EHL Jubilee magazine 30 Years

30 Years Life for real estate

Contents: EHL Magazine

3 Editorial

30 EHL Immobilien Bewertung Astrid Grantner and Wolfgang Wagner 34 The Rising Stars Career in blue-white colours 48 EHL Research The EHL market reports 40 Internationally connected The Partnership with BNP Paribas Real Estate 42 Looking from outside Heinz Fletzberger and Michael Mitterdorfer 44 Customers say their say What business partners say 50 Multiple awards EHL’s prizes 54 Social Commitment EHL’s open heart

4 The company The EHL group 6 History of the EHL 30 years of EHL 10 Interview with Michael Ehlmaier 16 The EHL Management The team and its success 18 EHL Wohnen Karina Schunker 22 EHL Investment Consulting Franz Pöltl and Markus Mendel 26 EHL Gewerbeimmobilien Stefan Wernhart

IMPRINT: EHL Immobilien GmbH I Prinz-Eugen-Strasse 8-10, 1040 Vienna I Telephone: +43 1 512 76 90 I E-Mail : office@ehl.at I Web: ehl.at, Com- mercial register number: FN 48640 f I Commercial register court: Commercial court Vienna I UID: ATU 371 632 07 I Layout: epmedia Werbeagentur GmbH/AD Alexander Heilmann I Photos © : Adobe Stock, Philipp Schuster, EHL Immobilien

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Editorial: Gerhard Rodler

Commitment from the top

J ust a few companies have developed with such step-by-step consistency to become one of the leading market partic- ipants and have shaped the industry as significantly, setting new standards in terms of quality as EHL. Take for example the extremely well-founded market reports, or the many smaller or larger innovations with which EHL has enriched the Austri- an property market. I believe, furthermore, that this constant, sustainable success is also based on another pillar: These are the human values that are actually lived here day after day. What I personally find so remarkable about EHL is the proof it has demonstrated namely that the combination of the highest level of commitment, well-founded professional competence and lived humanity is also not only possible, but even more successful and sustainable. "Going that extra mile for the customer” is the EHL team’s tenet. Even a mantra. Without a doubt. Many successful market participants work hard and are motivated. But, there is also humanity in action. And it is precisely this humanity in all its facets that EHL, in addition to its profound exper- tise in the real estate field, actually emphasises most clearly. This singles the EHL out most of all.

Three decades! Half an eternity or the blink of an eye in history. In 1991, to- day's EHL was founded in small begin- nings. Michael Ehlmaier succeeded in turning these small beginnings into a successful company. Today, the EHL is the absolute place to be, in many respects.

What would you wish a successful company on its 30th birthday? Birthday wishes to a company that has already achieved so much and wants to and will achieve even more? Would it be selfish to wish something more? Like: That the EHL will carry on living its values, as before. It is this hu- manity and unique commitment that enrich- es and positively develops our economic sector.

„If the EHL were not there, we would have to invent it“.

Sincerely,

Gerhard Rodler

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EHL: Group

Exalted Dynamic & Professionalism

In the three decades since its founding, EHL has evolved from the founding of a residential and office property advi- sor to a leading property company that offers well-found- ed and professional real estate services. With the high level of expertise of the entire EHL team with its excep- tionally motivated employees, EHL customers are thus making excellent progress.

EHL Immobilien GmbH

Michael Ehlmaier FRICS

Staff Finances

Marketing IT

Market Research

EHL Investment Consulting GmbH

EHL Gewerbe- immobilien GmbH

Michael Ehlmaier FRICS

Stefan Wernhart MRICS

Markus Mendel MRICS

Office properties Retail properties Logistics Asset Management

Franz Pöltl FRICS

Investment consulting Transaction consulting Portfolio consulting Structured bidding procedure All asset classes

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EHL: Group

EHL Wohnen GmbH

EHL Immobilien Bewertung GmbH

Astrid Grantner-Fuchs MRICS Wolfgang Wagner MRICS

Karina Schunker MRICS

Rental apartments Owner-occupied flats

Retire apartments Land and houses Property-developer consulting

Market value assessment Portfolio valuation IFRS expert opinion Utilisable value appraisal Appraisals for tax purposes

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EHL: History

With a brisk pace through the real estate industry Back then, EHL started with three people; today, clients can rely on a large team of real estate specialists. The road to this point was demanding, but it has strengthened the team spirit all the more and shaped the shared EHL values.

real estate industry was very different. “A real estate de- velopment country" joked the Germans, who mocked the ad- mittedly rather straightforward range of real estate products. The first investors from the Anglo-American world com- plained: “An insider market where most deals are made among themselves and trans- parency is a foreign word.” And both prejudices may have been justified. Some interna- tional broker chains withdrew at that time, others were still

Almost zero hour – Michael Ehlmaier at his workplace.

I t was far from being a company founded in a garage, but the development in the first three decades of EHL's history is certainly exciting and extraordinary. Then, at the beginning of the 1990s, the Austrian

feeling their way about the market.

