Issuu

SANTA CLARITA VALLEY

May 2018 | Vol. 10 | No. 3 | SCVBJ.com

WHAT’S YOUR STORY?

The evolution of marketing and branding FOUR QUESTIONS:

Trent Jackson & Marc Emmer

Marketing SoCal’s Leading Edge PG. 26

THE LIST:

Digital Media Companies PG. 12

C ONT ENT S

COVER STORY

SCV BUSINESS SERVICES

SCV Chamber of Commerce

The List: Digital Media Companies

Battle of the Brand

NEWS & FEATURES 08

Ken Keller

Hyatt Regency Valencia

SoCal's Leading Edge

FOUR QUESTIONS

20 SCVEDC 31 VIA

SCV BUSINESS VOICES 07

Brian Koegle: Poole & Shaffery

Steve NuÃ±ez: Mission Valley Bank

Trent Jackson

Patrick Moody: Henry Mayo

Marc Emmer

Drs. Patrice Rifkind & Kevin Bolder:

Audiology Associates

Holly Schroeder: SCVEDC

REAL ESTATE DATA 22

Residential & Commercial

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May 2018 | Vol. 10 | No. 3 | SCVBJ.com

EDITORIAL

EXECUTIVE STAFF

EDITOR Steve Kiggins skiggins@signalscv.com 661-287-5509

Jason Schaff jason@signalscv.com 661-287-5515

ADVERTISING

ART/PRODUCTION

MULTIMEDIA ACCOUNT EXECUTIVES Maureen Daniels, Toni Sims, Michael Madigan, Peter Smith

PHOTOGRAPHER Nikolas Samuels

ADMINISTRATIVE ASSISTANT Courtney Briley

GRAPHIC DESIGNER Joshua Fleck

PUBLISHER

ADVERTISERS INDEX Audiology Associates, Fast Frame, Glen Oaks Escrow, H&S Insurance Services, Henry Mayo Newhall Hospital, Innovative Xerox, J&M Events, Kanowsky & Associates, LBW Insurance, Mission Valley Bank, Newhall Mansion, Poole & Shaffery, R&R Awards, Robb Nelson Insurance Agency, Roger Doumanian, SCVEDC, Saenger Associates, Signal Digital Solutions, SportClips & Valencia Country Club. ■ On the cover: Anya Smilanick & Joy Whittmore of Small Dog Creative. Photo by Nikolas Samuels/SCVBJ A Proud publication of

FROM THE EDITOR

ome of us – OK, many of us – pay four or five bucks for a … cup of coffee. There’s just something about that two-tailed green mermaid on the side of the cup that makes it all seem worth it, right? That’s the power of a brand. Your brand, regardless of the product you sell, can be the difference between success and failure – especially in today’s noisy and fiercely competitive marketplace. A logo, once a novelty, is vital. A website, once a bonus, is a necessity. Have you positioned your business for sustainable success? If so, well done! If not, I’ll highly encourage you to read this month’s cover story in which we talk to several of the Santa Clarita Valley’s top marketing and branding professionals. (Pages 16-19) If marketing a single product is a challenge (and it is), imagine that it’s your job to market California’s high desert to site selectors, business leaders and industry CEOs. Sounds daunting, doesn’t it? Impressively, the Greater Antelope Valley Economic Alliance, led by its enthusiastic president, Kimberly Maevers, is succeeding. (Pages 26-29) Also in this month’s issue: • We ask four questions of Trent Jackson and Marc Emmer, a pair of SCV entrepreneurs who have dedicated their careers to helping business owners grow their success. • We go inside the refurbished Hyatt Regency Valencia, where a $7 million corporate-ordered facelift has changed the look of one of the SCV’s prime venues. The new local leaders of the Hyatt, meanwhile, are changing the feel. All of that, and more. Happy reading!

Steve Kiggins SCVBJ Editor Santa Clarita Valley Business Journal (a Signal publication), © 2018, is published monthly by the Santa Clarita Valley Signal newspaper, Paladin Multi-Media Group, Inc., 26330 Diamond Place, Santa Clarita, CA 91350. The SCV Business Journal is intended to provide business executives with a cross-section of industry news and information, trends and statistics that impact our growing community. Information gathered in the pages of the SCV Business Journal has been collected from what are considered reliable sources, and is believed to be accurate, but cannot be guaranteed. Articles may not be reprinted without publisher’s written permission. For reprint requests, please call 661-259-1234.

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FOUR QUESTIONS

TRENT JACKSON

President, Mentry Development A graduate of The Master’s College, Trent Jackson has built his own business success story in Santa Clarita, first launching his own company, Tango Packaging, and later teaming with a pair of partners to launch Mentry Development. www.mentrydevelopment.com | 323-553-1705 | trent@mentrydevelopment.com Mentry Development describes itself as ‘The Special Ops Team’ for its business partners. What does that mean? Mentry Development is a versatile consulting and capital company made up of highly trained and seasoned professionals able to address all areas of business. Mentry’s role is to work in partnership with business leaders to provide solutions that require detailed planning and precise execution beyond the reach of conventional thinking. We partner with businesses at all stages from initial ideation to large scale growth and provide strategic solutions in the areas of funding, business development, operations, strategy, and execution. Simply put, we are the special operations team for your business. There are good – sometimes even great – business ideas that never fully develop in the marketplace. In your experience, why? Primarily, poor execution! All other reasons for failure fall under that. Ideas are not the hard part. Developing the right plan and then executing it, is. We like to say, ‘An idea is no better than the paper it is written on.’ Executing an idea starts with a strategic plan but ends with massive action and a resolve to persevere through all the setbacks and hard parts. This is where Mentry comes in. We help companies get off the ground and to the next level no matter how big by providing support, accountability, and strategic planning. We spur entrepreneurs on to fulfill and execute the right plan. What is your daily motivation? My purpose is to help people build meaningful relationships and do things better than they have ever been done before. This is what drives me every day to wake up early and win the day. It is important to understand your purpose. This deep motivation is based around a discipline and tenacity that I learned from my mom’s example. Grit is both a mindset and a passion. On top of that, our days are numbered, and I don’t want to waste the gift of this one precious life I’ve been given. How can Mentry Development be an asset to the Santa Clarita Valley business community? Even though Mentry Development works with entrepreneurs around the globe, Santa Clarita is where we call home. We are excited by the growing start-up scene in the Santa Clarita Valley community and truly believe that the SCV has everything an entrepreneur needs to build a thriving business from funding, to talent, resources, and the support of local government. Our team helps business owners connect the missing dots and tap into those resources.  Steve Kiggins SCVBJ Editor skiggins@signalscv.com

■ Photo by Nikolas Samuels/SCVBJ

SCV BUSINESS VOICES

FEDERAL COURT LASHES OUT AT USE OF PRIOR SALARY HISTORY BRIAN E. KOEGLE, ESQ.

P R O F E S S I O NA L R E L AT I O N S H I P S

Poole & Shaffery, LLP

n January, California AB 168 went into effect, prohibiting employers of any size from asking job applicants about their prior salary history. The goal of the law is to narrow the gender wage gap by eliminating consideration of prior salary in the hiring process. On April 9, the 9th Circuit, sitting En Banc (all judges sitting in decision), held in Rizo v. Yovino [Rizo] that prior salary history cannot justify a wage differential between male and female employees under the federal Equal Pay Act, a federal law similar to California’s AB 168. Under the Equal Pay Act, an employer is prohibited from paying their male and female employees different wages for “substantially equal work.” Interestingly, the Act provides that if a plaintiff files suit and can demonstrate that such a wage disparity exists in the workplace, they need not prove that their employer had a discriminatory intent. However, the Equal Pay Act includes four statutory exceptions to providing unequal pay, each of which may be used as an affirmative defense against claims for violations of the Act: 1) a seniority system ; 2) a merit system; 3) a system which measures earnings by quantity or quality of production; or 4) any other factor other than sex. Aileen Rizo was hired as a math consultant by the Fresno County Office of Education. Rizo’s salary upon joining the county was determined by a standardized formula that included taking the new employee’s prior salary, adding 5 percent, and placing the new employee in a corresponding salary schedule/ “step” category. After working for the county for approximately three years, Rizo learned male colleagues hired after her were paid more and placed on higher “steps” of the salary schedule. Rizo filed suit against the county, claiming a violation of the Equal Pay

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Act. The county then brought a dispositive motion as to Rizo’s claims, contending that consideration of Rizo’s prior salary was a “factor other than sex,” an affirmative defense under the Equal Pay Act. Agreeing with the county, the trial court granted its dispositive motion. However, on appeal, the 9th Circuit concluded that a “factor other than sex” is limited to legitimate, job-related factors

such as a prospective employee’s experience. In pointing to the original purpose of the Equal Pay Act, the 9th Circuit stated “[i] t is inconceivable that Congress, in an Act the primary purpose of which was to eliminate longexisting ‘endemic’ sex-based wage disparities, would create an exception for basing new hires’ salaries on those very disparities…” The 9th Circuit did not set a blanket rule that the use of prior

salary history is a per se violation of the Equal Pay Act and conceded that it may be reasonable in individualized salary negotiations. However, the language in the ruling was so strongly opposed to the use of prior salary history that it seems a risky proposition for any employer to use prior salary history in determining an employee’s pay. Brian Koegle is an attorney at Poole & Shaffery. 

MARKETING IS MORE COMPLICATED THAN YOU THINK

ne of my clients took his management team members on a retreat about six years ago. Assembled together, for the first time in the history of their company, they created a written marketing plan. In the past, marketing for this company meant spending advertising dollars, mostly in print media. So, when the group first gathered, some of the folks were more than a bit surprised that the session was more than just looking at possible ad copy, some new layouts, kicking around about what “we should do” or confirming that “what we did last year seemed to work for us.” What some folks thought would be a short business meeting followed by a leisurely lunch followed by 18 holes at a nearby golf course were shocked (SHOCKED!) when they were told the two days (the FULL two days) would be spent working on the creation of a written marketing plan. Of course, the inevitable question – “Why would we do that?” – was asked. And, it was answered pretty bluntly: Our business is underperforming and this will make a difference. So, despite some “doubting Thomas’” in the room, they proceed to accomplish their mission. The process of creating that document changed the trajectory, speed and results of the business that no one could have even remotely predicted. The company simply got focused, got energized, started executing and things, positive things, took off. I’ve been in marketing for more than four decades and I am still a novice at it. I’ve done B2B marketing, and B2C marketing. I’ve done all the things that people think are marketing, including

advertising and promotion. About 10 years ago, I had one of our now-city council members, Bill Miranda, then a consultant to businesses on increasing revenue, speak to one of my Strategic Advisory Boards on the subject of improving sales. What Bill said to the assembled audience of business owners and CEOs was that “marketing is all the things you do to get the customer interested in buying from you.” Another speaker said later, “Companies do not get potential users or customers to try a product (or service) by convincing them to love their brand. You get them to love a brand by convincing them to try and use the product or service.” Peter Drucker has written, “Because the purpose of a business is to create a customer, the business enterprise has two – and only two – basic functions: Marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business.” In the days when I was first taking classes in marketing and later teaching them at undergraduate and graduate levels, the powers-thatbe summed up marketing as the 4Ps: Product, promotion, price and place (which refers to how something is distributed). Those four Ps have now increased to 10, summarized here, something every owner and CEO should clip and keep on his or her office desk: Is my company taking good care of its customers (People), using the right tools for Planning and targeting of Prospects; offering the right Product, correctly distributed in the right Place, at a profit-

KEN KELLER SCVBJ Contributor

able Price, with the appropriate Promotion levels, with the right Partners, with a suitable quality Presentation; and sold, delivered and supported with just the right amount of Passion? Chances are you will immediately say “Yes” to all of these questions. I can assure you that everyone in the company will say “Yes” to all of these questions, except for three people who know the truth. Those three are your CFO; your head of sales, and you, the owner. I recommend you write a formal marketing plan for your company. All of the bigger corporations do it because, more often than not, it works. It provides clarity, energy and goals. But if you don’t have time to write the plan as I have suggested, allow me to suggest that you sit in a quiet place and ask yourself these five questions: • What is our brand promise? • What’s the customer “problem” that we solve that no one else solves? • What niche or niches do or will we dominate? • Who is our ideal customer? • What are our key offers for dominating the niche or niches? Marketing is much more than a plan; it’s a process. But marketing without a plan almost guarantees that the process will quickly turn chaotic. Ken Keller is an executive coach who works with small and midsize B2B company owners, CEOs and entrepreneurs. He facilitates formal top executive peer groups for business expansion, including revenue growth, improved internal efficiencies and greater profitability. Email: Ken.Keller@strategicadvisoryboards.com. Keller’s column reflects his own views and not necessarily those of the SCVBJ. 

SCV BUSINESS VOICES

MANAGING THE FINANCIAL HEALTH OF BUSINESS STEVE NUÑEZ

Mission Valley Bank

ost independent business owners are challenged by having to play multiple roles with limited time. They put on – and take off – many management hats, often wearing them simultaneously. But the one that can never be shed is that of financial manager and planner. With the responsibility of managing your company’s finances comes the requirement to understand them. When viewed together, the balance sheet and income statement represent a complete and, hopefully, accurate financial picture of the company. Unfortunately, some businesses produce two or three sets of financial statements – one for the IRS, one for the banker, and one for themselves. Whatever the reasoning, it is important to remember that the worst possible person to kid is yourself. Every business owner needs clear, concise, decision-relevant information. There’s no time like the present to give the financial management of the company a little undivided attention. Start by carefully reviewing financial goals and trends then determine what action is needed. Implementing action is the hard part. Take the steps outlined below to be better prepared to face and make critical financial decisions. -- Gather the last three years of your financial statements. -- Put the data in a spreadsheet, placing consecutive years in side-by-side columns. -- Calculate your financial ratios to focus on the relationship between the numbers as opposed to the raw data. -- Compare financial performance to peers. -- Look at the changes and trends comparing the business against prior years, industry standards, and future plans.

