Choosing the most efficient one possible. The best and most efficient method

The analysis of the best and most efficient use is an integral part of the facility management program, as well as part of the algorithm for assessing the market value and all types of value derived from the market value (sales value and limited sale, liquidation, investment, collateral value), in accordance with the definitions of these types of value.

As can be seen from the above definition, the best and most efficient use of real estate is determined by analyzing the compliance of potential use cases with the following criteria:

Location potential - the accessibility of the site (the entrance to it), the inconvenience of the location of the land, the hidden dangers of the location.

Market demand - how much the planned use of the land plot is of interest in this market and in this area. The level of supply and demand for all real estate objects of various functional purposes is analyzed. The advantages of real estate that ensure its competitiveness and disadvantages are analyzed. Legally Acceptable (Legal Validity) - The nature of the intended use is consistent with land owner restriction laws and zoning regulations.

Physical possibility - the possibility of erecting buildings for the purpose of their best and most efficient use on the land plot in question.

Financial justification? consideration of those physically feasible and legal use cases that will generate income.

Maximum efficiency (best use case) ? consideration of which of the physically feasible, legal and financially feasible uses of the Property will bring the maximum net income or maximum current value.

Well, the most important factors are the socio-economic opportunities of people and their cultural and aesthetic values.

So, having considered some of these criteria, we can make a number of intended use cases for this object. Of course, all these conclusions will be approximate, but even according to them, in general, an assessment can be made about the choice of a suitable option.

For each object, the algorithm for analyzing the best and most efficient use consists of five stages.

STAGE 1. At the first stage, the most complete list of functions that can be implemented on the basis of the object under study is compiled.

So, in our case, we can give the following list of options: a hotel, an apartment building (housing for rent), a health center, a research center, a bank, a swimming pool, an office center, a hall for martial arts and shaping, a bowling club, a cinema, a gymnasium , gym, tennis court.

STEP 2. At this stage, those functions are excluded from the compiled list, the implementation of which, according to the analysis, may encounter insurmountable obstacles due to legislative and regulatory restrictions.

So, according to SNiP 2.08.02 - 89 * "Public buildings and structures", the proposed building of the research center cannot be designed on this site. Since on the territory of the scientific and scientific-industrial zone it is necessary to place institutions of science and scientific service, pilot production and related higher and secondary educational institutions, institutions and service enterprises, as well as engineering and transport communications and structures. And in our case, a certain resort development has already taken shape, which cannot be changed, and from a legal point of view, this is legally unfeasible.

The use of the object as a gymnasium is also impossible, since according to SNiP 2.07.01 - 89 * “Urban planning. Planning and development of urban and rural settlements, educational institutions in the residential area can be located within a radius of 750 m each, and there are already two schools in the study area.

According to the Civil Code of the Russian Federation, all the proposed functions do not have insurmountable obstacles due to legislative restrictions.

STAGE 3. At this stage, the possibilities of the feasibility of the functions remaining on the list after the procedures of stage 2 are studied. The functions that cannot be performed due to the insufficient quality of the land are excluded from the list:

Not the same relief, there are rock formations;

Inconvenient shape or small size of the site;

Unacceptable hydrological situation in the ground, there are flooded areas;

Insufficient bearing capacity of the soil and its unsatisfactory drainage properties;

There is no way to connect to the object's life support communications;

The planned construction is hindered by the features of the relief or the development of the immediate environment.

The study area has a number of specific engineering and geological conditions, there are various deviations in the hydrology and topography of the site. All engineering communications, including water supply, sewerage, heating, ventilation, power supply, communication device, are made centrally from city networks.

STAGE 4. Legally permitted and physically feasible functions remain on the list only if they are economically feasible, that is, if the ratio of effective demand and competitive supply in the local real estate market ensures the return of capital and income on capital with a rate of this return not lower than the rate of return for one of reliable alternative projects.

So the proposed option of a profitable house (housing for rent) cannot be selected due to economic feasibility. Demand for such property in the area will not be significant. This area is a residential area, although residential development here is represented by a small number of households.

The construction of a cinema is also not economically viable, since such a facility already exists near the study site.

The perfume center is also not suitable for our area. The fact is that the object under study is located in an area where a small number of people live. In Zheleznovodsk, there are already specialized groups of such stores that have proven themselves in this profile, and few people will need to go deeper from the city center for the necessary goods. The only condition for such actions can only be a significant reduction in product prices. But this is also not possible due to the high costs, firstly, for construction, and secondly, for the purchase of goods. All this will lead to unprofitability of the object.

STAGE 5. Finally, at the last stage, several projects are selected from economically justified and financially feasible projects with the implementation of functions, the use of which will bring the owner the maximum profitability and the maximum market value of the object (taking into account “own” risks and “own” rates of return for each option) . It is one of these last projects (the least risky) that is recognized as meeting the principle of the best and most efficient use of the facility.

So, in this work, when considering the functions, we approached the fifth stage with the following list: a health center, a bank, a swimming pool, a legal center, a martial arts and shaping hall, a bowling club, a restaurant, a cinema, a gym, a tennis court. All these functions can be configured in three ways:

1. Bank, office center.

2. Hotel with a restaurant.

3. Boarding house

Let's consider each of these options within the framework of economically feasible and financially feasible functions.

The first option is a bank with a legal center. Well, firstly, it is necessary to answer the question, why is this option among the remaining ones?

The most important thing is that neither in the analyzed area, nor in the city of Zheleznovodsk itself, there is such a specialized facility where such functions are concentrated. There is only an ATM in this area. Although this is a residential area, but the need for banking services will always exist.

In addition, the legal center function is included in this option. This is not at all accidental. The main reason is the absence of such a center in the district, and even in the city. Of course, there are various notary offices, lawyers' offices, but there is no such institution where a number of issues were resolved in a comprehensive manner. By the way, the projected center may also have long-distance significance, since it will provide the full range of services in the field of legal relations.

The closest location of the bank and the legal center to each other will contribute to their interconnected and well-established work in solving a number of issues. This will create convenience in reducing the time for processing documents, in improving the quality of services, and will also attract more interested parties. Well, if you select and train highly qualified personnel, then this facility will become truly in demand.

The second option is a hotel with a restaurant. His choice among the three remaining options is not accidental. But first you need to answer the question.

Well, first of all, what is the hotel here for? After all, there are many sanatoriums and boarding houses around with a variety of health services they offer. But there is no building in this picturesque area where one could stay for a short, indefinite period.

But the hotel itself will be unprofitable here. This is due to the large building area. It would be foolish for the customer to underutilize the proposed land fund. Therefore, this option can include both a restaurant and a bowling alley. I think that these functions will be in demand and have demand. Any vacationer who stays here can have dinner and spend leisure time without leaving the building.

In addition, it is necessary to consider and focus on market demand. And what is the market offering to its consumer now? The service market has expanded its boundaries so much that it has practically no equal in the entertainment industry. The appearance of all kinds of "attractions" leads to their increasing demand. Therefore, over time, probably, some functions can still be included in this series.

Well, and finally, the third, final version of the boarding house. Of course, his choice from the mass of others was influenced by the location of the study area. What could be better than clean air, mountain landscape, healing properties of mineral waters?!

For two centuries, such sanatorium complexes have been built and are being built. And there was no question of competition among them, since the demand for such services has always existed. Thousands of people from different parts of our country and neighboring countries are striving here, to the Caucasian Mineralnye Vody.

On the contrary, in the 90s of the last century, many of these complexes fell into disrepair. The medical staff has been disbanded and many jobs have been lost. Therefore, even an increase in the construction of such institutions is now necessary. It is necessary to return to our region the former status of a health resort. And also to raise the socio-economic growth of the population's life. Only the question of investment in this industry always arises!

Real estate management involves, first of all, ensuring the most productive use of the object as an economic resource and finding ways to increase the efficiency of this use. At the same time, it is taken into account that the performance criteria for income-generating objects used as a real or financial asset, i.e. intended for profit, should be based on the profitability parameters of the object.

One of the main parameters of the profitability of the object is the rental rate, defined as rental income, expressed in monetary units per unit of time and related to the area unit of the premises (plot of land). Data on rental rates for this work are taken from the monitoring of the media "From Hand to Hand", "All for You", "Kavminvod Real Estate Market".

In some cases, income cannot be received in full:

Due to losses associated with underloading, ? due to limited demand or loss of time to change tenants;

Due to losses associated with the usual practice in modern conditions of delaying or stopping regular payments of rent by tenants due to their loss of solvency.

If we assume that the losses from underutilization and non-payments are the same for different types of premises, then the effective gross income can be calculated as the difference between the potential gross income and the losses from underutilization and non-payments.

Operating expenses are divided into two groups: conditionally fixed and conditionally variable, which are formed from the general list of expenses.

Net operating income is the net annual return on all capital invested in the property under study and is calculated as the difference between effective gross income and operating expenses.

Another indicator of the effectiveness of the use of the property is the value of the annual rate of return on capital invested in the property. The general rate of return of all investment capital is defined as the ratio of the annual net operating income to the total amount of funds invested in this object.

For this thesis work, all of the above indicators of the effectiveness of the use of the object are defined and summarized in Table 1 "Analysis of options for the use of a conditionally free land plot."

After analyzing the remaining three options for functions, we can single out the third one - "Boarding house", which is ahead of the others in terms of individual indicators, and in general is optimal. If we compare the value of the object for each of them, then it should be noted that the last one has the highest - 196166883.11. This conclusion is decisive in choosing the best and most efficient use case.

Diagram of supply by types of real estate %

Analysis of options for the use of a conditionally free land plot.

Table 1.

Indicator	Option 1 (bank, legal center)	Option 2 (hotel with restaurant)	Option 3 (boarding house)
Area (S), m2
Construction volume, m3
Building area, m2
Plot area, m2
Rental rate (A), m.u. per m2 per year
Losses from underloading (Kv), %
Losses from non-payments (КL), %
Operating expenses ratio (КЕ0), %
Effective gross income (Ieg), c.u. in year
Net operating income (I0), m.u. in year
Building construction cost (VB), c.u.
Overall capitalization ratio (R0)
The cost of the object, c.u.
Land value, c.u.

Selection of the NNEI option for a land plot with improvements

When analyzing the use of a site with existing improvements, the features of the structure and the part of the land plot not occupied by improvements are taken into account. The initial list of features for a plot with improvements is identical to the list prepared for a plot of land as free, but the conditions for exclusion become more stringent. So, functions that do not correspond to the resource potential of the object, in particular, its capacity and efficiency, are excluded. In this work, as well as for the analysis of the NNEI of a land plot, both free, and for the analysis of the NNEI of a land plot with improvements, the selected three options remain unchanged. The calculation results for determining the rate of return on investment are summarized in Table 2.