Especially in the cities, real estate property was not easy to come by.

EHL Journey through time

1991 – Founding of the CPB Immobilientreuhand

1994 – Michael Ehlmaier joins the company

1995 – EHL starts successfully with the marketing of retire apartments

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EHL: History

heeled clientele of the private bank, but it was soon in demand from other market participants as well. It thus quickly became clear that today's EHL had to po- sition itself as an independent brokerage company. It started with four desks in the rear office wing of the Ringstrassengalle- rien And everything else was different from today, or almost everything. Even back then, "go- ing the extra mile for the cus- tomer" was not yet a mantra as it is today, although the little extra effort and service was prevalent from the very first hour. Shortly after Heinz Fletzberger, today CEO of the renowned housing

The first team: GF M. Mitterdorfer, H. Fletzberger, M. Lindlbauer and M. Ehlmaier.

developer SÜBA, and Manuela Lindlbauer, who is now a successful personnel consultant, Michael Ehlmaier augmented the team. That was on 3 October 1994, just three years after the company was founded. Mi- chael Mitterdorfer, who later built up and expanded the Wlaschek real estate empire for more than 20 years as a board member of Amisola AG, was the managing di- rector at that stage. Somehow this was quite challeng- ing for the always ambitious youngster Michael Ehlmai- er as the third employee. After all, the managed asset classes, namely residential and office, were already in firm hands. Heinz Fletzberger was responsible for the office business, with huge success, and Manuela Lindl- bauer was no less committed to the residential sector.

In the 1990s, people in Vienna traditionally lived in rented accommodation, preferably in municipal build- ings or cooperative flats. Investing money in real es- tate of any kind was reserved for an exclusive circle of affluent industrialists and entrepreneurs. It was precisely at this time, however, that the first signs of a new beginning and a new self-image in the real estate industry appeared in Austria, especially in Vienna. At that time, Constantia Privatbank conceived the mod- el of the retire apartment. The idea was to develop a reliable investment product for the private bank's cli- entèle. The apartments were financed by means of a loan, rented out and the monthly rental income was used to service the loan instalments. In retirement, when the instalments are paid off, the rent represents a second pension. What is almost standard today and still in high demand was laughed at and boycotted by some estate agents back then. There were hardly any estate agents on the market who wanted to sell this new product. CPB Immobilientreuhand (now EHL) was the first company to first sell and later rent out these flats. Originally, this product was intended for the well-

And where was place to be found for a third member of the group?

Forming a team out of individual fighters and then shouldering it together in trusting cooperation, saving competitive thoughts for the competition and concen- trating on what we have in common; these have been

1999 – Michael Ehlmaier becomes managing director

2004 – 1. Office market

2003 – Foundation of the research division – 1. Press conference on the real estate market

2006 – Foundation of the division property assessment

report: Launching of EHL market reports

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EHL: History

known real estate entrepreneur also learned his real estate trade at today's EHL.

Michael Ehlmaier with his first Caesar. Ten more are to follow for the EHL up to today.

It soon became clear to Michael Ehlmaier that the company, which was originally conceived as an "in- house estate agent" of a private bank, could only develop successfully if it demonstrated independ- ence. With great commitment, he therefore acquired third-party properties from a wide variety of sellers. Eventually, Michael Ehlmaier became authorised sig- natory and head of sales for commercial real estate after only three years in the company; after fi ve years he took over the management. From the beginning, Ehlmaier was driven by the conviction that successful marketing of real estate is only possible with a strong team. Thus, some of today's best-established real es- tate managers passed through his EHL school. One such example is Wolfgang Scheibenpfl u g, w ho w as with EHL from 1997 to 2013 and who is now Head of Real Estate and Location Management at Flughafen Wien AG. Many of EHL's current managers have been on board for what feels like an eternity: Alexandra Bauer, who is part of EHL since 2003 and is still responsible for the market reports of the EHL group of companies. Stefan Wernhart, who is with the company since 2005 and today is Managing Direc-tor of EHL Commercial Property. Herwig Peham, who joined the company in 2004 and is successful as the division manager for investment, and the apartment house specialist Thomas Stix; he has been part of the EHL Group since 2006. Step by step, the company developed into a renowned and successful real estate company and the number of employees steadily grew.

Michael Ehlmaier's strengths from the very beginning. Subsequently, Michael Ehlmaier, who at first probably sat between the chairs, became the team-building third member in record time, taking care of office as well as retail and investment properties. It is probably this intuitive ability to generate team spirit and then focus forces together towards the market that soon brought Michael Ehlmaier to the forefront of the real estate industry. Even back then, the company forged careers for the future. Consequently, many names that are very well known today launched their profes- sional flights into the orbit of the then CPB Immobil- ientreuhand. For example, Daniel Jelitzka, the well-

EHL constantly developed into the leading real estate service provider.

