Professional
Certification Programs
Excellence in Global Retail Real Estate
With 6,000 designees in more than 50 countries,
discover how ICSC can help you succeed.
CSM
®
Management
CMD
®
Marketing
CLS
®
Leasing
CDP
®
Development, Design & Construction
Professional Certification Programs
TABLE OF CONTENTS
2 General Information
4 One World, One Certifi cation
6 2012 Admissions & Governing Committees
7 Code of Ethics
8 Management CSM
11 Marketing CMD
13 Leasing CLS
15 Development, Design & Construction CDP
17 The ICSC Difference
18 Paperless Application Center
20 Senior Maintenance Program
22 Preparation & Study Aids
Whether you
think you can
or you can’t...
you’re right!”
Henry Ford
1
2
www.icsc.org/domore
General Information
Feedback from the industry is clear –
Certification is invaluable! Since its
inception 40 years ago, ICSC Professional
Certification has given special recognition
to those who demonstrate the highest
level of competency in their field,
proven through education, experience,
examination and professional ethics.
ICSC certification programs raise the
professional standards of retail real
estate professionals and give special
recognition to a global network of
leading retail real estate professionals.
Taking the step to become ICSC Certified,
or requiring Certification for your team,
leads to advancement of the industry.
It’s Time to Become
ICSC Certified!
Certification programs are renowned
for their rigor. They are not exams that
simply test your ability to recall what can
be read in a book. The exams measure
your ability to perform the job in practi-
cal scenarios. They measure judgment,
application of knowledge and problem
solving ability. Rarely are easy answers
to complex issues available in our daily
work. This reality is reflected in ICSC
certification exams. Because of the
quality of our programs, recognition for
being ICSC Certified is spreading world-
wide. As a global organization with a
wide network of members, affiliates and
business partners, ICSC has certified more
than 6,000 retail real estate professionals
in 50 countries to date.
n
Expand your knowledge and skills
n
Achieve highest professional standards
n
Distinguish yourself from others
n
Position yourself strategically
n
Increase your worth to your company
n
Demonstrate industry commitment
n
Expand global networking
opportunities
n
Embrace lifelong learning
Certification Specific
to Your Job
In addition to certifying more retail
real estate professionals than any other
organization in the world, ICSC is also the
only organization providing professional
certification specific to the role you
perform. Through successful completion
of the application, eligibility, candidate
agreement and passage of a rigorous
written examination, ICSC Professional
Certification is available in four sectors.
So, what’s your specialty?
Management CSM
ICSC Certified Shopping Center Manager
Marketing CMD
ICSC Certified Marketing Director
Development CDP
ICSC Certified Development, Design &
Construction Professional
Leasing CLS
ICSC Certified Leasing Specialist
Affordable Exam Fees
ICSC Professional Certifications are
accessible to all qualified professionals in
the retail real estate industry regardless
of ICSC membership status. However,
ICSC member benefits include a signifi-
cant discount off the standard fee. The
non-refundable processing fee for a
candidate’s eligibility application is
$95 for ICSC members ($195 for non-
members). In addition, the fee for each
exam appointment is $395 for ICSC
members ($795 for non-members).
General Information
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Qualifying Work
Experience
ICSC requires that all professional
certification candidates demonstrate a
qualifying level of active, full-time experi-
ence with substantial shopping center
responsibilities directly related to the
certification the applicant is seeking
prior to sitting for the examination. To
expedite eligibility, one year of experi-
ence may be substituted by successful
completion of Institutes from ICSC’s
John T. Riordan School for Professional
Development. Level I Institutes may be
substituted with 30 hours of continuing
education and/or college-level course-
work, subject to approval. Experience
and/or education used for eligibility
must be obtained within 6 years of the
candidate application.
Convenient Exam Locations
The number of secure test sites has
increased to more than 400 globally,
increasing convenience and reducing
travel time and costs. Candidates will
take their exam in a professional,
environmentally controlled site managed
by our industry-leading exam delivery
provider, Prometric.
Flexible Exam Dates
All exams are administered during
approved testing windows. Applicants
select a date and time that fits their
schedule. Appointments are available on
a first-come, first served basis so apply
early.
Professional Certification exams are
offered three times a year:
Application Appointment
2012 Exams Deadline Window
Window #1 February 10 March 10-18
Window #2 May 25 June 23-30
Window #3 September 14 October 13-21
Immediate Results
The wait for exam results is over. Using
a computer based format, preliminary
results are available immediately upon
completion of the exam so candidates
leave the test site knowing how well
they performed. Official confirmation of
results is provided approximately 30 days
after the exam window closes.
CSM CMD CLS CDP
Option #1: 4+ years 4+ years 4+ years 5+ years
Experience
RECOMMENDED
Option #2: 3+ years & 3+ years & 3+ years & 3+ years &
Experience Management Marketing Leasing Development
+ School for Institutes Institutes Institutes Design &
Professional I & II I & II I & II Construction
Development Institute
Option #3: 3+ years & 3+ years &
Experience Online Active Real
+ Other Learning for Estate License
Shopping Center
Management
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One World, One Certification
Certification Process At-A-Glance
1. Complete a Candidate Application
Access Online
Go to www.icsc.org/certified
Submit Application Fee $95M | $195NM
Submit Exam Appointment Fee $395M | $795NM
Experience
Provide 6-year Employment History
Provide Supervisor Contact Info
Demonstrate Qualifying Work Experience
Ethics
Provide Contact Info of Two References
Agree to Code of Ethics & Pledge
Consent to Certificant Agreement
2. Schedule Exam Appointment
Eligibility Confirmed
Receive Eligibility Notice
Select a Testing Center
Schedule Exam Appointment
3. Develop a Personal Study Plan
Education & Study
Review Specifications Blueprint
Master Specified Body of Knowledge
Take an ePractice Test (optional)
4. Take the Examination
Exam Format
100 Questions in 3.5 Hours
Computer-Based Multiple Choice
Instant Pass / Fail Score Report
5. Receive Official ICSC Certification
Official Certification
Passing Exam Score Verified
ICSC Board of Trustees Approved
Initial & Ongoing Recognition
6. Enjoy Being ICSC Certified
Senior Maintenance Program
Education, Recognition & Service
Earn 10 Professional Development Points
Apply for Recertification Every 3 Years
Designee-Only Benefits
Connect to Global Network
Press Releases Announce Your Accomplishment
Celebratory Events
Your commitment to
adhere to a code of ethics
strengthens your business
relationships, reinforces
your professional credibility
and ultimately benefits
our entire industry.
Mario Castro Frias, scdp, scls, scmd, scsm
Chairman
Shopping Centers Solutions
& Management
Miranda, Venezuela
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One World, One Certification
A Global Network
of Industry Leaders
Today, nearly 6,000 designees worldwide
in 50 countries are ICSC Certified.
Global Exam Format Available
North American Practices and Global
Practices Exams lead to the same certifica-
tion. North American Practices Exams test
information that is common to shopping
centers in the U.S. and Canada. This
includes terms in square feet and dollars,
law and insurance practices and seasonal
retail practices. Choose a Global Practices
format to include terms such as square
meters, Euros and practices common
to shopping centers outside of North
America.
Global Testing Centers
In addition to over 280 authorized
testing centers throughout the U.S. and
Canada, ICSC is pleased to offer the retail
real estate industry’s leading certification
examinations worldwide at these global
testing centers including 10 locations
in Africa, 19 locations in Latin America,
50 locations in Europe and 51 locations
in Asia.
Countries with ICSC
Certified designees
Testing Centers
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2012 Admissions &
Governing Committees
CDP
Ronald A. Altoon, scdp,
faia, leed ap
Altoon + Porter
Architects, LLP
Jo Ann Armenta, scdp,
scls, scmd, scsm
Inland Diversified RE
Services
Stacey Berthon, cdp
Hoar Construction, LLC
William A. Brizee, cdp,
aia, leed ap
Architects Hawaii Ltd.
Benjamin A. Bross, cdp
Constructora
Planigrupo, S. A.
Mario Castro Frias, scdp,
scls, scmd, scsm
Shopping Centers Solutions
& Management SCSM
Shelley R. Clark, cdp
Magnusson Klemencic
Associates
K. Eugene Colley, scdp
Royal Seal Development, Inc.
Ralph J. Conti, cdp, ccim
Ra Co Real Estate
Advisors LLC
Sean T. Cutt, scdp
Macerich
Rene Daniels, scls, scsm,
scdp, scmd
Gilad Development, Inc.
Donald P. Davis, cdp
VCC, LLC
Stephen E. Gallant, scdp
JoS. A. Bank Clothiers, Inc.
Nick M. Galloro, cdp
Oxford Properties Group
Arturo J. Garcia, cdp, aia
Constructora Sambil, CA
John M. Genovese, scdp,
scls, csm, cmd
Arcadio Gil Pujol, cdp,
cmd, csm, cls
LaSBA, SA
Stanley C. Glantz, scdp
Konover Development
Corporation
Madeleine Gravell, scdp
Gramaco AB
Gordon “Skip”
Greeby, Jr.,
scdp
The Greeby Companies, Inc.
David Handera, scdp
Michael O. Hanlin, scdp
Grand Entrance
James B. Heller, scdp
Ka Architecture
Scott J. Huffman,
scdp, cls
Read Investments
Patrick Inaba, scdp
Federal Realty Investment
Trust
Carl J. Johnson, scdp
Near-Cal Corporation
Lance K. Josal, scdp, faia
RTKL Associates Inc.
Lawrence E. Kilduff, cdp
The Kilduff Company, LLC
Norman B. Krone, esq,
scls, scdp
Eran Group
Cervantes Lee, ccim,
cdp, csm, cls, cmd
CBRE
Tom Leung, cdp
Global Retail Strategies
R. Antonio Marshall,
scdp
RAM Contracting Services
Kenneth G. Maynard
scdp
Phil McArthur, scsm, cdp
McArthur + Company
Robert H. Mitchell, scdp
The Whiting-Turner
Contracting Co.
Gonzalo Montaño
Estrada,
cdp
MAC+L Arquitectos
John R. Morrison, cdp
Primaris REIT
Scott J. Nathan, scdp
ATC Associates, Inc.
Bryan Novak, scdp
Walmart Stores, Inc.
J. Howard Nudell
aia, scdp
Nudell Architects
David G. Oshinski, scdp
The Home Depot Inc.
Antony M. Parks, scdp
Architecture HQ
Lonnie G. Peterson, scdp
Cuhaci & Peterson
Architects LLC
Donald A. Pobst, scdp
CBL & Associates
Properties, Inc.
Bruce D. Pomeroy, cdp
Evergreen
J. Thomas Porter, scdp
tvsdesign
Marcel S. Proskow, scdp
Maxam Design
International
William D. Rowe, scdp
Forest City Enterprises
William M. Saltenberger,
cdp
Westfield Corporation, Inc.
Brett G. Schafer, scdp
OptiProp Asset
Management Ltd
Dale E. Scott, scdp
SIKON Construction
Company LLC
Karen M. Scott, scdp,
scmd, csm
Tourist Development &
Investment Co.
Raymond Silverstein,
scdp, aia
Limited Brands
Martha Spatz, scdp
Development Management
Associates
Larry M. Spott, scdp
The Rappaport Companies
John R. Thornton, scdp
C.W. Driver Contractors
Richard H. Tilghman, cdp
Pepper Construction
Company
James F. Tinkum, scdp
Retail Development,
Design and Construction
Consulting
Mark Trommsdorff, scdp
Kimco Realty Corporation
Matthew Vickery, cdp
Vickery Corporate Services
John C. Ward, scdp
505Design
William D. Watson, cdp
CLS
James C. Adkins, scls, csm
Pamela Atwater, scls
Atwater Commercial Real
Estate Services
Elaine Berger
PREIT
Andrew D. Carlson,
scsm, scls
The Sembler Company
Linda Carrick-Warfield,
scsm, scmd, scls
Ram Realty Services
Suzanne K. Cayley
Ivanhoe Cambridge, Inc.
