Process: Expression of Interest
Marketing Time Frame: 5 Weeks
EOI Close: 27 March 2014
Sale date 7 April 2014
Marketing budget: $22,000Andrew Jolliffe
+61 438 733 447
andrew.jolliffe@raywhite.com
Marcello Bo
+61 425 343 406
marcello.bo@raywhite.com
Andrew Jolliffe
+61 438 733 447
andrew.jolliffe@raywhite.com
Jeff Moxham
+61 413 838 339
jmoxham@raywhite.com
Outline Indicative Only
*Approximate *Approximate

12. James Zhou holds the position of Sales Manager in the Ray White
Sunnybank office. In late 2012, Mr Zhou was in Milan, Italy to
assist his buyer of the Palazzo Versace on the Gold Coast to seek
consent from House of Versace. A condition of the contract for the
purchase of the $68.5 million hotel required Versace’s approval of
the purchaser. This was the final step in a process that Mr Zhou
had been working on for over six months.
Mr Zhou’s office is located in Sunnybank Plaza, the heart of
Brisbane’s Chinese community. His sales team’s primary focus
is the local established housing market and he is developing a
property management business.
In addition to his local residential real estate business, Mr Zhou
has developed a remarkable track record for building relationships
with large off-shore and on-shore Chinese investors. Mr Zhou
feels that his integrity and honesty, plus his banking background
in Shanghai, has been central to his success. “It helps enormously
in building trust with my buyers. The Chinese see this as a very
important credibility factor”.
Mr Zhou explains his strategy in developing his buyer relationships.
“When mainland Chinese buyers come to Australia to look for
property, they generally have a small team of advisers around
them to assist. It is very important to be well prepared and
equipped with rich local knowledge and culture when the
opportunity occurs.”
“The most important thing for me to do initially is to build trust with
them. There is no short-cut. I must be prepared to invest the time
necessary to build trust. Initially these buyers want to ask me lots
of questions; my career, my background, my family life. I am very
open; I often have them to my home to see where I live.” Once Mr
Zhou feels he has built a relationship, and the questions of him
begin to subside, he begins to ask his own questions. Mr Zhou’s
aim is to formulate an investment strategy with his buyers. What is
it that they really want?
“The buyers of Versace had been searching the Australian
property market with different parties for almost two years, but
that did not worry me. I sensed that the buyers were very genuine,
but it wasn’t clear that anyone had taken the time to ask the right
questions. I challenged them on what they wanted so I could be
most effective for them. After spending six months negotiating
on another asset, we found that the hotel was being marketed
by another agency. The agent for the vendor agreed to a
conjunctional arrangement and we went from there.”
Investments of this nature are typically a lengthy process; Mr Zhou
explains how he qualifies the buyers in this situation. “I look for two
things. Firstly, they need to be asking me the right questions. And
secondly, I must feel confident that I can be of real value to them
in helping them secure what they are looking for. If I can’t answer
these two things confidently, I will let someone else help.”
Not only was Mr Zhou’s buyer approved by Versace, he is now
helping his buyer look at more Versace opportunities in Asia. So
what else is Mr Zhou working on? He has just recently acted for
a purchaser to buy $7 million worth of units in the Hilton Hotel on
the Gold Coast, and he has another client returning to Australia
soon to look for a large hotel. “There is a lot of opportunity at the
moment,” Mr Zhou states.
70 – 80 Edgecliff Road, Woollahra
New South Wales
In early 2012, Ray White Commercial was appointed exclusive
agent to sell the freehold interest in Reddam School, 70 – 80
Edgecliff Road, Woollahra Sydney. The Property is strategically
located in the prestigious and desirable eastern Sydney suburb
of Woollahra; situated 6kms from the Sydney CBD, 2.3kms from
the iconic Bondi Beach and 400m from Bondi Junction transport
terminal and Westfield Bondi Junction.
The Property offered a unique investment in the education sector,
which was tightly held and traditionally owned by governments or
charities. Backed by a new 10 year lease to the tenant, Reddam
House, in which Reddam was required to pay all operational
outgoings, the Property provided a counter cyclical income stream
in a period of economic uncertainty. The Property’s large land
and building area of 3,981sqm and 6,585sqm respectively added
further attractiveness to potential buyers as such parcels was a rare
offering in the eastern suburbs of Sydney.
The marketing campaign needed to allow for the fact that both the
tenant and the landlord were concerned at the potential harm that
could be done to the school if a public campaign was undertaken.
In addition, the tenant had a first and last right of refusal over the
Property which made marketing very difficult.
Accordingly, direct approaches to other schools, charities, private
family offices and government bodies.
The ultimate success of the sale of this Property was not the
marketing measures undertaken, but rather “cold calling” of
institutions in the education sector that were primarily not known to
Ray White Commercial, however were likely to be interested in the
Property. This created the urgency required for the tenant to act.
Sales Analysis*
Site Area: 3,981m²*
Vendor: Zandra Pty Ltd
Sale Price: $23m
Sale date: July 2013
Yield: 7.5%pa
Sales Process*
Process:
Private Expression
of Interest
Marketing Time Frame: 4 Months
EOI Close/Auction date: June 12
Marketing budget: $10,000
Palazzo Versace Hotel, Gold Coast
James Zhou
+61 411 788 882
james.zhou@raywhite.com
Dan White
+61 412 074 286
dwhite@raywhite.com

13. Brad Lord has the
Ray White_Know How
Ray White Commercial, New South Wales
Brad Lord
Director, Asset Services
T +61 (2) 9262 3700
M +61 (0) 439 594 121
E blord@raywhite.com
Level 17, 135 King Street
Sydney NSW 2000 Australia
www.raywhitecommercial.com
Client experience
Property Sector Size (NLA)
1 Cityview Rd, Pennant Hills Commercial 8,097
46 Carrington Rd, Castle Hill Industrial 21,200
120 Miller Rd, Villawood Commercial / Industrial 21,954
148 James Ruse Dr, Rosehill Industrial 14,842
133 Lenore Dr, Erskine Park Distribution Centre 44,702