2011 – New EH headquarters “Bureau am Belvedere“ in the Prinz-Eugen- Strasse 8-10

2008 – Entry of Franz Pöltl and foun- dation of the EHL Investment Consulting

2009 – Successful management buy-out by Michael Ehlmaier and change of name to EHL Immobilien-Gruppe

2010 – Start of the Asset Management Division for private and industrial investors

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EHL: History

Twin Tower stopover. In 2002, the company already has 30 employees.

the surrounding area were replaced virtually overnight and the most remarkable brand relaunch in the real estate industry was completed. In 2017 and 2018, the EHL Immobilien Group restructured itself and founded the subsidiaries EHL Wohnen GmbH, EHL Gewerbeim- mobilien GmbH and EHL Immobilien Bewertung GmbH, which opened up new growth opportunities and com- petitive advantages in the existing business areas of leasing, sales, investment and asset management. EHL is an Associate Partner of BNP Paribas, which brings further great added value to EHL clients with its par- ticularly outstanding international network. In 2021, EHL celebrated its 30th anniversary.

Today's EHL - and this is also part of the history of this company - has been confronted with quite excit- ing challenges over the past 30 years. The biggest was probably the financial crisis of 2008, which has long since been overcome. Today's EHL went through these turbulent times with a sense of purpose and sta- bility because every crisis is also an opportunity that must not only be recognised but also quickly seized. The former CPB also found a new shareholder at that time: Michael Ehlmaier became managing partner of EHL and gave the company the first three letters of his surname. On 1 July 2009, hundreds of construction panels, banners and advertising signs in Vienna and

2017 & 2018 – New structuring of company – Foundation of the EHL Wohnen GmbH, of the EHL Immobilien Bew- ertung GmbH and EHL Gewerbeim- mobilien GmbH

2019 – The international real estate service provider BNP Paribas Real Estate, present in 23 countries, is a new Associate Partner

2021 – 30 YEARS

EHL JUBILEE

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Best service for the customer When a company grows steadily and successfully for 30 years, then the proof of concept is thoroughly evident. It's obviously the summation of a very special team at the EHL. In an interview, Michael Ehlmaier unveils the “secret” of this remarkable marathon of success.

Michael Ehlmaier looks back on a marathon of success and is optimis- tic about the future.

Interview: Michael Ehlmaier

T hree decades ago, today's EHL took off very modest- ly in its first office in Vienna's first district. First two, then three employees, a secretary and Michael Mitterdor- fer as the founding managing director. That was about it - nothing more, nothing less. Since then, it has developed into the country's leading real-estate service provider; EHL is highly respected in the industry. How do you manage to develop a company in such a way that every customer is looked after as a real VIP? A company in which quality needs no specific mentioning because it is simply self-evident? Michael Ehlmaier, the executive partner and EHL mastermind on insights and prospects.

Music is Michael Ehlmaier's great passion.

What are his pillars of success?

Ehlmaier: First and foremost, they are the values that we as a team live by every day in our dealings with our clients and employees, especially trustworthiness, commitment, fairness and reliability. These values are very highly esteemed and appreciated by our custom- ers. Furthermore, we invest a lot in the optimal training and further education of our employees as well as in our brand identity and our marketing, so that the high level of expertise in our company not only remains se- cure, but also becomes visible.

value in the real estate industry. Is this the secret of success?

Ehlmaier: In fact, I consider professional marketing as very important. The main aim is to further increase and consolidate our high level of awareness and rec-

EHL is firmly rooted in its target groups and is regularly attested to have the highest brand

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Interview: Michael Ehlmaier

Michael Ehlmaier considers professional marketing as crucial.

from existing customers. These new customers usual- ly become regular customers, which results in strong, continuous growth at a high level. I am particularly proud of this high level of customer satisfaction and loyalty, which I owe to our excellent employees. Of course, I am also pleased with our numerous quality

ognition and to establish our group of companies as the very first address for a wide range of real estate aspects. But the true secret of our success remains first and foremost the trust and loyalty of our custom- ers. More than 80% of all new customers come to us with their real estate issues through recommendations

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Interview: Michael Ehlmaier

competence and making it visible. We prove this com- petence above all through our marketing successes. But we can also demonstrate our expertise through our carefully researched and continuously updated market reports. This claim to competence runs like a golden thread through our entire communication. The EHL slogan "We live real estate.” How is it to be understood? Employees who live for real estate? Ehlmaier: Exactly. "We live real estate" presupposes employees with the right frame of mind and equal val- ues. An important basis for our success is a very good and collegial working atmosphere, which builds up am- bitious people and coheres them in the long term. We don't "just" see ourselves as a team, but as a big EHL family and that's how we function. We cooperate and support each other internally wherever it is necessary or requested. Of course, our customers also benefit from this team spirit and this positive mindset.

Award ceremony after a real estate tennis tournament with Thomas Muster and doubles partner Andreas Vitasek.

awards, which also reflect the high level of acceptance and appreciation of EHL within the industry.