2 0 1 8 Q U A R T E R LY B U S I N E S S E D U C AT I O N S E R I E S

YOUR SUCCESS IS OUR MISSION

MASTERING YOUR CASH FLOW

Practical Tools and Reminders on How to Define, Measure, Monitor and Get the Most Out of Your Cash Flow

Presenting Speaker:

Robert Dyck, Bank Consultant, Loan Portfolio and Credit Training Specialist Former Chief Credit Officer – Pacific Western Bank

Thursday, May 31, 2018

8:30 AM – 10:00 AM

Complimentary Breakfast Seminar Angeles National Golf Course, Sunland, CA No cost to attend but RSVP required To RSVP or to learn more about Mission Valley Bank’s quarterly business seminars, contact Anton Krotov at 818.394.2362 or AKrotov@missionvalleybank.com

M I S S I O N VA L L E Y B A N K . C O M Branches located in: SAN FERNANDO VALLEY CORPORATE HEADQUARTERS

SANTA CLARITA VALLEY CENTRE POINTE BUSINESS BANKING CENTER

9116 Sunland Blvd., Sun Valley 818.394.2300

26415 Carl Boyer Drive, Santa Clarita 661.753.5693

-- Analyze the data, identifying problems and developing solutions. -- Take action! Formulate a plan, implement the plan, and monitor the results. Mission Valley Bank sponsors several business managementfocused workshops annually. Plan to attend a no-cost breakfast seminar entitled “Crash Course on Managing Your Cash

Flow,” presented by Robert Dyck, a bank consultant, loan portfolio management and credit training specialist on Thursday, May 31, at Angeles National Golf Club in Sunland/ Tujunga. You’ll leave with practical tools and reminders on how to define, measure, monitor and get the most out of your cash flow. Reservations are required,

and seating is limited. For details and to reserve a seat, call Anton Krotov at 818-394-2362. Mission Valley Bank is a locally-owned, full service, independent community business bank headquartered in Sun Valley, California with a business banking office in Santa Clarita. Steve Nuñez is vice president, relationship manager for Mission Valley Bank. 

SCV Chamber of Commerce

State of the County moved to May 11 Donâ€™t forget to reserve your tickets for our 10th annual State of the County. Join Supervisor Kathryn

Barger as she discusses topics pertinent to our business community and Santa Clarita Valley. From economic development to public safety and homelessness,

engage in conversation with the Supervisor about the vision for the SCV. (please note the date and venue change) Friday, May 11, 2018 | 11:30 a.m. Hyatt Regency Valencia 24500 Town Center Dr. | Valencia 91355

Patriots Luncheon set for July 5 NOMINATIONS ARE OFFICIALLY OPEN! Help us recognize our local veterans for their leadership in our business community and dedicated service to America. If you know of a veteran or veterans that you would like to nominate please email: info@scvchamber.com for a nomination form. Deadline to nominate is Friday, June 1. Thursday, July 5, 2018 The Oaks Club Valencia (formerly TPC Valencia) 26550 Heritage View Lane | Valencia 91381

SCV Water Agency to host After-Hours Mixer Join us at the Santa Clarita Valley Water Agency as they host our May Business After-Hours Mixer. Wednesday, May 16, 2018 | 5:30 p.m. SCV Water Agency 27234 Bouquet Canyon Rd. |

Santa Clarita 91350

Good Morning SCV set for May 9 Join us for our Good Morning SCV and enjoy an early-morning networking event! This is the perfect opportunity for you to come out and meet new contacts and make connections over breakfast before you start your workday. Attendees will connect through discussion topics rather than a simple business card exchange. Thursday, May 9, 2018 | 7 a.m. The Oaks Club Valencia (formerly TPC Valencia) 26550 Heritage View Ln. | Valencia 91381

Latino Business gala slated for September Save the date! The Latino Business Allianceâ€™s annual gala is approaching! Saturday, September 8, 2018 | 6 p.m. Newhall Elementary School | Newhall Family Theater for the Performing Arts 24607 Walnut St. | Newhall 91321

SCV BUSINESS VOICES

WHEN TO RETURN TO EXERCISE FOLLOWING INJURY PATRICK MOODY

Henry Mayo Newhall Hospital

n injury can take you out of action temporarily, and it's important to take adequate time to recover. Rushing back to activity before you have time to heal can put you at risk for reinjury and possibly an even longer downtime, according to the American Academy of Orthopedic Surgeons. The time needed to recover depends on several factors, including the type of injury, its severity and which body part is involved. For example, a mild ankle sprain may heal in two to four weeks; a leg fracture may take eight to 12 weeks.

ARE YOU READY?

An injury can cause pain, swelling, stiffness, weakness or decreased range of motion. You may think you're OK when these symptoms subside, but improvement doesn't always mean the injury is completely healed. As general rule of thumb, you may be ready to return to your normal activities if: • The injured part of your body has full movement and flexibility with little or no discomfort. (If you experience some mild discomfort, stiffness or swelling when you first return to activity, try using ice packs.) • The injured body part is 90 to 95 percent as strong as the opposite side. • You are able to perform specific motions required for your sport. For example, a basketball player with a lower extremity injury should be able to run, stop, change directions and jump.

EASE BACK INTO THE GAME

Even after your injury has healed, you'll need time to regain strength and coordination of the injured area before you

Cheri F - Business Journals 4STARS.indd 1

get back to full speed. It may help to cross-train to maintain cardiovascular fitness while your injury heals. For example, if you have a knee or ankle injury, you might consider biking or swimming. However, it's a good idea to talk to a healthcare professional first to make sure you choose a safe activity. To get back in shape, try start-

4/16/18 6:33 AM

ing at 50 percent of normal activity and gradually adding more activity as you can tolerate it. You should not increase activity if symptoms of your injury return during exercise or the day after exercise. Your doctor and other medical professionals you work with (such as a physical therapist or certified athletic trainer) can help you decide when your

recovery is complete. Outpatient physical therapy services are offered at Henry Mayo Fitness and Health, located at 24525 Town Center Dr. To learn more, go online to www.henrymayo.com/physicaltherapy or call 661-200-1550. Patrick Moody is director of marketing and public relations at Henry Mayo Newhall Hospital. 

Web Design Companies

THE LIST #

FIRM NAME

Scorpion Internet Marketing

# OF YEAR EMPLOYEES EST. IN SCV (FULL/PART)

SERVICES OFFERED

LOCAL TOP EXECUTIVE

COMPANY CONTACT INFORMATION

Rustin Kretz, CEO and Founder

27750 Entertainment Drive, Valencia, CA 91355, 866-622-5648, www.scorpion.co

577

1999

Web design, internet marketing, law firm web designing, search engine optimization, search engine marketing

Fresh Element, Inc.

2/65

2004

Full-service web development, design, hosting and maintenance

Roger Doumanian, CEO

27955 Smyth Dr., Suite 107, Valencia, CA 91355, 661-295-3333 www.info@ freshelement.com, fax 661-295-3336

Status Not Quo

2008

Web Development, Digital Marketing ERP, CRM

Scott Capistrano, CEO

26336 Citrus Street, Valencia, CA 91355 888-767-0767, statusnotquo.com

The Chip

1988

Web design, help desk support, network configuration, managed services

Chip Meyer, President

19197 Golden Valley Rd., Santa Clarita, CA 91387, (661) 260-3000

Santa Clarita Website Design

2000

Website Design and development, drone photography, search engine optimization.

Greg Fry, Owner

Valencia, CA 91354, (800) 993-2037

Anya Smilanick, Owner

25031 Ave. Stanford, Ste. 70, Valencia 661-702-1310 www.SmallDogCreative.com

Small Dog Creative

5/2

2007

Web development, marketing consultation, search engine optimization, graphic design, social media management

SCV HomeTown Web

4/2

2011

Transforming local businesses through reliable and personal websites

Joshua Maddux, Owner

661-347-1426, www.scvhometownweb.com

2005

Internet marketing, search engine optimization, pay-per-click, social media, email marketing, web design and development, video marketing

Alison Lindemann, Owner

27433 Tourney Rd., Ste: 280, Valencia 661-255-8292

2000

Web design, website development, website and print graphics, Microsoft Excel Macros, development and support, general programming

Warren Schultz, Owner

818-281-7628 www.tapsolutions.net

2017

Creating websites that work as client generating machines. Monthly web maintenance

Kim Joy Fox, Owner and Founder

18723 Princessa #227, Santa Clarita, CA 91387, 661-306-4443

2007

Web design, Graphic design, branding, identity

Hillary Broadwater, President/Creative Director

20726 Celadon Ct., Santa Clarita, CA 91350, 661-250-9914

WSI Internet Consulting

TAP Solutions

White Fox Creative

QM Design Group

*INFO FROM SCVEDC.ORG

SCV'S BuSineSS & Real eState law FiRm

Buying or selling a business? With over 30 years of experience, I have the specialized knowledge and experience it takes to handle these complex transactions. Allow me to assist with your next business sale or acquisition! Cynthia Moller Senior Escrow Officer & Bulk Sale Specialist 6 61 362- 0400 CMoller@glenoaksescrow.com

Visit us at our new location in May! 24018 Lyons Ave. Santa Clarita CA 91321 glenoaksescrow.com

BUSINESS LAW REAL ESTATE CORPORATE, LLC FORMATION CIVIL LITIGATION BUILDING & CONTRACTOR REPRESENTATION EMPLOYMENT LAW CONTRACT NEGOTIATION AND DRAFTING COMMERCIAL LAW INSURANCE COVERAGE ISSUES

At Kanowsky Law we get to know our clients and gain a thorough understanding of the needs and challenges of their business. We can advise them on their unique issues from both a business and legal perspective. 26481 Summit Circle Santa Clarita, CA 91350 661-290-2656

www.kanowskylaw.com cjk@kanowskylaw.com Hablamos Español

SCV BUSINESS VOICES

THE LATEST IN HEARING AIDS: WHY GO RECHARGEABLE?

L PATRICE RIFKIND, AU.D & KEVIN BOLDER, AU.D Audiology Associates

ike any other technology, hearing aids are always evolving to bring you better performance, additional features, and more convenience. One of the latest revolutions in hearing technology is the introduction of rechargeable hearing aids. Hearing aid wearers may choose a rechargeable option for several reasons. Rechargeable hearing aids do not rely on typical disposable batteries, and they can save you money in the long-term as batteries can cost up to $150 per year. They also have a less significant environmental impact. Disposable batteries typically last 3-7 days, depending on the type and size of the hearing aid you have. For many people, it is preferable to put the hearing aids on a charger at night, rather than worry about changing batteries every few days. Depending on the model, some rechargeable hearing aids have the option to use traditional batteries as a back-up just in case. Because it’s as simple as charging your phone, rechargeable hearing aids can also be a great option for those with limited dexterity and/or vision

who have trouble inserting batteries themselves. Most chargers are small and portable, so they can fit easily into a bag for travel. Some chargers do not even need to be plugged into the wall at all times. Most of today’s rechargeable hearing aids will give you a charge that lasts at least a full 24 hours, and some will give you a partial charge depending on how long you leave them on the charger. The length of the charge can also be affected by your use. For example, if you are streaming media to your hearing aids all day it could cause the power to drain sooner than if you were to spend your time in a quiet environment. To learn more about rechargeable hearing aids, make an appointment with Audiology Associates at 661-284-1900. Patrice Rifkind, Au.D. and Kevin Bolder, Au.D work with clients in the Santa Clarita and San Fernando valleys. For more information, go online to www.AudiologyAssociates.net, or stop by our office at 23838 Valencia Blvd, Ste. 100, Valencia. 

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Award Winning news and information source for the Santa Clarita Valley.