Victoria L. Chastain, scls
JoS. A. Bank Clothiers, Inc.
Frederick Collings,
scsm, scls
Irvine Company
James Crocenzi, scls
CB Richard Ellis
Laura P. DeSwart,
scsm, scls
Ivanhoe Cambridge, Inc.
Drew T. DeWitt,
scsm, scls
JP Morgan Chase Bank, NA
Thomas J. Drought, Jr.,
scls
Glimcher
Shane P. Eldstrom,
csm, cls
Gourmet Gulf Co/Retail
Arabia International
Marc Feldman, cls
DDR Corp.
Marsha P. Fuchs, scls
Build-A-Bear Workshop
John B. Gabriel, scls
LA Fitness International, LLC
Robert Gauthier, scls
Redcliff Realty
Management, Inc.
Deborah Georgetti-Piro
Simon Property Group
Howard B. Grody, scls
CBL & Associates
Properties, Inc.
Paul Harrs, scsm, scls
MacKenzie Goulais Inc.
David W. Hull, scls
Jones Lang LaSalle
Linda E. Johansen-
James
American Kiosk
Management
Carol S. Joyner, scls
Teavana
Carlos A. Lecueder, scsm,
scmd, scls
Estudio Luis E. Lecueder
Jennifer Leigh Adams
Jones Lang LaSalle
Luis C. Llaca, scls
Jones Lang LaSalle
Amy R. MacLaren, scls
PREIT
Michael H. McNaughton,
scls
General Growth Properties,
Inc.
Diana S. Milligan, scls
Taubman Centers
Lisa Morrison, scls
Tanger Factory Outlet
Centers, Inc.
Jeffrey A. Parisian, scls
Coldwater Creek, Inc.
Beverly A. Ricks, scls, scsm
Retail Property Solutions,
LLC
Holly Rome, scls
West Edmonton Mall
Property, Inc.
Anita Saleh
Taubman Centers
Carol L. Schillne, scls
Craig Realty Group
Thomas L. Schriber, Jr.,
scsm, cls
Donahue Schriber
David Stuck, scls
Genesco, Inc.
Hedy Veverka, scls
Madison Marquette
Celia A. Wing, scls
Sephora USA, Inc.
CMD
Ann Ackerman, scmd
AWE Talisman
Iris Ayala, scmd
Plaza Las Americas, Inc.
Lisa A. Bell, cmd
General Growth Properties
Julie Crane Rickey, scmd
Jones Lang LaSalle
Susan M. Crusoe-Farris,
cmd
Taubman Centers
Belinda D. Davidson,
scmd
Ivanhoe Cambridge, Inc.
Linda Dreyer, cmd
Combined Properties, Inc.
Wendy K. Ellis, scmd
Simon Property Group
Edan Gelt, scmd
The Harlem Irving
Companies, Inc.
Susan E. Houck, scmd
General Growth
Properties, Inc.
Dawn Marie Lecklikner,
scmd, rpa
DDR Corp.
Pam Longbine, scmd
BLEND Marketing
Michaela A. Marraffino,
scmd
Forest City Enterprises
Tara M. Martin, cmd
Westfield Corporation, Inc.
Cherilyn Megill, scmd
Inland Western Retail Real
Estate Trust, Inc.
Elizabeth A. Napoli,
scmd, scsm
MC & M LTD
Robin R. Raiford, cmd
Aronov Realty
Management, Inc.
Kymberley Scalia, scmd
Coyote Management, LP
Katharine Smith, scmd
Kravco Company LLC
Shavak Srivastava, scmd
SQ. FT. Consulting
Angela Herlth Sweeney,
cmd
The Peterson Companies
Judith G. Trias, cmd
PREIT
Andrea Tushingham,
scmd
Morguard Investments
Limited
Nancy R. Walters, scmd
Very Special Events
Desiree A. Weinandt,
cmd
J. Herzog and Sons, Inc.
Avijit Yadav, cmd
GLA Management
CSM
Eric J. Almquist, csm
General Growth
Properties, Inc.
Cris Burgum, csm
Cousins Properties
Incorporated
Marcelo Baptista
Carvalho,
cmd, csm
Ancar Ivanhoe
Mario Castro Frias, scdp,
scls, scmd, scsm
Shopping Centers Solutions
& Management
Daniel I. Cetina, csm
AWE Talisman
Betty J. Coleman, csm
Tanger Factory Outlet
Centers, Inc.
Laura P. DeSwart, scsm,
scls
Ivanhoe Cambridge Inc.
Drew T. DeWitt, scls, scsm
JP Morgan Chase Bank, NA
Brooke G. Emery,
cpm, cmd, csm
Union University
John L. Gerdes, scls, scsm
L&B Realty Advisors, LLP
Kenneth Gillett, scsm
Macerich
Thomas W. Guerra, scsm
CBL & Associates
Properties, Inc.
Daniel M. Jones, csm
Taubman Centers
John S. KokInchak,
scls, scsm
DDR Corp.
Tina A. Marshall, csm
Edens & Avant
Armand Mastropietro,
csm
Glimcher
Noraida Negretti, cls,
csm, cdp
Fondo de Valores
Inmobiliarios
Kimra S. Perkins, scsm
Simon Property Group
Karen B. Raquet, scsm
Jones Lang LaSalle
Alan Schmiedicker, scsm
Forest City Enterprises
Elizabeth R. Schreiber,
scsm
Donahue Schriber
Lewis W. Stirling, III,
scls, scsm
Stirling Properties
Sandra Stone, scmd, scsm
Ivanhoe Cambridge, Inc.
Joseph C. Szymaszek,
scsm
Turnberry Associates
Chuck Taylor, scsm, scls
Madison Marquette
Sarah M. Vasquez, scsm
Westfield Corporation, Inc.
2012 Admissions &
Governing Committees
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Professional Ethics
and Responsibilities
n
I shall not use, or permit to be used, my
designation or emblem in any manner
that will adversely affect the profes-
sional standards or objectives of ICSC.
n
I shall not make or encourage
derogatory statements, written or oral,
concerning another designee or his/her
business activities.
n
I shall not commingle monies collected
on behalf of clients or which have been
entrusted to me by clients to be held in
escrow accounts.
n
I shall not engage in any activity that
might be considered a conflict of
interest with any client or employer’s
interest unless they are first advised of
the facts and circumstances and have
approved of such activity.
n
I shall not ask for or receive directly or
indirectly any rebate, discount, fee or
commission, monetary or otherwise,
without the prior written consent when
engaged in a project on behalf of a
client or employer.
n
I shall not disclose to any party informa-
tion concerning a client’s or employer’s
business affairs without prior written
consent of the client.
n
I shall at all times keep proper financial
and other records in accordance with
good business practices and profes-
sional standards.
n
I shall at all times conduct my work
consistent with the highest standards
possible and in compliance with all
applicable codes, regulations and laws
as well as consistent with obtaining
the highest possible income for my
employer.
n
I pledge myself to the advancement
of professionalism within retail real
estate through the auspices of my ICSC
certification.
n
I pledge to seek and maintain an
equitable, dignified and cooperative
attitude with the fellow designees and
with all others who may be part of my
professional and business life.
n
I pledge myself to place honesty and
integrity above all else and to pursue
my gainful efforts with diligence and
dedication so that all colleagues,
clients and customers will be served in
accordance with the highest possible
standards.
n
I pledge myself to comply with and
foster the Code of Professional Ethics.
Your commitment to
adhere to a code of ethics
strengthens your business
relationships, reinforces your
professional credibility and
ultimately benefits
our entire industry.
Suzanne Cayley,
cls
Vice President,
Specialty Leasing
Ivanhoe Cambridge Inc.
Toronto, ON
Code of Ethics
ICSC’s Admissions and Governing Committees
set forth a code of professional ethics to guide the personal
and professional conduct of its certification holders. The code provides
guidance and rules to all certificants – those representing owners,
retailers, government and education – in the performance of their
professional responsibilities. Compliance, as with all standards in an
open society, depends primarily on designees’ understanding and
voluntary actions, secondarily on reinforcement by peers and ultimately
on disciplinary proceedings when necessary.
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ICSC established the CSM
(Certified Shopping Center
Manager) credential in 1971
to advance high professional
standards in shopping center manage-
ment worldwide. Candidates for the CSM
designation demonstrate at least four
years of qualified work experience in
center maintenance, leasing negotiations
or administration, retailing, merchandis-
ing, marketing or promotion, community
relations, financing, purchasing insur-
ance, security and law. CSM certification
is achieved through mastery of a body of
knowledge, completion of the eligibility
requirements, successful completion of
a rigorous half-day written examination
and commitment to a code of profes-
sional ethics. Through the ICSC, an elite
group of shopping center management
professionals enjoy unparalleled oppor-
tunities for industry involvement and
industry-wide recognition.
Designees demonstrate competence –
indeed mastery – of shopping center
management topics such as:
n
Ownership Structure
n
Asset Management
n
Development
n
Retailing
n
Long-term Leasing
n
Short-term Occupancy
n
Facilities Management
n
Center Operations
n
Marketing & Promotions
n
Insurance & Risk Management
n
Security & Public Safety
n
Human Resource Management
n
Lease & Contract Administration
n
Accounting & Financial Reporting
Who Should Apply
n
Shopping center managers with four
years of experience and a broad knowl-
edge of shopping center management
principles to effectively manage all
types of shopping centers.
n
Corporate or regional professionals
who oversee the management func-
tions of one or more shopping centers.
2012 CSM Exam
Content Blueprint
North American Practices
This exam content outline was derived
from an extensive study that defined
the knowledge and experience needed
for a qualifying candidate working
primarily in North America to hold the
CSM designation.
Domain 1: Ownership/Asset
Management – 5%
1.1 Ownership Structure (e.g., public and
private Real Estate Investment Trusts [REITs],
institutional, joint venture, partnerships,
Limited Liability Company [LLC])
1.2 Ownership Objectives (e.g., long-term or
short-term hold, redevelopment)
1.3 Asset Management (e.g., functions,
responsibilities)
1.4 Performance matrix and market assessment
1.5 Valuation, acquisitions and dispositions
(e.g., cost approach, comparison of similar trans-
actions, income capitalization approach, due
diligence, change in property management)
Domain 2: Accounting, Finance and
Financial Reporting – 10%
2.1 Methods of financing
2.2 Return on investment (ROI) and internal
rate of return (IRR)
2.3 Debt service (e.g., mortgage amortization,
principal and interest, mortgage constant,
income participation debt structures)
2.4 Net present value (NPV) (e.g., concept,
application)
2.5 Balance sheet (e.g., assets, liabilities,
stockholders equity)
2.6 Income statement (e.g., revenue and
expenses net operating income [NOI], funds
from operations [FFO], net cash flow)
2.7 Collection procedures, asset recovery (e.g.,
collection service, lease and tenant sales audits)
2.7.1 Cash management (e.g., petty cash, check
handling, physical deposits, electronic process-
ing of payables and receivables, statement of
reconciliation, gift cards)
2.7.2 Real estate tax assessments (e.g., millage
rate [tax rate], appraisal and contesting
strategies)
Management CSM
As the shopping
center industry moves
from a development
orientation to one
centered around asset
management, it is
essential for managers
and marketing personnel
to enhance center
value – both in terms
of current results
and over time.