Do you see the EHL brand as a promise of quality?

What was your vision when you took over management?

Ehlmaier: It is self-explanatory that our customers can rely 100% on our promise. It is not about placing our logo on the street or in the media as often as possible, but first and foremost about proving our all-embracing

Ehlmaier: To be honest, back then - in 1999 - I had no concrete vision regarding growth and expansion, only that I was specifically concerned about achieving greatest possible customer satisfaction. I wanted to build up a widely recognised real estate service com- pany that serve all of our clients' real estate needs from a single source. From the beginning it was clear to me that I could only succeed with very hard-working and competent employees.

You would have achieved that today as well...

Ehlmaier: Of course, we will continue to strive to con- tinuously improve our range of services to the advantage of our customers. In particular, we will strongly push the issues of digitalisation and greening in the future. For me, the motto applies: "If you stop getting better, you stop being good."

What do you plan for the future?

Ehlmaier: I am currently very intensively occupied with the issues of corporate culture and corporate values. In any case, the aim of our corporate culture is always to be a reliable and responsible partner to our customers and employees. We offer a familiar working atmosphere and a family-friendly environment. I look forward to

In 2018, M. Ehlmaier was among the finalists for the second time at the renowned “EY Entrepreneur Of The Year Award” nominated in the service-provider category.

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Interview: Michael Ehlmaier

"Whoever stops getting better has stopped being good."

coming to the office every day and that is largely due to the very special people who I appreciate not only profes- sionally but also personally.

so far at EHL and above all for my wonderful family with our 4 children. Apart from health and happiness, I wish for a lot of positive energy going forward, one or two sparkling ideas, a great EHL team and many loyal customers who can rely on us 100% at all times.

What is your personal wish for the future?

Thank you for the conversation.

Ehlmaier: I am very grateful for what I have achieved

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EHL: Management Team

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EHL: Management Team

The hierarchies are as flat as possible. The working atmosphere is informal and the dedication of each individual employ- ee is exceptional. An important compo- nent of the decades-long EHL success. The team to success M anagement at EHL means: Leading by motivation and motivation by example. Leadership at EHL comes mainly from within the company, connected by the same values. The EHL family is united by the same values: Striving for top quality, going that extra mile for the customer, enjoying one's own performance, trustworthiness and the highest level of loyalty. And that has been lived up to for a very long time. A picture that says more than 1,000 words. The EHL Dream Team from left to right: Stefan Wernhart: the most successful commercial marketer in Austria has spent most of his professional career at EHL; Markus Mendel: after many successful years at Franz Pöltl's side, he was promoted to management; Franz Pöltl: built up the investment division right from the beginning; Michael Ehlmaier: heart of the company; Karina Schunker: classic EHL career from the be- ginning in 2012 via procuration to management; since 2016 Astrid Grantner: like her management colleague, she was there practically from the be- ginning; Wolfgang Wagner: started as business unit manager for evaluation in 2008, now part of management.

Text: Gerhard Rodler

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Innovative residential professional

EHL residential managing director Karina Schunker relies on inno- vative marketing strategies and is bubbling over with verve. Her credo: New ways with a first-class, motivated team. With the high- est level of commitment, tact and a great deal of joy, she deals with one of the most important basic needs of people: housing. The satisfaction of her customers enjoys top priority!

For Karina Schunker it is a fulfilment to find the right home for her customers.

Interview: Markus Mendel & Franz Pöltl

It is always about giving our customers the best possi- ble advice and taking their individual ideas and values into account.

KARINA SCHUNKER

For Karina Schunker people take centre stage.

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30 YEARS I Jubilee

Interview: Karina Schunker

E Karina Schunker was definitely not a stranger when she was appointed as the new managing director of EHL Wohnen GmbH this year. Having been with the EHL Group for nine years, the move to the top of the company

informative talks with experts and shares experienc- es from real estate practice. Most recently, for exam- ple, the topics of innovations in housing law, building certifications, real estate valuation, sustaina- ble construction, digitali-

was the logical next step in her career for the successful team lead of the owner-occupied flats and retire apartments busi- ness domain. "The real estate industry and here in particular the EHL was my professional home from the beginning", she comments on her close, almost family-like relationship with the EHL Group. Here she wants to determine the main points: "EHL Wohnen is excellently positioned with its 20 perfectly trained and ex- perienced employees, we have a strong market position and an excellent team, and we must also prepare ourselves for the future," emphasizes Schunker. "Changes in the legal frame- work and, above all, constantly new technical possibilities in customer communication, re-

sation in real estate mar- keting and living in times of home office were vividly presented. Schunker's second major top- ic is the ongoing optimisation and expansion of the array of services. The "comprehen- sive carefree package", which accompanies sellers from the planning stage to the suc- cessful sale or letting, is just as much a part of this as the transparent exchange of infor- mation and detailed reporting: “Within the EHL Group, we ob- viously have an enormous com- petitive advantage. For our clients, it is an impor- tant asset that, in addition to sales and letting, we can also offer valuation as well