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SUBSCRIBE they were just if we can” … “stay but1)st little intimi… a 27734 Sand TOD was I knock So , Canyonknock 75¢ Tuesda datedAY Road • Sant like we could , and I was like, I feel a Clari healthy, y - Fridman. ay I’ve never bethingtas,” Iacen do some big office Mon$1 Weeke‘Oh this position been ndein da said in his CAN r football.’” om) CANYON 661-25 like we could COU YONday. feel Y NTR “INTR COU 9-1fore s on signalscv.c 234with for rence NEW Y a||confe additional photo HALLL | SAU NEW the gym But all it took Cougar HAL Signal (See make a run at some noise | SAUGUS ait outside of the GUS | VAL portr rine Lotze/The a n. for Katha make Perry to join ram was 75¢ Tue seaso | VALENC ENCIAIA | thissda title and ukwu pose STEVEN but we have y - Fridfootb all prog | STE VENSON and Noel Iwuch an, joined the football team es, SON ay Reev in the playoffs, do o 66 RAN to veter 1-2 CH CAS RANCH $1 59 healthy Marlow, Alons Kjell We -12 one sentence:play eke 34 Perry, |a |U.S. TAIC| | VAL CASArmy got to stay nde TAIC w) left to right: RB r to (Belo From want ay. VAL VER ve) “I (Abo VERDEDE| | AGU anything.” Canyons on Tuesd last conferAGUA DUL A DUL football.” The Cougars’ 2013, Ia- at College of the CECE to add in The decision r was ence title came n as interroste Perry to the cenda’s first seaso ous for , and a return nearly instantane im head coach require wins coach Ted COC football staff. to the top will California’s his and da of Iacen over some right “Of course, that kid most vaunted. ion, Northaway, we want because National Divis Ventura ram foe e prog in our ern Conferenc 5 in the prebe a great he’s going to someone came in at No. tic Bureau kid, a leader, kids to learn season JC Athle ornia Comfor the other says. Poll of Calif ge Football da from,” Iacen d footmunity Colle Perry playe ol for Coaches. 20, scho No. was high ball in Bakersfield , which is 23 and CerColville High corner of Moorpark No. in the northeast ritos No. 24. After gradlisted under Washington. , he joined Canyons was after finishCity Counc uating in 2008 the “next five” and losing il approves the Army. to be a ing 5-6 in 2016 dev nio of Anto elo ed res San pment idential, ret He train lly 27-3 to Mt. Golden State ail and was initia , c uni the in medi ge ts to praise Colle Fort Polk By Gina Ende stationed in 2011, he Bowl. r though, Signal Staff Louisiana. In onth deThe Cougars, sive on Writer explo began a 10-m figure to be the ball in Afghanistan ployment in try unit. City Council both sides of e Desean approved a in Canyon James Fusc with an infan new developm 2017. Sophomor er from Cou a gets his first ent from commun ntry and received See PERRY, B3 taste of free Holmes, a transf FCS resounding project dom Division 1 applause Ar bein At the Tues ity members. afte NCA playg leads releaased deliberated day council meeting, Katharine Southern Utah,ing corps . from the Los Ange Canyon Plazthe pros and cons of council members les County Lotze/The Signal making receiv returns in the Jail on Frida and environma mixed-use project, the proposed Sand y. RB Marlow taking traff ental impacts ic, noise The deve into considera See COC, B3 tion. 60,000 squalopment will include 580 residentia an 85,000 re feet of retail and l units, resta square-foot to 140 beds assisted livin urant space and . g facility with This proje up of Sand Canyct will be located on the on Throughout Road and Soledad northeast corner Cany the on last three year Road. Plaza applican By Jim Holt s, feedback abou t held around 25 mee the Sand Canyon Signal Senio r Staff Write tings to get t the project. Jail in Los r Over 600 com public Ang eles mun painted the ity members were bein put during Every time this the jail door to pick up day Sunny Ludlow weng “terrifying” mon of Sand Cany time, according to have given their inthe jarring her hero t open ths meta locals, Clar on Plaza Tom Clar managing member woman sittin llic sound rattles s, His 97-day sent in-addicted son. having been beaten behind bars, k said chan k. three ence the she was three g ges have beenAfter listening to She look there. there, clutc was over and ry, times taken to the times and look any concerns. made to addr hing a bag jail infir James look will clothes. lies ma“We and when s up to find her ess of his s good y, the she doesn’t son . Grizz ht win over said. endorsed and agre His motherFrida Suddenly, crumples e with all straig see d notic him, he’s secon es. a back onto she lunges of them,” High at the for He’s to the n Nesb dooritt. She she says. His Maso ledge where Clark and theyBy the er, pre- The assisted livin fallingbigg face is fresh l after hug.Haley Sawyer he talks he Roya she sits wait window g seven and ’ facil Jam tion whe ity will be es Kenneth teams n looks rs and Benches insid ing. to to the east side a lande herininthe Fusc the good e the Men’s eyeaccor Staffa,Writers 19, looks a gaze she find withding Country Advisory of the valley, acco welcome addings, s meeti stead Central havi . He looksSignal rding y and calm Committee nothying vious ng served healthy. Despite lastIfFrida . else, it’s Chair Alan to Canyon ,“I come up here to hear reps.been times mor game MaxP a were Ferd e us 97 think than man There tily support days s give it’s in the best three y felt his team “They alway coached,” Kelthis project . interest ceed forward,” maand I when Dan Kelle well they’ of a well-oiled Ferdman said.of our community to SeereREH lot to do t has looked the part were times he felt and said. proA10a “ThaAB, ley some great chine, and therewheels fell off. it, and they have that machine’s the night ended with layers.” See PROJECT , A10 Ultimately, g 30-0 win over ballp y said this year’s High deKelle By Christin on andin cal in a comm Palmdale and proa Cox rs (1-0) are physi good Signal Staff Writer Highland of points this week as lande, with good size. And a statemen with a talking to fense placement t announcing vided Royal opened a re- adm red for a trip momentum: Santa Clar a of Ventura Grizzlies prepa y. inistrato ministrationof the Obamathe ita and win over Buen rs Frida ad- l ofme Valley on have colleges Simithat whenall 28-22 told Roya are approach state lines in orde’s Title IX guid theof curr yearent . echange to pushed last weekCol is thea time approach leg has been “Thisdoes kes,” Title IX guiding a the rights r to better protect dissng ervimista the the ce to ever Friday’s game e of maki with regards of both the invois elines lved p.m. start after d to yone toCan of sexual everybody .”if you can’t learn victims yon harassment, s was move back a 7:30 with caution to sexual assault and the accused. “and said, y Des get to tation or Kelle pite game y “Wh going “Th until they DeVos’ state junior varsit ile the deta intimidation, exploi. what the , you’re not detailing know tem e truth is that heat waveils film, ment tent from them om) about po- lege of the details of to the ” Colpotesaw dueial changes ntiathe posed chan s on signalscv.c Our kids l hard the pro- adm established by the sysCanyons chanon Title. IX toon, better at Cany ges 5top.m.whic the said ges on the prioany (COC) additional photo regu ingns, Burb h ank inistration work Title p.m. latio r state been Signal (See IX is enfo way in Sign in a statement ewide Last week, are. e of the seas loca we’v has l and 7:30 not and faile man to The Katharine Lotze/The rced U.S. Secr al. yet clear, are comi y stud d too vers footb all gam Education s.” colleges and our focus ng are thing (0-1) ities oys lege was fine-uni- The Betsy DeV etary of “Survivors,ents,” DeVos said.those durin g the first y. If the Dep have at Cowb of Colfocus park reaf the of artment of l Floyd (1) runs Moor firm os made of Cantoyons area vict commitm edter loss ol on Frida thei k-cen abrieEducarem crearoad does due process, ims of a lack One a tough to erbac ctedains tion quart ting hasn’ y’s DeG told the Buron High Scho chan followingthe roff on the ent an acad t distra Valle Cany Reily cedu ge g res at en its kids,” and campus tunin men cost prowor Gold dale emic that enforceand snaps of Title of Palm badrule n looking er this summer. High, kbutenvigoal s theyyards ronmentseason. and it nstt High land IX, opednge, se, while Byro excha COC said forasthe everfrom 35 deve, l- them Lead inperce thecan this but wou defen agai whic yone ated bank on nt ld past pads, ings estim as h ut revi six years. ew them. Both show g one wor opment k and lear gettin Grizzlies an toge That was withod just about as about usual “It’sther - Ocampo showed devel steps,” n fully and makthan in an atmo ve e revisiond care looke Kelley said. sphere free watch more filmSmith nabbe totheits an interior lineman. d quarterbacks and making positi the Wildcats week, rolling and The coach praise and Logan bettercoach Rich Gutierrez. one kid that was in full gear last e Williams alier Gutierrez said. “There was not rrez said. “My good yards of total offense and have the chancst team’s attention,See Zachary Chev ging the game said E IX,gher Canyon will ive,” Gutie again ShawnTITLGalla and up 565 s in a rout of Simi Valley. A10 ete negat ntage on’s ison for mana Ahvie Hary comp perce to Cany Morr d varsit boys 55 point to find Deputy Tom to work on its on Friday. t play in week goal is for the getting his secon stronger.” and managing seaBurroughs didn’ Drake aims ank at home (1-0) earned will be quarterback after showing get better and try to get oughs briel Floyd. ng off a 4-6 ns at to help stud ris and DeGa t three passes for Burb at Burr decisions for zero, but is comi The Bulldogs Monrovia last start the first game. West Ranch ents make goo Ranch. The India s. 7 p.m. Harris caugh in their career first CIFson like West of Burbank, 23-8 win over Darnell Wil- grit three touchdown d there for the ads, keep them Mike Reily are unranked in the latest8 poll. back “Going out 117 yards and t four passes for 99 a out of trouble lights, he took week. Runningyards in the game, Burroughs coach annual By Christina on Division Floyd caugh . time under the he tried to drive Ranch at the Passing Southern Secti dropped two spots had 90 Cox Smith West liams score and a an it saw Signal Staff of s and h Dunc ge rrez yards r the Light Writer West Ranc 9 in Division 9. receiver , vanta of whom threw eness,” Gutie Saugus Unde June. Both QBs, eachwill play again while t seven passes for 60 yards to No. the competitiv I want to in s, great this week Tournament Editor’s two TD passe r Gary Rowe will caughding to MaxPreps. said. had some every singdo ony Gutierrez “They just le second of Note: This is the heat forced Can-, Cowboys Anthson had strong this week. Junio erback, too, Kel- accor day.’” six The excessive week Hard School Reso profiles of the six see time at quart and Roland for most of this Several d yon inside in turn forced them to work in schource Deputies that ley said. years has er, was cleare which transf later, a , Santa Clar ols throughout the Rowe while he ita Valley. Wednesday. was by the CIF on teaching a More than enforcementlaw 33 years ago, uty Tom Drak Depclass for ing as a Los e found his callDRAKE Hart distr the Angeles Sheriff’s he discoverict, Department County ed during a care er day at Hartdeputy sion: working his other pasSchool. with high High stud school ents. “The depu For the career day ty sheriff came to past eigh portunity ofand offered the op- Drake has worked as t years, what hook the job and that’s Resource Officer for a School ed me,” Drak High Saug School, Bow us “I joined the e said. man High back in 1979 Explorer Program School and Arroyo Seco Junior teered at our and then I volun- High School. “I love my that day on station and from job, it’s a I said ‘this perfect is the job Michael Doro See DRAKE, ginsky, A10

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a street main Boulevard and tenance worker with Katharine the Citrus Street on Tuesday. city, hangs a white ribbo Lotze/The Signal For more on this story, see n at the intersecA3.

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■ Interim General manager Noel Pavia stands inside a newly remodeled guest room inside the Hyatt Regency Valencia. Nikolas Samuels/SCVBJ

HYATT INVESTS $7 MILLION TO REFRESH VALENCIA HOTEL STEVE KIGGINS SCVBJ Editor

few weeks ago, Joelyn Caprine gathered up informational materials about the Hyatt Regency Valencia and an assortment of swag embellished with the hotel’s logo. She packed everything into purple bags – again, adorned with the hotel’s name – and set out about Santa Clarita. The frosted sugar cookie was an especially nice touch. The real treat, though, wasn’t in the bag: It was Caprine’s message of change. “We’re warm and welcoming now,” Caprine told the SCVBJ. “We want people to want to come here, not come here because they have to.” After years of stagnancy tarnished the image of what was once the Santa Clarita Valley’s go-to place for large-scale events, Hyatt officials have embarked on a massive renovation project to recharge one of the city’s most prominent venues, a $7 million-plus venture that is scheduled to culminate in October with a grand re-opening party. The top-to-bottom facelift will not only refresh each of the 244 guest rooms and suites but is designed to renew the property’s commitment to the local business community through updates to the ballrooms and other public spaces. The planned upgrades to the hotel’s 16,000-plus square feet of event space are due for completion in April. The enhancements include new wall coverings, ceilings and airwalls, plus augmented lighting. “Our owners and management company are committed to provide the best in hospitality leadership for the property,” said Caprine, who joined the Hyatt as senior sales manager in February. “We are focused on the future and it is exciting. We are proud to be a part the City of Santa Clarita and look forward to becoming a stronger partner within our community.” The Hyatt’s reputation had been one of dismal carpeting and rubber chicken for more than the past few years, and some organizations had elected to take their events to other venues for a fresh look. One example: The Santa Clarita Valley Economic Development Corpora-

tion, for the first time, shifted its marquee annual event from the Hyatt to a temporary outdoor structure at TPC Valencia, which has since been rebranded as The Oaks Club at Valencia by new ownership. That change garnered a stinging critique of the Hyatt from Los Angeles County Fifth District Supervisor Kathryn Barger, who told the assembled crowd of some 400 business leaders: “I was used to going to the Hyatt. This is actually a far better venue. Sorry. It just is.” Maybe Barger will take a liking to the refurbished Hyatt. The SCV Chamber of Commerce’s State of the County event, with Barger as the keynote speaker, was relocated last month to the Hyatt from the former TPC site. The date was also changed, from May 3 to May 11. The chamber event was the Hyatt’s second victory. The SCV Marketing Group announced in March that it was moving its May 10 wine tasting event, a benefit for Operation Gratitude, also from The Oaks Club. “We are excited to show off all of our improvements,” said Jennifer Peterson, the Hyatt’s interim event sales manager. The Vines Restaurant & Bar, the Hyatt’s on-site eatery, also received an overhaul that includes new flooring, furniture and a “fresh, vibrant look” that appeals to locals and guests, said Noel Pavia, the hotel’s interim general manager. The restaurant reopened in March, though renovations are ongoing. All guest rooms and suites are being updated with new carpeting, furniture, wall treatments, televisions, bathrooms and high-tech built-ins, according to Jerry Cumplido, the hotel’s chief engineer. The per-room tab is about $18,000. “We want to be the first choice when it comes to luxury and lifestyle overnight stays as well as small to medium to large meetings and events in the community. A best choice for social events and weddings,” said Bob Geller, the hotel’s interim director of sales. Echoing Caprine, Geller said, “We’re going to be warm and welcoming.” 

BATTLE OF THE BRAND SCV PROS SHARE VISION FOR THE FUTURE STEVE KIGGINS SCVBJ Editor

he story of Anya Smilanick and Joy Whittemore began simply. In a simpler time, too. It was 2007. Smilanick had just founded Small Dog Creative, a boutique-style graphic and web design company in Santa Clarita, and Whittemore, then the marketing manager for a food services company, was searching for such expertise. “Joy, actually, was one of my first clients,” Smilanick recalls. “Way back when!” Whittemore interjects with a laugh. “Way back in the day,” Smilanick agrees. That’s how much marketing and branding has changed in recent years: 2007 is truly from a different age in an industry that has taken on increased prominence as businesses – from burger joints to auto repair shops to insur-

ance companies – fight to earn a place in today’s crowded and fiercely competitive marketplace. A sign in front of the store is hardly enough. A website – even one with the bells and whistles – is only a good start. Want to succeed? You’ll need a winning brand and a unified strategy through marketing to tell your story. It’s a package deal. “There was a time when advertising was a company’s focus and public relations merely supported the marketing department’s efforts. With the advent of social media and a growing public conscience, businesses need to find their voice,” says Teresa Todd, president and CEO of Point of View Communications, a Santa Clarita-based integrated marketing, advertising and public relations agency. “Public relations has emerged at the forefront of the C-suite [senior executives] within organizations to serve as the guardian of the brand. Integrated marketing is now

17 ■ (Far left): The Santa Clarita Valley Business Journal asked local branding and marketing professionals for a oneword answer to this question: “The future of branding and marketing is …?” (Left): Small Dog Creative owner Anya Smilanick poses for a photo with Peanut, her dog, at the company's office in Santa Clarita. Nikolas Samuels/SCVBJ

a conversation between a business and its many publics – buyers, employees, vendors, regulators, stockholders, interest groups, and other stakeholders.” The World’s 100 Largest Advertisers, as compiled by Ad Age, disbursed $267 billion on ad spending and other marketing activities in 2016, an increase of 3.4 percent from the previous year. The 2017 numbers have yet to publish. The spending, though, is expected to continue on an upward trajectory – and that’s even with Procter & Gamble, No. 1 on the Ad Age list, pulling back $200 million on digital advertising last year as part of a campaign to pressure media companies for greater transparency of viewership metrics. In 2018, for example, Netflix plans to increase its marketing budget by 54 percent, from $1.3 billion to $2 billion, to "amplify the value of the content," according to The Wall Street Journal. Another global brand, Amazon, kicked in $7.2 billion on marketing in 2016, up 38 percent from the prior year, according to the Motley Fool. The result: Total revenues were up 27 percent. “As the world speeds up, decision-makers use brands as shortcuts to make instant judgments about a business’s offerings, its values and, ultimately, its’ worth to them,” says Kevin Walker, president of Boardwalk, a nearly 30-year-old branding agency based in Newhall. “So, it’s more important than ever that a business understands, exactly, what its brand is saying about it.” He adds, “Effective branding is now much more than graphic design, trademark protection and reputation management. Now, we show clients what role the market expects them to play in their lives and develop brand strategies accordingly. This allows them to build and maintain steadfast, authentic brand relationships with markets embroiled in rapid change.” It’s this profound transformation across the industry that brought Smilanick and Whittemore together again about two years ago, this time as partners at Small Dog Creative, which has evolved to include integrated marketing, photography and video as part of its imaginative approach to helping clients build their brand. “I actually started my own business [a marketing agency called Add+In Marketing that was based in Thousand Oaks] about eight years ago and we ran alongside of each other.