Kenneth Gillett,
scsm
Vice Pr esident
Property Management
Macerich
Lakewood, CA
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Management CSM
2.7.3 Pro forma (e.g., purpose, preparation,
comparisons)
2.7.4 Budgeting, forecasting and variance
reporting
2.7.5 Internal controls, enforcement
2.7.6 Accrual v. cash basis accounting
Domain 3: Lease Administration – 10%
3.1 Interpretation of lease provisions (e.g.,
rent abatement, lease termination, restrictions,
kick-out, co-tenancy, lease commencement, gross
receipts, holding over, quiet enjoyment)
3.2 Enforcement procedures (e.g., notification
requirements, cure periods, common area usage)
3.3 Fixed vs. prorata common area maintenance
(CAM)
3.4 Other rents and recoveries (e.g., utilities,
heating, ventilation and air conditioning
[HVAC], waste removal)
3.5 Real estate taxes (RET) recoveries and
billings
3.6 Methods of calculating tenant prorata share
(e.g., gross leasable area [GLA], gross leasable
occupied area [GLOA], leased area, exclusions,
CAM pools)
3.7 Gross vs. net lease
3.8 Reconciliation methods (e.g., CAM settle-
ments, caps, offsets, year-end adjustments)
3.9 Rent adjustments based on lease provisions
(e.g., step rents, overage rents, consumer price
index [CPI], overage recapture)
3.10 Minimum and overage rent (e.g., natural
vs. artificial breakpoints, percentage vs. overage
rents)
Domain 4: Development/
Redevelopment – 7%
4.1 Land acquisition
4.2 Site planning
4.3 Tax Increment Financing (TIF) (e.g., districts,
how cities use them, public improvements,
other public economic incentives such as tax
abatement)
4.4 Overall Development Plan ( ODP) (e.g., land
use entitlements, administrative and municipal
approvals)
4.5 Sustainable design, construction and
operation (e.g., green building, energy and
water conservation, resources and material,
indoor environmental quality, sustainable sites,
Leadership in Energy and Environmental Design
[LEED])
4.6 Redevelopment opportunities (e.g., renova-
tions and expansions, impact on operations,
income and merchandise mix)
4.7 Focus of project (e.g., superregional,
regional, lifestyle, power, community,
neighborhood, mixed use, anchor influence on
target customer)
Domain 5: Retail – 5%
5.1 Retailers financial statements and indicators
(e.g., capital assets, business plan, balance sheet,
income statement, profitability, gross profit
margin, current ratio, quick ratio, debt-to-equity
ratio)
5.2 Retailing concepts and terminology
(e.g., loss prevention, shrinkage, book inventory,
inventory stock turns, stock keeping units [SKUs],
customer relationship management [CRM],
markups, mark downs, open-to-buy, visual
merchandising)
5.3 Retail store classification (e.g., apparel,
accessories, footwear, jewelry, gifts, home fur-
nishing, electronics, packaged food, food service)
5.4 Retailer types (e.g., department stores, mass
retailers, specialty stores, catalog/internet)
5.5 Retailer ownership structures (e.g., inde-
pendent, franchises, publicly held, privately held,
regional chains, national chains, global)
Domain 6: Long-term Leasing – 9%
6.1 Market rent development (e.g., size, space,
locations, market pressures)
6.2 Analysis of occupancy costs as a percentage
of sales and rent restructuring
6.3 Relationship of retail use and sales potential
to rent structure
6.4 Sales reporting and analysis (e.g. sales per
square foot, comparable/same-store, category
ranges)
6.5 Merchandise mix (e.g., needs, niche,
opportunities, co-tenancy of highly productive
retailers)
6.6 Prospecting for long-term merchants (e.g.
competitive analysis, literature review, site visits,
cold calls, ICSC deal-making events)
6.7 Tenant incentives (e.g., tenant allowance/
landlord work)
6.8 Rent restructuring
6.9 Leasing agents (e.g., cost, legal documents,
brokers/tenant representation)
Domain 7: Short-term occupancy and
alternative revenue – 6%
7.1 Retail merchandising unit [RMU] and
short-term in-line occupancy
7.2 Short-term license fees vs. long-term rent
(e.g., impact on expense recoveries and net
operating income [NOI])
7.3 Impact on retail sales of long-term tenants
7.4 Prospecting for short-term merchants
(e.g., competitive analysis, literature review,
canvassing, site visits, cold calls)
7.5 Miscellaneous income (e.g., leasing storage
space, parking lot events, sampling, malls as
media)
7.6 Sponsorship and partnership income
7.7 Transition from short-term to long-term
tenancy (e.g., incubation)
Domain 8: Operations/Physical Facilities
Management – 20%
8.1 Tenant coordination/building
8.1.1 Tenant coordination process (e.g.,
objectives, design criteria, manual, tenant
plan review, schedule management, landlord
workletter/correspondence)
8.1.2 Building codes
8.1.3 Reviewing technical drawings (e.g.,
building contract drawings, construction
drawings, as-builts)
8.1.4 Coordination with local municipalities
8.2 General and preventive maintenance (e.g.,
inventory control, expense control, equipment)
8.3 Contract Administration
8.3.1 Contract specifications, scope of work and
compliance
8.3.2 Competitive bid procedures
(e.g., requests for proposals, bids required,
deadlines, frequency, final approvals)
8.4 Building regulations and standards for
accommodating persons with disabilities
8.5 Terminology and working knowledge
(including costs)
8.5.1 Heating, ventilating and air conditioning
(HVAC) (e.g., rooftop units, central plant, chiller,
cooling tower, boiler/furnace)
8.5.2 Structural building systems
8.5.3 Roof/skylight
8.5.4 Fire protection
8.5.5 Electrical
8.5.6 Plumbing
8.5.7 Interior and exterior lighting
8.5.8 Emergency response systems
8.5.9 Energy management systems
8.5.10 Vertical transportation
8.5.11 Parking lots and parking structures
8.5.12 Sidewalks
8.5.13 Interior and exterior landscaping
8.5.14 Equipment (e.g. vehicles, compactors,
lifts, communications, office equipment)
8.5.15 Housekeeping
8.5.16 Information technology (e.g., computer
hardware and software)
8.5.17 Snow removal
8.5.18 Utilities and energy efficiencies
8.5.19 Waste management (e.g., recycling,
compactor, hauling, landfills, incineration)
10
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Management CSM
Domain 9: Marketing, Promotion,
Community and Public Relations – 8%
9.1 Marketing for retail sales
9.1.1 Budgeting guidelines (e.g., allocations by
type, allocations by month)
9.1.2 Research terminology (e.g., sales analysis,
relative draw index (RDI), zip code [postal
code] penetration, capture rate, demographics,
psychographics, shopper intercept, telephone
survey, focus groups, internet, secondary forms
of research)
9.1.3 Knowledge of area market including all
competitive properties and area demographics
9.1.4 Results measurement of marketing efforts
(e.g., qualitative and quantitative analysis)
9.1.5 Marketing funds structures (e.g., media
fund, lease required advertising, merchants’
association, landlord contribution)
9.1.6 Market positioning (e.g., image
projection, branding)
9.1.7 Terminology, working knowledge
and cost:
9.1.7.1 Advertising media (e.g., print, outdoor,
broadcast)
9.1.7.2 E-commerce (e.g., web pages, reward
programs, online shopping)
9.1.7.3 Visual merchandising
9.1.8 Gift cards (strategy, administration,
restrictions, redemption, impact on sales,
legal, business-to-business [B2B], business-to-
consumer [B2C])
9.1.9 Merchant Relations
9.1.10 Customer service
9.1.11 Five steps in marketing plan (e.g.,
situation analysis, problems and opportunities,
goals and objectives, strategies and tactics)
9.2 Marketing for income generation
9.2.1 Declining marketing revenue and
alternative sources
9.2.2 Strategic partnerships/sponsorships
9.3 Marketing for leasing/development
9.3.1 Leasing brochures, ads, publicity
9.3.2 Grand openings and grand re-openings
9.3.3 Additional leasing support
9.4 Marketing Promotions
9.4.1 Retailer events
9.4.2 Traffic generation
9.5 Marketing for Community Relations
9.5.1 Community leaders and organizations
9.5.2 Community/Charity events
9.6 Marketing for Public Relations (PR)
9.6.1 Public relations strategies and tactics
9.6.2 Media training
9.6.3 Increasing media exposure vs. influencing
public opinion
9.6.4 Seeking customer acceptance (e.g.,
sustainability and environmentally friendly,
atmosphere of safety, good corporate citizen)
Domain 10: Security, Risk Management,
Insurance and Law – 15%
10.1 Crisis management and business continu-
ity plan (e.g., working with local emergency
services, activation, communication plan)
10.2 Security/Public Safety
10.2.1 General security (e.g., security officer
deployment, vehicle patrol, policies and
procedures, trends, officer equipment and
supplies, public and private, in-house and
contract, surveillance equipment)
10.2.2 Statistical analysis, reporting and security
planning (e.g., within the center and immediate
surroundings)
10.2.3 Access control and parking management
10.3 Insurance and Risk Management
10.3.1 Property insurance coverage (e.g.,
building, rental income/business interruption,
personal property, tenant’s improvements)
10.3.2 Liability insurance coverage (e.g., bodily
injury, personal injury, property damage,
commercial general liability, umbrella excess
liability, automobile, directors and officers
[D & O], errors and omissions [E & O], employ-
ment practices)
10.3.3 Insurance and risk management terms
and concepts (e.g., subrogation, replacement
cost vs. actual cash value, hold harmless/
indemnification, “all risk”, extended coverage,
voluntary major medical (VMM), stipulated
amount/coinsurance, building code endorse-
ment, difference in conditions (DIC), pollution
hazards, boiler and machinery, employee
fidelity & crime, surety, worker’s compensation/
workplace safety)
10.3.4 Assessing risks, liability, precautions and
responding to regulations
10.3.5 Proof of coverage (e.g., binders,
certificates of insurance, additional insured)
10.3.6 Loss prevention survey
10.3.7 Security audit (e.g., deployment, policies
and procedures, trends, equipment, statistical
reporting, public and private)
10.3.8 Liability claims reduction plans
(e.g., policies, procedures, safety
committees/70meetings)
10.3.9 Environmental concerns and risks (e.g.,
hazardous waste management, asbestos
abatement, polychlorinated biphenyls [PCBS],
chlorofluorocarbons [CFC], grease reclamation,
underground storage tanks [UST], mold)
10.4 Law/Documents
10.4.1 Lease document
10.4.1.1 Lease assignments and sublease
10.4.1.2 Legal entity (e.g., corporations,
partnerships, personal guarantors)
10.4.1.3 Other standard provisions and exhibits
(e.g., force majeure, use clause, construction
exhibits)
10.4.2 Bankruptcy laws and remedies
10.4.3 Defaults and eviction proceedings
10.4.4 Public access and labor union access
10.4.5 Liens, lien waivers, lien laws
10.4.6 Leases vs. licenses (e.g., net lease, gross
lease, ground lease, temporary/specialty leasing
license agreements, tenancy rights vs. license to
operate)
10.4.7 Agreement interpretation and implica-
tions (e.g., reciprocal easement agreement
[REA]; construction, operations and reciprocal
easement agreement [COREA]; conditions,
covenants and restrictions [CCR], operating
covenants, estoppels, subordination, non-
disturbance and attornment [SNDA])
10.4.8 Registered agent and service of legal
notices
Domain 11: Human Resources
Management – 5%
11.1 Human Resources
11.1.1 Labor laws
11.1.2 Equal employment opportunity
regulations, discrimination in the workplace
11.1.3 Diversity programs
11.1.4 Accommodating the disabled
11.1.5 Leadership and teamwork
11.1.6 Organizational skills and people
management
11.2 Staff
11.2.1 Recruiting
11.2.2 Hiring
11.2.3 Compensation (e.g., base, incentive
bonus, payroll, benefits)
11.2.4 Training and development (e.g., initial
training, ongoing training, special training,
harassment training)
11.2.5 Staff performance evaluations
11.2.6 Progressive discipline
11.2.7 Separation
View 2012 CSM Exam Blueprint
for Global Practices online at
www.icsc.org/certified
11
www.icsc.org/domore
ICSC established the CMD
(Certified Marketing Director)
credential in 1981 to advance
high professional standards in
shopping center marketing worldwide.