Schunker’s Podcast „Reden wir übers Wohnen“ (Let’s talk about housing) provides up-to-date information.

as a strong investment team for exits from the same single source." Recently successfully brokered residen- tial properties include, for example, the MySky Hoch- haus (high-rising building), Heumarkt 25, Wildgarten and many more. Schunker also underlines the advantages of a wide range of services with regard to the wide-rang- ing array of services offered by EHL Wohnen itself: "I'm rather sceptical about specialising in niches, because every project is very multifaceted in itself. Only someone who is just as at home in the luxury sec- tor as in the affordable housing segment can guaran- tee his clients an optimal advisory service and a broad range of properties." And she will certainly never de- viate from this claim: "EHL Wohnen will always stand for individual and tailor-made advice, regardless of whether it is a small project or a large residential com- plex. Our customers are our most important partners and we want to live long-term and we want to live out successful business relationships with them in a sustainable way.”

quire continuous innovations in order to offer our cus- tomers faster communication channels and thus op- timal services." Karina Schunker is currently working intensively on the optimised use of digital marketing tools to reach customers even better: “Selling apart- ments in Vienna and, above all, renting them does not happen by itself. There is a competitive market envi- ronment and only those who act with the highest com- mitment and encompassing competence will be able

Behind every transaction are people with their values and needs.

KARINA SCHUNKER

to exploit projects successfully and safely.” The EHL podcast "Reden wir übers Wohnen (Let's talk about housing)”, initiated by Karina Schunker, provides reg- ular information on current topics relating to housing and property. Karina Schunker holds interesting and

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Experienced dealmakers He concludes deals that don't actually exist - but he has the staying power it requires. EHL Investment Consulting MD Franz Pöltl is the discreet marathon man. And co-managing director Markus Mendel a congenial partner.

With Markus Mendel and Franz Pöltl, EHL Investment Consulting occupies pole position for the future.

Interview: Markus Mendel & Franz Pöltl

T he one loves to relax on the running track and also displays perseverance at work, the other handles pending transactions in permanent phone calls and rather prefers the body-building gym. Franz Pöltl and Markus Mendel are two contrasting types, but precise- ly because of their differences they cover a particularly wide spectrum of needed skills and complement each other perfectly. Sometimes it is persistence and stay- ing power, sometimes spontaneous agility and a crea- tive idea that are crucial to the realisability of a trans- action. In any case, hardly anyone is as successful on the investment market as the team around Franz Pöltl and Markus Mendel. In 2008 Michael Ehlmaier invited Franz Pöltl to the newly founded EHL Investment Consulting after 18 years of working for major Austrian banks. Franz Pöltl still describes this move as the best decision of his career. Together with Michael Ehlmaier, Herwig Pe- ham and Thomas Stix, he was able to further expand the investment area and make it into what it is today. Over the past 14 years, the number of employees has steadily increased to a powerful team of currently 10 employees. With Markus Mendel, another managing director was appointed from within the company in 2019 and the company has since then developed into the leading investment broker in the country. In order to transform EHL Investment Consulting into the lead- ing advisor for investment and capital market transac- tions, it was necessary to augment the pure marketing activity with a whole bundle of services and consult- ing. This is where the positioning of the EHL Group as a full-service provider in the real estate consulting sector pays off, because our clients - whether sellers or buyers - also receive a lot of additional information and estimates, in addition to investment advice, which help to successfully implement a transaction. This be- gins with the presentation of the submarket relevant to

from real-life practice who deal with the management of comparable properties or spaces on a daily basis and who, at the client's request, can for example also assume the actual letting at the estimated rates and thus also take responsibility for their own assessment. Of course, the highly committed team of transaction specialists, who continue to develop their skills not only through on-the-job training, but also through on- going external qualification measures, is an enormous- ly important and the cornerstone of EHL Investment

We have an excellent team of employees, which has been the cornerstone of our success over the past 14 years.

FRANZ PÖLTL

Consulting's success. Each of the investment profes- sionals has a unique network, which is ultimately deci- sive for the conclusion and the successful search for the best buyer or the best property. Thanks to this very closely-knit network and deep market penetration, EHL has already been able to implement many remarkable transactions in all asset classes (office, retail, logistics, institutional housing projects, student residences, ser- viced flats, etc.) as well as in all deal variants (struc- tured bidding procedures, off-market deals, portfolio transactions, sale & lease-back variants, etc.). The "all-round view" of Mendel and Pöltl as well as the depth of advice positively separates EHL Investment Consulting from the competition. "Our clients appre- ciate the all-embracing advisory approach, our view of the big picture and our willingness to go the "extra mile" to make a transaction possible," says Markus Mendel. It was not uncommon in the past for creative solutions to be found for challenging situations in a transaction process. Franz Pöltl: "It is precisely in such situations that our transaction managers, who have already handled a large number of deals, can score points with their vast experience and get the process back on track." A very important aspect of the daily work is also the possibility to offer clients an excep- tional quality of service in line with international stand- ards and to ensure that this is always guaranteed, even in cross-border portfolio transactions. Together with the global network partner BNP, with whom EHL Investment Consulting collaborates very closely with a huge amount of success, it is ensured that all custom- ers can expect the same quality of advice, regardless of whether they are considering the acquisition of real

The fact that we are fully commit- ted and that we can also draw on specialists from other EHL areas gives us a significant advantage.