Determining the rate of return on investment.

Table 2.

In this case, the choice of option is made on the basis of an analysis of the value of the rate of return on investment. It is the highest for the third option (boarding house) - 55%. Therefore, it is the best and most effective option for using the object under study.

In this article, we will look at the main stages of sales that will bring the transaction to a successful conclusion. Read on to find out what the main stages of sales are necessary to complete a deal, what sales technique is potentially successful, and what salespeople must categorically refuse.

Sales steps

The following main stages of sales of a competent sales manager are distinguished:

1. Preparation for sales, psychological attitude;
2. Establishing contact with the buyer;
3. Identification of needs;
4. Product presentation;
5. Work with objections;
6. Completion of the sale;
7. We say goodbye to customers, consolidating a pleasant impression, confirming the correctness of the purchase.

Each stage of a professional sales consultant from the 7-stage sales technique is important, contributing to the achievement of a certain result. It is not necessary that every trade has a strict sequence of these seven stages. Every sales manager has an individual style of sales, so you need to work with different options for dialogue and approach, with the selection of the most effective options. Although in the work of novice sellers, the problem of neglecting the stage of identifying needs or insufficient identification of needs is common. Because of this, the main loss of customers occurs.

Stage 1. How to prepare for sales

1. Catch the "drive". It is unlikely that the calls themselves are able to particularly improve mood and give a charge of vivacity. But here it is important to consider one effective secret for better work. Just think about your hobby - what do you like to do? Each person has their own hobbies, and the emotions that you experience during your favorite activity are important here. Try to remember this state. You do not deceive your body, but stimulate the brain to work effectively, despite experiences and stress.
2. Set up for victory. A similar principle operates here - give the body a certain “hook”, remembering your sales successes.
3. Set yourself up for failure. In controversial and risky situations, when the probability of failure is high, prepare yourself for possible failures. Indeed, in this case, it is possible to get rid of far-fetched fears and more confidently conduct their negotiations.
4. Tune in to a partner. When communicating with a new client, you need to think not about money. Why are you starting negotiations? To help your client - and this is the main thing!
5. Schedule all the most important things in the morning. With proper planning of the daily routine, the morning becomes the most successful time for an attack, establishing contacts and agreements, achieving the desired result.
6. Tune in to "eat the elephant bit by bit". It is rarely possible to reach exclusive conditions and excellent discounts from the very first call or meeting. The first few meetings are usually only a preparatory stage for the formation of the relevant powers of attorney. So set yourself realistic goals for each day.

Stage 2. How to establish contact with the client

Scientists have proven that information is perceived by a person in the following ratio:

• 55% - visual information, through gestures and facial expressions;
• 38% - auditory information, through the intonation of speech;
• 7% - verbal data through the meaning of words.

Therefore, non-verbally we perceive 93% of all information. Therefore, it is not the information itself that is extremely important, but how we do it.

A positive customer experience is formed from the following factors:

1. The appearance of the manager. Make the impression of a successful person so that partners want to cooperate with you.
2. Behaviors. Confidence and proper manners will emphasize your confidence and willingness to cooperate.
3. Gestures. With too wide gestures, the interlocutor may get the feeling that you are embellishing your information. If you refuse gestures during communication, you will be perceived as an insensitive and dry person. With the constant repetition of the same gesture, this can become annoying.
4. Facial expressions. An evil expression on the face can disfigure any beauty. But a smile can transform even ugly people. Facial tension can indicate a person's insecurity and excitement. Try to work with different facial expressions, try on appropriate expressions depending on the situation.
5. Glance. When looking away, the interlocutor may have a feeling that you are depressed, you are tormented by a feeling of guilt. It is very bad if the eyes "run". Because it testifies to the untruthfulness of a person. With a hard look, you can dominate, but it repels. An open look allows you to create a favorable impression and dispose to communication.
6. Vote. It is necessary to control the speed of meeting the opponent in order to adapt to him. The voice should be confident and loud enough.

Negotiation techniques from special forces, politicians and big businessmen

Negotiations are always a duel. What is the most important thing in a fight? Do not show weakness, be confident in your own abilities and prepare in advance for any turn of events.

How to resist the manipulations of clients and manage people yourself, the well-known television and radio host Vladimir Solovyov told the editors of the Commercial Director magazine.

How to strike up a conversation with a client

1. Greet the client. Any contact with a client should begin with a greeting. Before a verbal greeting, you should meet the interlocutor's eyes and smile.
2. Ask permission to enter. When entering the client's office, you should ask permission to enter, but it is important to do this in a confident voice, without fawning.
3. Introduce yourself. Many companies set service standards by which a manager must present himself to clients. A justified approach when communication with a client will last at least 10 minutes. The name should be pronounced clearly and loudly enough. The introduction should be short enough - no more than 2 sentences.
4. State the purpose of your visit. The sales representative should indicate the purpose of the visit. In the case of retail sales, this item can be skipped. You need to formulate the purpose of the visit immediately in 1-2 sentences. You should indicate in your goal and what you can be of interest to the interlocutor.
5. Start a Small Talk. A few phrases of sincere compliment to the client and his company or office.

Expert opinion

I came to the meeting in jeans, and the conversation did not work out

Ilya Malikov,
General Director of Samospas, Moscow; candidate of technical sciences

When I was just starting a business as a young man, I had a meeting with the Vice President for Security at a major university. I arrived at the meeting in a T-shirt and jeans, went to the office and said hello. But the meeting did not go well - my appearance obviously surprised the vice-rector, he asked me to wait outside the door. It turned out that he simply mistook me for his student. Then I realized the importance of working on the image.
Now employees of my company, when communicating with customers, must follow the established dress code. At the conclusion of the contract, the specialist comes in a strict suit, despite the heat. And for employees of the delivery service, a special uniform, suitcases and a branded car are provided.

How to connect with a client

1. Listen carefully to the client.
2. Retell what you hear from the client in your own words. Try to understand the information received from the client, retelling it in your own words - so that he understands, you perceive his speech.
3. Note the emotions of the interlocutor. Note for yourself the experiences and emotions that are manifested in words, gestures and behavior.
4. Ask the client to be specific about what they are saying. The position of the client should be clarified, especially on issues that express his basic needs for economy, security and social status.

Stage 3. How to identify customer needs

When working in sales, it is very important to be able to ask questions to the interlocutor, as well as to be able to actively listen to the client and keep the conversation going.

Why asking questions is important:

• prevents empty chatter;
• the ability to avoid disputes;
• manages to sort out the thoughts of his interlocutor "on the shelves";
• understanding what your client needs, how you can get it;
• revealing the vulnerabilities of your opponent, while giving him a sense of his importance;
• the opportunity to invest the interlocutor with the necessary idea, turning it into the idea of ​​the client.

I came up with a model to advise a client

Neil Rackham,

business consultant

SPIN selling, developed by our company, involves consulting the client, understanding the current situation and helping to solve the problem. However, consultants often encounter a characteristic mistake - a lot of attention is paid to their question, but not enough attention is paid to the answer itself. But the problem is in the answer. Instead of understanding the other person's response, the counselor states, “I've got an idea! You have to do this and that."

In the work of many non-professional consultants, a study is proposed by the efforts of 10 specialists together for five months. But time for the client may not be as important as savings.

The main mistake most sales people make is that they are too eager to communicate a product offering. But experienced professionals do not give an answer until they understand the essence of the client's problems.

The second common mistake is regarding the cost of the product as the key to success. After all, even with the importance of the cost of the service, other factors that are more significant for the client can often be identified.

Stage 4. We present our offer

In order to make a presentation, it is necessary to use the concept Properties - Benefits - Benefit, where:

1. Properties are the characteristics of the product, its features.
2. Advantages - this is what your product compares favorably with other similar or similar products.
3. Benefit is the benefit a customer gets from using your product. The presentation should be based on the advantages and benefits of your product.

The benefits are different:

1. Functional - direct benefits to the customer through the use of the product.
2. Emotional - depend on the emotions of the client that arise when using the product. An especially important condition when selling expensive and branded goods;
3. Psychological benefits - for feeling a certain state. In particular, for a sense of masculinity, self-confidence, etc .;
4. Social - benefits that determine the place of a person in society. Including belonging to a particular subculture or social class.

When working with retail clients, a number of the following factors are important for the buyer:

1. Product quality.
2. Cost of goods.
3. Reliability of the product company.
4. Does the product act as a means of investment.
5. Product competitiveness.
6. How the use of the product will affect the vanity and pride of the customer.
7. Product design features.
8. To what extent the use of this product becomes a habit.

When working with a wholesale company or organization, the following factors deserve attention:

1. Increasing the prestige of the organization.
2. Company profit.
3. Perspective for the development of the client's company.
4. Beautiful product packaging.

The main reason for buying a product is getting more profit than with a deal with a competitor. Such a benefit for the client is always a priority.

• Closing a Deal: 12 Techniques to Convince a Customer to Make a Purchase

Stage 5. We deal with the objections of the client

In practice, various types of objections can be heard from customers. During negotiations, customers object for various reasons: to get rid of the manager, to get a discount, to get favorable conditions, etc. The task of the salesperson is not to succumb to manipulation and sell the value of the product to the customer.

Methods for dealing with objections depending on the type of question

1. Pointless, unimportant objections and questions. In this case, people usually try to confuse the seller, partly to assert themselves at the expense of him. You can ignore such a stupid question or postpone its discussion until later.
2. Hopeless objections. Usually refers to the purchase of a similar product or lack of money. In this case, you do not need to spend a lot of time on the buyer, especially if there is a queue in the store.
3. Objections with hidden meaning. Usually, the bulk of the objections fall into this category, especially phrases about the high cost of the goods. This suggests that the buyer has not sufficiently realized all the benefits of the product.
4. Objections about negative experiences from acquaintances. It is really important for the buyer to understand how true the reviews of his acquaintances are. If the reviews are really true, you have to think about how to beat the identified disadvantage so that it becomes an advantage.
5. Objections based on stereotypes and emotions. Each person is individual and the list of possible stereotypes can be very extensive. It is difficult in each individual situation to predict the possible emotional reasoning of a person, while it turns out to be almost impossible to rid him of a long-term stereotype. In this case, the client should be provided with promotional or introductory information - and you can switch to the next one.

How to prepare responses to objections

1. Write down on paper all the objections that your customers have raised.
2. All objections further should be arranged depending on the frequency of pronunciation by customers.
3. Opposite each objection, you should indicate your answer to such an objection - indicate the words that you say to the buyer.
4. We memorize our answers.
5. Now there will be a prepared answer to the already familiar objection.