Candidates for the CMD designation
demonstrate at least four years of quali-
fied work experience in center marketing,
research, marketing plan implementation,
public and community relations, advertis-
ing and media buying. CMD certification
is achieved through mastery of a body of
knowledge, completion of the eligibility
requirements, successful completion of
a rigorous half-day written examination
and commitment to a code of profes-
sional ethics. Through the ICSC, an elite
group of shopping center marketing
professionals enjoy unparalleled oppor-
tunities for industry involvement and
industry-wide recognition.
Designees demonstrate competence –
indeed mastery – of shopping center
marketing topics such as:
n
Customer Relationship Management
n
Research & Analysis
n
Marketing Plan Implementation
n
Retailing & Sales Development
n
Advertising & Media
n
Public & Community Relations
n
Alternative Revenue
n
Evaluation Methods
n
Leasing Fundamentals
n
Center Valuation
n
Center Operations
n
Administration & Finance
n
Legal & Risk Management
Who Should Apply
n
Marketing directors with a broad
knowledge of marketing principles who
have the ability to effectively market all
types of shopping centers.
n
Retail real estate professionals who
oversee the total marketing function of
a shopping center.
n
Corporate or regional professionals who
oversee the marketing function of one
or more shopping centers.
2012 CMD Exam
Content Blueprint
This exam content outline was derived
from an extensive study that defined the
knowledge and experience needed for
a qualifying candidate to hold the CMD
designation.
Domain 1: Center Productivity – 32%
1.1 Center Valuation
1.1.1 Center financial analysis (e.g., cash flow,
center value, capital expenditures, financing)
1.1.2 Forms of valuation (e.g., cap rates)
1.1.3 Rent calculation (e.g., minimum, percent-
age, overage and breakpoint)
1.2 Center Operations
1.2.1 Basic operational practices and standards
(e.g., cleanliness, security, repair and mainte-
nance, potential liabilities, cost efficiencies)
1.2.2 Customer Amenities (e.g., access
and transportation, hours of operation,
restrooms, seating areas, wireless internet
access, directories)
1.3 Alternative Revenue [7%]
1.3.1 Sponsorship (e.g., special events,
naming rights, preferred provider) and value
assignments
1.3.2 Partnership (e.g., community, business to
business, media)
1.3.3 Potential impact of reciprocal easement
agreements (REAs), municipal ordinances,
sponsorship opportunities
1.3.4 Impact on marketing budget and/or net
operating income (NOI)
1.3.5 Gift cards (e.g., sales, marketing promo,
impact on revenue, administration, legislation)
1.4 Development/Redevelopment
1.4.1 Development/Redevelopment (e.g.,
process, pro forma, renovation, expansion,
repositioning, mixed-use, densification)
1.4.2 Industry trends (e.g., growth of store
types, design, retail consolidation, e-commerce,
sustainability/green building movement,
environmental consciousness)
1.5 Leasing [7%]
1.5.1 Leasing fundamentals (e.g., terms and
concepts, research analysis, impact on center
productivity, strategies)
Marketing CMD
Whatever the
economists say, the
winds have shifted in
the development and
tenanting side of retail
and strategic market-
ing plays a vital role in
economic growth
and recovery.
Nancy R. Walters,
scmd
President
VSE
San Diego, CA
12
www.icsc.org/domore
Marketing CMD
1.5.2 Lease provisions (e.g., fixed common area
maintenance [CAM], total rent, percentage
rent, use clause, restrictive covenants, prohibi-
tive use of the common area, co-tenancy)
1.5.3 Application of research and sales data to
merchandise and leasing support development
and center positioning (trends) (e.g., defining
target merchandise mix and supporting leasing
strategies)
1.5.4 Specialty/temporary leasing (e.g., terms
and concepts, strategies)
1.5.5 Rent structures (e.g., market rent, tenant
allowance, occupancy costs, base rents)
1.6 Retailing [7%]
1.6.1 Retail terms and concepts (e.g., gross
margin, stock turnover, markup, markdown)
1.6.2 Sales (e.g., seasonal fluctuations, store
performance analysis, occupancy costs, profit
margin)
1.6.3 Retailer analysis (e.g., merchandise
presentation, customer service, advertising,
sales promotion, profit and loss)
1.6.4 Types and characteristics of retail formats
(e.g., department stores, specialty store, factory
outlet, e-commerce, catalog, mass merchan-
diser, discounter)
1.6.5 E-commerce (e.g., sales on internet, web
strategy)
Domain 2: Marketing Plan
Development – 30%
2.1 Research and Analysis [10%]
2.1.1 Methodology and interpretation of mar-
ket research (e.g., trade area, demographics,
standard metropolitan statistical areas,
secondary sources of information)
2.1.2 Methodology and interpretation of
consumer research (e.g., shoppers, non-
shoppers, focus groups, intercept/exit
studies, telephone, web-based, psychographic
segmentation, relative draw index [RDI])
2.1.3 Competitive Analysis
2.1.4 Sales analysis methods (e.g., comparable
and total sales, occupancy costs, category,
consumer price points, sales potential, general
merchandise, apparel, furniture and other
[GAFO], mall type merchandise [MTM], depart-
ment store type merchandise {DSTM], and
market share)
2.1.5 Merchandise analysis (e.g., occupancy,
productivity)
2.1.6 Problems and opportunity identification
(e.g., strengths, weaknesses, opportunities and
threats (SWOT) analysis of center, competition,
market and shopper)
2.1.7 Owner initiatives and goals (e.g., short-
term, long-term)
2.1.8 Consumer trend analysis (e.g., Boomers,
Generation Y)
2.2 Goals and Objectives
2.2.1 Goal setting procedures (e.g., specific,
measurable, achievable, realistic, timely)
2.3 Strategies
2.3.1 Objective-based strategy development
2.3.2 Multiple strategy evaluation
2.4 Tactics
2.4.1 Tactical Plan (actions necessary to
accomplish strategies)
2.5 Budget Creation
2.5.1 Calculating income (e.g., tenant/landlord
contribution, subsidies, other income)
2.5.2 Allocating expenses (e.g., seasonality,
appropriate allocations)
Domain 3: Marketing Plan
Implementation – 32%
3.1 Advertising and Media
3.1.1 Media plan and buying principles
(e.g., target audience, cost per thousand [CPM],
cost per point [CPP], gross rating point [GRP],
share, rating, reach and frequency)
3.1.2 Advertising strategies, creative and
principles of production
3.1.3 On-Mall media (e.g., mall signage, point
of purchase, promotional materials)
3.1.4 Media and application (e.g., print, broad-
cast, outdoor, direct mail, email, websites)
3.2 Public and Community Relations
3.2.1 Public relations campaign elements
3.2.2 Media relations (e.g., news release proce-
dures, public service announcements, publicity
plan, publicity evaluation)
3.2.3 Community relations (e.g., communica-
tions with business, government, civic, and
community groups)
3.2.4 Elements of crisis management/
communications plans and procedures
3.3 Retailing/Sales Development
3.3.1 Retail sales strategies (e.g., category
promotions, sales promotions)
3.3.2 Traffic-building events
3.4 Merchant Relations
3.4.1 Communication methods (e.g., written,
verbal, electronic)
3.4.2 Motivation skills (e.g., presentation tech-
niques, negotiation, meeting planning, selling)
3.4.3 Merchant development
3.5 Customer Relations Management (CRM)
3.5.1 Customer service/information centers (e.g.,
services, scheduling, funding, training)
3.5.2 Customer loyalty programs (e.g., database
management, websites, incentives)
3.6 Marketing Plan Results Evaluation [9%]
3.6.1 Qualitative evaluation methods (e.g.,
focus groups, retailer surveys)
3.6.2 Industry benchmarks and shopper
behavior (e.g., average shopping expenditures,
direct mail response, RDI – relative draw index,
number of stores visited)
3.6.3 Evaluation methods for fulfillment of
sponsor objectives (e.g., duration, sales created,
number of exposures)
3.6.4 Evaluation methods for publicity
(e.g., space measurement, broadcast minutes)
3.6.5 Evaluation methods for sales promotions
and special events (e.g., computation of reach
and return, cost of sales, buyer conversion,
sales, effect on center value)
3.6.6 Evaluation methods for advertising
effectiveness (e.g., campaign pre/post aware-
ness testing, sales and traffic)
3.6.7 Promotional reach and return
(e.g., response ratios in relation to direct
mail, coupon redemption, gift with purchase
[GWP])
Domain 4: Administration and
Financial Management – 3%
4.1 Basic accounting terms and principles
(accrual v. cash basis)
4.2 Monitoring income and expense relative to
impact on property budget
4.3 Human resource management policies and
procedures
Domain 5: Legal and Risk
Management – 3%
5.1 License/contract agreements
(e.g., terminology, media contracts)
5.2 Public access laws
5.3 Insurance and risk management (e.g., types
of basic coverage, 5.4 certificates of insurance,
indemnification)
View 2012 CMD Exam Blueprint
for Global Practices online at
www.icsc.org/certified.
13
www.icsc.org/domore
ICSC established the CLS
(Certified Leasing Specialist)
credential in 1994 to advance
professional standards in
shopping center leasing worldwide.
Candidates for the CLS designation
demonstrate at least four years of quali-
fied work experience in long-term or
short-term center leasing and must be or
have been active in a position with sub-
stantial responsibly for leasing shopping
centers as an employee representative
or agent of an owner and/or tenant. CLS
certification is achieved through mastery
of a body of knowledge, completion of
the eligibility requirements, successful
completion of a rigorous half-day writ-
ten examination, and commitment to a
code of professional ethics. Through the
ICSC, an elite group of shopping center
leasing professionals enjoy unparalleled
opportunities for industry involvement
and industry-wide recognition.
Designees demonstrate competence –
indeed mastery – of shopping center
leasing topics such as:
n
Trade Area Analysis
n
Tenant Prospecting
n
Merchandise Mix
n
Long-term Leasing Principles
n
Short-term Occupancy
n
Lease Administration
n
Contract Negotiation
n
Construction Process
n
Construction
n
Tenant Coordination
n
Retailing
n
Financing
n
Operations Fundamentals
n
Marketing Fundamentals
Who Should Apply
n
A leasing agent with responsibility
for leasing shopping centers as an
employee representative.
n
A retail professional with responsibility
for short term leasing, specialty leasing
and/or alternative revenue.
n
A leasing professional with responsibil-
ity for negotiating space as an agent
in a shopping center for an owner or
tenant.
n
Corporate or regional professionals
who oversee the leasing function for
one or more shopping centers.
n
A retail executive involved in the real
estate function with responsibility for
leasing space in shopping centers.
2012 CLS Exam
Content Blueprint
This exam content outline was derived
from an extensive study that defined the
knowledge and experience needed for
a qualifying candidate to hold the CLS
designation.
