For Richard Gerritsen, regional director of European sales at Yardi, leadership is all about creativity. “Technology changes the world. We play our role in this as technology partner, but it is also about finding the right balance between costs and benefits. We try to encourage our sales teams to define the best solutions for our clients. At the same time, it is important that our salespeople, and all other staff, feel comfortable in their own skin.” Dutch real estate publication Vastgoedmarkt recently spoke to Gerritsen about work/life balance, the need to learn from successes and failure, and the willingness not to think in just commercial terms. The interview below is reprinted with permission. Difficult circumstances Gerritsen notes that many of his team members are finding living circumstances difficult due to the COVID-19 pandemic. “I live outside the city and, after a day full of video conferences, I hop on my bike and I can be out in the countryside in just a few minutes. By the time I return home, I feel refreshed and have recharged my batteries.” “It’s important to recognize that we have young people working at the company who have an urban lifestyle. They live in apartments in areas where there’s normally plenty going on in the evenings, and they’re used to spending a lot of time socializing away from home. Their lives have been enormously diminished by the crisis; living between the bed, sofa and dinner table. Some of them are finding it a real struggle. Set against this, our work is about bringing across a message with great energy, passion and enthusiasm. The combination is hardly a recipe for success. It’s very difficult to know how to help them in this situation.” For Gerritsen, leadership in these times becomes...

AMSTERDAM – Terrence Wong (Yardi), Remco van de Wetering (Newomij), Hans Touw (Redevco), Robert-Jan Reeuwijk (CBRE) and Jaap van der Bijl (Altera) were recently invited to discuss the impact that social issues such as sustainability and affordability have on the value of residential property. According to Reeuwijk, the current housing market places even greater emphasis on the importance of an objective valuation of (properties) in a residential property portfolio. “When determining value, you use multiple sources so that you can look at standard parameters such as vacancy values or rental values. Then, using databases you can add new quality-defining elements such as the year of construction, the energy label and the location of the complex in question.” Transactions Van de Wetering states that the assessment of quality – and thus of value – has always been an issue in transactions, but he places even more emphasis on this fact for acquisitions. “More and more restrictions are being introduced at a local level for the mid-rental market segment and even then we don’t exactly know where the government wants to go in terms of regulation. But in determining the value of a portfolio, it is important to be aware of this both for the investors and the end users.” End user According to Touw, this depends on which definition you attribute to the term “end user.” “In my experience you are talking about the tenant. When determining quality, you start with the question of what the tenant’s experience is of this property, rather than just determining how good you think the product is for the tenant through the lens of the provider.” Measurable “What represents quality for one investor, does not for another,” asserts Van der Bijl. “As property investors, we want to measure, manage...

At the beginning of 2016, iMS GmbH of Mainz, Germany, a software systems provider for real estate management, was acquired by real estate software leader Yardi of Santa Barbara, Calif.. In Germany, iMS is now Yardi Systems GmbH. Yardi’s German operations are now run from Mainz. We spoke to Dr Klaus Grüning, Director at Yardi Systems GmbH, and Richard Gerritsen, Regional Director of Sales Yardi Systems Continental Europe, on the progress of integration. How did iMS employees react to the acquisition news? Grüning: The change from a small German company with 20 employees to an international company with over 5,000 employees certainly requires some reorientation here and there. It is very helpful in this case that Yardi is also a company managed by the owner. CEO Anant Yardi’s visit to Mainz in the week immediately after the takeover dispelled many doubts of employees and restored people’s confidence. How did iMS’ existing customers respond? Grüning: Customers responded differently, as we expected. Firstly, customers are impressed with Yardi’s position as technology leader and its international character. New options such as cloud and mobile computing have met with unanimous approval among iMS customers. On the other hand, they are worried that cuts will affect further development of iMS’ solution and its flexibility. Anant Yardi’s visit and his charisma and trustworthiness vis-à-vis customers was also very helpful. What prompts a global company of over 5,000 employees to have an interest in a German company with a team of just 20? Gerritsen: Yardi, with its Voyager software that was introduced to the German market more than 12 years ago, was already one of the top five companies in the market segment for real estate software. However, in order for an international software company to achieve a large market share...

For more than a decade, Dirk Völkel has channeled his passion for retail asset investment into his company, VÖLKEL COMPANY Group, which provides real estate management services in Germany.  Founded in 2004, the company today operates 170 properties valued at 1.3 billion euros and handles a high volume of transactions from offices across Germany. “Our business is family-driven and focused on maintaining long-term relationships with clients,” said Völkel, the company’s founder, main shareholder and managing director.  “We are a one-stop-contact in Germany, capable of providing the full spectrum of investment advice and services.  Some of our team members have been working in the field for up to 25 years, so we know the difference between real experience and merely good marketing.” Individual client service A special point of pride for Völkel is the degree of personal service his company delivers.  “For some large, long-established companies, any given client is one among many.  For us as a mid-size company, every client is important as an individual, and we take every client seriously. In an era that has seen the outsourcing of many services, our services are 100% “Made in Germany,” he said.  “We handle investments as if they were our own money. We are proud of the good references we have earned.  In fact, much of our new business comes from word of mouth among investors who are satisfied with our services.” While justly proud of his company’s achievements in offering engaged, flexible, quick and successful investment services, Völkel knows well enough that continued success depends on maintaining a keen focus on the future, rather than dwelling on a distinguished past.  “We constantly work to improve our high-quality services.  Not only that, we continuously measure our clients’ expectations of us.  As one extremely important example,...