Stage 6. How to complete the sale

You can encourage the customer to complete the purchase using the following approaches:

1. Ask an alternative question. An alternative question will allow you to understand the client's intentions, giving him the right to choose, facilitating unobtrusive decision making. The client will not feel the imposition of the product, he will be sure of an independent decision to purchase the product.
2. Create an artificial shortage of goods or time. This technique is effective for people over the age of 30 who are still faced with times of deficiency. This example is also suitable for people with impulsive behavior. The client understands that the goods may soon end - and you need to be in time now. A similar effect can be achieved through the dissemination of information about sales and promotions, or an imminent price increase.
3. Narrow the sale down to one question (narrow the question). We summarize all aspects of the purchase on which we agreed, remind the client that there are already agreements between you on certain issues, after which we highlight the only issue that needs to be agreed upon.
4. Offer the client a “trying on” of the product for themselves. We discuss how the client will use the purchased product. It is necessary to speak in such a way as if the decision to buy has already been made. It is supposed to discuss all the benefits of the client through the purchase, he begins to feel the product as his own.
5. Make a small concession, discount, gift. This method is used with a noticeable interest of the buyer in the product, a lot of questions on his part, no objections, but he is in no hurry to make decisions, while he does not express obvious doubts and does not leave.
6. List the benefits. With the right identification of needs and understanding of important benefits for customers. In this case, remind the buyer of all the important advantages for him, arguing his opinion on these characteristics.

The following methods of closing sales will also be relevant:

1. direct deal method. We directly ask the buyer a question about the readiness to purchase or place an order.
2. Initiative transaction method. We discuss all the benefits with the client, removing all objections. We say “Great, I’m glad you like this product. Let's get down to formalities."
3. trial trade method. This method is suitable at any stage of sales in order to stimulate the client to make a purchase. For example, "By the way, what date did we plan to deliver?".
4. Method of removing objections (technique of three "yes"). This technique is used in case of doubts of the client and his desire to think. In this case, arguments "for" the decision to purchase are given. “Does this car have a fair price?” - Yes. "He's in excellent condition" - yes. "And the color suits you" - yes. "The characteristics of the car suit you" - yes. Our goal is to lure out as many positive responses as possible. After so many, yes, it will be difficult for a client to refuse. If he answers one of the questions in the negative, he will need to justify his refusal - the seller will have the opportunity to indicate his arguments.
5. Method of filling out the form. When you have done a great job with the client, but continues to be silent without making a decision, try to start filling out the documents for the goods. The more points you fill in and the more data you receive from the client, the more his willingness to cooperate increases. But you should not work with documents with strict reporting and the number of forms, so as not to spoil them.

Stage 7. How to say goodbye to customers

1. Sellers behavior. There should be no reluctance to help clients, despite the bad mood and fatigue.
2. Cashier behavior. When closing the cash desk, any employee must politely warn people in line not to occupy it. And also apologize for the inconvenience.
3. There should not be a closing of the store for 10-15 minutes. until the hours specified in the schedule.
4. The administrator needs to respond quickly to the appearance of queues.
5. Control the intonation of the seller when communicating with the buyer. The client should not have the feeling that they are not happy to communicate with him. Managers should learn to smile before their greeting to soften their tone.
6. Managers need to be weaned from talking on the phone while there is a customer in the store.
7. Invite managers with a high degree of sincerity and education to work.
8. Simplify the process of returning and exchanging goods. Indeed, when returning goods, the client has a lot of stress, often aggravated by the rudeness of the staff. With a calm and correct return, the buyer will definitely return.

Information about experts

Elena Ivanova, General Director of the network of coffee and tea stores "Kofetut", Moscow. She graduated from the Institute of Economics, Finance and the Law of Reserve Officers with a degree in law. During her studies, she implemented several trade projects: a network of gas stations, a network of flower shops, a restaurant of Russian and Georgian cuisine. Has experience in business management since 1989. "Kofetut" is a company engaged in the wholesale and retail sale of tea and coffee. The company was founded in 2002. The number of staff - 20 people. Official site - www.kofetut.ru.

Ilya Malikov, General Director of Samospas, Moscow; candidate of technical sciences. Graduated from Moscow State Technical University. N.E. Bauman with a degree in economics-management, received a Ph.D. from the St. Petersburg University of the State Fire Service of the Ministry of Emergency Situations of Russia. He worked in the company "Vento", which sells climbing equipment, went from a courier to the head of a retail network. In 2006, he founded the Samospas firefighting center. He teaches at the Moscow Educational and Scientific Complex of Fire Fighting of the Academy of the State Fire Service of the Ministry of Emergency Situations. Samospas LLC. Field of activity: production and sale of means of rescuing people in case of fire. Number of employees: 25. Annual turnover: 85 million rubles.

Anton Shmataluk, Consulting Director, RDTEH, Moscow. CJSC "RDTEH" Field of activity: management consulting, automation services. Number of employees: 286. Main clients: Bank of Russia, VTB, Vimpelcom, Gazprom, Megafon, MTS, Sibur Holding. Annual turnover: 2,029 billion rubles

Neil Rackham, business consultant. Well-known expert in b2b sales. Gained international recognition in the 1970s with a massive sales performance study supported by multinational corporations: over 12 years, 30 experts studied 35,000 successful sales transactions for goods and services in 23 countries. The project budget was $30 million. Based on the results of the research, Rackham developed an innovative technique for effective sales, which he described in his book SPIN Selling.

It is based on an analysis of market data on sales of real estate properties, provided that the existing use of these properties corresponds to their best and most efficient use. It is believed that the overall capitalization ratio, determined on the basis of market data for an analogue object, can be extended to other objects in this market segment. For greater reliability of the results, several analogous objects should be considered and statistical processing of market information should be performed.

In valuation practice, one should turn to optimal planning methods to implement the principle of the best and most efficient use of property.

There is also no need for a central authority to control the production methods of enterprises. Farmers, builders, furniture makers and many other manufacturers will seek the best combination of resources and the most efficient organization of production, since lower costs mean higher profits. It is in the interests of every manufacturer to reduce costs and improve quality. Competition practically forces them to do so. It will be difficult for producers with high costs to survive in the market. Consumers looking to make the most of their money will see to it.

To organize labor means to determine the most rational forms of its division and cooperation, to identify the best methods and methods of work, to choose the most efficient options for the technological process with the least expenditure of working time, the optimal distribution of the production process in space and time.

To choose from a variety of plan options the best one, providing the most efficient use of resources, allows the method of optimal planning. Finding the optimal solution to a specific problem requires the use of special mathematical methods in addition to high-speed digital computing, which allow finding the desired solution in the shortest way. Optimal planning methods are widely used in energy companies when developing an annual plan. With their help, the optimal distribution of the active electrical load of the power pool is carried out between jointly operating power plants that have different technical and economic properties and use different types of energy resources (see Chapter 10).

The most common method for evaluating the likely economic impact of each alternative on the future of a corporation is to develop detailed scenarios that include three scenarios: optimistic, pessimistic, and most probable. If these scenarios adequately reflect management's attitude to risk, pressure from the external and internal environment, the personal interests of top management, then they are an effective tool to help the manager choose the strategic alternative that best contributes to the achievement of corporate goals. But the final strategic alternative must be chosen as a result of the collective discussion of managers. There are various techniques for organizing meetings to adopt strategic

Why Management Changed So Much During the 20th Century It was largely because life itself changed. At the beginning of the century, at enterprises, in commercial firms, in state institutions, it seemed to go in a circle, repeating the same conditions for business and any other activity, repeating the methods and techniques of management once found. Under these conditions, the best, most effective management model was autocratic.

The problem of placement, in pursuit of the goal of finding the most economical option for managing material flow, connects producers and consumers in the best way from the point of view of economic indicators. This chapter discusses the features of the placement problem and the approach to solving it in the field of production and services, the corresponding management strategies, methods for estimating the values ​​of variables used in the analysis of placement, and techniques that facilitate the search for the most efficient placement option. By choosing its location, the company incurs long-term costs and provides long-term income as a result of activities in the chosen location. Therefore, the location also affects the distribution (the layout of the distribution network). The construction of a distribution system begins with the location of production, and then the locations of industrial warehouses, wholesale warehouses are considered in relation to the network of retail stores, a delivery system is selected, i.e. a transport network is determined and a number of other issues are resolved within the framework of distribution logistics.

You should work closely with the process engineering team in determining where to most effectively perform a given job (small firms seek advice from equipment suppliers or specialist consultants when routing a process). Production process development engineers are fully familiar with the latest production methods and equipment and their main task is to improve production methods and develop new technological processes. Moreover,. design engineers often consult with process engineers when developing product specifications, enabling process engineers to be familiar with new product types and how they should best be designed. Process engineers should always be consulted when dealing with issues related to the use of special tools, instrumentation and production control systems.

Thus, engineering can be defined as a set of intellectual activities that have as their ultimate goal obtaining the best (optimal) results from investments or other costs associated with the implementation of projects for various purposes through the most rational selection and efficient use of financial resources in their unity and interconnection, as well as methods of organization and management, based on advanced scientific and technological achievements and taking into account specific conditions and projects.

Increasingly widespread use in the practice of V. (z.) Jr. find math. methods (see Mathematical metal in industrial and economic research), in particular linear programming, which allows you to find the optimal solution to problems for the most efficient use of available resources, the best distribution of production tasks, etc., based on the established economic. criteria and some limiting conditions. Correlation analysis and other mathematical methods are also being used more and more widely. statistics to solve the technical and economic. business planning issues.

In the course of the communist construction P. e. With. as well as sectoral economics. science, summarizes new phenomena in the economic. owl life. society, develops nar.-hoz. problems, the solution of which contributes to the construction of communism. Economical science directs its attention to finding ways to make the most efficient use of material and labor resources in the national economy, to the best methods for planning and organizing industrial and agricultural production, to developing principles for the rational distribution of productive forces and the technical and economic problems of building communism (Program of the CPSU).

The listed requirements will be met only when the scientific organization of labor (NOT) of accountants is provided. The concept of NOT includes the selection of appropriate inventory and equipment of the workplace, the creation of the best working conditions, the organization of the most efficient accounting structure, increasing labor productivity, reducing the number of staff and improving the use of working time by centralizing and automating accounting and improving the skills of accounting workers, linking accounting with operational and eliminating duplication development of an optimal system for collecting and processing primary information application of advanced forms and methods of accounting moral and material incentives for accountants, improvement of rationing and remuneration of accountants. The introduction of NOT of accountants will ensure the accuracy and timeliness of accounting, increase and deepen the economic analysis of the use of monetary, material and labor resources.