Domain 1: Development and Market
Research Fundamentals – 10%
1.1 Market planning and analysis
1.2 Competition/void analysis
1.3 Trade area (catchment area) analysis
1.3.1 Demographics
1.3.2 Psychographics/lifestyle preferences
1.3.3 General merchandise, apparel,
furniture & other (GAFO)/Department store
type merchandise (DSTM)
1.3.4 Annual household income
1.4 Market share
1.5 Types of centers and anchor selection
1.6 Site planning/analysis
1.7 Business climate/industry trends
1.8 Retailer site selection process
1.9 Redevelopment
1.10 Public/private cooperation
1.11 Development landlord and retailer
incentives (e.g., tax increment financing [TIF],
property tax credit, employment tax credit,
sales tax credit, value added tax [VAT] credit)
1.12 Entitlement process
Domain 2: Leasing
Fundamentals – 20%
2.1 Tenant prospecting and evaluation
by developer
2.2 Merchandise mix and tenant mix
2.2.1 Tenant space requirements
2.2.2 Center layout
2.2.3 Co-tenancy (e.g., merchandise, anchor,
retailer)
2.2.4 Retailer productivity analysis and factor
by category
2.2.5 Non-retail uses
2.3 Establishing the leasing plan
2.3.1 Evaluating the space
2.3.2 Resizing leased premises to suit the
retailer
2.3.3 Optimizing lease plan
2.3.3.1 Cost-benefit analysis
2.3.4 Complementary and non-complementary
uses
2.3.5 Code compliance
2.3.5.1 International Building Codes [IBC]
2.3.5.2 Local codes
2.4 Structuring the deal
2.4.1 Negotiating techniques and closing
the deal
2.5 Economics of total occupancy costs (TOC)
2.5.1 Minimum rent/percentage rent /fee
2.5.2 Additional rents/fees (e.g., common
area maintenance (CAM), real estate taxes,
insurance, marketing, utilities)
2.5.3 Pro rata/triple net recoveries
2.5.4 Gross rent/fees
2.6 Remerchandising
2.6.1 Tenant Retention
2.6.2 Renewal
2.6.3 Re-leasing
2.6.4 De-leasing
2.6.5 Incubation
2.6.6 Lease/license buyout
2.7 Brokers/tenant representatives
Domain 3: Long-term Leasing – 10%
3.1 Long-term leasing prospecting
3.2 Pad/freestanding/outlot
3.2.1 Ground lease
3.2.2 Sale
3.2.3 Build-to-suit/reverse build-to-suit
3.3 Proposal/letter of intent (LOI)
3.4 Tenant improvement (TI) allowance
3.5 Key money – 1%
Domain 4: Short-term Leasing – 10%
4.1 License agreement
4.2 Revenue generating sources
4.2.1 Retail merchandising unit (RMU)
4.2.2 Kiosk
4.2.3 In-line
4.2.4 Parking lot
4.2.5 Freestanding
4.2.6 Static display
4.2.7 Storage
4.2.8 Advertising
4.2.9 Sponsorship
Leasing CLS
14
www.icsc.org/domore
Leasing CLS
4.2.10 Events (for traffic building and
generating non-rental income)
4.2.11 Rooftop
4.2.12 Vending
4.3 Setting fees (short-term “rents”)
4.4 Short-term leasing prospecting
4.4.1 Qualifying the merchant
4.4.2 Negotiation
4.5 Common area limitations
4.6 Visual merchandising
4.6.1 Understanding the basics
4.6.1.1 Pyramiding
4.6.1.2 Color blocking
4.6.1.3 Theme
4.6.1.4 Visual appeal
4.7 Operations – 1%
4.7.1 Tenant coordination
4.7.2 Coordination with on-site management/
property team
4.7.3 Enforce standards, rules and regulations
(e.g., signage, trash, conduct, solicitation)
4.8 Securing sponsorship, advertising and
events
4.8.1 Pricing elements
4.8.2 Terminology (e.g., gross impressions,
cost per thousand [CPM])
4.8.3 Production
4.8.4 Tracking
4.8.5 Marketing, advertising and public
relations agencies
Domain 5: Legal – 13%
5.1 Lease/license terminology
5.1.1 Permitted use clause
5.1.2 Opening/operating covenants
5.1.3 Assignment and subletting
5.1.4 Restrictive covenants
5.1.4.1 Co-tenancy
5.1.4.2 Radius
5.1.4.3 Exclusives
5.1.4.4 Common area restrictions
5.1.5 Subordination/non-disturbance
5.1.6 Relocation
5.1.7 Recapture rights
5.1.8 Insurance and indemnification
5.1.9 Term (time frame)
5.1.9.1 Commencement
5.1.9.2 Options
5.1.9.3 Holdover
5.1.10 Repair and maintenance, and self-help
5.1.11 Gross sales/revenue
5.1.12 Subordination
5.1.13 Termination rights
5.1.14 Waiver/release
5.1.15 Sales audits
5.1.16 Common area maintenance (CAM) audits
5.1.17 Leased vs. leasable area
5.2 Defaults and remedies
5.2.1 Reasons for default
5.2.2 Remedies
5.2.3 Eviction
5.2.4 Bankruptcy protection
5.3 Other legal concepts
5.3.1 Reciprocal easement agreement [REA]
5.3.2 Operating expense agreements [OEA]
5.3.3 Guarantor
5.3.4 Business license
5.3.5 Licensed merchandise
Domain 6: Design and Construction – 9%
6.1 Terminology (e.g., lease outline drawing
[LOD], as-built plans, computer aided design
[CAD], vanilla shell, cold dark shell, construction
drawings, turnkey, heating, ventilation and
air conditioning [HVAC], and sustainability
compliance standards such as Leadership in
Energy and Environmental Design [LEED],
Building Research Establishment Limited’s
Environmental Assessment Method [BREEAM]
and Green Globes)
6.2 Environmentally accepted practices
6.3 Pricing and costs
6.3.1 Tenant improvement (TI)
6.3.2 Landlord work
6.4 Construction process
6.4.1 Condition of premises
6.4.2 Division of responsibility
6.4.3 Construction, design and sign criteria
(landlord)
6.4.4 Prepare and submit tenant’s plans
6.4.5 Landlord approval
6.4.6 Government regulatory approval/
permitting
6.4.7 Bid/build/inspect/open
6.4.8 Labor unions
Domain 7: Retailing – 13%
7.1 Mathematics of retailing (e.g., markup,
markdown, margins, trade discount, cash
discount, stock/inventory turns)
7.2 Terms and definitions (e.g., loss leader,
pop-up retail, shrinkage, buyer conversion,
average unit retail [AUR], stock-keeping unit
[SKU], average transaction [average trans],
point of sale [POS]/point of purchase [POP],
radio frequency identification [RFID])
7.3 Categorization of retail stores
7.3.1 Merchandise type
7.3.2 Ownership type (e.g., independent,
regional, national, global, publicly owned/
traded)
7.4 Multi-channel retailing (e.g., stores,
e-commerce, on-line retailing, warehouse clubs,
catalogs, television, smartphone)
7.5 Retailer financial statements and metrics
7.5.1 Income statement/profit and loss (P&L)
7.5.2 Balance sheet
7.5.3 Statement of cash flow
7.5.4 Financial ratios (e.g., quick ratio)
7.6 Occupancy cost-to-sales ratio
7.7 Retailer’s brand strategy and business plan
7.8 Sales performance by type of retailer
7.9 Supply chain management
7.10 Retailer seasonality (e.g., sales planning,
advertising, merchandising)
Domain 8: Finance – 10%
8.1 Setting budgets
8.1.1 Income
8.1.2 Expenses
8.2 Reforecast
8.3 Pro forma
8.4 Project/center profit and loss [P&L]
statements
8.5 Market value of project/center (e.g., income
approach, capitalization [cap] rates)
8.5.1 Lease value
8.5.2 Valuation of short-term income
8.6 Net effective rent (NER)
8.7 Basic financial terminology (e.g., interest
rates, net operating income (NOI), earnings
before interest, taxes, depreciation and
amortization [EBITDA], return on investment
[ROI], net present value [NPV], discounted cash
flow [DCF], internal rate of return [IRR])
8.8 Owner’s objectives (e.g., short/long-term
hold, driving cash flow, asset preservation,
defensive competitive positioning)
8.9 Stakeholder, ownership and management
types and retail business entities (e.g., pension
fund, lender, advisors, real estate investment
trusts [REITs], limited partnerships, limited
liability companies [LLC], fee manager)
Domain 9: Operations, Marketing and
Promotions – 5%
9.1 Basic terminology (e.g., marketing,
advertising, marketing funds, promotional
periods, marketing plan)
9.2 Business-to-Business (B2B) marketing to
attract leasing prospects
9.3 Use of social media and digital marketing
9.4 Common area maintenance (CAM)
9.4.1 Operating expenses
9.4.2 Right to use
9.4.3 Security
9.4.4 Responsibility
15
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ICSC established the CDP
(Certified Development,
Design and Construction
Professional) credential in 2007
to advance high professional standards in
shopping center development, design and
construction worldwide. Candidates for
the CDP designation demonstrate at least
five years of qualified work experience in
development, design and/or construction
of shopping centers as an owner repre-
sentative, development manager, project
manager, tenant coordinator, architect,
engineer, general contractor, construction
manager, facilities manager, retail store
planner, or retail construction manager.
CDP certification is achieved through
mastery of a body of knowledge, comple-
tion of the eligibility requirements,
successful completion of a rigorous
half-day written examination, and com-
mitment to a code of professional ethics.
Through the ICSC, an elite group of
shopping center development, design and
construction professionals enjoy unparal-
leled opportunities for industry involve-
ment and industry-wide recognition.
Designees demonstrate competence –
indeed mastery – of shopping center
development, design and construction
topics such as:
n
Site Selection & Acquisition
n
Design Phases
n
Construction Process
n
Contract Documents
n
Sustainability
n
Project Scheduling and Phasing
n
Safety Management
n
Construction Management
n
Retail Store Planning
n
Tenant Coordination
n
Codes, Rules and Regulations
n
Project Cost Management
n
Legal & Insurance
n
Business Ethics
Who Should Apply
n
Commercial architects actively engaged
in the design of retail real estate.
n
Engineers and general contractors
actively engaged in the construction of
retail real estate.
n
Facilities managers actively engaged in
retail store planning
n
Professionals representing an indepen-
dent contractor, retail organization
or property owner in the development
and/or redevelopment of retail real
estate.
2012 CDP Exam
Content Blueprint
This exam content outline was derived
from an extensive study that defined the
knowledge and experience needed for
a qualifying candidate to hold the CDP
designation.
Domain 1: Pre-Development – 20%
1.1 Retail – basic knowledge (e.g., regional
centers, mixed use, basic layout, etc.)
1.2 Site selection & acquisition
1.3 Typical lease language for tenant buildout
and landlord requirement
1.4 Real estate agreements
1.5 Due diligence process (e.g., new construc-
tion versus remodel or renovation)
1.5.1 Surveys and topos
1.5.2 Environmental
1.5.3 Geotechnical
1.5.4 Ecological
1.5.5 Existing conditions
1.5.6 Zoning
1.6 Entitlements
1.7 Governmental coordination
1.8 Lender requirements and public financing
1.9 Pro forma
Development, Design
& Construction
CDP
When I meet
someone with their
CDP, I know they are
of the highest caliber
with industry training,
experience and
expertise matched
only by their
commitment to
the industry.
Stephen E. Gallant,
scdp
Vice President Facilities
Development
JoS. A. Bank
Clothiers, Inc.