MARKUS MENDEL

the specific property, the analysis and interpretation of competing properties and extends to the evaluation of rental levels and the analysis of potentials and risks, including in the area of management. The added value for our clients is particularly achieved by the fact that these analyses come from experienced specialists

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Interview: Markus Mendel & Franz Pöltl

Versatility is the secret of Franz Pöltl's success.

With Markus Mendel, the next generation came into the leadership.

not afraid to put in a night shift for our clients to se- cure transaction success”, says Markus Mendel. The marathon man Franz Pöltl, as Immobilien Magazin de- scribed him in a portrait almost a decade ago, shows extraordinary stamina here and is always there for the clients for the all-important personal exchange when required. "The EHL motto 'We live real estate' is not just a sim- ple advertising slogan, but translates what we do day after day and what our passion is. It is tremendous fun to initiate and accompany real estate transactions, to manage the process and to celebrate the success with the entire team at the conclusion - this combi- nation of business and fun is one of the reasons why we are so successful in what we do”, says Franz Pöltl.

estate in London, New York or Vienna. Markus Mendel has contributed significantly to this development. Due to his successful commitment, he was promoted first to authorised signatory and then to managing direc- tor. Under his leadership, EHL Investment Consulting has further developed and perfected the preparation of market analyses and presentations as well as due diligence reports. The main focus of our work is al- ways to achieve an advantage for the client through the successful realisation of a transaction. In addi- tion to that, good training, market knowledge and a network are vital, but above all, also a willingness to work longer, harder and more goal-oriented, because nothing is as motivating and ultimately satisfying as a transaction brought to a close. "We all have a strong client orientation in us and, if it is necessary, we are

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Down to earth high flyer

The more demanding the market be- comes, the more the real estate agent, who is now more of an advisor than an in- termediary or broker, is called upon. And subsequently becomes a person of trust when it comes to real estate brokerage. Preferably like Stefan Wernhart.

For Stefan Wernhart estate agents and property brokers are also trusted confidants.

Interview: Stefan Wernhart

R emained down to earth – that is the managing di- rector of EHL Gewerbeimmobilien GmbH. Perhaps this is one of the reasons why he and his team were recently able to realise by far the largest deal on the Vienna office market and why the team he leads, con- sisting of 14 office, retail and logistics specialists, is al- ways at the top of Immobilien Magazin's property bro- ker ranking. Although, Stefan Wernhart is not merely concerned with the quantity, but rather with the qual- ity. "If the quality of our service is right, the quantity follows suit. Nobody in our team cares about making a fast buck, or quick business. We want to maintain sustainable, long-term business relationships with our clients”, he says, and the com- pany’s constant growth shows that this is working out perfectly. In any case, Stefan Wernhart likes to plan for the long term. He has been part of the EHL for a decade and a half now and can hardly imagine any- thing else at the moment: "We experience an incred- ibly strong sense of togetherness here at EHL, based

"If the quality is right, the quantity will come by itself," says Wernhart

Trust must be earned through honest communica- tion, competent advice and commitment.

STEFAN WERNHART

on a long-term approach and loyalty." The "owner-man- aged" factor is one of the building blocks of success for Stefan Wernhart: “Michael Ehlmaier is not only our brand ambassador, he is also a people's person in the best sense of the word.” His personal values embody the corporate culture of EHL: Trustworthiness, commit- ment, fairness and customer orientation in every re- spect." Fluctuation in the team is accordingly low and this, of course, ultimately benefits the customers, who can rely on this continuity and long-term build-up of expertise and trust. After all, brokers are also persons of trust once they have worked together for a certain length of time and with a certain intensity - and EHL is probably one of the record holders in terms of regular customers. "You have to earn and continuously optimise the trust of your clients through honest communication, compe- tent advice and maximum commitment," says Stefan Wernhart. Sometimes customer relationships even lead to personal friendships. "Speaking the language of our clients, also being able to empathise with their values, aims and objectives on a very personal level set us apart

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Interview: Stefan Wernhart

area as well. On the tenant’s side, the service begins with the detailed definition of the requirements profile. EHL develops tenant-specific search profiles, prepares detailed market and location analyses and feasibility studies, acts as a mediator in lease negotiations and as a consultant in occupancy and planning studies, all of this in coordination with potential tenants. On the landlord side, amongst other things, EHL supports with advice and structuring of suitable marketing concepts, development of property-related marketing strategies, provision of comprehensive market data from EHL Market Research or detailed processing of the current market situation on the office market, to mention just a part of the array of services.