In this paper, the problem of recognition, which consists in finding the working alphabet of classes, the working dictionary of features, the description of classes in the language of features, the optimal composition of the complex of technical means of the recognition system, which, with the best decision rule, provide the most effective solution to the recognition problem, in the presence of restrictions on the resources used for creation of a complex of technical means is formulated as an optimization problem and a method for its solution based on mathematical modeling is given.

International engineering - activities to provide a range of services of an industrial, commercial, scientific and technical nature, provided both by specialized engineering and consulting firms, and by industrial, construction and other companies. Engineering can be defined as a set of intellectual activities that have as their ultimate goal obtaining the best results from investments or other costs associated with the implementation of projects for various purposes, due to the most rational selection and efficient use of material, labor, technological and financial resources in their unity and interconnection , as well as methods of organization and management, based on advanced scientific and technological achievements and taking into account the specific conditions and factors for the implementation of projects.

Using a centralized interface, brand managers and promotion specialists have constant access to all marketing and advertising campaigns, a calendar of planned promotions. During the planning process, managers can review and analyze the effectiveness of completed campaigns, determine the most successful methods for promoting specific products, and find combinations of factors that best promote sales growth - this information will help them plan future campaigns.

Competition controls the selfish motives of enterprises and resource providers in such a way as to stimulate public interest in the efficient use of scarce resources. It is in the interests of society to use scarce resources at the lowest cost, i.e., the most efficient methods. It is self-interest, encouraged and directed by the competitive market system, that stimulates an appropriate response to recognized changes in society's needs. Enterprises seeking higher profits, on the one hand, and resource suppliers seeking greater monetary rewards for them, on the other, conspire among themselves to effect the very changes in the distribution of resources, and therefore in the structure of output, that are currently society demands time. Competition controls or directs the motive for personal gain in such a way that it automatically and involuntarily contributes to the best interests of society. Ultimately, the concept of the invisible hand is that firms only maximize profits if a public product gains public acceptance.

The FSA theory also involves the use of methods of collective creativity at the creative stage, aimed at generating new ideas and proposals (some of which will be discussed below). All ideas put forward at this stage are systematized according to the analyzed functions. As a result of collective discussion, several options for new technical solutions for the implementation of functions are developed. In some cases, on the basis of the most effective proposals, a theoretical version of the product is built that best implements a set of functions. All other options are compared with it. For such a comparison, a positive-negative matrix is ​​used (Table 8.2).

The high complexity of calculations associated with the implementation of both principles leads to the need to use mathematical modeling methods. Two ways are possible here. One way is to select the best design options using a general economic and mathematical model that simultaneously takes into account all the requirements of a systematic approach. However, the large dimension and complexity of such a model make it practically unrealizable. Therefore, the most correct is another way, which consists in calculating the comparative economic efficiency according to the system of models. In this regard, the work proposes a multi-level system of interconnected economic and mathematical models. Each level of this system is tied to certain stages of technical training.

The most difficult and in need of a high-quality work setting is the level of the self-supporting subdivision of the accountant's workstation, at which primary accounting is formed. We will not dwell on the need for the reliability of primary accounting at an industrial enterprise. We will only point out that the basis for implementing the requirements of internal cost accounting as the main method of managing the activities of structural divisions of associations and enterprises is the correct organization of primary accounting. It is at the stage of collecting and registering initial data on business transactions, i.e. at the lower level - the self-supporting unit, that the best conditions should be created for obtaining truthful accounting information, deviations from the established standards and their perpetrators for the consistent implementation of the principles of effective functioning.

To evaluate research and development work, which have no analogues, the selective method of forecasting and long-term planning (SMI) is also used. It is based on a systematic approach, as a result of which solutions to particular problems, for example, improving individual parameters of machines, are carried out in such a way as to best contribute to the achievement of the general goal. This method uses elements of a number of well-known expert-evaluation systems, such as Patern , Delphi, network planning and management, as well as economic and mathematical methods. SMP allows, in particular, to choose the optimal solution from several possible options for solving a problem, taking into account the probability of its implementation, costs, efficiency, development time, and to establish the most effective areas of its application. The selective method of forecasting and control includes a number of stages, the most important of which are the following:

Let us now turn to the question of how to conduct research based on

In the real estate industry, fairly typical situations can arise when an investor is looking for the right combination of land and use (type of land use) or is selecting land that has significant potential for value appreciation. The main problem that is implied in these situations is the assessment of the potential for increasing the value of the object.

The search for a solution to this problem is in the answers to two questions:

To what extent the market is ready to accept (support) the planned use case;
- what are the costs and financial feasibility of development. One way to answer is to analyze the NEI of the earth.

Of all the factors influencing , the judgment of the most efficient use of the property is the most important. This judgment is based on a comprehensive analysis of the district, microdistrict, site and its development options.

The entire process of assessing the market value of a property is then based on the assumption of best use. This analysis becomes the heart of the valuation problem and requires time, effort and the appraiser's professional skills.

Necessity and essence of NEI analysis

The analysis of the most efficient use of the property involves a detailed study of the market situation, the characteristics of the property being valued, the identification of options in demand by the market that are compatible with the parameters of the property being valued, the calculation of the profitability of each option and the assessment of the value of the property for each use case. Thus, the final conclusion about the most efficient use case can only be made after the cost has been calculated.

The most effective use of a property is determined by the NEI principle and represents the use of a vacant or built-up piece of land that is legally possible and appropriately designed, physically feasible, supported by appropriate financial resources and provides the maximum value.

The optimal use of a piece of land is determined by the competing factors of the specific market to which the property being valued belongs, and is not the result of the subjective conjectures of the owner, developer or appraiser. Therefore, the analysis and selection of the most efficient use is, in fact, an economic study of market factors that are significant for the property being valued.

The market factors used to determine the best use of real estate at the valuation date are considered in the overall data collected and analyzed to determine the value of the property. Therefore, identifying the best use for a particular property can be qualified as the basis for calculating its market value.

If the property being valued involves subsequent personal use or rental, then their main motivation in calculating the value will be reduced to the resulting consumer qualities of the object (income, prestige, privacy, etc.). Investment motivation, in addition to the amount of income received and capital accumulation, takes into account such parameters as tax incentives, the feasibility of the project.

Usually, the analysis of the best use is carried out according to several alternative options and includes the following areas:

Market analysis;
- analysis of the feasibility of each option;
- development of a detailed plan for the implementation of each option.

Market analysis involves determining the demand for alternative use cases to the existing one in order to study supply and demand, market size, rental rate dynamics, etc. for each option. The optimal combination of factors leading to the highest cost is the most efficient use.

The feasibility analysis involves the calculation of the basic components of the cost - the income stream and capitalization rates to determine the cost, taking into account the variables of each legally justified and physically feasible option.

The analysis of the most effective use involves the development of a detailed plan for the implementation of each option, considering specific market participants, the timing of the project, funding sources to select the option that ensures the maximum productivity of the property being evaluated, and provides for a comparison of all possible options for developing the site. For each option, the residual value of the land (plot) is calculated.

The highest residual value of the land corresponds to the option of its most efficient use.

The customer may specifically indicate his interest in a full-scale study of the most effective use of the property being assessed.

Factors that determine NEI

1. Location potential. Due to the uniqueness and immutability of the topographic position of a piece of land, location is the main factor that determines its value. In the US, appraisers say there are three main factors that affect the value of a property - location, location and location. To identify the use of the site, which is most profitable, is a responsible task for the appraiser.

When determining the location of a site, consideration should be given to:

How does it relate to the type of land use prevailing in a given area;
- its availability.

The location potential of the same site, depending on the land use option, can be both high and quite low.

2. Resource quality of the site. The study of this issue allows us to determine the potential of the physical qualities of the territory, i.e., those opportunities that can be realized during the development of the site. The resource quality of the site may allow the appraiser to recommend the construction of a ten-story five-star hotel, a warehouse complex or a waste processing plant on it. In order to make a decision, the appraiser must find out all the restrictions on the various development options, both related to topography and soil composition (flooding susceptibility, water table, etc.), as well as zoning and local restrictions. The resource quality of the site, its resource potential also depends on the adjacent land use, the prospects of the region and the microdistrict. This, of course, also depends on the situation in the country - the situation and prospects for its development may prompt the appraiser to recommend building a bunker that can withstand a direct hit of an atomic bomb, rather than a glass-aluminum five-star hotel, as the optimal use of the site.

3. Market demand. To develop the concept of the most effective use of the most important is the analysis of market behavior. The market, combining supply and demand, creates market value. When the objective of the appraisal is to determine the market value, the NEI analysis makes it possible to identify the most profitable and most competitive use of the appraised object.

In addition to considering the obvious general issues of supply - demand in the market is determined by the target market, those users who can buy or rent this property.

The infrastructure of the land plot itself and the areas adjacent to it (the degree of development of the road network, the intensity of traffic and pedestrian flows, the presence of railways and access roads, remoteness from shopping centers) is considered in order to study the economic location of the site - its situs. This concept also includes an analysis of the demographic situation in the area in which the land plot is located (age composition of the population, its ability to pay), possible competitors and competing objects, etc. During the analysis, their convenience and other characteristics are identified and evaluated. Competing properties increase supply and are able to divert some of the demand. In addition, it is important to identify competing facilities under construction and design that will compete with the appraised facility in the future.

Once the target market is identified, situs analysis reveals additional amenities that can provide a competitive differential between the property being valued and those offered on the real estate market. A competitive differential is that additional quality that gives an entity a comparative advantage. (“And from our window, Red Square is visible! And from your window, only a little bit of the street ...”) A sauna, storage rooms, workshops, a gym, a garage in the basement, a solarium on the roof, fireplaces in apartments can act as a competitive differential of a residential facility , balconies, picturesque view from the windows, guarded parking lot, etc.

Thus, based on market analysis, the following are determined:

A) target market (potential users);
b) existing competing facilities;
c) competing objects under construction and projected;
d) competitive differential.

4. Technological and financial feasibility. Technological feasibility of building a land plot consists in answering the question of whether it is possible to implement the planned construction option within the specified time frame with an appropriate financing schedule and a project for the organization of construction and installation works (CEW). The restrictive conditions of the project are the number of necessary qualified workers and managers, the provision of building materials and equipment, as well as safety standards for construction and installation, fire safety, sanitary and epidemiological supervision, etc.

Thus, the issue of sufficiency and availability of financial, temporary, labor and other attracted resources should be resolved. Insufficient qualifications of construction workers, the absence or unreasonably high price of the necessary finishing materials, the impossibility of organizing the required flow of payments (credit line), etc. - all this can cause the technological failure of a specific development project.