Hampstead, MD
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Development, Design
& Construction
CDP
Domain 2: Design – 20%
2.1 Design phases (basic and additional
services)
2.2 Construction documents & specifications
phase
2.2.1 Architectural
2.2.2 Mechanical/electrical/plumbing
2.2.3 Structural
2.2.4 Civil/site improvements
2.2.5 Fixtures and amenities
2.2.6 Landscaping
2.2.7 Graphics
2.3 Standard design contract documents
(e.g., Associated General Contractors of America
[AGC], American Institute of Architects [AIA]
and other types)
2.4 Single store vs. roll-out program/design
and construction
2.5 Design principles specific to retail (owner’s
program)
2.6 Materials and finishes; interior and exterior
2.7 Lighting; interior and exterior
2.8 Sustainable designs (e.g., Leadership in
Energy and Environmental Design [LEED]
certification)
2.9 How design and construction impact
routine and preventive maintenance
Domain 3: Construction/Construction
Management – 20%
3.1 Construction process (pre-construction,
construction & post-construction activities)
3.1.1 Pre-qualifications
3.1.2 Pre-bid & bid phases
3.1.3 Contract award phase
3.1.4 Pre-construction
3.1.5 Mobilization & construction phases
3.1.6 Construction close-out phase
3.1.7 Quality control
3.1.8 Standard documentation
3.2 Standard construction contract documents
(e.g., Associated General Contractors of
America [AGC], American Institute of Architects
[AIA and other types)
3.3 Value engineering/systems analysis/
facilities management
3.4 Construction delivery methods
3.5 Safety management (e.g., Experience
Modification Rating [EMR])
3.6 Project scheduling and phasing
3.7 Project access and public safety
3.8 Construction in an operating property
(e.g., access, dust and noise control, signage)
3.9 Labor/materials issues
3.10 Construction budgeting/estimating
3.11 Engineering activities
3.11.1 Testing and inspections
3.11.2 Environmental remediation (asbestos
abatement,
soil and ground-water remediation)
3.11.3 Storm-water best management practices
3.12 Project commissioning/turnover
Domain 4: Retail Store Planning – 10%
4.1 Lease outline drawings and condition of
premises
4.2 Appearance and traffic flow
4.3 Electrical, mechanical, plumbing and
physical requirements
4.4 Storefront and signage, including
prototypical tenant design
4.5 Landlord/tenant scope of work
4.6 Landlord design and construction criteria
4.7 Tenant fixturing and visual merchandising
Domain 5: Tenant Coordination – 10%
5.1 Key points in lease
5.2 Tenant design criteria
5.3 Tenant plan reviews/approval
5.4 Permitting
5.5 Tenant construction administration/
contractor guidelines
5.6 Tenant close-out procedures
5.7 Schedule management
Domain 6: Codes/Rules &
Regulations – 5%
6.1 Government regulatory approvals,
variances and compliance
6.2 Accessibility and worker safety standards
and compliance
6.3 Building and energy codes (e.g., heating,
ventilation and air-conditioning [HVAC]
requirements) specific to use
6.4 Building and occupancy permits
6.5 Municipal management (local codes/laws)
6.6 Life safety systems
Domain 7: Project Cost
Management – 10%
7.1 Budget development and forecasting
7.2 Ongoing cost reporting
7.3 Change order management
7.4 Pay application process
Domain 8: Legal/ Insurance/ Ethics – 5%
8.1 Lease legal
8.2 Real estate agreements (e.g., Construction,
Operation and Reciprocal Easement agreements
[COREA])
8.3 Insurance requirements (landlord/
owner, tenant, contractor, lenders, design
professionals)
8.4 Lien waivers/lien laws
8.5 Business ethics
8.6 Dispute resolution
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All ICSC Professional Certification exams
are valid and reliable. Validity means that
the exams are proven to measure what
they are supposed to measure. Reliability
is an index of how accurately the exam
measures a candidate’s skills. A test must
be both valid and reliable to be consid-
ered a well-developed exam.
ICSC contracts with a test development
firm, Prometric, to administer our exam
development, construction and delivery.
Together, we ensure ICSC certifications
validate knowledge levels and skill sets to
prove job capabilities.
Prometric is the recognized global leader
in technology-enabled testing and assess-
ment services. Prometric has more than
four decades of comprehensive experi-
ence in the credentialing, testing, licen-
sure and assessment industries, giving us
a level of knowledge and understanding
about the necessary elements and
attributes of a successful credentialing
program that is beyond compare.
Founded in 1957, the
International Council of
Shopping Centers (ICSC) is
the global trade association
of the shopping center
industry. Its 55,000 members
in the U.S., Canada and more
than 80 other countries
include shopping center
owners, developers, manag-
ers, marketing specialists,
investors, lenders, retailers
and other professionals
as well as academics and
public officials. As the global
industry trade association,
ICSC links with more than
25 national and regional
shopping center councils
throughout the world.
Since it’s inception over 40
years ago, ICSC Professional
Certification has given special
recognition to those who
demonstrate the highest
level of competency in their
field, proven through educa-
tion, experience, examination
and professional ethics. ICSC
certification programs raise
the professional standards
of retail real estate profes-
sionals and give special
recognition to a global
network of leading retail
real estate professionals.
The ICSC Difference
3.
Test Design and
Construction
Prometric composes
exams that are analyzed
in a beta test and
administered
in multiple
forms to
preserve
security.
4.
Psychometric
Analysis
A robust team of
psychometricians ensures
exams meet design
objectives,
market
requirements
and legal
standards.
5.
Administration
All exams are
administered with
the highest
standards
of security,
integrity,
accuracy
and
consistency.
Global Exam
Development
Process
1.
Practice Analysis
Prometric
psychometricians
work with ICSC’s
panel of
experts.
2.
Item Development
It’s more than simply
writing questions.
Each exam item must
be psychometrically
sound and
legally
defensible.
+
6.
Scheduling &
Registration
Always-on, always
available, online system
allows candidates
to make
individual
exam
appoint-
ments.
7.
Security
The highest level
of security and ID
verification protects
exam items
and results.
8.
Scoring
Exams are delivered by
computer in a multiple
choice format, graded
automatically,
with instant
reporting of
Pass or Fail.
18
www.icsc.org/domore
Paperless Application Center
Application Policies
First-Come, First-Served
Appointments
Prometric test centers have a limited
number of seats available each day so
space can become limited at a given
center. ICSC cannot guarantee avail-
ability. Therefore, we recommend that
you contact Prometric to schedule your
appointment as soon as possible to
maximize your chances of testing at the
location and time of your first choice.
Rescheduling Your Exam
Appointment
Within the same window, you may
reschedule the day of your exam appoint-
ment. In addition to notifying ICSC, you
must contact Prometric directly (phone or
online). The following reschedule policy
and fees (payable to Prometric) will apply:
n
30 days before appointment –
No fee, unlimited changes
n
15-29 days before appointment –
$25 per change
n
3-14 days before appointment –
$50 per change
n
2 days (48 hours before) –
Changes cannot be processed
Transferring To Another
Exam Window
If necessary, your Exam Window may
be changed to another eligible window
when requested no less than 15 days
before the start of your original exami-
nation window. A $50 change fee will
apply.
Cancelling Your Exam and
Getting A Refund
You must contact ICSC to cancel an exam.
All application fees are non-transferable
and include a $95 ($195 NM) non-
refundable eligibility evaluation fee and
a $395 ($795 NM) exam registration fee.
Upon written request, no less than 30
days prior to registered test window, can-
didates may request a refund of the exam
registration, less $50 administrative fee.
Testing Center Regulations
Failure to follow center regulations can
prevent you from testing and will forfeit
your appointment and exam fee.
1. Plan to arrive 30 minutes before your
scheduled appointment time. You may
have to forfeit your appointment if you
arrive more than 30 minutes late.
2. You will be continuously monitored
by video, physical walk-throughs and the
observation window during your test.
All testing sessions are video and audio
recorded.
3. You must present valid (unexpired)
and acceptable ID(s) in order to take your
test. Acceptable IDs are original, non-
expired (valid), photo-bearing, signature-
bearing, and government-issued. If the
primary ID presented does not have or
require a signature, the authorized test-
ing center will request a second ID that
does contain a signature. The signature
ID must also have the examinees name
pre-printed.
4. The name on your ID must match your
name on file with ICSC under which you
applied for certification.
5. You are required to sign out on the
test center roster each time you leave
the test room. You must also sign back
in and show your ID to the Test Center
Administrator (TCA) in order to be
re-admitted to the test room.
6. You are prohibited from communicat-
ing, publishing, reproducing, or transmit-
ting any part of your test, in any form or
by any means, verbal or written, for any
purpose.
7. You must not talk to other candidates
or refer to their screens, testing materi-
als, or written notes in the test room.
8. You must not use written notes, pub-
lished materials, or other testing aids.
9. You are allowed to bring soft ear
plugs or center-supplied tissues in the
test room.
10. Any clothing or jewelry items allowed
to be worn in the test room must remain
on your person at all times. Removed
clothing or jewelry items must be stored
in your locker.
11. With the exception of an approved
calculator, you must not bring any
personal/unauthorized items into the
testing room. Such items include but are
not limited to: outerwear, hats, food,
drinks, purses, briefcases, notebooks,
pagers, watches, cellular telephones,
recording devices, and photographic
equipment. Lockers will be provided for
personal belongings.
12. Weapons are not allowed at any
Prometric Testing Center. You will be
asked to empty and turn your pockets
inside out prior to every entry into the
test room to confirm that you have no
prohibited items. You will be scanned
with a metal detector wand prior to
every entry into the test room. If you
refuse, you cannot test.
13. Scratch paper will be provided upon
request at the testing center. You must
return all materials issued to you by the
TCA at the end of your test.
14. You will receive one 15 minute break
during your exam. The TCA can inform
you what is specifically permitted during
these breaks.
15. You must conduct yourself in a
civil manner at all times when on the
premises of the testing center. Exhibiting
abusive behavior towards the TCA, or any
other staff member of the test center,
may result in criminal prosecution.
16. To protect the privacy of all testers,
the TCA can neither confirm nor deny
if any particular individual is present or
scheduled at the test center.
17. Persons not scheduled to take a test
are not permitted to wait in the test
center.
19
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Getting Started
Go to www.icsc.org/domore and
click Apply Now.
Step 1: Personal
Information
Your home address should match the
address on your government issued ID.
Your ID must be provided at the Testing
Center when you take your exam and
your full legal name and home address
must match your ICSC records.
Step 2: Exam Options
Questions marked as
*
are required and
must be completed.
Step 3: Work Experience
Click the Add button each time you want
to enter another position you have held.
A pop-up window will prompt you for
information. Be sure you complete ALL
fields before you click Save.
Step 4: Education
Experience
One year of experience may be
substituted by successful completion
of Institutes from the John T. Riordan
School for Professional Development.
Experience and/or education used must
be obtained within 6 years of application.
Step 5: Industry References
A minimum of two references are
required and must include name,
company, position, email and phone.
Step 6: Certificant
Agreement
You must Agree to all conditions in order
to qualify for certification.
Step 7: Application
Optional supporting documentation
such as a resume or transcript may be
attached to your application. Please click
Submit only once when you are ready
to complete your application make your
payment.
Step 8: Submit Payment
When your application and payment
has been successfully submitted, you will
receive two forms of confirmation, a
verification message on your screen AND
a confirmation email.
Step 9: Eligibility Notice
Upon approval of the Admissions and
Governing Committee, you will receive
an Eligibility Notification email. This
email will be sent to your email address
on file with ICSC at the time you submit-
ted your application. Applicants should
allow at least two weeks (10 business
days) for processing. If approved, your
email will include instructions on how to
schedule your exam appointment.
Step 10: Appointment
Confirmation
Once you have successfully scheduled
your appointment you will receive
an Appointment Confirmation from
Prometric. Please print this confirmation
for your records. It contains a confir-
mation number that will allow you
to reschedule your appointment
with Prometric.
Quick Tips
If you are not logged in, you
will be prompted to do so.
Select your application form.
Ensure you are logged in
under your own name which
should appear in the upper
right hand corner of the screen.
Start a new application.
Click Apply Online in the
bottom right corner when
you are ready to begin.
Continue an existing
application.
If you are returning to an
application you started, you
will find your saved form under
the heading Applications to
Continue.
Get familiar with navigation
tools.
As a general rule, you will
find your navigation buttons
toward the bottom of each
screen. Move back and forth
between pages using the
Previous Page and Next Page
buttons. Found at the bottom
of each screen, click Save
frequently to save your
answers. Using the Save
button, you may leave the
application and continue again
without loosing any content.
Click Delete if you want to
discard the application you are
working on.
20
www.icsc.org/domore
Through maintenance requirements,
certificants demonstrate expansion and
reinforcement of their knowledge of
current industry best practices. Designees
must accumulate a minimum of 10 ICSC
approved credits within a three-year
period to maintain an active certifica-
tion status. These credits can be earned
through a wide variety of continuing
education, industry service and profes-
sional recognition activities. Activities
may be offered by ICSC, related industry
organizations or the designee’s employer.
Earning the SCSM
and SCLS designations
has opened doors for my
career growth and also
provides solid networking
opportunities. I have
been able to establish
a network of colleagues
around the country
where we get together,
share ideas and learn
from each other.
John S. Kokinchak,
scsm, scls
Senior EVP & Chief
Administrative Officer
DDR Corp.