from other market participants in tandem with our ex- cellent professional competence," says Stefan Wer- nhart. "The families of our customers and employees are often invited to our events; a fact which underlines the personal component of our cooperation." All of this contributes to EHL's overall image and is also a reason why, despite all of its regular successes, EHL has never lost its foothold on the ground. Stefan Wernhart's team is able to continuously prove that it is possible to se- cure close client contact even with increasing volumes. Despite all continuity, the office leasing market is cur- rently changing rapidly and profoundly, and with it the service portfolio of EHL itself. “The currently rapidly ad-

At EHL, he experiences a sense of togetherness based on longevity and loyalty.

Due to the technical innovations, EHL today invests significantly more in the perfect preparation and po- sitioning of the objects, across all relevant platforms and marketing channels. Most recently, the digital marketing channels and media plans were expanded and optimised. The constant further development of the brand image and innovative marketing are not an end in themselves, but an essential success factor for the team at EHL Gewerbeimmobilien GmbH.

vancing digitalisation has led to a significant change in the office and retail market. Our clients are facing new opportunities and challenges due to the implemen- tation of flexible, hybrid working models in the office market and the strong increase in on-line trade in the retail market. We help them to make the right real-es- tate decisions for themselves.” Precisely because EHL is so broad-based and operates across departments and disciplines, EHL is often an innovation driver in this

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Astrid Grantner also trusts her human instinct.

"The attractiveness of the property"

As the second youngest business unit in the EHL family, property assessment has made it to the top in Austria in record time - and there is probably a good reason for that. In-depth expertise and many years of valuation experience, coupled with EHL's quality standards, are the cornerstones of successful business development.

For Wolfgang Wagner every customer is VIP clientèle.

Interview: Astrid Grantner & Wolfgang Wagner

A strid Grantner and Wolfgang Wagner also use databases, automated research sources and state-of-the-art valuation programmes wherever it makes sense and, true to EHL's self-image as an innovation driver, the ongoing screening of techno- logical innovations in the valuation field is pursued with corresponding commitment. “Technology does not stand still which means that our job profile is constantly changing. But the more technology and mere algorithms are involved, the more important the human factor becomes. This is also the case in property assessment,” says Astrid Grantner, who heads EHL Immobilienbewertung together with Wolfgang Wagner. "In the end, experienced experts are always respon- sible for the assessments", says Wolfgang Wagner, and adds: "The assessment expertise and the "feel" for the actual market values of real estate will not be replaceable for a very long time.” An individual and detailed analysis of each project is in the fore- ground, especially since assessment reports are al- ways the basis for important strategic and financial decisions. Wolfgang Wagner: "It is not just about the one figure at the end, but always about com-

Our customers consider us as a partner.

WOLFGANG WAGNER

plex issues that have to be analysed and clarified in the course of the assessment process." "And here our experts, in almost detective-like detail work, not only fall back on the internal assessment expertise, but also use the real estate knowledge within the entire EHL Group, which has been continuously built up and expanded over three decades," adds Astrid Grantner. This proximity to the market en- sures an exact market value determination - an added value from which customers benefit directly. Increasingly, the scope of tasks within the frame- work of an assessment mandate is also expanding in the direction of more comprehensive counselling of customers. Wolfgang Wagner: “Our customers perceive us as partners and involve us, for example, in their decision making early on in the acquisition process. Some owners also ask what kind of project development would make the most economic sense

We invest in people, in our employees.

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Interview: Astrid Grantner & Wolfgang Wagner

for a property." The assessment team also supports with studies on possible development scenarios for a property in the given market environment and assesses different utilisation options. And this is

In our assessment, too, peo- ple take centre stage.

ASTRID GRANTNER

exactly one reason for the two managing directors, namely, why every customer of EHL Immobilienbe- wertung is equally important and significant: "With us, literally every customer is a VIP customer who is treated with corresponding priority."

How it works?

Because of a professional team that is one of the largest in Austria. “We can distribute the care of our customers over a large number of experienced shoulders. This way there is no 'bottleneck' and we can advise our customers quickly and efficiently," says Astrid Grantner. And that is something special – at least in Austria. The assessment team includes many experienced employees who are themselves sworn and court-certified experts and members of the Royal Institution of Chartered Surveyors (RICS). Wolfgang Wagner: “As a service provider, we invest a lot in the optimal training and further education of our employees. Our team will be expanded ac- cordingly due to the continuously growing order situation. The development and promotion of young employees is a special priority to us." What is it that particularly distinguishes all these employees - in addition to professional training, cer- tification and ongoing further training? What is the unique selling position of the EHL rating? Certain- ly, the willingness to "go the extra mile", especially when one is pushed for time. Perhaps this is also one of the reasons why the assessment area can point to a growing number of regular customers. With the highest reliability and above-average com- mitment, the EHL team of valuers has been advising numerous renowned companies for many years and enjoys a particularly high level of credibility.