We’ve been friends this whole time and working together this whole time, on and off,” Whittemore says. “We just got a point where we said, ‘Why are we not doing this together?’” By combining their expertise, Smilanick and Whittemore are confident they’ve created an agency that can engage at a deeper level with its clients and provide a rounded approach to business development that doesn’t, as Whittemore says, “just stop at the website.” A premium website, once upon the time the crowned jewel of marketing, might now be the easy part. It’s the strategic marketing plan – Who are the customers? Where are they? How do we communicate with them? How much will we spend to reach them? – that can be the difference between success and failure. That’s even truer in a noisy marketplace such as the Santa Clarita Valley, where there’s multiple businesses working to earn the same consumer dollars – particularly across retail outlets and restaurants, with new rivals regularly arriving on the scene. The stakes are just as high on the B2B scene, where Walker of Boardwalk says businesses prefer their vendors to be alike. “That way, he says, “they can pressure everyone to lower their prices.” If you don’t win the game of branding, the experts say, you won’t win at business. “It is so competitive now. It’s more competitive than it’s ever been,” Whittemore says. “The challenge, chiefly, is that there are so many different channels out there, right? There’s so many different messages coming at us from different angles. And there’s so many opportunities. Which social media channel do you choose? Which media outlet do you choose?” Adds Smilanick, “You can have a brand, but until you take control of it, you’re not really branding.” While marketing is the process to building awareness and promoting a business, including advertising and market research, branding is a business’s promise to its customers or clients. A successful brand will, first, set an expectation, and then continuously meet that expectation. In 2013, Forbes ranked the seven characteristics of successful branding as 1) Audience knowledge; 2) Uniqueness; 3) Passion; 4) Consistency; 5) Competitiveness; 6) Exposure; and 7) Leadership.

BATTLE OF THE BRAND CONTINUED “If they don’t walk the talk and deliver on their promise, it can totally dis- they stand out in the local market.” credit the branding message,” says Jill Mellady, president of Mellady Direct Mellady concurs, stressing the significance of “tapping into a specific Marketing, a Santa Clarita institution for more than 30 years. The company’s niche” to deliver on the wants and needs of a customer base that she says list of clients includes the SCV Chamber of Commerce, Poole & Shaffery has become more “varied, flexible and demanding.” and College of the Canyons, her alma mater. “We strongly believe building “But one thing has not changed, even as new marketing channels and a solid brand is about the whole package – not just the professional logos technologies have come on line over the past couple of decades: Effective and marketing collateral that we provide – but also the way the business marketing and branding takes repetition and it takes a media mix,” Mellady backs up the promise of the branding material. In every business, amazing says. “The right mix will vary for each type of business, but the upshot is customer service is the biggest difference-maker.” that effective marketing and outreach isn’t a one-shot deal. It’s part of an Like Mellady Direct, POV Communications has been a fixture on the ongoing strategy. Our job is to find that right mix for each client and help local marketing scene for decades – them execute it to perfection.” led by Todd, who was honored by The objective of branding is not "PEOPLE WANT TO BUY FROM A BRAND the Santa Clarita Valley Business only to create recognition among THAT THEY KNOW AND TRUST, AND Journal earlier this year at its first prospective customers but gain the Women in Business Awards. POV’s upper hand over market competiTHEY WANT TO KNOW THEIR STORY. client list features the Valley Industors in a specific category – be it auYOUR MESSAGING (CAN’T) JUST BE A try Association, Bank of Santa Clartomobiles, as in the case of Valencia ita and KKAJ. Acura, or sub sandwiches, batteries TAGLINE. IT’S SOMETHING YOU HAVE “When done well, a brand difor beer. TO HAVE THREADED THROUGH YOUR ferentiates a business from its comIn an April 2017 analysis for Ad petitors,” Todd says. “But to achieve Age, Atlanta-based marketing stratORGANIZATION, IN YOUR VALUES AND that level of differentiation, a comegist Al Ries wrote on what he deACROSS THE BOARD." pany must define their brand, comscribed as the five revolutionary municate it, and deliver on it conchanges across the industry since sistently. Beyond the promise of what a brand represents, it is an intangible the turn of the century, emphasizing, among other things, the necessity of asset that appreciates over time and adds to the overall market value of a building an authoritative brand. company.” Ries’ philosophy prioritized public relations (over advertising), name (over What does a successful brand look like? Todd points to another of her strategy) and visual (over verbal). He also stressed the importance of conclients. quering a class, using the example of Apple’s approach to marketing smart“One of our local clients, Valencia Acura, is a great example of a business phones compared to its competitors. delivering on their brand promise as the Friendship Dealership,” she says. Ries wrote: Consider Nokia, a company that dominated the cellphone market with “That promise is woven into the culture and every aspect of their business operations and delivered consistently. It defines who they are and communi- its Nokia brand name. What did Nokia do when the market shifted from cated at every touch point. In the fiercely competitive automotive landscape, cellphones to smartphones?

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KEVIN WALKER

TERESA TODD

It did what most companies do. Nokia tried to use its cellphone brand name on its smartphones – with disastrous results. That's not what Apple did. When the computer market shifted from the home to the office, it didn't use the Apple name. It called its office computers “Macintosh.” When Apple decided to get into the smartphone business, it again didn't use the Apple name. It called its smartphone “iPhone.” (I should have said Steve Jobs, not Apple. Because when Apple got into the smartwatch business, it promptly adopted the line-extension strategy used by almost everybody else.) After the success of the iPhone, you might think some of the iPhone's competitors would also use new brand names. But they didn't. Every major global smartphone competitor used their existing brand names: BlackBerry, HTC, Huawei, Lenovo, LG, Motorola, Nokia, Samsung, Sony and Xiaomi. The power of the right brand can be worth billions, too – even on name alone. Walker singles out a pair of billion-dollar companies, Uber and Airb-

JILL MELLADY

nb, as prime examples. “These companies have almost no tangible assets,” he says. “The value is all in the relationships they’ve developed with their markets.” At Small Dog Creative, Smilanick and Whittemore envision a future that will only amplify the present. Relationships will matter. Genuineness will be critical. Effort will be required. “Creative authenticity,” Smilanick says of the key to future branding and marketing success. “People want to buy from a brand that they know and trust, and they want to know their story. … Your messaging (can’t) just be a tagline. It’s something you have to have threaded through your organization, in your values and across the board.” And, together, Smilanick and Whittemore are ready for the challenge. “We take what we do very seriously,” Whittemore says. “It’s an honor when you get to work with people’s businesses and they’re trusting you to learn everything about them and communicate that. It really is a place of honor, and we recognize that. We live, eat and breathe this. This is what we do. It’s our passion.” 

Economic Development Corporation 20

Santa Clarita Valley

Content provided by

26455 Rockwell Canyon Road | UCEN 263 | Santa Clarita, CA 91355 | (661) 288-4400 | www.scvedc.org

Thinking about moving your company to a new facility? Read this first! The mission of the Santa Clarita Valley Economic Development Corporation (SCVEDC) is to bring high quality jobs to the Santa Clarita Valley (SCV) with our business attraction efforts and to support local companies with everything from obtaining workforce training and local incentives to expanding into bigger, better facilities. To that end, here are six key factors for business leaders to consider when selecting commercial real estate:

1. Location

Location, location, location! The old adage still rings true for a reason – location impacts everything from how happy your employees are, to available customers, to finding a dependable supply chain. Remember to make sure the location is properly zoned for your business type.

2. Building Quality and Construction

Make sure the building suits your business needs. The Santa Clarita Valley has a huge advantage over the greater Los Angeles region – our commercial buildings are typically more modern and have higher clear heights than buildings in the San Fernando Valley and Los Angeles. Be sure to consider future expansion – do you plan to grow your company? Can the new facility accommodate this growth?

3. Workforce Talent and Resources

Luckily for local business owners, the Santa Clarita Valley offers a highly educated workforce and a variety of workforce training and apprenticeship programs to take advantage of.

4. Surrounding Housing

Besides being a good indicator of the area’s overall economic heath, an abundance of quality, affordable housing nearby means employees won’t have to deal with a commute or an outrageous cost of living. This translates directly to quality of life and will increase the likelihood of employee retention.

5. The Bottom Line

The area looks great. The building looks great. Now, what is the cost of doing business? Luckily for business owners in the Santa Clarita Valley, the SCV has earned its reputation as being the most business-friendly location in Los Angeles County. SCVEDC is just one of the many resources available to help local businesses succeed and grow.

6. Overall Fit

This may not be the most important item on the list, but it does weigh on

all your other decisions. Crunching the numbers and crossing items off the checklist are crucial but don’t ignore your gut feeling. Overall, does the fit feel right to you? If you are thinking about moving your company into a new facility, SCVEDC is your one-stop resource center. Contact us for no-cost consultations and assessments that are professional, unbiased and confidential. The Santa Clarita Valley Economic Development Corporation (SCVEDC) is a unique private / public partnership representing the united effort of regional industry and government leaders. The SCVEDC utilizes an integrated approach to attracting, retaining and expanding a diversity of businesses in the Santa Clarita Valley, especially those in key industry clusters, by offering competitive business services and other resources.

Econo Watch Santa Clarita Valley

Q4 ’17

Q3 ’17

Q4 ’17 Sq Ft

Commercial Vacancy Rates Office Space

9.70%

462,278

Industrial Space

4.90%

5.30%

998,609

Retail Space

4.00%

4.10%

489,767

Total Marked Sq. Ft. Vacancy Percentage

1,950,654

Office Space - as a % of Vacancy

23.70%

23.73%

N/A

Industrial Space - as a % of Vacancy

51.19%

51.61%

N/A

Retail Space - as a % of Vacancy

25.11%

24.66%

N/A

Building Permits

Mar ‘18

Feb ‘18

Mar ’17

New Commercial/Industrial Building Permits

Commercial Tenant Improvements

Local Company Stock Prices Bank of Santa Clarita (BSCA) California Resources Corp Carnival Corp. (CCL) Mission Valley Bank (MVLY) Six Flags (SIX) Woodward (WWD) Lennar (LEN)

Mar ‘18 19.95 17.15 65.58 15.4 62.26 71.66 58.94

Feb ’18 19.6 14.11 66.91 15.4 64.09 70.83 56.58

% Change 1.79% 21.55% -1.99% 0.00% -2.86% 1.17% 4.17%

Unemployment Rates Santa Clarita Palmdale Lancaster Glendale LA County California

Feb ‘18 Jan ‘17 % Change 4.5% 4.3% 4.65% 6.3% 6.3% 0.00% 6.7% 5.2% 28.85% 4.3% 4.9% -12.24% 4.5% 4.7% -4.26% 4.3% 4.4% -2.27% Source: Santa Clarita Valley Economic Development Corporation

SCV BUSINESS VOICES

SCVEDC HONORS COMMERCIAL REAL ESTATE ‘POWER BROKERS’ HOLLY SCHROEDER

Santa Clarita Valley Economic Development Corporation

CVEDC and the brokerage community enjoy a natural partnership with the common goal of attracting businesses to the Santa Clarita Valley and helping to grow companies already located here. When a company selects a new site location, they not only look at concrete features such as space, facilities and growth opportunities, but also at economic and demographic attributes such as the labor pool, population characteristics, prevailing salaries and educational resources. SCVEDC provides authoritative data by working with top researchers and data providers in the field of economic development. We not only release annual forecasts and monthly updates, we also provide project-based regional data to help companies and brokers close the deal. To companies considering relocating to or expanding in the Santa Clarita Valley, as well as their brokers and site selectors, the SCVEDC team provides consultations and assessments that are professional, unbiased and confidential. Each year, SCVEDC honors top commercial real estate brokers active in the Santa Clarita Valley at our annual Power Broker Breakfast. Along with brokers in attendance, civic leaders and community representatives come out to celebrate our Power Brokers of the Year. The 2017 honorees represent nine commercial real estate companies based both in and outside the Santa Clarita Valley. The 24 top brokers logged more than 745 transactions, with a total footage of approximately 8.5 million square feet. Their impressive performance reflects the fact that the Santa Clarita Valley is a destination for a growing number of businesses

looking for land, modern facilities and a business-friendly environment. In addition to the Power Brokers, SCVEDC also awarded “Transaction of the Year” to Eric Olofson of Cushman & Wakefield and Nigel Stout of Jones Lang LaSalle. This 379,520-square-foot deal moved local health and wellness leader Pharmavite into a new, larger facility in the Valencia Commerce Center. This move, and their new 15-year lease, represents a deep commitment to their employees’ well-being and to remaining a key employer in the Santa Clarita Valley for the long-term. The Pharmavite transaction was an illustrative example of the close affinity between SCVEDC and the brokerage community. From co-marketing and assisting in removing administrative hurdles to providing incentives that help close the deal, SCVEDC offers brokers a one-stop resource center. To see the full list of our 2017 Power Brokers, look for our ad in this month’s issue. The SCVEDC team is proud to partner with the brokerage community to continue our mission of growing quality jobs in the Santa Clarita Valley. Holly Schroeder is president and CEO of the SCVEDC. 