Senior Maintenance Program
Continuing Education
A1 1.5 credits each Attendance at ICSC conventions (RECon, Canadian, RECon
Asia, European, RECon Latin America, RECon MENA).
A2 1.5 credits each Attendance at an ICSC specialty conference or education
seminar (e.g., Fusion Conference, CenterBuild, Finance for
NonFinancial Professionals, NOI+).
A3 1.0 credit each Attendance at an ICSC Idea Exchange, Regional Conference
(e.g., Chicago Deal Making, Western Division Conference,
Florida Conference, Southeast Conference, Texas Conference
and Deal Making) or an Alliance Program.
A4 0.5 credit each Attendance at an educational ICSC local meeting
(e.g., breakfast/luncheon speaker, Next Generation).
(Maximum of 3.0 credits allowed for each 3-year period.)
A5 4.0 credits each Completion of ICSC Institute programs (Management I,
II, Marketing I, II, Leasing I, II, Development, Design and
Construction I, II)
A6 0.5 credit each Completion of ICSC courses (e.g., courses taken at the
University of Shopping Centers, Executive Learning Series,
Pre-CenterBuild Professional Development Sessions or special
seminars).
A7 4.0 credits each Completion of ICSC Online Learning Program.
A8 1.0 credit each Educational activities offered by applicant’s company
(e.g., management conference, partnering conference or
other in-house training). (Minimum training length to qualify
is 6 hours per event. Maximum of 2.0 credits allowed.)
A9 1.0 credit each Attendance at industry-related conventions or conferences
(e.g., ABC, AGC, AIA, BOMA, CCIM, CMAA, IEDC, IEG, IREM,
NAIOP, NRF, PMI, RAC, ULI, USGBC). (1.0 credit for each event.
Maximum of 3.0 credits allowed.)
A10 0.5 credit each Attendance at courses on topics relevant to retail real estate
or parallel industry conducted by an accredited institution of
higher education (school/university). (Maximum of 4.0 credits
allowed.)
A11 1.0 credit each Approved and verifiable self-study or online courses (e.g.,
ABC, AGC, AIA, IREM, NCIDQ, USGBC, World Wide Learn).
(Maximum of 3.0 credits.)
A12 1.0 credit each Continuing education courses for maintenance of another
certificate or license. (e.g., AIA, CCIM, CMAA, CPM, P.E.
contractor’s license, PMI). (Maximum of 3.0 credits allowed.)
A13 0.5 credit each Participation on an ICSC professional development webinar
(e.g., LEED for RETAIL webinar series, Educational Webinar
series, Certification Study Series). (Maximum of 4.0 credits
allowed.)
Industry Service
B1 2.0 credits each Year of service as a member of the ICSC Board of Trustees.
B2 2.0 credits each Year of service as a chairman of any ICSC board-appointed committee or task force (e.g., Government Affairs,
Law Committee, PAC).
B3 1.0 credit each Year of service as a member of any ICSC professional designation committee (CSM, CMD, CLS or CDP).
(Maximum of 3.0 credits allowed.)
B4 2.0 credits each Year of service as ICSC Division, State or Province Officer.
B5 1.0 credit each Year of service as a member of any ICSC committee (e.g., program planning committee, awards judging
committee). (Maximum of 3.0 credits allowed.)
B6 3.0 credits each Year of service as a chairperson of an ICSC awards program or certification committee. (Maximum of
6.0 credits allowed.)
B7 4.0 credits each Year of service as a chairperson at any ICSC convention or conference. (Maximum of 8.0 credits allowed.)
B8 1.0 credit each Service as an appointed facilitator, panelist or speaker at any ICSC event.
B9 1.0 credit each Service as a chairperson for any ICSC Idea Exchange or local meeting.
B10 0.5 credit each Service as a roundtable facilitator or instructor of a Test Review at any ICSC event.
B11 2.0 credits each Participation in an ICSC certification subcommittee (e.g., examination item writing, cut score determination.)
B12 2.0 credits each Service as an instructor at the ICSC John T. Riordan School for Professional Development, University of Shopping
Centers or other ICSC education program.
B13 3.0 credits each Service as an instructor for courses on topics relevant to retail real estate or parallel industry conducted by an
accredited institution of higher education (school/university). (Maximum of 6.0 credits allowed.)
B14 4.0 credits each Sole authorship of any book relevant to retail real estate or parallel industry, with ICSC or other publisher.
B15 2.0 credits each Authorship of any white paper or chapter of a book relevant to retail real estate or parallel industry.
B16 1.0 credit each Authorship of an article for the ICSC Certified Professionals Newsletter or other publisher.
B17 1.0 credit each Year of service on any selected or appointed board for City, State or Federal Government (e.g., planning, permit-
ting, architectural review, historical commissions, neighborhood association) (Maximum of 2.0 credits allowed.)
B18 1.0 credit each Year of participation as an active member of a board or committee in a community service organization that
benefits a shopping center, retail real estate or parallel industry (e.g., chamber of commerce, state board of real
estate). (Maximum of 1.0 credit allowed.)
B19 1.0 credit each Year of participation as an active member of a board or committee that benefits retail real estate or parallel
industry. (e.g., AIA, BOMA, CCIM, CMAA, IEDC, IREM, NAIOP, NAREIT, NMHC, PMI, USGBC, ULI) (Maximum of
1.0 credit allowed.)
Professional Recognition
C1 2.0 credits each Recipient of an ICSC Award (applicant’s name must be one of the names shown as receiving professional
recognition).
C2 1.0 credit each Recipient of ICSC Merit or Silver Award (applicant’s name must be one of the names shown as receiving
professional recognition).
C3 2.0 credits each Recipient of additional professional achievement award (e.g., Addy, Clio, ULI, AIA).
C4 0.5 credit each Finalist in an ICSC Awards program (candidate’s name must be one of the names shown on submission).
C5 3.0 credits each Attainment of an additional industry-related professional designation during current three-year period
(e.g., CSM, CMD, CLS, CCM, CDP, APR, CCIM, CPM, LEED AP; PMP, excludes Senior designation).
C6 4.0 credits each Achievement of ICSC Trustees Distinguished Service Award.
C7 1.0 credit each Receipt of a community or civic award for community service that benefits a shopping center, retail real estate or
parallel industry.
C8 2.0 credits each Securing an initial real estate salesperson, broker’s, architectural, engineering, contractor’s or other license
related to retail real estate or parallel industry.
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Preparation & Study Aids
Successful application of knowledge,
theory, and best practices to everyday
challenges clearly define the ICSC
Certified professional. Therefore,
preparation is a combination of both
experience acquired on the job and
knowledge acquired independently.
That’s where ICSC can help. While there
are no required educational programs
for eligibility, these educational resources
are highly recommended as candidates
develop their personal study plans.
School for
Professional Development
The John T. Riordan School for
Professional Development curriculum
is designed to equip attendees with
robust training specific to specialized
disciplines in the retail real estate
industry. As such, they are an ideal way
prepare for an ICSC certification.
Through its cutting-edge Institutes and
world class faculty, the schools offers a
week of rigorous study. Each Institute
contains nine courses offering practical,
real-life knowledge and powerful tools
which participants can immediately apply
when they return to their daily work.
The content of each course is fresh, com-
prehensive and concentrated, taught by
prominent industry experts from around
the world who serve as faculty.
Passing a certification exam is the best
way to get the most out of your invest-
ment. It demonstrates to yourself, and
your employer, that you’ve mastered the
concepts taught in your School. Interested
in earning a free exam registration? Each
2012 participant earns a $200 credit, good
towards an ICSC Professional Certification
Exam. Complete two Institutes in your
discipline within a two-year period and
you’ll earn $400 USD! That’s more than
enough to pay the ICSC member rate for
an exam registration. Conditions apply
and application fee required. Offer is
good through the December 31, 2013.
Specifications Blueprint
A free download from the ICSC website,
exam blueprints are available for each
exam and provide candidates with
the framework of the exam content,
organized to include a list of domains
and the corresponding knowledge areas
they’ll be tested on. Exam content blue-
prints are ideal to:
n
Guide question development for ICSC
exams by the item writers and certifica-
tion committee.
n
Provide direction on the full scope of
knowledge and skills covered on the
exams.
n
Delineate the skills and knowledge that
education professional development
programs should address.
Institute 2012 Date Location
Marketing Level I or II April 15
–
19 Arizona, U.S.
Management Level I or II April 15
–
19 Arizona, U.S.
Leasing Level I or II April 15
–
19 Arizona, U.S.
Development, Design & Construction April 15
–
19 Arizona, U.S.
Management, Marketing & Leasing Level I April 30
–
May 4 Istanbul, Turkey
Management, Marketing & Leasing Level II April 30
–
May 4 Istanbul, Turkey
Development, Design & Construction April 30
–
May 4 Istanbul, Turkey
Management, Marketing & Leasing Level I June 10
–
14 Dubai, U.A.E.
Management, Marketing & Leasing Level II June 10
–
14 Dubai, U.A.E.
Management, Marketing & Leasing Level I June 18
–
22 Santiago, Chile
Management, Marketing & Leasing Level II June 18
–
22 Santiago, Chile
Development, Design & Construction June 18
–
22 Santiago, Chile
Management, Marketing & Leasing Level I June 25–29 Singapore
Management, Marketing & Leasing Level II June 25–29 Singapore
Marketing Level I or II July 1
–
6 Brussels, Belgium
Management Level I or II July 1
–
6 Brussels, Belgium
Leasing Level I or II July 1
–
6 Brussels, Belgium
Management, Marketing & Leasing Level I November 5
–
9 Sao Paulo, Brazil
Management, Marketing & Leasing Level II November 5
–
9 Sao Paulo, Brazil
23
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ePractice Tests
$10
These web-based, 45-minute, 15-question
mock exams offers candidates an instant
opportunity to learn how questions are
structured and highlights strengths and
weaknesses in the subject matter on the
exam. ePractice Tests assist candidates in
their planning and preparation for the
full length exam. Prometric, the world-
wide testing service that ICSC uses to
administer the ICSC certification exams,
charges a nominal $10 fee for using
these practice exams.
For each professional designation, the
e-Practice Test contains 15 items which
are available in two modes. Allow 45
minutes to complete.
n
In the exam mode, after completing
all 15 items, you will be instructed
as to how many items you answered
correctly and receive feedback as to
whether you answered the question
correctly or incorrectly with an explana-
tion of the correct answer.
n
The study mode provides immediate
feedback as to whether you answered
the question correctly or incorrectly
with an explanation of the correct
answer once each item is completed.
Certification
Mixers & Events
Complimentary networking events held
at select ICSC meetings allow interested
candidates to learn about ICSC certifica-
tion, receive take home information and
talk about professional designations with
others in the industry that are already
ICSC Certified. Look for certification
related activities at these ICSC events!
Certification Reviews
$100 | ICSC Members pay just $75!
Convenient and practical, these 2-hour
review courses are designed to familiar-
ize candidates with exam content,
format, scoring and includes an in-depth
overview of the exam specifications
followed by a mock exam patterned after
an actual certification exam.