We are so fast because our experts do not cause bottlenecks.

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Rising Stars: EHL

Great Place to Work: EHL Rising Stars

N owhere else in the industry is this lived as inten- sively and sustainably as in EHL. Literally, the EHL Group is a "best place to work". But the EHL is also becoming an almost legendary career forge. In the 30 years of the company's history, true real estate legends have started their careers in what is now EHL. Many of them are still part of the EHL family today, others are well-known entrepreneurs in the industry today. No matter where, to this day the vast majority feel emotionally part of the big EHL family. The EHL team is a sum of experts who work closely together to create success. And that makes it simply one of the greatest career forges imaginable. Seven of the current Rising Stars representing a team full of op- portunities, verve and joy at work.

A simple calculation: The sum of all employees re- sults in the success of the company. Rather logical, really. Here, for example, seven young EHL employ- ees are called before the curtain.

Magdalena Roll, BA Marketing

"Real estate marketing is as diversified as real estate itself. In my day-to-day work I experi- ence new challenges every day that one can master and grow from. Due to my diverse and cross-departmental area of responsibility, I am in contact with many colleagues from most di- versified areas and was thus able to find my feet very quickly into the EHL family, which also welcomed me warmly. I am looking forward to what the next few years will bring."

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Rising Stars: EHL

Prok. aDipl. BW WU Anita Selim, MBA Staff | Team Lead

“I've been working at EHL since December 2016 and I've really felt a part of it since my first day. That's because the working atmosphere is collegial and familiar, but

also absolutely professional. The way colleagues treat each other is open, fair and friendly. For me, a good job is not only defined by the job itself. With experience and qualifications, you can find a suitable job, but finding such a good atmosphere is much more difficult."

Verena Lehner, MA Head of Transaction Adviso- ry | Authorised Signatory | EHL Investment Consulting

Anna Zillner, MSc Office properties Senior Consultant EHL Gewerbeimmobilien

“It motivates to successfully complete a de- manding project together as a team. But often equally satisfying is the creative exchange of ideas with colleagues or a telephone conversa- tion with satisfied customers. My career at EHL coincided with the start of my master's degree. Long-life-learning is required and encouraged at EHL. I am convinced that anyone with mo- tivation and commitment can become a real estate specialist at EHL.”

“Even at the beginning of my career at EHL, I was shown great trust by my superiors. The quick assumption of responsibility and the varied daily work routine have led to me con- stantly exceeding myself - this motivates me to always give my best. The great thing about EHL is that even as a new employee you are encouraged and challenged and learn a lot as a result.”

Anna Salzer, MA Senior Consultant | EHL Immobilien Bewertung

two young children, not a year has gone by that I have not been involved at EHL. I am incredibly proud and happy to be part of this family, which continues to encourage and support me as a mother and offers attractive perspectives for my professional development.”

“My career at EHL started 10 years ago in a three-per- son assessment team that

has experienced tremendous growth over the past years. I feel a unique sense of loyalty and connection. Even since I became a mother of

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Research: Market research

Practice-oriented market research in all real estate segments

The constant observation and analysis of the local markets as well as ongoing dialogue with clients are cornerstones for the development of EHL Property's products that are in line with the market.

T he fact that EHL sees itself as a team and acts as such on a daily basis is well known in the real estate industry. This team spirit is particularly evident in the field of market research. Almost every EHL em- ployees contribute more or less, depending on their function, to the practically daily updated market sur- vey in EHL’s core areas. The information is bundled in the Market Research Department, where information and knowledge flow in from all sides.

EHL's experience, spanning decades, provide the perfect starting point.

EHL Office Market Report | Vienna

The office market report, which is published twice a year, offers a wide-ranging overview of the most important key figures of the Vien- na office market, new trends as well as the development of the most important office clusters and corridors in the federal capital. In

Alexandra Bauer, who has been with EHL since 2003, heads the Market Research Department with prudence, experience and her innate attention to detail. In doing so, she can draw on a great, motivated team that is argua- bly unique in the industry. This innovative approach, which

addition to the rental market, the investment market for office properties is also analysed and vividly dis- played.

Alexandra Bauer Market Research Lead

EHL Retail Market Report | Austria

encompasses the real estate expertise and market experience of the entire EHL Group, probably best expresses what is meant by teamwork at EHL. And what this group is envied for. The results of these joint efforts not only flow into the optimal, individual customer advice, but also supply the entire real es- tate scene in Austria with painstakingly researched market reports. The EHL analyses include informa- tion on markets and locations in the office, retail, investment and housing market and thus represent a solid basis for investment and location decisions.

The annually published retail space report provides an up-to- date and succinct overview of supply, demand and rental prices for retail space in shopping centres, retail parks and the most important shopping streets in Austria. The report also regularly

deals with current developments and has thus be- come an important trend barometer for the Austrian retail market.

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