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REAL ESTATE SECTION - Residential Housing Stats - Santa Clarita Valley

SCV Median Home Value SCV Median Condo Value SCV Home Sales

March '18

Feb '18

Source: Santa Clarita Valley Economic Development Corporation

March '17

$583,000 $600,000 $535,000 $385,000 $380,000 $345,000 186 127 203

March '18

SCV Condo Sales 90 SCV Avg. # of Days on Market (SF) 68 SCV Single Family Home Inventory 303

Feb '18

59 97 386

March '17

120 74 430

March Sales Acton 03/2018 03/2017 New Listings. . . . . . . . . . . . . . . . . . . . . 17 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Total Active Listings. . . . . . . . . . . . . . . 40 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 New Escrows Closed . . . . . . . . . . . . . . 16 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Median Sale Price. . . . . . . . . . . $555,000 . . . . . . . . . . . . . . . . . . . . . . . . $445,000

Newhall 03/2018 03/2017 New Listings. . . . . . . . . . . . . . . . . . . . . 33 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41 Total Active Listings. . . . . . . . . . . . . . . 39 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47 New Escrows Closed . . . . . . . . . . . . . . 34 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Median Sale Price. . . . . . . . . . . $450,000 . . . . . . . . . . . . . . . . . . . . . . . . $325,000

Agua Dulce New Listings. . . . . . . . . . . . . . . . . . . . . . 5 Total Active Listings. . . . . . . . . . . . . . . 18 New Escrows Closed . . . . . . . . . . . . . . .4 Median Sale Price. . . . . . . . . . . $725,000

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 . . . . . . . . . . . . . . . . . . . . . . . . . $448,000

Saugus New Listings. . . . . . . . . . . . . . . . . . . . . 73 Total Active Listings. . . . . . . . . . . . . . . 64 New Escrows Closed . . . . . . . . . . . . . .52 Median Sale Price. . . . . . . . . . . $555,000

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 67 . . . . . . . . . . . . . . . . . . . . . . . . $514,900

Canyon Country New Listings. . . . . . . . . . . . . . . . . . . . . 68 Total Active Listings. . . . . . . . . . . . . . . 65 New Escrows Closed . . . . . . . . . . . . . . 72 Median Sale Price. . . . . . . . . . . $500,000

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 92 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 96 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 74 . . . . . . . . . . . . . . . . . . . . . . $448,000

Stevenson Ranch New Listings. . . . . . . . . . . . . . . . . . . . . 23 Total Active Listings. . . . . . . . . . . . . . . 26 New Escrows Closed . . . . . . . . . . . . . . 11 Median Sale Price. . . . . . . . . . . $777,500

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 67 . . . . . . . . . . . . . . . . . . . . . . . . $645,000

Castaic New Listings. . . . . . . . . . . . . . . . . . . . . 33 Total Active Listings. . . . . . . . . . . . . . . 38 New Escrows Closed . . . . . . . . . . . . . . 24 Median Sale Price. . . . . . . . . . . $555,000

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 . . . . . . . . . . . . . . . . . . . . . . . . . $527,000

Valencia New Listings. . . . . . . . . . . . . . . . . . . . 115 Total Active Listings. . . . . . . . . . . . . . . 87 New Escrows Closed . . . . . . . . . . . . . . 63 Median Sale Price. . . . . . . . . . . $540,000

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 122 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 99 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89 . . . . . . . . . . . . . . . . . . . . . . . . $503,500

REAL ESTATE SECTION – Commercial, Industrial, Retail & Land Retail Buildings 28207- 28313 Newhall Ranch Road

Sq. Ft. 1,275 - 11,090

Sale/Lease Lease

Price

Retail Buildings cont. 26583 Golden Valley Road

Gateway Village

25373 Wayne Mills Place

2,434

Lease

$2.95 SF/MO/NNN

1,600

Lease

1,100

Lease

2,162

Lease

$3.00 SF/MO/NNN

Copperhill Ranch Plaza

22941 Soledad Canyon Road 23001 Soledad Canyon Road 23005 Soledad Canyon Road

2,163 1,200 1,200

Lease Lease Lease

$1.75 SF/MO/NNN $1.95 SF/MO/NNN $1.95 SF/MO/NNN

Del Rio Center

27544 Newhall Ranch Road

1,450

Lease

$2.50 SF/MO/NNN

Plaza Del Rancho

NWC Bouquet Canyon/Madrid Road 1,200 - 20,000

Lease

Negotiable

Plum Canyon Center

27916 - 27984 Seco Canyon Road

1,219 - 1,700

Lease

$2.00 - $2.25 SF/MO/NNN

Seco Plaza

Lost Canyon & Sand Canyon

1,200 - 40,000

Lease

Negotiable

Vista Canyon

31810 - 31970 Castaic Road

1,000 - 45,000

Lease

Negotiable

1,100 - 10,000

Lease

$2.75 -$3.00 SF/MO/NNN

Newhall Crossings

John Cserkuti (NAI Capital) 661-705-3551 23154 Valencia Boulevard 10,300 Lease

$1.25 SF/MO/NNN

1,200, 2,800

Lease

$2.50 - $3.50 SF/MO/NNN

Granary Square

21515 Soledad Canyon Road

4,895

Lease

$1.25 - $1.65 SF/MO/NNN

Golden Oak Plaza

26477-26557 Golden Valley Road

922, 1,022, 1,239

Lease

$2.00 SF/MO/NNN

2,575, 2,280

Lease

$1.50 - $3.25 SF/MO/NNN

Old Orchard Shopping Center

28130 - 28166 Newhall Ranch Road 1,090, 1,825, 2,022, 1,825 Lease

Lease

$2.00 - $2.50 SF/MO/NNN

23542 - 23546 Lyons Avenue 731 - 1,409 Lease $1.72 SF/MO/NNN 23452 - 23560 Lyons Avenue 450 - 4,000 Lease $1.10 SF/MO/NNN Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 $2.00 SF/MO/NNN 27510 The Old Road Lease Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 24357 Main Street 1,550 Lease $2.00 SF/MO/MG 24254 Main Street 500 – 6,000 Lease $1.65 SF/MO/MG 22520 Lyons Ave; Laemmle Theatre Project 1,000 - 2,200 Lease $2.25 - $3.00 SF/MO/MNN Old Town Newhall Properties

19931 Sierra Highway 19935 Sierra Highway 26867 - 69 Sierra Highway 26869 Sierra Highway 26975 Sierra Highway

1,479 2,074

Lease Lease

$2.00 SF/MO/NNN $2.00 SF/MO/NNN

$2.75 SF/MO/NNN

2,265 1,095 1,350

Lease Lease Lease

$2.35 SF/MO/NNN $2.35 SF/MO/NNN $2.35 SF/MO/NNN

Riverview Plaza

3,053

Lease

$3.35 SF/MO/NNN

Bridgeport Village

25860 Hemingway Avenue 25836 Hemingway Avenue 25840 Hemingway Avenue

2,330 1,110 1,110

Lease Lease Lease

$2.25 SF/MO/NNN $2.25 SF/MO/NNN $2.25 SF/MO/NNN

Stevenson Ranch Plaza

23740 Lyons Avenue

Centre Pointe Marketplace

23323 - 23453 Lyons Avenue

$2.75 SF/MO/NNN

Patti Kutschko (Daum Commercial) 661-670-2003 45310 23rd Street 7,700 Sale $3.25 SF/$2.5M Paul Bellgraph (NAI Capital) 661-705-3555, Sarkis Ghazaryan (NAI Capital) 661-705-3561

24003 Newhall Ranch Road

Valencia Mart

25830-25848 McBean Parkway

Lease

La Cocina Golden Plaza

Castaic Village Center

SEC Lyons Avenue & Main Street

Price

Canyon Square

$4.00 SF/MO/NNN

The Promenade @ Town Center

25170 Rye Canyon Road

1,005

18507 - 18597 Soledad Canyon Road 7,703, 1,292, 975 $2.50 SF/MO/NNN

Seco Canyon Village

27015 McBean Parkway

Sale/Lease

CenterPointe Marketplace

The Shops @ Tourney

27923 – 27959 Seco Canyon Road

Sq. Ft.

Highridge Crossing

$1.95 - $2.75 SF/MO/NNN

2,000 - 8,500

Lease

$2.00 - $2.50 SF/MO/NNN

Lyons Plaza

31675 Castaic Road 31725 Castaic Road

1,422 (former food) Lease 1,063 Lease

$1.50 SF/MO/NNN $1.50 SF/MO/NNN

REAL ESTATE SECTION – Commercial, Industrial, Retail & Land (cont.) Retail Buildings cont. 31731 Castaic Road 31735 Castaic Road 31749 Castaic Road 31759 Castaic Road

Sq. Ft. Sale/Lease Price 1,743 Lease (street end cap) $1.50 SF/MO/NNN 1,077 Lease $1.50 SF/MO/NNN 1,216 Lease $1.50 SF/MO/NNN 1,450 (end cap) Lease $1.50 SF/MO/NNN

Castaic Vines

29502 Hasley Canyon Road

1,688

Lease

$1.50 SF/MO/NNN

1,200

Lease

$2.00 - $2.50 SF/MO/NNN

Parkway Plaza Castaic

27737 Bouquet Canyon Road Suite # 109 1,031 Lease Negotiable Suite # 112 1,020 Lease Negotiable Suite # 116 1,040 Lease Negotiable Suite # 119 894 Lease Negotiable Suite # 123 1,079 Lease Negotiable Suite # 126 850 Lease Negotiable Suite # 132 2,191 Lease Negotiable Tim Crissman (RE/Max Crissman Commercial Services) 661-295-9300 24048 Newhall Avenue 7,200 Lease $283.00 SF/$2.1M - Ex - Land Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 27630 The Old Road 1,700 – 7,000 Lease Negotiable $2.20 -$3.50 SF/MO/NNN 24300 – 24305 Town Center Drive 997 – 8,565 Lease Cody Chiarella (CBRE) 818-502-6730, Doug Marlow (CBRE) 818-502-6707, David Solomon (CBRE) 818-907-4628 24510 Town Center Drive $3.50 SF/MO/NNN Suite # 102 VTC I 1,006 Lease Suite # 110 VTC III 997 Lease $3.50 SF/MO/NNN Suite # 170 VTC III 2,472 Lease $3.00 SF/MO/NNN Suite # 190 VTC III 1,706 Lease $3.00 SF/MO/NNN Valencia Town Center

Cody Chiarella (CBRE) 818-502-6730 Suite # 140 766 Lease Suite # 160 2,011 Lease

$3.00 SF/MO/NNN $3.00 SF/MO/NNN

Valencia Town Center

Cody Chiarella (CBRE) 818-502-6730, Richard Ramirez (CBRE) 818-907-4639 24048 Newhall Avenue 7,200 Sale $283 SF/$2.0M 27516 The Old Road 2,000 - 6,500 Lease Negotiable 20655 Soledad Canyon Road Suite # 5 700 Lease $1.80 SF/MO/NNN Suite # 17 1,360 Lease $1.49 SF/MO/NNN Suite # 43 1,445 Lease $1.95 SF/MO/NNN Suite # 24 3,032 Lease $1.65 SF/MO/NNN Suite # 25 1,833 Lease $1.65 SF/MO/NNN Suite # 42 990 Lease $1.95 SF/MO/NNN Soledad Plaza

Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 $1.70 SF/MO/NNN 27737 Bouquet Canyon Road 1,084 - 2,191 Lease Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 $1.75 SF/MO/NNN 18926 - 18932 Soledad Canyon Road 1,200 - 5,600 Lease Knoll Shopping Center

24250 Lyons Avenue

1,050 - 1200

Lease

$2.50 SF/MO/MG

The Moss Center

26111 Bouquet Canyon Road

998 - 2,000

Lease

$2.25 SF/MO/NNN

Santa Clarita Place

26811 Bouquet Canyon Road

1,000 - 3,500

Lease

$1.75 - $2.25 SF/MO/NNN

Santa Clarita Plaza

18560 Via Princessa 27984 Seco Canyon Road

700 1,700

Lease Lease

$3,000/MO/NNN $2.00 SF/MO/NNN

Seco Canyon

19981 Soledad Canyon Road

940

Lease

$1.44 SF/MO/MG

Soledad Village

18740 Soledad Canyon Road

1,205 - 3,000

Soledad Entertainment Center

22921 Soledad Canyon Road

2,000

Lease

$2.25 SF/MO/NNN

Lease

$1.85 SF/MO/NNN

Del Rio Center

27737 Bouquet Canyon Road 22600 Lyons Avenue 27984 Seco Canyon Road 31675 Castaic Road

582 - 2,191 Lease 22,600 Lease/Sale 1,050 - 1,700 Lease 1,000 - 4,900 Lease

$1.70 SF/MO/NNN $2.75 SF/MO/NNN; $3.0M

$2.00 SF/MO/NNN $2.00 SF/MO/NNN

Seco Canyon Plaza

SWC The Old Road/Live Oak Road 26910 Sierra Highway

1,200 - 2,000 1,050

Lease Lease

$2.50 SF/MO/NNN $2.50 SF/MO/NNN

Sq. Ft. Sale/Lease 1,400 (End Cap) Lease 1,300 (End Cap) Lease

Price $3.00 SF/MO/NNN $3.00 SF/MO/NNN

Santa Clarita Marketplace

31675 Castaic Road SWC The Old Road/Live Oak Road

1,000 - 4,900 1,500 - 2,000

Lease Lease

$2.00 SF/MO/NNN $2.00 SF/MO/NNN

Castaic Creek Plaza

28207 Newhall Ranch Road

Hasley Market Place

31294 The Old Road

Retail Buildings cont. Suite # D-2 (Food) 18715 Via Princessa

11,000

Lease

$2.50 SF/MO/NNN

Gateway Village

27544 Newhall Ranch Road

1,450

Lease

$2.50 SF/MO/NNN

Plaza Del Rancho

SEC Lyons Avenue & Main Street

1,000 - 10,000

Lease

$2.75 - $3.00 SF/MO/NNN

Newhall Crossings

Randy Cude (NAI Capital) 661-705-3553 31703 Castaic Road 3,582 Sale $418 SF/$1.5M Ron Berndt (Daum Commercial) 661/670-2000, Patti Kutschko (Daum Commercial) 661670-2003 $1.75 SF/MO/NNN 23300 Cinema Drive 150 - 1,300 Lease Cinema Park

Reena Newhall 661-253-3344

Office/Commercial Buildings Sq. Ft. Sale/Lease Price 28159 Avenue Stanford Suite # 130 4,771 Lease $1.85 SF/MO/MG Rexford Valencia Industrial Center

Richard Ramirez (CBRE) 818- 907-4639, Craig Peters (CBRE) 818- 907-4616 $1.85 SF/MO/NNN 25044 Peachland Avenue 805- 832 Lease 23556 - 23560 Lyons Avenue 280 - 1,320 Lease $1.65 SF/MO/NNN Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 25322 Rye Canyon Road 25,200 Foe Sale $258 SF/$6.5M $1.15 SF/MO/NNN 26320 Diamond Place, Suite # 170 2,332 Lease 26320 Diamond Place, Suite # 200 5,562 Lease Negotiable $1.15 SF/MO/NNN - WH 26330 Diamond Place, Suite # 180 2,153 Lease 24932 Kearny 3280 - 11,935 Lease Negotiable - Lease Flex 27821 Fremont Court; Suite # 6 3,045 Sale $215 SF/$655,000 Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 24270 Walnut Street Unit # 103 1,000 Lease $2.00 SF/MO/MG Unit # 201 4,000 Lease $2.00 SF/MO/MG Unit # 202 1,000 Lease $2.00 SF/MO/MG Unit # 203 1,000 Lease $2.00 SF/MO/MG Old Town Newhall Office

24961 The Old Road 31294 The Old Road

1,049 1,200 - 2,500

Lease Lease

$2.25 SF/MO/NNN $1.15 SF/MO/NNN

Parkway Plaza Castaic

27891 Smyth Drive 1,115 Lease $2.00 SF/MO/NNN Tim Crissman (ReMax/Crissman Commercial Services) 661-295-9300 27200 Tourney Road $2.65 SF/MO/FSG Suite # 201 1,758 Lease Suite # 204 2,374 Lease $2.65 SF/MO/FSG Suite # 230 11,668 Lease $2.30 SF/MO/FSG Suite # 230/235 13,442 Lease $2.30 SF/MO/FSG Suite # 235 1,774 Lease $2.45 SF/MO/FSG Suite # 242 2,453 Lease $2.45 SF/MO/FSG Suite # 340 1,175 Lease $2.25 SF/MO/FSG Suite # 360 4,826 Lease $2.65 SF/MO/FSG Suite # 410 5,081 Lease $2.65 SF/MO/FSG Tourney Pointe

23822 Valencia Blvd. Suite # 200/201 4,043 Lease Suite # 200 2,772 Lease Suite # 201 1,271 Lease Suite # 208 2,404 Lease Suite # 306 2,925 Lease

$2.35 SF/MO/FSG $2.35 SF/MO/FSG $2.35 SF/MO/FSG $2.35 SF/MO/FSG $2.35 SF/MO/FSG

Valencia Oaks

23929 Valencia Boulevard Suite # 404 1,140 Lease Suite # 415 1,750 Lease

$2.35 SF/MO/FSG $2.35 SF/MO/FSG

Bank of America Tower

Kevin Fenenbock (Colliers Int.) 661-253-5204 27202, 27220 & 27240 Turnberry Suite # 100 29,839 Lease Suite # 110 2,856 Lease

$2.25 SF/MO/FSG $2.25 SF/MO/FSG

REAL ESTATE SECTION – Commercial, Industrial, Retail & Land (cont.) Office/Commercial Buildings cont.