Certification Reviews at
2012 RECon – Las Vegas, NV
Monday, May 21, 2012
9:00 – 11:00 am
CSM Global Certification Review
Monday, May 21, 2012
10:00 am – 12:00 noon
CDP Global Certification Review
Tuesday, May 22, 2012
10:00 am – 12:00 noon
CMD Global Certification Review
Tuesday, May 22, 2012
2:00 – 4:00 pm
CLS Global Certification Review
Event 2012 Date Time Website
Mid-Atlantic February 22 8:00 – 9:00 am www.icsc.org/2012MIX1
Idea Exchange
University of March 6 7:30 – 8:30 am www.icsc.org/2012MIX3
Shopping Centers
RECon March 14 8:00 – 9:00 am www.icsc.org/2012MIX2
Latin America
RECon May 22 8:00 – 9:00 am www.icsc.org/2012MIX4
Florida Conference August 20 8:00 – 9:00 am www.icsc.org/2012MIX5
NOI+ Conference September 6 8:00 – 9:00 am www.icsc.org/2012MIX6
Chicago October 4 8:00 – 9:00 am www.icsc.org/2012MIX7
Deal Making
Canadian October 16 8:00 – 9:00 am www.icsc.org/2012MIX8
Convention
New York National December 4 10:00 – 11:00 am www.icsc.org/2012MIX9
Conference &
Deal Making
24
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Preparation & Study Aids
Online Learning
for Shopping
Center Management
Unable to travel but need a formal
education program to help you prepare
This one year online self-study course
with content aligned to certification and
the Management I & Management II
Institutes, provides candidates with the
opportunity to learn shopping center
pply them to their day-to-day responsi-
bilities. Units include:
n
Management
n
Retailing
n
Insurance and Risk Management
n
The Lease and Its Language
n
Leasing Strategies
n
Marketing
n
Finance
n
Maintenance
n
Security
Understanding
ICSC Certification
February 29, 2012 | 2:00 pm EST
June 19, 2012 | 2:00 pm EST
Free
Thinking about getting ICSC Certified?
Want to be part of an elite group of
industry professionals and receive global
recognition from your peers, boards and
associates? Then this complimentary
60-minute webinar is a must attend! This
is an ideal way to better understand the
certifications offered by ICSC, prerequi-
sites, the process for application, how
to prepare. More importantly, you’ll
hear from an industry leader about
what certification means, personally and
professionally.
Study online, anytime.
25
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Certification Study Series
February 7 – April 24, 2012
www.icsc.org/2012WB1
July 10 – September 25, 2012
www.icsc.org/2012WB12
$345 | ICSC Members pay just $229!
This 12-part study series offers a great
opportunity for prospective CSM, CMD,
CLS and CDP designees to connect virtu-
ally as a group with other candidates
studying for an ICSC certification exam.
Each meeting includes a study guide
featuring key concepts and suggested
reading.
Designed to illustrate fundamentals for
professionals with 3-5 years of experi-
ence, each meeting in the study series
is facilitated by a subject matter experts
who work closely with ICSC as faculty
and/or a member of a certification
Admissions and Governing Committee.
Study group leaders offer insider insights
about preparing for the exam and
provide a broad content review to assist
the members of the group in creating
a targeted, personalized study plan.
Delivered via web meetings, facilitators
will deliver a presentation, followed by
Q&A. Each unit includes a study guide
featuring key concepts and suggested
reading.
Faculty Members
Shopping Center Fundamentals
Ralph J. Conti, ccim, cdp
Ra Co Real Estate Advisors LLC
Ownership, Asset Management
& Operations
Rene Daniels, scls, scsm,
scdp, scmd
Gilad Development, Inc.
Site Selection & Acquisition
Drew T. DeWitt, scsm, scls
JP Morgan Chase Bank, N.A.
Leasing, Alt. Revenue &
Commercialization
Suzanne K. Cayley
Ivanhoe Cambridge Inc.
Ulf Bergner, scls
Ivanhoe Cambridge Inc.
Marketing, Promotions & Advertising
Kymberley Scalia, scmd
Coyote Management, L.P.
Retailing & Store Planning
James F. Tinkum, scdp
Financial Management
Rene Daniels, scls, scsm, scdp,
scmd
Gilad Development, Inc.
Design Principles
John C. Ward, scdp
505Design
Construction Administration
K. Eugene Colley, scdp
Royal Seal Development, Inc.
Market Research & Trade Area Analysis
Carol Sullivan, scmd
Jones Lang LaSalle
Public Relations & Media
Angela Herlth Sweeney, cmd
The Peterson Companies
Merchant Relations & Tenant
Coordination
Karen M. Scott, scdp, scmd, csm
Tourist Development &
Investment Co. (TDIC)
26
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Reference Publications
While there is no single publication that
will prepare a candidate for an exam,
many professionals preparing for ICSC
certification use publications to augment
their study. (All books published by ICSC.)
Brief Notes: Shopping Center
Development, Design and
Construction ✱
$79.95 | ICSC Members $59.95
Brief Notes: Shopping Center
Management ✱
9 Easy Reference Books
$79.95 | ICSC Members $59.95
The Business of Shopping Center Law
$79.95 | ICSC Members $59.95
CDP Handbook
$59.95 | ICSC Members $49.95
Common Area Maintenance:
CAM Administration
Alan A. Alexander,
scsm, cpm and
Gregory R. Aker
$59.95 | ICSC Members $49.95
CSM Handbook
$59.95 | ICSC Members $49.95
Finance for Shopping Center
Nonfinancial Professionals ✱
$79.95 | ICSC Members $59.95
Getting Retail Right: Improving Productivity
with the Right Communication, Training,
Merchandising, Marketing and
Tenant-Mix/Leasing Strategies
John C. Williams
$59.95 | ICSC Members $49.95
ICSC’s Dictionary of Shopping
Center Terms, Fourth Edition ✱
$39.95 | ICSC Members $29.95
Investing in Retail Properties: A Guide to
Structuring Partnerships for Sharing Capital
Appreciation and Cash Flow
Gary D. Rappaport,
scsm, scmd, scls, scdp
$39.95 | ICSC Members $29.95 (book)
$34.95 | ICSC Members $24.95 (ebook)
Law for Non-Lawyers
$79.95 | ICSC Members $59.95
Leasing for Shopping Center
Non-Leasing Professionals ✱
$79.95 | ICSC Members $59.95
Shopping Center Leasing ✱
$59.95 | ICSC Members $49.95
Shopping Center Marketing ✱
$59.95 | ICSC Members $49.95
Shopping Center Management ✱
$79.95 | ICSC Members $59.95
Shopping Center Security:
Perception and Reality
Donald H. Greene
$59.95 | ICSC Members $49.95
Shopping Center Specialty Leasing
$59.95 | ICSC Members $49.95
Shopping Center Study Lease,
Second Edition
$39.95 | ICSC Members $29.95
Shopping Center Tenant
Coordination ✱
Karen M. Scott,
scmd
$59.95 | ICSC Members $49.95
Sponsorship Opportunities in
Shopping Centers
$49.95 | ICSC Members $39.95
The RetailGreen Agenda:
Sustainable Practices for Retailers
and Shopping Centers
Rudolph E. Milian,
scmd, scsm
$4.95 | ICSC Members $4.95
✱ Candidate’s Choice
Available online:
www.icsc.org/bookstore
It’s time to become
ICSC Certified.
28
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2011 Class List
CSM (Certifi ed Shopping
Center Managers)
Mohammed Abd El-Latif Lotfy,
csm
Leslie Alley, csm
Tommy Ballas, csm
Anudeep Beniwal, csm
William S. Berman, csm
Dorian M. Bilak, csm
Juan Carlos Blanco, csm
Adam J. Boardman, csm
Howard W. Burns, cls, csm
Ryan C. Byler, csm
Josephine Chan, csm
Michael Cho, csm
Jamie N. Crawford, csm
Romaine L. Crawford-Mulley,
csm
Shane P. Eldstrom, csm
Ann Forella, csm
Jon Tivis Fulton, csm
Timothy E. Garber, csm
Kelly J. Gardner, csm
Katrien Geysen, csm
Tory J. Glossip, csm
H. Clyde Gormley, Jr.,
csm
Nancy A. Gray, csm
Richard M. Gundersen, csm
Crystal C. Hanley, csm
Cindy H. Hatzisavvas, csm
Cornell Holmes, csm
Jeff Howell, csm
Ryan D. Hursh, csm
Kate A. Knuth, csm
Pasi Antero Kurra, csm
Frank Lucia, csm
Andrea L. Marks, csm
Robert C. McGann, csm
Matthew McGill, csm
Kasara M. Monschke, csm
Marcia A. Moser, csm
Rita Nelson, scmd, csm
Mark E. O’Connor, csm
Jeffrey S. Owen, csm
Craig Perry, csm
Lynda L. Restovich, csm
Nancy H. Rezac, scmd, csm
Matthew L. Rhorer, csm
Cyndi Rovinsky, cls, csm
Karen M. Scott, scdp, scmds, csm
John Sebring, csm
Haitham Sleiman, csm
Marvin Snyder, csm
Benjamin Swenson, csm
Robert Tack, cls, csm
Ashley Fontenot Thibodeaux,
csm
Dale A. Tolson, csm
Ryan Tufts, csm
Senne Van Hoof, csm
Candice Wilson, csm
Avijit Yadav, cmd, csm
CMD (Certifi ed
Marketing Directors)
Diana R. Bray, cmd
Tami Elwin, cmd
Jessi Fausett, cmd
Aaron Gadiel, cmd
Sandra Graham, cmd
Helen D. Han, cmd
Yi Tracy Liu, cmd
Megan Richardson, cmd
Jackie L. Sewell, cmd
Du Bao Ngoc Tran, cmd
Sarah Wehbe, cmd
Stephanie Whitlow, cmd
Alan Yeung, cmd
CLS (Certifi ed
Leasing Specialists)
Douglas Bailey, cls
Todd M. Burton, cls
Jordan Claffey, cls
Michele Dugan, cls
Shane P. Eldstrom, cls
Edgar Hahn, cls
Todd Harrelson, cls
Bryan A. Holt, ccIm, cls
Omar Hussein, cls
Aaron Keswick, cls
Matthew L. F Legge, cls
Jeffrey Leggio, cls
Eric Y. Li, cls
Joseph Lombardi, cls
Wendy E. Martin, cls
Roy E. Martin, IV, cls
Meghann J. Martindale, cls
Jeffrey Mitchell, cls
Lloyd L. Montgomery, IV, cls
Thomas Patrick Murray, cls, ccIm
Jesse Paster, cls
Cole Rathbun, cls
Steve Rich, cls
Michael A. Roslin, cls
James Slaught, cls
Robert Tack, cls, csm
Andrea L. Trinen, cls
Matthew R. Yaniglos, scdp, cls
Zhigang Zhang, cls
CDP (Certifi ed
Development, Design &
Construction Professionals)
Marcos Baptista Carvalho, cmd,
csm, cdp
Robert Boggs, cdp
Grant Brandenburg, cdp
Benjamin A. Bross, cdp
Shelley R. Clark, cdp
Mitchell Cribbs, cdp
Gregory M. Elko, cdp
Ivo Fernandez, cdp
Arturo J. Garcia, cdp
Kyle R. Gibson, cdp
Anthony Guccione, cdp
Matt Haba, cdp
Craig S. Hey, cdp
Robert Brian Hochnadel, cdp
Thomas D. Howes, cdp
Chris Jennings, cdp
Lawrence E. Kilduff, cdp
Radhakrishnaiah Komari, cdp
J. J. Lamberson, cdp
Scott Lawrence, cdp
Chad Frederick Lundeen, cdp
John P. Lynch, Jr., cdp
Ivana Maksimovic, cdp
Robert C. McGann, cdp
John McNamara, csm, cdp
Lauren Meillier, cdp
Steven Miazga, cdp
Gonzalo Montaño Estrada, cdp
Robert Morisette, cdp
John Morrison, cdp
Noraida Negretti, cls, csm, cdp
Wayne Okubo, cdp
Dionne M. Onischak, cdp
Michael Osborne, cdp
Bruce D. Pomeroy, cdp
Edwin Puruhito, cdp
Richard A. Raleigh, cdp
Steven Riggs, cdp
Cheryl L. Schnurr, cdp
Charmaine Serrano-Chan, cdp
Scott Shillings, ccIm, scls, cdp
Bill Steed, cdp
Steven J. Stuebs, cdp
Lawrence T. Thorn, cdp
Dennis M. Valdez, cdp
Shad Vermeesch, cdp
Kelly Weis, cdp
Steven Wood, cdp
Congratulations to the 2011 Class of ICSC Certifi ed Professionals
You can never
learn less,
you can only
learn more.
Richard Fuller