Of course, the project itself may be unrealistic - be it the Tower of Babel or the Palace of Soviets of the USSR (meaning the competitive projects of 1931-1932 and the preparation of the foundation pit).

When considering a proposed investment project for the considered use case, financial feasibility is one of the main factors in implementing the principle of NEI of a land plot. At this stage, the tasks of financing a project in real estate are solved, cash flows and discount rates are determined that meet the requirements of the investor. Particular attention is paid to the timing of cash inflow and outflow, equipment operating costs, debt service payments, proceeds from the sale of the facility and cash refinancing.

Thus, when making a decision on the NEI of an object, it is necessary to analyze the following main factors:

1) location potential;
2) resource quality of the site;
3) market demand;
4) technological and financial feasibility.

The first two factors are land oriented, while the last two are improvement oriented.

NEI criteria

The analysis of the market and market factors made it possible to select several of them for detailed analysis from a variety of options for various uses of a land plot. It also underlies the formation of criteria for choosing that single option from the pre-selected options, which will be the NEI of a particular site.

The option for the most efficient use of the property being valued must meet four criteria:

1) legal admissibility;
2) physical feasibility;
3) financial feasibility;
4) maximum productivity.

The sequence of consideration of these criteria in the course of the analysis of various options for the use of real estate in Russian valuation practice usually corresponds to the one given above. This consistency of the analysis procedure is due to the fact that the most effective use case, even with the necessary funding, is not feasible if it is legally prohibited or if it is impossible to physically implement it.

Legal Permissibility

Checking the legal admissibility of each considered use case is carried out in all cases first. However, the option of optimal use of the property should not be confused with the legal requirement to use the property for its intended purpose.

The legal validity of the development of a land plot lies in its examination in terms of current legislation, urban planning standards (zoning, environmental protection, protection of historical buildings, monuments, fire safety, energy consumption, etc.), promising decisions on the district planning of the site, restrictions of the local administration and the demands of the local population. The appraiser also considers environmental legislation, building codes and regulations, private restrictions.

The choice of the most efficient use of real estate can be influenced by the existence of long-term lease agreements. During the remaining lease term, the use of the object depends on the terms of the lease agreement. If the most efficient use of the facility is constrained by the existence of a lease, then this factor should be reflected in the valuation report. For example, if a facility is limited to a land lease that expires in more than 12 years, then it may not make economic sense to build a new building that has an economic life of 40 years.

In addition, it is necessary to take into account possible restrictions that may be included in the contract for the acquisition of real estate. Restrictions may apply to certain areas of use, specify the location of buildings on the land, the parameters of buildings, the type of building materials used. If restrictions on a title deed conflict with more general legal rules, such as building codes, then the strongest legal restriction is usually taken into account.

Building codes can constrain the development of the most efficient buildings, increasing construction costs to comply with technical regulations. This ultimately hinders the development of territories. In some areas, building codes are being used to reduce new construction and limit growth.

The appraiser must familiarize himself with all the restrictions associated with the zoning of the territory where the object is located (by the type of development, its density, the height of buildings and structures; the protection of historical and architectural monuments; permitted building materials and technologies, etc.).

The current land use regulations are aimed at protecting the environment. The appraisers must take into account the standards for the purity of air, water, as well as public opinion regarding the proposed development projects of the territories. For example, for the construction of buildings of a certain number of storeys, fire breaks. insolation requirements.

There may be situations where existing restrictions do not allow for the use that the evaluator believes will be optimal. But the appraiser may have sufficient grounds to expect amendments to the regulations that will allow for the option that he considers optimal.

Having justified the reasonableness and likelihood of these changes, the valuer may include this conditional best use case in the report. For instance:

A) the assumption of the transfer of agricultural land for residential development;
b) an assumption about the inclusion of houses of monuments in the market in the future, etc.

However, the possibility of changing legislation, building codes and zoning rules is never completely certain.

Physical feasibility

The choice of the most efficient use of real estate should be based on its physical feasibility. The most important factors for the feasibility analysis are the size, shape and natural features of the land (topography); vegetation, landscaping and building design, ground conditions and access roads to the site, as well as the risk of natural disasters (such as flood or earthquake) affect the intended use of the land.

Physical, soil and landscape capabilities are important factors for the NEI analysis of a land plot. For a new building, the size, shape and its natural features, vegetation are determined, topographic surveys are carried out, and the depth of water is measured. For older development sites, this information is usually already available and needs to be found. These data are necessary to decide which building of what purpose, number of storeys and sizes can be built on a particular land plot. Neglect of this analysis is fraught with collapse of structures and man-made disasters.

The size of the site, its shape (non-rectangular is more expensive to develop and more inconvenient to use), frontality and depth, access and other factors should be favorable for development. For example, if a built-in space of 10 x 50 m is used as a store, its market value will be affected by the location along the front - how much - 10 or 50 m falls on the display part, past which the flow of pedestrians moves - potential buyers.

Thus, the ultimate utility of a piece of land depends on its size and shape. Some options only give the greatest effect when using a certain size area. In this case, it is necessary to determine the possibility of expanding the existing land. The shape of the plot affects the final productivity, as the cost of developing an irregularly shaped land plot can be higher, further reducing its usefulness compared to other plots.

The same goes for object access. The presence of access roads to the site and engineering communications increases its final productivity, since it achieves savings in funds for its development. For example, the available capacity of the wastewater treatment plant limits the physical size of the proposed efficient development option.

The physical feasibility of the project is affected by the condition of the soil and the risk of natural disasters (earthquakes, floods, floods, etc.). The well-known decision “the city will be founded here in spite of the arrogant neighbor” was political, voluntaristic and had obvious drawbacks - the territory’s susceptibility to floods, the state of the soil does not allow Peter’s glorious deed to be considered an example of an impeccable conclusion according to the “physical possibility” criterion.

Thus, the topographic or soil characteristics of the land plot are reflected in the functional usefulness of the site. When analyzing a use case for a site, the various inconveniences and negative aspects associated with this option should be considered and plotted on a map of the site layout. Such moments may include the facts of ecological trouble (toxic pollution) in the region.

Some sites reach their best use only in conjunction with neighboring ones; the appraiser must identify and calculate this. For example, a suburban area of ​​6 acres in a particularly prestigious location may reach the highest market value if it is interlocked with neighboring ones and used for the construction of a three-story mansion, which is clearly “crowded” on 6 acres, which is more like a panel garden house. In the principles of real estate valuation, this situation is described by the principles of balance and economic size. Balance sets the optimal values ​​of production factors for a certain type of land use, which, in combination, maximize the value of land; economic size determines the amount of land that is needed to ensure the optimal scale of land use in accordance with the market conditions in that place.

In the process of analyzing the feasibility of an effective use case, it is necessary to consider the condition of buildings and structures to determine the possibility of their further operation on a new basis. If buildings need to be redesigned for optimum use, the costs involved should be calculated and compared with the resulting return. As a rule, the cost of renovating a property depends on the physical condition and location of the property.

Information about a land plot can be obtained from city and district land committees and commissions, as well as from BTI and appraisal firms. Currently, this information is being systematized and the formation of the state real estate cadastre of the Russian Federation has begun, considering the land plot and its improvements as a single real estate object.

Financial soundness

The next step in the selection of uses is a financial feasibility study. The study of this issue comes down to finding out whether there is a market demand for an object of this kind - for sale or rent. The appraiser addresses the fundamental principles of the real estate market - supply and demand, substitution, conformity, etc.

An option is considered financially viable if it generates operating income equal to or greater than the operating costs, financing costs, and Required Capital Return Scheme. Therefore, all uses that can provide a positive return are considered financially feasible.

The analysis of the market opportunities to accept a certain option for using a land plot will make it possible to determine how this or that option of its use "reasonably fits" into the nature of supply and demand in the market. The negative aspects identified by the appraiser at the previous stage make it difficult to develop the site or increase development costs.

Since all sites on the market compete with each other, the site being assessed may not be suitable for the most efficient use if it is inferior to other sites that are typical for a particular area.

If the use does not generate a regular income from operation, then the analysis selects those options that create real estate at a cost equal to or greater than the cost of building or renovating a facility for this type of use. The appraiser must compare the capital gain or income from the use of the property with the capital expenditure incurred. If the income is less than or only marginally higher than the costs, then this type of use is recognized as financially unfeasible.

To value uses that generate regular income from exploitation, for each of them the appraiser calculates the total net operating income, the individual rate of return on invested capital, the amount of income attributable to land. If the net income matches the required return on investment and provides the required return on the land, then this type of use is financially feasible.

All legally eligible and physically possible use cases where the return is greater than the cost are considered economically viable.

However, as market conditions change, an economically viable use may become unjustified in the future, and vice versa.

Maximum productivity

Maximum productivity is the highest value of a piece of land, whether it is vacant (actually or conditionally) or built up. The implementation of this criterion presupposes, out of all legally permitted, physically realizable and providing a positive value of income options, the choice of the type of use that provides, first of all, the maximum value of the real estate base - the land plot.

The potential best use of land reflects a long-term, well-designed and fairly specific land-use program related to the normal life of buildings and structures. The service life depends on the type of building, the quality of construction work and other factors.

The maximum productivity of a land plot is determined by correlating the amount of its income with the capitalization rate required by the market for this type of use. However, depending on the chosen use case for real estate, the method of determining the value of land may be different. The choice of method depends on the degree of reorientation of the actual purpose of the property being valued, the level of risk of the option under consideration, the required rate of return and the period of capital recovery, the timing of the implementation of the proposed use of the property.

And does it follow from the analysis of NEI that it will be the most profitable of all possible options for the operation of the facility? From legally eligible, physically possible and economically viable options, the NEI analysis requires choosing the one that, all other things being equal, is capable of bringing the highest net income or the highest residual value of the land to the assessed site.

Although the property being valued may be the most suitable for a particular use case, the appraiser must carefully analyze the market trends of competing properties, both existing and prospective. And here it is important to correctly calculate the return on invested capital with the definition of risk ratios used in the capitalization of financial flows.

The accepted option should be detailed. Not just a residential building or an office building, but if an office building, how many floors? How many office premises, what area? What interior decoration, what equipment? What should be the rent payments, operating expenses? What is the construction cost? That is, a clear targeting to a specific market segment should be determined.

If the NEI is calculated, for example, for a 30-year-old building used as a hotel, then in order to identify the use that brings the maximum income, it is necessary to work out various options and resolve questions about the possible demolition of the building or its further use for its intended purpose, rebuilding, extension, construction of an extension, partial demolition, conversion, change in the nature or intensity of use. Should an unprofitable restaurant be reduced to the size of a cafeteria-bar? Sell ​​(or buy) an adjacent parking lot?