Sq. Ft.

Suite # 110/120 Suite # 120 Suite # 200 Suite # 210 Suite # 220/240 Suite # 220 Suite # 220 Suite # 240 Suite # 250

5,911 3,055 29,959 2,593 6,332 3,130 1,866 3,202 5,596

Sale/Lease Lease Lease Lease Lease Lease Lease Lease Lease Lease

Price $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG

Summit at Valencia

Kevin Fenenbock (Colliers Int.) 661-253-5204, John Erickson (Colliers Int.) 661- 253-5202 25600 Rye Canyon Road Suite # 210 1,250 Lease $1.50 SF/MO/MG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG $2.25 SF/MO/FSG

$1.90 SF/MO/FSG $1.90 SF/MO/FSG $1.90 SF/MO/FSG $1.90 SF/MO/FSG $1.15 SF/MO/FSG $1.25 SF/MO/FSG

Paragon Business Center

28001 Smyth Drive 890 Lease $2.25 SF/MO/NNN 28001 Smyth Drive 7,764 Sale $270 SF/$2.0M 24908 Avenue Kearny 37,294 Lease $0.65 SF/MO/NNN John Erickson (Colliers Int.) 661-253-5202, Chris Erickson (Colliers Int.) 661-253-5207 24501 Town Center Drive Suite # 103 2,810 Lease $2.30 SF/MO/NNN Craig Peters (CBRE) 818-907-4616, Sam Glendon (CBRE) 818-502-6745, Cody Chiarella (CBRE) 818-502-6730 $2.35 SF/MO/NNN Suite # 120 4,169 Lease Suite # 130 1,446 Lease $2.35 SF/MO/NNN Suite # 135 2,472 Lease $2.35 SF/MO/NNN Valencia Town Center

Cody Chiarella (CBRE) 818-502-6730 25102 Rye Canyon Loop; Suite # 110 7,687 Lease

Sq. Ft.

Suite # 135 (can combine all 3 suites)

1,753

Sale/Lease Lease

Price $2.95 SF/MO/FSG

VTC IV

David Solomon (CBRE) 818-907-4628 25115 Avenue Stanford Suite # A 202 2,219 Lease Suite # A 205 1,379 Lease Suite # A 320 1,107 Lease Suite # A 340 3,029 Lease Suite # B 130 2,186 Lease Suite # B 135 1,701 Lease Suite # B 130 + B135 3,887 Lease Suite # B 230 2,279 Lease

$1.75 SF/MO/FSG $1.75 SF/MO/FSG $1.75 SF/MO/FSG $1.75 SF/MO/FSG $1.75 SF/MO/FSG $1.75 SF/MO/FSG $1.75 SF/MO/FSG $1.75 SF/MO/FSG

Valencia Park Executive Center

Richard Ramirez (CBRE) 818-907-4639, Robert Valenziano (CBRE) 818-907-4663 28480 Avenue Stanford 50,351 Lease/Sale $2.85 SF/MO/FSG;

Executive Center Valencia

24801 Pico Canyon Road Suite # 201 1,346 Lease Suite # 203 1,417 Lease Suite # 102 1,439 Lease Suite # 103 1,593 Lease Suite # 301 2,741 Lease Suite # 210/203 2,763 Lease Suite # 102/103 3,032 Lease Suite # 300 3,811 Lease Kevin Fenenbock (Colliers Int.) 661-253-5204 25060 Avenue Stanford Suite # 260 2,973 Lease Suite # 100 22,186 (divisible) Lease Suite # 160 2,405 Lease Suite # 275 1,968 Lease 25061 Avenue Stanford Suite # 40 1,916 Lease 25031 Avenue Stanford Suite # 140 2,625 Lease

Office/Commercial Buildings cont.

$1.80 SF/MO/NNN

Southern California Innovation Park

Craig Peters (CBRE) 818-907-4616, Doug Sonderegger (CBRE) 818-907-4607 26650 The Old Road Suite # 105 3,060 Lease $2.80 SF/MO/FSG Suite # 200 2,399 Lease $2.65 SF/MO/FSG Suite # 350 1,900 Lease $2.65 SF/MO/FSG Westridge Executive Plaza

Richard Ramirez (CBRE) 818-907-4639, Craig Peters (CBRE) 818-907-4616 25152 Springfield Court Suite # 120 3,251 Lease $2.95 RSF/MO/FSG Suite # 140 3,484 Lease $2.95 RSF/MO/FSG Suite # 210 1,241 Lease $2.95 RSF/MO/FSG Suite # 240 3,733 Lease $2.95 RSF/MO/FSG Suite # 280 5,269 Lease $2.95 RSF/MO/FSG Suite # 340 3,192 Lease $2.95 RSF/MO/FSG 25124 Springfield Court Suite # 170 6,125 Lease $2.95 RSF/MO/FSG The Commons at Valencia Gateway

David Solomon (CRRE) 818-907-4628, Douglas Marlow (CBRE) 818-502-6707 25350 Magic Mountain Parkway Suite # 190 4,002 Lease $2.85 RSF/MO/FSG Suite # 350 2,503 Lease $2.85 RSF/MO/FSG 25360 Magic Mountain Parkway Suite # 280 1,967 Lease $2.85 SF/MO/FSG Gateway Plaza

David Solomon (CBRE) 818-907-4628, Matthew Heyn (CBRE) 818-907-4619 24200 Magic Mountain Parkway Suite # 120 (can combine all 3 suites) 4,169 Lease $2.95 SF/MO/FSG Suite # 130 (can combine all 3 suites) 1,446 Lease $2.95 SF/MO/FSG

$315 SF/$15.9M

28470 - 28490 Avenue Stanford

1,168 - 10,840

Lease

$2.75 SF/MO/FSG

Valencia Corporate Plaza

Craig Peters (CBRE) 818-907-4616, Richard Ramirez (CBRE) 818-907-4639 28528 Industry Drive 15,790 Sale $325 SF/$5.13M 21080 Centre Pointe Parkway 7,240 Sale $325 SF/$2.35M Craig Peters (CBRE) 818- 907-4616, Richard Ramirez (CBRE) 818-907-4639 $2.65 SF/MO/FSG 27413 Tourney Road, Suite 100 2,375 Lease 27441 Tourney Road, Suite 100 4,486 Lease $2.65 SF/MO/FSG Richard Ramirez (CBRE) 907-4639 $1.55 SF/MO/FSG + J 23502- 23504 Lyons Avenue 692 - 5,710 Lease Lyons Plaza

23734 Valencia Boulevard 1,523 - 1,860 Lease $1.95 SF/MO/FSG + J Cameron Gray (DAUM Commercial Real Estate) 661-670-2004 28245 Avenue Crocker Suite #106 1,966 Lease $1.75 SF/MO/FSG Valencia Business Center

James Ebanks (Realty Advisory Group Inc.) 661-702-8880 x 12, Lauren Hunt (Realty Advisory Group Inc.) 661-702-8882 x 18 25050 Avenue Kearny 890 - 2,926 Lease $1.85 SF/MO/FSG Rebel Professional

27825 Fremont Court; Suite # 13 27821 Fremont Court; Suite # 6

2,804 3,045

Lease Sale

$1.07 SF/MO/NNN

$215 SF/$654,675

Santa Clarita Markerplace

26910 Sierra Highway; Suite # D-8 1,050 Lease Randy Cude (NAI Capital) 661-705-3553 25128 Avenue Tibbitts 2,833 Lease Randy Cude (NAI Capital) 661-705-3553

Office/ Medical Buildings Sq. Ft. Sale/Lease 25775 McBean Parkway 1,201 - 6,682 Lease 25880 Tournament Road 1,043 – 4,559 Lease Cody Chiarella (CBRE) 818-502-6730 25050 Peachland Avenue 800 - 4,000 Lease

$2.50 - $3.00 SF/MO/NNN

$2.25 SF/MO/MG

Price $2.76 SF/MO/NNN

Negotiable $1.95 SF/MO/NNN

Plaza Posada Medical Center

Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 23838 Valencia Boulevard Suite # 120 904 Lease $2.50 SF/MO/NNN Suite # 140 3,988 Lease $2.50 SF/MO/NNN Suite # 200 4,143 Lease $2.50 SF/MO/NNN Suite # 230 1,920 Lease $2.50 SF/MO/NNN Suite # 270 2,506 Lease $2.50 SF/MO/NNN The Atrium

27201 Tourney Road 1,220 - 3,920 Lease $2.35 SF/MO/FSG 23226 - 23248 Lyons Avenue 500 - 1,779 Lease $1.65 - $2.00 SF/MO/FSG Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (SPECTRUM Commercial Real Estate) 661-567-1243 Suite # 200 1,150 Lease $2.00 SF/MO/FSG Tim Crissman (RE/Max Crissman Commercial Services) 661-295-9300

Land (Commercial, Industrial & Retail) Acres Sale Price SWC Golden Valley Road/Centre Point Parkway 1.50 Sale $35.20 SF/$2.3M Nigel Stout (JLL) 818-531-9685 28541 Witherspoon Parkway 5.51 Sale $39.00 SF/$9.4M Jim Ebanks (Realty Advisory Group) 661-702-8880 x 12, Lauren Hunt (Realty Advisory Group) 661-702-8880 x 18 23600 Sierra Highway 10.00 Sale $14.35 SF/$6.3M 23658 Sierra Highway 6.00 Sale $23.70 SF/$6.2M $20.00 SF/$600,000 Sierra Highway 30,000 SF Sale SEC Castaic Road/Parker 21,195 SF Sale/Gd. Lease $56 SF/$1.2M;$8,500 MO

REAL ESTATE SECTION â€“ Commercial, Industrial, Retail & Land (cont.) Land (Commercial, Industrial & Retail) cont. Acres Sale Price 49637 Gorman Post Road 1.10 Gd. Lease $2,500 MO 3251-014-016 Peace Valley Road/Gorman 2.00 Sale/Gd. Lease $19 SF/$1.7M;$10,000 MO 3251-014-019 Peace Valley Road/Gorman 1.00 Sale/Gd. Lease $46 SF/$2.0M;$8,333 MO Randy Cude (NAI Capital) 661-705-3553 Soledad Canyon Road/Camp Plenty 22.0 Sale $2.60 SF/$2.5M Sale 25.00 SF/$2.0M NEC Bouquet Canyon Road & Plum Canyon Road 1.86 NWC Bouquet Canyon/Madrid Road 3.71 Sale $30.00 SF/$4.9M John Z. Cserkuti (NAI Capital) 661-705-3551 17129 Sierra Highway 3.00 Sale $16.00 SF/$2.1M 15112 Sierra Highway 148.7 Sale $.60 SF/$3.9M 24605 Railroad Avenue 10,890 Sale/Lease Negotiable Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 SWC Soledad Canyon Rd/Golden Valley Rd

Valley Business Center 1.19 Sale $29.00 SF/$1.5M Valley Business Center 1.90 Sale $29.00 SF/$2.4M Valley Business Center 2.29 Sale $27.00 SF/$2.7M Valley Business Center 2.67 Sale $27.00 SF/$3.1M $26.00 SF/$4.4M Valley Business Center 3.86 Sale Valley Business Center 4.96 Sale $27.00 SF/$5.8M Valley Business Center 6.15 Sale $26.00 SF/$6.9M Kevin Tamura (Daum Commercial Real Estate) 661-670 -2001, Ron Berndt (Daum Commercial Real Estate) 661-670-2000 20000 Soledad Canyon Road 22.00 Sale $2.60 SF/$2.5M Randy Cude (NAI Capital) 661-705-3553, John Cserkuti (NAI Capital) 661-705-3551 $8.00 SF/$500,000 Sierra Highway/Crown Valley Road 1.40 Sale Pamela Verner (SCV Commercial Real Estate Services) 661-714-5271 16016 Sierra Highway 1.70 Ground Lease $0.17 SF/MO/NNN Ron Berndt (Daum Commercial Real Estate) 661-670-2000 28541 Witherspoon Parkway 5.50 Sale $39.00 SF/$9.4M James Ebanks (Realty Advisory Group Inc.) 661-702-8880 x 12, Lauren Hunt (Realty Advisory Group Inc.) 661-702-8882 x 18 17850 Scherzinger Lane 9.00 (Multi-family) Sale $3.83 SF/$1.5M Michael Dixon (NAI Capital) 818-742-1617

Industrial Buildings Sq. Ft. Sale/Lease 26245 Technology Drive 60,068 Lease Doug Sonderegger (CBRE) 818-907-4607 28901 - 28903 Avenue Paine 111,935 Lease Craig Peters (CBRE) 818-907-4616 27615 Avenue Hopkins 52,663 Lease Matt Dierckman (CBRE) 818-502-6752 28910 Avenue Penn; Unit 201 3,940 Lease 26027 Huntington Lane; Unit F 4,119 Lease Sam Glendon (CBRE) 818- 502-6745 28110 Avenue Stanford 5,720 Lease Richard Ramirez (CBRE) 818-907-6745 28305 Livingston Avenue 167,990/63,440 (div) Lease

