Ear-to-the-ground local market knowledge, global fluency and the negotiating skills of an experienced, exclusive tenant broker combined to make the Washington DC debut of Lumas, a German high-end retailer, a successful part of their US expansion.

When Lumas approached Debra Stracke Anderson, president of ITRA/Sloan Street Advisors, to find an ideal location for their upscale gallery, the challenge was finding a site that met the budget, but also was attractive for the retailer's affluent clientele.

While nothing on the market met that objective, Ms. Anderson reached into her extensive knowledge of Georgetown, a highly sought-after market for premium retailers.  She found the perfect space, except it was not on the market, was three times too big for Lumas' requirements and well beyond their budgetary parameters.

What others might have dismissed as impossible, Ms. Anderson took as an opportunity.  Knowing the building owner's European background, and his awareness of the strong branded identity and prestige of Lumas, she negotiated lease terms that had not been seen in that market for several years, including not just price, but considerable flexibility.  She convinced the owner that in breaking up the space for Lumas, the remainder would attract other world class tenants--a strategy that is paying off.

"Debra demonstrated diligence and a very creative and thoughtful approach in contacting just the right developer," says Stefan Koster, business development manager for Lumas.  "Without her in-depth knowledge of the market and her invaluable expertise in a complex negotiation, this deal would not have happened."