In practice, the study of the NEI of a land plot consists of comparing various options for its development and choosing the optimal one, i.e. is a comparative analysis of the effectiveness of several hypothetical investment projects of management, which is a very time-consuming and responsible stage in the process of assessing the market value of real estate.

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Choicemosteffectiveoptionuseobjectreal estate

Introduction

The analysis of the most efficient use of the property involves a detailed study of the market situation, the characteristics of the property being valued, the identification of options in demand by the market that are compatible with the parameters of the property being valued, the calculation of the profitability of each option and the assessment of the value of the property for each use case. The highest and best use of a property represents the use of a vacant or built-up piece of land that is legally possible and appropriately designed, physically feasible, supported by appropriate financial resources, and yields the highest value.

The purpose of this work is to analyze the property in terms of its best and most efficient use as conditionally free, as well as with improvements. Land plot with cadastral number 78:5516A:2 and is located in St. Petersburg at the address: Prosveshcheniya, 40, letter A. For this, legally feasible options for using the land plot will be determined based on the Land Use and Development Rules of St. Petersburg, and All necessary calculations have also been made.

1 . Specificationsobject

This section of the work includes:

Quantitative and qualitative characteristics of the object, including information on property rights, encumbrances associated with the real estate object, on the physical properties of the real estate object, available information on depreciation and obsolescence.

Quantitative and qualitative characteristics of the elements that make up the real estate object, which have specific features that affect the results of the project.

Information about the current use of the real estate object.

Other factors and characteristics related to the real estate object that significantly affect the technical and economic indicators of the project.

1.1 Descriptionlandsite

The description of the land plot is presented in the table below.

Table 1.1 - Description of the land plot

Object address (city, region, district)	St. Petersburg, Prosveshcheniya avenue, 40, letter A
Owner (tenants)	State
Rights to the land	Permanent (perpetual) use, Ownership
Cadastral number
Date and price of acquisition of the object
Plot area, m2
Current use of the object	For placement of objects of culture and art
Functional zoning of the site in accordance with the General Plan	With the General Plan: "D" - a zone of all types of public and business development with the inclusion of residential buildings and engineering infrastructure facilities related to the maintenance of this zone. With PZZ: TD2-2 - a zone of specialized public and business facilities in the peripheral and suburban areas of the city, with the inclusion of engineering infrastructure facilities.
Altitude regulation, m
Location characteristic	Relief without significant slopes
Plot shape	Rectangular
Availability of utilities	electricity, gas, water, sewerage, central heating, etc.
Transport accessibility	satisfactory
Driveways	Road (asphalt)

1.2 Description of improvements

The description of the improvements is presented in the table below.

Table 1.2 - Description of land improvements

general characteristics	architectural style, constructive and space-planning solutions, type
Year of construction
Year of last overhaul
Total area, m2
Number of floors
Actual age of the building, years
Engineering support systems:	Condition - good
Water pipes
Power grids
Sewer network
Heating and cooling system
The television
Alarm (security, fire)
External landscaping:
landscaping
Car parking
Playground
street lighting

1.3 History of the object

In 1986, in the Vyborgsky district of St. Petersburg, on Prosveshcheniya Prospekt, a new beautiful building appeared, built specifically for the first Children's Art School in the city. Bright, well-equipped classrooms, spacious corridors, buffet, one exhibition and 2 concert halls. These beautiful premises housed three departments - artistic, choreographic and musical. Such a creative community was new and immediately aroused the liveliest interest not only among the residents of the microdistrict, but also among the whole city.

Rice.

In 1999, the Children's Art School was named after Georgy Sviridov, a remarkable Russian composer, whose life and work were associated with our city for many years. A truly creative atmosphere, a high professional level of education have developed largely thanks to the founder and first director of the school, Honored Worker of Culture of Russia A. M. Serdyuk (1937-2001). Alexander Mikhailovich was a wonderful teacher and musician, who perfectly mastered two instruments, the organ and the piano. His name was often found on philharmonic posters not only in St. Petersburg, but also in other cities of Russia and abroad, it was such a leader who was able to create a team of excellent specialists in their field who love their profession and strive to captivate children into the world of music, dance, painting.

Since 2001, the school has been run by Honored Worker of Culture of the Russian Federation Natalia Mikhailovna Veledeeva. Natalia Mikhailovna has been working in the field of music education since 1966, and has been in an administrative position since 1987. An experienced leader, N.M. Veledeeva enjoys great prestige in the city, is a member of the Board of Directors of Schools under the Committee for Culture.

About 2,000 children study at the school, more than 130 teachers work. For great creative achievements, the best teachers were awarded with honorary titles. "Honored Worker of Culture of the Russian Federation": N.M. Veledeeva, V.G. Efimov, M.V. Hwang, G.S. Leonov; "For achievements in culture": I.S. Sokolova, V.P. Kalshchikov; "For success in the humanization of the school of St. Petersburg": N.M. Veledeeva, V.G. Efimov, M.V. Hwang, M.F. Pugachevsky, O.I. Kuznetsova, O.F. Perevertkina, M.V. Fursova, O.V. Gerasimova, Yu.B. Slivovsky. The school is proud of its talented students, the best of which win the titles of laureates and diplomats in many international competitions and festivals. Future professionals are awarded scholarships from the Committee for Culture of the Government of St. Petersburg, the Ministry of Culture of Russia, the Philharmonic Society of St. Petersburg. The school team proudly bears the name of the great Russian composer. On December 8, 2000, in connection with the 85th anniversary of G. V. Sviridov, the school museum "Sviridov in Leningrad" was solemnly opened.

Since 2000, the school has annually hosted the Open St. Petersburg Festival of Children's Performing Arts named after A. G.V. Sviridov. In 2005, having become a member of the Association of Music Competitions of Russia, the festival acquired a new status: the International Competition for Youth Performing Arts named after G.V. Sviridov. All these years, the composer's nephew Alexander Sergeevich Belonenko has been the honorary President of the competition, and the honored artist of Russia, professor at the St. ON THE. Rimsky-Korsakov Oleg Yurievich Malov.

For many laureates, the victory at the Sviridov competition was a good start in their professional development.

For the youngest musicians (up to 10 years old) the School initiated the city festival "Sparkles". Every two years, young soloists of any specialty compete in musical performance. The award ceremony and the concert of laureates takes place in the Small Hall named after M.I. Glinka of the St. Petersburg Philharmonic. Today the school plays a significant role in the concert life of the city. Students of the music and choreography departments constantly perform at large concert venues: in the Sheremetev Palace, the Great and Small Halls of the St. Rimsky-Korsakov. The guys take part in the music subscription of the House of Composers, the theater "Through the Looking Glass", in the House of Kochneva, in the museum of F.I. Chaliapin, in the palaces of the Russian Museum.

One of the best music departments is the piano department. Such teachers as: G.S. Leonova, D.Yu. Bystrov, M.Yu. Kuzmina, O.F. Perevertkina, O.I. Radaeva, M.V. Hwang successfully prepares her students for performances at competitions, city concerts and for admission to secondary schools. All departments of the school employ former graduates who returned to their native walls after graduating from higher educational institutions. The school is famous for its creative teams, which perform not only in our city, but also abroad.

An exemplary team of a brass band led by the Honored Worker of Culture of the Russian Federation Efimov V.G. - winner of many international competitions and festivals - visited Israel, Italy, Germany, France, Spain, Belgium, Greece. Choir group "Consonance" under the direction of M.V. Fursova is a laureate and diploma winner of many international festivals: I prize at the competition-festival dedicated to the 90th anniversary of G.V. Sviridova (Moscow, 2005), Diploma of the 1st degree at the Open All-Russian Children's Choir Assembly "On the banks of the Neva" (St. Petersburg, 2006), Gold medal of the international choral competition "Mundi Cantant" (Czech Republic, Olomouc, 2007), I prize of the international competition named after G.V. Sviridova (SP-b 2007), Diploma of the II degree of the X St. Petersburg festival of children's choirs "Classics and Modernity" (2007), I prize for 56 - Europees Musikfestival voor de Jeugd Neerpelt (Belgium 2008), Silver diploma at the 6th Festival e Concorso Corale Internazionale Jesolo Lido - VENEZIA (Italy 2008). The team constantly travels with concerts to many cities in Russia and abroad: Poland, Hungary, Finland, France, Italy, the Czech Republic, Belgium. The art department of the school has 22 teachers. Among them: N.E. Belykh, V.P. Golovin, O.N. Pankratova, F.F. Rasulov, Yu.B. Slivovsky, M.S. Smirnov, N.P. Starova, M.V. Trofimova are members of the Union of Artists of the Russian Federation. The works of students of the art department have repeatedly won prizes at exhibitions in St. Petersburg, Russia, England, America, France, Germany, Finland, Poland, the Czech Republic, Hungary.

The choreographic department employs a team of experienced teachers who have extensive experience in stage and pedagogical work and participate in international seminars on choreographic art: in the USA, France, Finland. Students of the department study according to the academic program. I.K. works at the department. Novik is the leading director of the St. Petersburg Children's Musical Theater "Through the Looking Glass". Under her leadership, interesting creative work is carried out, performances are carried out that combine the activities of the choreographic, musical and artistic departments of the school. Established creative links with the Academy of Russian Dance named after A. Vaganova. Students perform at the leading concert venues in the city: the Great Philharmonic Hall, the Academic Capella, the Smolny Cathedral. One of the achievements of the work of the department is the achievement by students of the titles of laureates and diplomats at city and international festivals, including: "Dancing Olympus" (Berlin 2008), "Sparks" (St. Petersburg 2009). The performances of the students greatly adorn the holding of subscription and holiday concerts.

2 .Analysisenvironmentalenvironments

2.1 Analysislocationsobject

Rice.

Territory development

The territory of the quarter in which the object under study is located is limited to:

- Yesenin Street;

- Prospect of Enlightenment;

-Ivan-Fomin street;

- Lilac boulevards.

The study area is distinguished by an abundance of parks.

The largest of them are Sosnovka Park, with a well-groomed forest, walking paths, playgrounds and volleyball courts, the Forestry Academy Park, located near Muzhestva Square.

The ecological state of the residential quarters of the district is generally good, but the degree of soil pollution in microdistricts varies significantly. But the level of air pollution, in general, is higher than in the neighboring Primorsky district, where the air is actively ventilated from the bay. Also next to the investigated object is the Kantemirovsky bridge, the territory of which is considered one of the noisiest places in the city.