Price $0.70 SF/MO/NNN

TBD $0.67 SF/MO/NNN

$1.12 SF/MO/IG $0.90 SF/MO/MG $0.90 SF/MO/NNN $0.67 SF/MO/NNN

Vista Business Park

Nigel Stout (JLL) 818-631-2068 $1.15 SF/MO/NNN 26450 Ruether Avenue; Suite # 102 2,975 Lease 26330 Diamond Place, Suite # 170 2,153 Lease $1.15 SF/MO/NNN Suite # 180 2,332 Lease $1.15 SF/MO/NNN Suite # 200 5,562 Lease $1.55 SF/MO/NNN Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 $0.76 SF/MO/NNN 28411 Witherspoon 31,995 Lease 28358 Constellation Road; Suite # 620 5,202 Lease $0.74 SF/MO/NNN Jim Ebanks (Realty Advisory Group) 661-702-8880 x 12, Lauren Hunt (Realty Advisory Group) 661-702-8880 x 18 $0.76 SF/MO/NNN 28486 Westinghouse Place, Suite # 100 B 2,600 Lease Yair Haimoff (SPECTRUM Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate) 661-567-1243 $260 SF/$980,200 28368 Constellation Road; Suite # 340 3,770 Sale Yair Haimoff (SPECTRUM Commercial Real Estate) 818-579-8540, Andrew Ghassemi (SPECTRUM Commercial Real Estate) 661-567-1241; Matt Sreden (SPECTRUM Commercial Real Estate) 661-567-1243 28494 Westinghouse Place Unit # 101 760 Lease $2.25 SF/MO/MG $2.25 SF/MO/MG Unit # 105 1,720 Lease Unit # 112 1,720 Lease $2.25 SF/MO/MG Unit # 209 1,290 Lease $2.25 SF/MO/MG Unit # 306 2,208 Lease $2.25 SF/MO/MG Unit # 308 1,290 Lease $2.25 SF/MO/MG Unit # 311 2,270 Lease $2.25 SF/MO/MG Valencia Atrium

Yair Haimoff (SPECTRUM Commercial Real Estate) 818-579-8540, Andrew Ghassemi

Industrial Buildings cont. Sq. Ft. Sale/Lease Price (SPECTRUM CommercialReal Estate) 661-567-1241, Matt Sreden (SPECTRUM Commercial Real Estate) 661-567-1243 26074 Avenue Hall Unit # 12 3,082 Lease $1.00 SF/MO/MG 24908 Avenue Kearny 37,294 Sublease $0.65 SF/MO/NNN 28757 Industry Drive 15,756 Sale/Lease $220 SF/$3.6M;

$0.79 SF/MO/NNN

25570 Rye Canyon Road Unit # G 2,500 Lease $1.10 SF/MO/IG Unit # A 2,175 Lease $1.10 SF/MO/IG Unit # C 2,000 Lease $1.10 SF/MO/IG 25574 Rye Canyon Road 1,600 Lease $1.10 SF/MO/IG John Erickson (Colliers Int.) 661-253-5202, Chris Erickson (Colliers Int.) 661-253-5207 25159 Avenue Stanford 79,701 Sale $115.00 SF/$9.2M Todd Lorber (NAI Capital) 818-933-2376 27772 Avenue Scott 22,565 Lease $0.80 SF/MO/NNN 27821 Fremont Court; Suite # 6 3,045 Sale $2.15 SF/$654,675 28310 Kelly Johnson Parkway 48,559 Sale TBD 28141 Kelly Johnson Parkway 24,500 Sale TBD Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 28220 Industry Drive 93,519 Lease $0.72 SF/MO/NNN 28575 Livingston Avenue 40,000 Sale $185 SF/$7.4M 28210 N. Avenue Stanford 109,379 Lease $0.58 SFMO/NNN Craig Peters (CBRE) 818-907-4616, Doug Sonderegger (CBRE) 818-907-4607 25161 Rye Canyon Loop 18,465 Lease $0.60 SF/MO/NNN Southern California Innovation Park

Craig Peters (CBRE) 818-907-4616, Doug Sonderegger (CBRE) 818-907-4607 26378 Ruether Avenue 2,994 Lease $1.15 SF/MO/MG 26350 Ruether Avenue 1,756 Lease $1.15 SF/MO/MG Bernards Centre Point Park

Tim Crissman (ReMax/Crissman Commercial Services) 661-295-9300 28320 Constallation Road 2,889 Lease $1.15 SF/MO/NNN 25163 Avenue Stanford 4,200 Sublease $.99 SF/MO/MG Yair Haimoff (Spectrum Commercial Real Estate) 818-579-8540, Andrew Ghassemi (Spectrum Commercial Real Estate) 661-567-1241, Matt Sreden (Spectrum Commercial Real Estate, Inc.) 661-567-1243 24700 Avenue Rockefeller 45,269 Lease $0.68 SF/MO/NNN Craig Peters (CBRE) 818-907-4616, Doug Sonderegger (CBRE) 818-907-4607, Robert Valenziano (CBRE) 818-907-4663 28545 Livingston Avenue 173,000 Lease $0.65 SF/MO/NNN 28454 Livingston Avenue 134,287 Sub-Lease $0.65 SF/MO/NNN Chris Jackson (NAI Capital) 818-933-2368,Todd Lorber (NAI Capital) 818-933- 2376 27811 Avenue Hopkins Suite # 1 3,152 Lease $0.97 SF/MO/Gross Suite # 6 3,152 Lease $097 SF/MO/Gross 26841 Ruether Avenue Suite # D 1,130 Lease $1.15 SF/MO/Gross Ron Berndt (Daum Commercial) 661/670-2000 29069 Avenue Penn 8,050 Lease/Sublease TBD 29077 Avenue Penn 8,050 Lease/Sublease TBD 29089 Avenue Penn 9,278 Lease TBD Kevin Tamura (Daum Commercial) 661-670 -2001 27121 Furnvall Avenue 11,318 Lease $1.42 SF/MO/MG Randy Cude (NAI Capital) 661-705-3553 27831 Smyth Drive 10,484 Sale $209 SF; $2.2M Pamela Verner (SCV Commercial Real Estate Services) 661-714-5271 28411 Witherspoon Parkway 31,995 Lease $0.76 SF/MO/NNN James Ebanks (Realty Advisory Group Inc.) 661-702-8880 x 12, Lauren Hunt (Realty Advisory Group Inc.) 661-702-8882 x 18

Major Industrial Projects

Sq. Ft. Lease Sale/Occupancy

Price

VCC; West of I-5/N of Highway 126

Gateway V

88,752, 105,407

Lease

$0.69 SF - $0.67 SF/MO/NNN

VCC; West of I-5/N of Highway 126

IAC Commerce Center (Phase 1) 116,740, 187,880 Lease TBD Craig Peters (CBRE) 818-907-4616, Doug Sonderegger (CBRE) 818-907-4607, Richard Ramirez (CBRE) 818-907-4639

Future Industrial Projects Sq. Ft. Lease Sale/Occupancy Price SWQ of Newhall Avenue/Sierra Highway Phase 1; The Center at Needham Ranch 16,000 - 223,530; S ale /Lease TBD Craig Peters (CBRE) 818-907-4616, Doug Sonderegger (CBRE) 818-907-4607, Richard Ramirez (CBRE) 818-907-4639 Future Office Projects Sq. Ft. Sale/Lease Price 27335 Tourney Road 45,675 Lease $2.85 SF/MO/FSG Richard Ramirez (CBRE) 818-907-4639, Craig Peters (CBRE) 818-907-4616, Doug Sonderegger (CBRE) 818-907-4607 NOTE: Parties interested in further information should contact the listing broker(s) or James E. Brown, Manager Business Attraction, SCVEDC at 661-288-4413 or via email at Jimbrown@scvedc.org. The Real Estate Section of the SCVBJ is the most comprehensive database of Commercial, Industrial, Retail and Land Listings in the SCV.

ON THE LEADING EDGE GAVEA WORKS TO PROMOTE CALIFORNIA'S HIGH DESERT STEVE KIGGINS SCVBJ Editor

t’s next door to Santa Clarita. Los Angeles is a simple freeway drive. But when you’re here, well, you might as well be a world away. The traffic, light. The cost of living, less. The air, fresh. While the conveniences of the big city are mostly missing – and that’s how the locals like it, by the way – you can still find plenty to do. Stroll the streets in one of just 14 Cultural Districts across all of California. Go to the ballpark to root for the JetHawks or the Whiptails. Relax and sip local wines. Hit up a bowling alley, a movie theater or Diamond Jim’s Casino for a night out. There’s a state park in every direction. You can make a living here, too. Aerospace and aviation have, for generations, propped up the economy – and, now, the fledgling cannabis industry, legal in the Golden State as of Jan. 1, is taking root in the expanse of the Mojave Desert. Here’s the problem: “People just think it’s a dusty, dingy place,” Kimberly Maevers says. A native of this land beyond the glitz and glamour that so many associate with this part of the country, Maevers knows better. And it’s her job to market these 3,000 square miles, tabbed Southern California’s Leading Edge by the Greater Antelope Valley Economic Alliance (GAVEA), as a place of opportunity – particularly for business and industry seeking room to grow at a modest price. The driving force of GAVEA for the past five years, Maevers isn’t shy about sharing the story of SoCal’s Leading Edge, meeting with executives, CEOS, site selectors and anybody else looking for a leg up in a fierce statewide marketplace. She busts myths, she brags about the affordability, she boasts of the built-in workforce. What you need, she tells them, can be found in the Greater Antelope Valley. It’s simply a matter of searching the far-flung landscape. “I’m not just representing one city that has a niche; I get to promote an entire region with these dramatically diverse capabilities,” Maevers says. “That’s truly one of the beauties of my job.”

‘WE’RE IN THE QUALITY OF LIFE BUSINESS’ Before Maevers can tout the benefits of any of the five cities that comprise the Leading Edge, she must address the most basic (and common) question of all: Where is the Leading Edge? Connected primarily by state highways 14 and 58, yet close enough to the bustle of the population centers of nearby Los Angeles and Kern counties, the Leading Edge covers a triangular piece of the California high desert – from Ridgecrest, an out-ofthe-way favorite of the television and filming industry that’s also home to the Naval Air Weapons Station China Lake, at its vertex, to the sister cities of Lancaster and Palmdale, where the some 400,000 residents enjoy urban places and open spaces, at its base. In the middle, separated by less than 30 miles of worn asphalt, are the Leading Edge’s other two entries: Tehachapi, a quaint tourism hotspot with a uniquely local flair, and California City, which, despite its remote outpost, is positioning itself in the middle of the state’s newest billion-dollar industry. “That’s why I have the map on the back of my business card,” Maevers says, stressing the importance of providing a visual to prospective business allies. “Sometimes it’s hard to get them to realize where it is and other times it’s like, ‘Oh yeah, I’ve driven through there … “My map,” she adds, “has to be the centerpiece of everything.” While each city is distinctly different, with its own government, schools and other infrastructure, the Leading Edge’s five municipalities share three common threads that help them fit together as one larger community – albeit with really long roads. • Availability: There’s (lots of) available commercial real estate, approximately 6,500 acres across the region as of January, according to GAVEA. • Affordability: With commercial land priced as low as $6 per square foot, GAVEA says, and lower cost-of-living metrics across the board, the dollar goes further. Home prices, for example, are 60 percent lower in Lancaster than in Los Angeles, and the median price tag in Ridgecrest is, astonishingly, below $200,000.

•

Accessibility: There’s connectivity to the rest of Southern California – and beyond – whether by freeway, railway or air. There’s also access to what GAVEA projects to be about 70,000 employees who leave the Greater Antelope Valley to work in another zip code. They also share a mindset. “We’re in the quality of life business,” says Corey Costelloe, Tehachapi’s economic development director. He chuckles, then recounts three meetings over a recent twoweek period during which he heard the same feelings from business owners looking for change: “I’m done with L.A., or I’m done with Orange County.” When that happens, GAVEA’s partner cities become especially attractive alternatives. Lancaster is the only two-time winner of the Los Angeles County Economic Development Corporation’s “Most Business-Friendly City” award (2007, 2013); Palmdale won in 2015, a year before Santa Clarita claimed top honors. The Leading Edge. It’s more than a catchy nickname. “This moniker is reflected in our geography as well as our mindset and track record of innovation,” says Chenin Dow, the economic development manager in Lancaster. “Since well before area cities were incorporated, we have been on the ‘leading edge’ of aerospace and associated STEM innovation. As the home of companies ranging from Northrop Grumman, Boeing and Lockheed-Martin to Scaled Composites and Virgin Galactic, the Antelope Valley is continuing its rich history as a trailblazer.” ‘A GAME-CHANGER FOR OUR CITY’ The smallest city along the Leading Edge just might be the next pioneer. Envisioned some 60 years ago as a desert rival to Los Angeles, California City never took to its extravagant blueprint, instead developing slowly into just another faraway desert town of little consequence to the rest of the state. Unless folks are looking for an escape, that is. Cal City is a regarded destination for off-roading, providing easy access to a seemingly-endless swath of sand. It’s a prime spot for photography junkies. There are unique opportunities for birding, wildflower viewing and golf, too. And, a year ago, Cal City got a boost with the birth of the Whiptails, an independent baseball team in the May-through-July Pecos League. Tickets for home games at Balsitis Park, against the likes of the High Desert Yardbirds or the Monterey Amberjacks, are $6 – the same as the price for a Dodger Dog at the ballpark in Los Angeles. If the next grand vision for this expansive place in the Mojave Desert is a success, the Whiptails could be playing in front of a lot more fans in seasons to come: Cal City wants to be among the state’s frontrunners in the cultivation and production of cannabis. The early returns have been far more promising than real estate developer Nat Mendelsohn’s 1960s-era dream for a desert me-

tropolis. “The cannabis industry is a game-changer for our city,” Mayor Jennifer Wood says. “As a city it may have aided in turning a financial corner. It has already begun to produce jobs. New [businesses] supporting [cannabis] and unrelated businesses have opened with more on the horizon. “The voters approved the taxation for the various types of cannabis businesses and this revenue will provide breathing room, financially, for the city. We will be able to do more for our citizens,” she continues. “Each of these businesses will also provide some form of community benefit. Some include additional support for our public safety departments, programs for our school-aged children, enhancements at our parks, and more.” Cal City’s cannabis journey began in May 2016, when Wood says the city was approached by a cultivator who wanted to “determine our level of interest in the medicinal cannabis industry.” Seeking to drive local job creation and reduce the city’s need for a supplemental parcel tax, Cal City officials proceeded to set up a series of community meetings and surveys to gather feedback and, then, “MY MAP HAS with support of residents, developed TO BE THE an ordinance that cleared the way for CENTERPIECE OF cannabis-related operations. In the short time since, Maevers EVERYTHING.” credits the cannabis industry for tak—KIMBERLY MAEVERS ing a chunk out of what she described as the city’s “horrible” unemployment rate, which had been as high as 18 percent but now hovers between 6 and 8 percent. These new workers, from botanists to scientists to general laborers, aren’t working for pennies, either. “The ordinance at California City is suggesting that if you’re going to work in that industry, the starting wage is twice California’s minimum wage,” Maevers says. “So, you’re gonna start in the cannabis industry, as a janitor, at 22 bucks an hour.” She laughs. “Do you think they’re gonna get some talent out there?” Already, Cal City has landed a heavyweight. Former boxing champion Mike Tyson, who earned the nickname of “The Baddest Man on the Planet” during his heyday, when he routinely pummeled opponents with a flurry of rights and lefts, broke ground in December on a 40-acre ranch that is planned as a destination for both growers and consumers. In April, Tyson Ranch released its first-ever products, CooperGel, a pain relief remedy, and CooperGel ICE, which incorporates cannabidiol (100 percent pure hemp oil), also known as CBD, an ingredient scientifically shown in some studies to reduce chronic pain. ‘THE BEAUTY OF THE DESERT’ While the cannabis industry could be poised to take Cal City to a new financial high, the rest of the Greater Antelope Valley has been soaring on the wings of another industry since the advent of the powered flight. “From Chuck Yeager breaking the sound barrier to building the nation’s latest bomber, the Antelope Valley has long enjoyed a front-row seat to aerospace history and innovation,” Dow says.

