Georgia Pacific Corp. began a planned national consolidation effort which would eventually streamline their operation from an 80 branch business to less than 20 sales and distribution facilities nationwide.  Colliers International was retained to sell 20 of the lumber distribution buildings in the eastern United States.  Their goal was to obtain contracts of sale on a majority of these buildings by the end of 1996.

Challenge
Colliers Pinkard was retained to sell two facilities in Baltimore and Williamsport, Maryland.  These properties consisted of 40,000 to 80,000 square feet of building area designed specifically for the lumber sales and distribution business.  Both were located on sites with significant outside storage and rail service.  These highly specialized buildings required a marketing program specifically targeted to industrial users who would value the unique attributes of the buildings.

Services

• Colliers was chosen over several other national real estate firms because of its market presence, user database and intimate knowledge of each local area. 
• The overall marketing effort and client reporting was handled out of the Colliers Atlanta office.  Specific responsibilities for the Maryland properties were given to Colliers Pinkard’s Columbia, Maryland office.
• The Colliers Pinkard team of J. Richard Latini and Craig S. Lewis canvassed local industrial users and targeted regional lumber distributors and industries with related requirements.

Results

• Prospects were identified and buyers were found for both facilities.
• The purchase amount was within the recommended "strike price" for each property.
• Georgia Pacific's time frame goal was met and the properties amounted to over $2,500,000.

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