Figure 2.1 - Local location of the object

Residential development

The composition of the housing stock of the Vyborgsky district practically repeats the chronology of the city's development. In the south - the old fund, in the central part - "Stalinka" and "Khrushchev", in the north - mostly new houses. Among the main advantages of the Vyborgsky district is its developed infrastructure. The district ranks fourth in the ranking of St. Petersburg districts in terms of the availability of high-quality retail space. The area is known for shopping areas near the Udelnaya and Politekhnicheskaya metro stations, Svetlanovsky and Shuvalovsky shopping centers, huge shopping and leisure centers in the Ozerkov area and Prospekt Prosveshcheniya metro station, O Kay, Lenta hypermarkets "and" Maxidom ". In the area there are business centers" Nobel "(Pirogovskaya embankment)," Aquatoria "(Vyborgskaya embankment)," Bekar "(B. Sampsonievsky prospect). It should be noted that most of the existing business centers are located on Vyborgsky side.Vyborgsky district has a large number of objects (over 40), renting office space.Also, the area is reconstructing old buildings, designing and building new buildings for business centers. parking lots.

general information

The Vyborgsky district (founded in 1718) is one of the largest in St. Petersburg today, and one of the oldest: it got its name back in 1817. It was at this time that by decree of Peter I, the territory along the right bank of the Bolshaya Nevka and the Neva, where the ancient road to Vyborg passed, began to be called the Vyborg side.

In the early years of the city's existence, the Vyborg side was considered a frontier. At the forefront of the city, this territory was part of the St. Petersburg part, then became an independent Finnish, then Vyborg side.

On the right bank of the Bolshaya Nevka, which was almost not flooded during floods, already at the beginning of the 18th century they began to build warehouses, barns, and hospitals. The embankment in this section was constantly expanding due to the backfilling of the bank and advanced into the river by almost 200 meters. Since 1711, residential buildings appeared. Builders of the city, retired soldiers, artisans settled here. This is how settlements were formed: cooperage, companionship, hospital, Sinyavinskaya. Here, built-up areas alternated around the factories. In the first quarter of the 18th century, the Vyborg side was being developed more slowly than other districts of St. Petersburg. In 1717, there were only 350 households on the Vyborg side (there were 1,720 households on the Admiralteysky Island in the same period).

Various industrial enterprises appear on the outskirts - sugar, tanneries, breweries; shipyard, barracks, prisons. Right there on the embankments of the Neva, tsarist dignitaries - G. Teplov, A. Bezborodko, Admiral A. Sinyavin and others are building summer cottages.

The southern part of the district, adjacent to the Neva, became part of the city in the 18th century. A hospital settlement was formed here. The first military hospital in Russia (Admiralty Hospital) was founded in 1715 by decree of Peter the Great, next to it in 1717 a land military hospital was opened. They were built on piles by the first architect of our city D. Trezzini, then in stone these buildings with two turrets in the corners and almost 300 meters long were rebuilt by M. Zemtsov. The form that we are seeing now, the Academy acquired in the 60s of the last century. First, those buildings that overlook the Neva were rebuilt, then the rest. Since 1881, this complex has become known as the Military Medical Academy. In the second half of the 19th century, an industrial region was formed along the banks of the Neva and Bolshaya Nevka. The factories of A. Baranovsky, G. Lessner, L. Erikson, L. Nobel, as well as Sampsonievskaya, Nikolskaya and Vyborgskaya manufactories are located here.

The central part of the modern district was previously called "Forest". It is rather difficult to determine the exact boundaries of Lesnoy in a modern city. Sergei Alexandrovich Bezbakh (an outstanding local historian of the 20s) noted in his book that “Forest” is the name of the area on the right side of the Vyborg highway (Engels Ave.) between Lanskaya St., Isakov per. (now Manchesterskaya St.), Staro-Pargolovsky Ave. (nowadays Maurice Thorez Ave.), Theological Cemetery and the Park of the Forestry Institute. Now, according to the historian S. Glezerov: “The broad concept of “Forest” includes the nearby Malaya and Bolshaya Kushelevka, Grazhdanka and Sosnovka.”

Lands in the central and northern part of the modern Vyborgsky district used to belong to the royal nobles - Shuvalov, Levashov, Kushelev. Their names gave the name to the villages of Kushelevka, Levashovo, Shuvalovskoe. In the 19th century, the Forestry School moved from Tsarskoye Selo to the Kushelevka area, on the basis of which the Forestry Engineering Academy was subsequently created. In the middle of the 19th century, the territory near the Forest School began to be built up with dachas, but with the laying of a branch of the Finnish Railway in the 70s, their construction moved to the north, to Shuvalovo and Ozerki. In the area of ​​Muzhestva Square, all the main highways of Lesnoy are connected. In the 18th century, they led to the Spassky Manor. Then it was owned by an influential nobleman of the royal court of Catherine II and Paul I - Ivan Kushelev. Having bought part of the land from Count Bezborodko, he built a summer residence. At the beginning of the century, next to Kushelev's dacha, there was an English farm, whose history dates back to the reign of Alexander I, when he allowed the retired English captain Davidson to set up an exemplary agricultural farm, for which land beyond the Vyborg side was acquired, including part of the Spasskaya manor. The farm did not become a role model, but brought only losses and in 1809 was returned to the treasury. Part of the farm's land was sold, except for two plots where outbuildings were located. They housed in 1811, the Forest Institute, transferred from Tsarskoe Selo, then called the "Forst Institute" (from the English "forest" - forest), which later gave the name to the entire area. The Institute gradually turned part of its land into a forest park: instead of the old crooked roads to the Spassky Manor and Murino, streets were laid, pine trees were planted, nurseries, a botanical garden, and a greenhouse were arranged.

From the 30s of the XIX century, the institute, in need of money, began to sell part of its land to private individuals for the construction of summer cottages, and the area around it became a busy suburb. The lands were quickly bought up by wealthy Petersburgers, who appreciated the attractiveness of these suburban places. The resulting dacha area began to be called "dachas behind the Forest Institute." Then, when the institute in 1837 became a military educational institution, which was called the Forest Corps, and the area began to be called the Forest Corps. The name survived until the middle of the 19th century, later the word "corps" gradually fell out of use and the name "Forest", and sometimes "Forest" remained.

Over time, by the beginning of the 20th century, the name "Forest" covered a fairly large territory. When the Polytechnic Institute was opened here, the importance of Lesnoy increased especially. It turned into a kind of St. Petersburg "Cambridge". The fate of Lesnoy after the revolution is typical for many metropolitan suburbs. “In the 20-30s of the 20th century, a simple public from among the workers and co-employees lived here, and in the 60s the city came here,” writes S. Glezerov. Only a few buildings have survived from the old Lesnoy, among them - the wooden building of Bertling's dacha on Bolotnaya Street, famous for its revolutionary past, now there is the Children's Historical Museum, Kotlov's mansion on Muzhestva Square, the house of Professor of the Forestry Institute Dmitry Nikiforovich Kaygorodov near Serebryany Pond, a mansion near the square Courage, which the old-timers call "the house of Chaliapin." And today the park of the Forestry Academy (formerly the Forest Institute), as before, is a favorite place for walking for residents of the Vyborg region. The most ancient of the northern environs of the region is the village of Pargolovo. The first mention of it is found in the census salary book for Novgorod for 7008 (1500). Then the village was called Parkola. The Pargolovskaya manor, donated by Peter I to his daughter Elizabeth Petrovna, included the following settlements: Suzdalskaya Sloboda (1st Pargolovo), Malaya Vologodskaya Sloboda (2nd Pargolov). The district has existed on its borders since 1978, it borders on Primorsky, Kalininsky, Petrogradsky, Central. In the north, the district borders on Vsevolozhsky and Kurortny districts. In the south, its border runs along the Neva between Liteiny Bridge and Bolshaya Nevka, Vyborgsky is connected to the Central District by Liteiny Bridge, which thrown across the Bolshaya Neva.

The territory of the district stretched out in the direction from the Vyborgskaya embankment and expanded to the north. The area of ​​the territory is 11.5 thousand hectares. The population is about 412 thousand people. In terms of population, the district ranks third in the city after the Kalininsky and Nevsky districts.

Despite the fact that the Vyborgsky District occupies one of the leading places in the city in terms of saturation with industrial enterprises, it is one of the greenest areas of St. Petersburg. More than a third of the district is occupied by parks and squares. For example, the area of ​​the Sosnovka park is about 322 hectares. The territory of the park of the Forestry Academy - 65 hectares, green spaces in Levashovo - 346 hectares. By the amount of greenery per capita, the district ranks first in St. Petersburg.

The industrial zone along the Bolshaya Nevka still exists. There are more than fifteen large enterprises in the territory, including "Engine", "Maison", "Uranus", "Petersburg Textile", "System", "Red Thread", "Compressor", "Red Mayak", "Teplopribor", "Svetlana", the first confectionery plant "Azart", etc. In the post-Soviet period, most of the industrial production on the territory of the Vyborg side was closed. The idea arose to create a large business center in their place. Large investment projects are being implemented at a fast pace - the Nissan and Hyundai automobile plants are being built, the first stage of the Petmol dairy plant (Unimilk group of companies), the Capital-M business center on Matrosova Street, the company's customs and logistics terminal "Sterkh" in Pargolovo.

In Soviet times, another industrial zone appeared in the north of the Vyborgsky District - Parnassus, where industrial construction continues today. It houses such large enterprises as Baltika Brewery OJSC, Parnas-M CJSC. Among them, in addition to those already mentioned above, are the Parnassus Pilot Plant for Metal Structures, an asphalt-concrete plant, LPO Vibrator, Enterprise No. 2 Petrochimopttorg, Pepsi-Cola, Wimm Bill Dann. The Northern Customs Post, warehouses and terminals are also located here. There is also a business center of the same name on Parnassus. Concrete garages of collective parking lots lined up along the railway and Engels Avenue. The industrial zone "Parnassus" continues to develop rapidly, developing the territories around it, crawling beyond the Ring Road.

Transport accessibility of the Vyborgsky district can be generally described as satisfactory.