■ (Left): The aerial view of Palmdale in California’s Mojave Desert. Getty Images (Above): A road sign on Pearblossom Highway (California Route 138) in the Greater Antelope Valley. Getty Images

That’s why she’s encouraging aerospace and aviation hiring managers to seek out-of-the-box ways to connect with some of the estimated 70,000 locals who leave every day to work in Los Angeles, Bakersfield, Burbank or elsewhere across the region. “(We’ve) already got the workforce and talent here – ready, willing and able to work – and they’re on the freeway every day going somewhere else,” Maevers says. “Let’s get ‘em off the freeway and get ‘em close to home!”

■ The water tower at Tehachapi Railroad Park is one of the city's historic landmarks. Photo submitted by City of Tehachapi

Even Lancaster’s minor league baseball team, the JetHawks, a Single-A affiliate of the Colorado Rockies, was named for the city’s ties to aerospace. They play home games, appropriately, at a stadium dubbed The Hangar. The industry has helped build the region, too. The home to five major facilities – Edwards Air Force Base, U.S. Air Force Plant 42, NASA Armstrong Flight Research Center, Mojave Air and Space Port and NAWS China Lake – the Greater Antelope Valley was a magnet for prime contractors, with industry giants Boeing, Lockheed-Martin and Northrup Grumman all establishing major divisions. Hundreds of specialized subcontractors have since followed them into the high desert. Today, aerospace and aviation, either directly or indirectly, employ about 50,000 people inside the Leading Edge, with total payroll exceeding $1 billion annually, according to GAVEA research. The full economic impact is nearly $3 billion each year, a total that includes about $600 million in contract spending, GAVEA reports. And, Maevers says, the “Help Wanted” sign is in the window – particularly in Lancaster and Palmdale. “Our aerospace and aviation employers are constantly seeking talent and constantly looking for workforce. They go through this very, very intense selection process and then they get down to making an offer and people are like, ‘No, I don’t want to go there,’” she says. Maevers continues, “One of the biggest challenges we constantly hear about from people who are not from here is … ‘If I bring the wife out here, she’ll look around and say, ‘Hell, no.’ They don’t understand the desert lifestyle, the beauty of the desert. They don’t appreciate it. … We’re constantly having to educate people about the desert (and) everything there is to do. The clean air, the affordability, the great schools. Everything!”

‘WHAT’S NOT TO LIKE?’ The workforce challenges are considerably different in the Leading Edge’s smaller cities: Tehachapi, Ridgecrest and California City need newcomers to grow their respective workforces, yet don’t have the resources to get their message in front of larger audiences. That’s where GAVEA, led by its president, Maevers, steps to the forefront. Annually, GAVEA produces its Economic Round Table Report, a comprehensive book of numbers, statistics, facts and figures, maps and more that might serve as the region’s most effective recruiting tool. Everywhere she goes – near and far – Maevers has a copy. She’s not the only one. “I always have one in my car,” says Doug Lueck, executive director of the Ridgecrest Area Film and Visitors Bureau and a resident of the city since 1990. He adds, “We have people come in all the time and they ask, ‘Could you tell me how many people live here?’ and ‘What about the industry here?’ We use it to tell our story.” Wood, the Cal City mayor, echoes Lueck. “The Round Table Report is the go-to source for the key data [that] site selectors can reference to determine if a community is a good fit for their business or industry and able to fill their needs for expansion,” she says and adds, “If GAVEA didn’t exist, it would be next to impossible for us to do what they do from a marketing position.” The Greater Antelope Valley might be remote. You might need to drive awhile to find a Target. There might not be an InN-Out around the corner. The tradeoff, contends Costelloe, the economic development director in Tehachapi, is a quality of life that might be unmatched in California. “We’re selling quality of life,” he says. “The air is clean. Small town. It’s affordable to build. It’s affordable to live.” Then, Costelloe asks the rhetorical question: “What’s not to like?” 

RIDGECREST

CALIFORNIA CITY

2018 population: 33,723 2023 projected population: 34,427 Median age: 36.39 Average household income: $85,502

2018 population: 15,098 2023 projected population: 16,026 Median age: 34.38 Average household income: $64,603

Did you know? Ridgecrest is within two hours of both the highest (Mount Whitney, at 14,505 feet) and lowest (Badwater Basin, at 282 feet below sea level) points in the contiguous United States.

Did you know? At 325.2 square miles, California City is the state’s third-largest city by land area, trailing only Los Angeles (468.7) and San Diego (372.4).

What’s new? City officials and the

What’s new? California City landed its own professional baseball team in 2017, the Whiptails, one of 12 clubs in the independent Pecos League.

Timbisha Shoshone Tribe have agreed on the framework of a deal to build an entertainment center – including a casino, hotel and restaurant – near the main gate to Naval Air Weapons Station China Lake.

On the web: www.ridgecrest-ca.gov and www.racvb.com

On the web: www.californiacity-ca.gov

The Greater Antelope Valley Economic Alliance is a public/private

partnership that works to facilitate business growth in the high desert cities of California City, Lancaster, Palmdale, Ridgecrest and Tehachapi, collectively known as Southern California’s Leading Edge. Phone: 661-722-6566 Email: info@socalleadingedge.org On the web: www.socalleadingedge.org

30 FOUR QUESTIONS

MARC EMMER Founder and President, Optimize, Inc.

One of the Santa Clarita Valley’s foremost experts on strategic planning and growth, Marc Emmer has chronicled many of his experiences in his recently-released second book. www.optimizeinc.net | 661-313-8047 | marc@optimizeinc.net How did you grow the idea for Optimize, Inc., and how has the company exceeded even your own expectations since its founding in 2002? I think a key to building a sustainable business is morphing from the original business model. In our case it took us about two years to figure out that strategic planning can directly impact a company’s enterprise value and create more opportunity for entrepreneurs and their employees. I didn’t find strategy; it found me. Over time, companies need to expand into new service offerings, and I think we did that really well. What do you believe are the keys to smart and sustainable strategy in today’s ever-changing business world? Given the pace of change, companies are moving toward a more agile approach where they can pivot based on changes in their environment. Several things are really critical in formulating strategy: You have to have a lot of work up front to understand market dynamics, include the right people to create a unifying vision, and be hyper-focused on creating systems for implementation. Strategic planning should be a repeatable cycle and not an event. Your second book, “Momentum: How Companies Decide What to Do Next,” was released in March. What can business professionals and leaders learn from reading it? Momentum is based on real-world stories about our clients, who are remarkably successful entrepreneurs. It is part manifesto on strategic thinking and part how-to on strategic planning. My intent was to provoke thought but to do it in a very practical way. It doesn’t matter if your revenue is $100 million or $1 million, there is something you can apply right away. How do you believe Optimize, Inc., has made a mark on the world? I feel so blessed. Our clients do everything from make parts for every major U.S. fighter and commercial aircraft to parts on 40 percent of the world’s pacemakers. One of our clients built night-vision glasses for the SEAL teams that captured Osama bin Laden. Others make pediatric wheelchairs and care for disadvantaged seniors in downtown Los Angeles. Great organizations are drawn to us, because what we do is help them be the best version of themselves. I truly believe we are creating opportunity and jobs. We are making the world a better place and that is a source of pride for my team.  Steve Kiggins SCVBJ Editor skiggins@signalscv.com

■ Photo by Nikolas Samuels/SCVBJ

Valley Industry Association

VIA Spotlight: Sales Academy Is Back! Selling is not getting someone to buy something they don’t want or need. Selling, when done properly and through a process, helps people get what they need or want. For those who understand the process of selling is helping people, and they know how to do it, their customers don’t see them as salespeople, but simply as someone helping them. With a proven selling process, sales will increase. VIA Sales Academy provides instruction on the tools and skills necessary to succeed. The process is simple – find out what customers want, then show them how to get it. Starting Friday, June 1, 2018, attendees will meet from 7:30 – 9 a.m. for eight 90-minute weekly sessions. Topics include how to create a valuebased presentation, turning objections into opportunities, negotiating win-win outcomes, increasing revenue by managing and organizing time, dealing with difficult buyers by understanding behavioral styles,

mastering the digital side of sales in today’s market, and selling with social media. Confirmed presenters include Terry Mayfield, Vice President Sales, Landsberg; Bill Miranda, Councilman, City of Santa Clarita; Mike Bjorkman, Owner, Home Smart NCG and California Leasing; Fred Arnold, Branch Manager and Mortgage Advisor, American Family Funding; Lee Watters, President, The Watters Group; and Amanda Benson, Business Consultant, Ask Amanda Small Business Solutions. Hosted by Stay Green, attendees will meet at the office located at 26415 Summit Circle. Early registration pricing is available until April 30, 2018. Sponsorship opportunities are also available. Call Kathy Norris at the VIA office 661.294.8088 for more information.

VIA Welcomes Garrison to Board The Valley Industry Association announced the appointment of Michael P. Garrison, CPA, MAcc, partner with KKAJ, LLP to its board of directors. Garrison will also assume the role as the business organization’s treasurer. Originally from Antioch, California, Garrison (pictured) played collegiate baseball at the Air Force Academy in Colorado before finding his way into accounting. He joined KKAJ in 2009 after graduating Southern Utah University with a Bachelor of Science in Accounting and Brigham Young University with a Master of Accountancy, with an emphasis in Taxation. Professional affiliations include the American Institute of Certified Public Accountants (AICPA) and the California Society of Certified Public Accountants (CalCPA). “We’re delighted to have Mike on the board and look forward to working with him,” said VIA chairwoman Diana Meyer.

VIA Luncheon Planning Calendar 2018 SPEAKER SERIES Luncheons begin at 11:45 a.m. at the Valencia Country Club, 27330 North Tourney Road in Valencia unless otherwise noted. Business professionals interested in attending should plan to reserve their seat well in advance. Reservations and payment can be made at www.VIA.org/Calendar or by contacting the VIA office at (661) 294-8088.

Tuesday, May 15, 2018 Santa Clarita Valley Water Agency

Tuesday, June 19, 2018 TBD

Diana Meyer Chairwoman of the Board Logix Federal Credit Union

Tim Burkhart Vice Chair, Programs Six Flags Magic Mountain

Ed Masterson Immediate Past Chairman SOS Entertainment

Hillary Broadwater Vice Chair, Events QM Design Group

Jerry Buckley College of the Canyons

Gary Sproule Vice Chair, Strategy The Signal

J.C. Burnett CourierMessenger, Inc.

Teresa Todd Vice Chair, Marketing Point of View Communications

Denise Covert City of Santa Clarita

Sue Tweddell

Roger Doumanian Harvest Seminars

Kathy Norris

Michael P. Garrison, CPA, MAcc Treasurer KKAJ, LLP Chris Schrage Corporate Secretary and Vice Chair, Advocacy LBW Insurance

Byron Alvarado The Strategy Group

Nola Aronson Nola Aronson’s Advanced Audiology Jason Beaman Poole & Shaffery, LLP

Myles McNamara Comfort Keepers

Gloria Mercado-Fortine Global Education Solutions Jonathan Miller Henry Mayo Newhall Hospital Kim Thomson SCV Relocation Services

Primerica Financial

CEO/President Valley Industry Association

POWER BROKERS OF 2017 PRESENTED BY

Bert Abel

Ron Berndt

NAI Capital 818-742-1652

Daum Commercial 661-705-2299

James Ebanks

Christopher Erickson

Realty Advisory Group 661-702-8880 x12

Colliers International 661-253-5207

Tim Crissman

John Cserkuti

Randy Cude

Matt Dierckman

John Erickson

Kevin Fenenbock

Andrew Ghassemi

Sam Glendon

Chris Jackson

Todd Lorber

Kevin Tamura

Robert Valenziano

ReMax/Crissman 661-295-9300

Colliers International 661-253-5202

NAI Capital 661-705-3551

Colliers International 818-325-4118

NAI Capital 661-705-3553

Spectrum CRE (Formerly NAI Capital) 661-567-1241

CBRE 818-502-6752

CBRE 818-502-6745

Transaction of the Year 379,520 SF lease to health and wellness leader

Lauren Hunt

Realty Advisory Group 661-702-8880 x18

Yair Haimoﬀ

NAI Capital 818-933-2368

Spectrum CRE (Formerly NAI Capital) 818-579-8540

Eric Olofson

Cushman & Wakeﬁeld 310-595-2216

Craig Peters CBRE 818-907-4616

Richard Ramirez CBRE 818-907-4639

Doug Sonderegger CBRE 818-907-4607

NAI Capital 818-933-2376

Nigel Stout

Jones Lang LaSalle 818-531-9682

Matt Sreden

Spectrum CRE (Formerly NAI Capital) 661-567-1243

Daum Commercial 818-449-1631

Stay in touch with us!  661-288-4400  scvedc@scvedc.org  www.scvedc.org

CBRE 818-907-4663