Its central part is served by two metro stations - Lesnaya and Vyborgskaya, the northern part - by four stations: Parnassus, Prospekt Prosveshcheniya, Ozerki, Udelnaya. However, the territory of the district is too large, the existing metro stations are clearly not enough. The main transport routes of the district, connecting its northern and southern parts, are: Bolshoy Sampsonievsky Prospekt, Engels Prospekt and Vyborgskoe Highway, as well as Lesnoy, Tikhoretsky Prospekts and Kultury Prospekt, which connect the northern and southern parts of the district. The western and eastern parts of the district are connected by Svetlanovsky, Lunacharsky, Prosveshcheniya, and Suzdalsky avenues. Owners of personal vehicles, leaving the area to the city center, are forced to stand idle in long traffic jams. The existing interchanges at the exit from the northern regions cannot cope with the load, and at rush hour, vehicles "stop" on Muzhestva Square, Svetlanovskaya Square and Lenin Square.

the immediate surroundings of the object - mainly manufacturing companies and residential buildings

· the level of intensity of traffic flows near the Object of Assessment is high, and the level of pedestrian activity is medium;

· transport accessibility by public transport and automobile is characterized as good satisfactory.

3. Analysismarketcommercialreal estate

immovable commercial property

Overview of commercial real estate. Commercial real estate traditionally includes segments of office, retail, industrial and warehouse and hotel real estate. At the same time, retail real estate includes areas used for the placement of various services: catering, household, sports, entertainment, etc.

In accordance with the preliminary positioning of the appraised property, this Report provides an overview of commercial real estate in St. Petersburg in the following sectors:

Industrial and warehouse real estate;

Office real estate;

Land.

General situation. In the commercial real estate segment, progressive development is taking place: the share of unoccupied space is decreasing, rental rates are growing in parallel with inflation. Analysts of all companies agree on this. Experts from various companies estimate the total supply of high-quality office space at about 2 million square meters. m. The most stingy estimates - in the company Knigh Frank St-Petersburg (1.65 million), more generous than others in this regard, the specialists of the management company Maris / CBRE (2.2 million). All experts also agree that over the past the number of vacant spaces in the office segment has decreased (the current level of vacancies in companies is estimated at 11-13%). At the same time, Jones Lang LaSalle experts in St. Petersburg note that the St. Petersburg office real estate market in 2011 remained a “tenant market”, while net absorption exceeded commissioning, as well as a decrease in the share of vacant space in 2012 from 19.7% to 13 ,5.

Stable demand for office space, a decrease in the number of vacant premises led to an increase in rental rates. According to Maris analysts, class B offices have risen in price by 3-4%. In existing class A office centers, rental rates did not change significantly.

Experts estimate the current level of occupancy of retail space in a similar way - about 96% - which indicates a high degree of demand for this type of real estate in the city. Despite the modest share of vacant space, there is no rapid growth in rates in this segment either. Trading places over the past year have risen in price about the same as offices - by 7-10%.

In 2012, there was almost no increase in the warehouse market (increase at the level of 1% of the available volume). Because of this, the occupancy of these areas has increased significantly, developers urgently launched frozen projects. At the end of 2012, the values ​​of capitalization rates in St. Petersburg are: for high-class office properties - 9.5-10%, for high-quality retail properties - 10-10.5%, for institutional quality assets in the warehouse real estate segment - 11-11 ,5%. In the regions, the minimum capitalization rates for high-end commercial real estate have also undergone a slight downward correction.

Table 3-1 Minimum capitalization rates for quality commercial real estate in 2012

The development of commercial real estate segments in St. Petersburg is uneven. The most developed markets are office and retail real estate. The market of hotels and production and storage facilities lags far behind them.

Territorial distribution of commercial areas. The territorial distribution of commercial space is highly dependent on their function. Office premises, both in business centers and built-in, as well as hotel facilities are mainly located in the central districts of St. Petersburg - Admiralteisky, Petrogradsky, Central. This is due to the proximity to business centers and tourist destinations.

Large shopping complexes are mainly located in residential areas (Primorsky, Vyborgsky, Moskovsky), which is determined by the presence of large land plots there and proximity to the bulk of consumers. Built-in retail premises are located mainly in the central districts (Admiralteisky, Vasileostrovsky, Petrogradsky, Centralny). High-quality production and warehouse complexes gravitate towards the main transport corridors of the city - the Sea Port of St. -10, direction to Moscow), Murmansk highway (M-18) and the western corridor (Tallinskoe highway, M-11).

According to GUION, leased built-in production and storage facilities are mainly located in Vyborgsky, Nevsky, Krasnogvardeisky, Frunzensky and Kirovsky districts.

Market activity. According to analysts from the Center for Appraisal and Consulting of St. Petersburg, there is some redistribution of forces in the investment segment and development in the market - there is a "change of composition" due to the previous crisis. Since the second half of 2012, there has been a noticeable and rather sharp increase in the activity of buyers in the market due to individuals and legal entities interested in acquiring relatively large commercial real estate (primarily buildings) for various purposes - retail, office, leisure and entertainment. This trend is largely due to the fact that Russia and, in particular, St. Petersburg in 2011 finally overcame the crisis and entered the real estate market on a stable growth rate.

On the other hand, the global economy and financial markets continue to be in a fever due to well-known events in the US and Europe. This gives investors a certain lack of confidence in the future and rather serious inflationary expectations. In this situation, customers have a motivation to purchase existing facilities that have already been built and filled with tenants. Such real estate serves as an instrument for investing funds and insuring yourself against depreciating money. Indeed, according to the experience of 2008-2009, good quality properties filled with tenants, although they showed a slight decrease in current indicators in terms of occupancy and profitability, continued to generate cash flow.

In addition to investors, end buyers have become quite noticeably more active. This can be attributed both to the stabilization of the economy and the process of transferring the offices of a number of large companies to St. Petersburg, primarily in the commodity sector. Very often, the strategy of such companies is not renting, but owning real estate. They are focused on acquiring modern high-class buildings in the best places in the city and are ready to pay the appropriate price for them. In 2012, the real estate market was replenished with offers. The consequence of the crisis was that a number of owners, for one reason or another, put their objects up for sale. In addition, it was in 2012 that collateral objects of banks began to be sold. Banking structures came to that critical point when it was necessary to make a decision regarding such assets. And often it was in favor of the sale, although sometimes at a significant discount. It should be noted that high-quality objects with a good location and level of construction are rare in this pledged mass. Now buyers who are closely monitoring the current situation have the opportunity to enter into negotiations with banks and buy out these collateral assets.

In general, the activity that began in the summer of 2012 has already led to some significant transactions for the market. For example: Jensen Group's acquisition of the Passage department store as a collateral asset, the sale of the Coliseum cinema, negotiating the sale of the Gallery shopping center and a number of completed or open transactions with famous buildings in the city. This trend of the autumn-winter period will continue.

At the moment, there is some redistribution of forces in the investment segment and development. Some companies are strengthening their influence, others are losing ground or leaving the market, and new players are also emerging.

If there are no global financial shocks in the future, then by the end of 2012 we will observe a fairly confident growth of the market - both rental and investment transactions.

Table 3-2. Return on investment in various segments of commercial real estate in St. Petersburg

Consumer market. In January-November 2012, compared to the same period last year, the retail trade turnover in the city increased by 8.3%, in the region - by 2.7%. The turnover of public catering in the city increased by 2.4%, in the region - by 7.9%. The turnover of wholesale trade in comparison with the same period of the last year in the city decreased by 10%, in the region it increased by 1.7%.

Labor market. In October 2012, compared to October 2011, the number of jobs substituted in organizations (excluding small businesses) increased by 1.0% in St. Petersburg, by 0.1% in the Leningrad Region. According to the labor and employment committees of the population of St. Petersburg and the Leningrad Region, the number of officially registered unemployed from November 2011 to November 2012 decreased in the city by 22%, in the region - by 16% and amounted to 10.2 and 4.2 thousand at the end of November 2012, respectively. . Human. The level of registered unemployment at the end of November 2012 was 0.4% in St. Petersburg, 0.5% of the economically active population in the Leningrad region, against 0.5%, both in the city and in the region at the end of November 2011.

Construction and investment. In January-November 2012, the volume of investments in fixed capital by large organizations in St. Petersburg decreased by 10.0% compared to January-November last year and amounted to 176.2 billion rubles, in the Leningrad Region it increased by 4.0% and amounted to 194.1 billion rubles. Since the beginning of the current year, the volume of work in the type of activity "construction" in St. Petersburg also decreased by 6.7% compared to the corresponding period last year and amounted to 299.4 billion rubles, in the Leningrad Region it increased by 10.1% and amounted to 101.4 billion rubles.

The commissioning of residential buildings in January-November of the current year, both in St. Petersburg and in the Leningrad Region, increased by 2.8% and 11.3%, respectively, compared to the corresponding period last year, and amounted to 1,778.3 thousand square meters . m of living space in St. Petersburg and 894.0 thousand square meters. m. in the Leningrad region. In November this year. in St. Petersburg, the production building of LLC Ferromet-Invest, the production and warehouse complex of LLC Trader, the production and technical center for the repair and sale of cars of LLC Phoenix-Motors, the warehouse complex with a parking lot of CJSC UNISTO, a building materials warehouse of GRAN CJSC, 1 transformer substation, 3 gas stations, a pre-school educational institution in the Pushkinsky district, a restaurant in the Kurortny district, a business center in the Moskovsky district, a social and amenity complex in the Kirovsky district, and others.

In the Leningrad Region, a greenhouse facility of Vector LLC, a selection and seed center of the Forestry Department of the Leningrad Region, a wood processing workshop of Pallet-Plus LLC, 2 boiler houses in the Vyborgsky and Vsevolozhsky districts, 1 gas station, a preschool educational institution and a federal training center were put into operation. (stage 1) in the Vsevolozhsk region and others.

4. Analysisthe bestandmosteffectiveuselandsitehowconditionallyfree

Choosing the optimal use of the land.

An analysis in order to select the best and most efficient use of land is usually performed in two cases: if a separate assessment of a piece of land is necessary, and also when selecting objects for comparative analysis. The concept of “best and most efficient use” is defined as the probable use of the property being assessed with the maximum return, and the conditions for the physical, legal, and financial feasibility of such actions are indispensable. First, you need to list the functions that can be implemented on this piece of land without any restrictions. The most effective use is determined by the interaction of a number of factors:

Legal feasibility: Consider uses permitted by zoning ordinances, private initiative restrictions, historic site regulations, and environmental laws

Physical feasibility: Consideration of uses that are physically feasible in the locality.

financial feasibility. Consideration of the fundamental possibility of providing financing for the project with the involvement of borrowed capital.

Maximum efficiency. Considering which of the economically viable uses will generate the maximum net income or maximum present value

Analysis of the use of the site as conditionally free. legal feasibility. The main, auxiliary and conditionally permitted uses of land plots and capital construction facilities on the territory of this zone, established in Annex 3 to the Law of St. Petersburg "On the Rules for Land Use and Development of St. Petersburg" dated February 16, 2009 No. II) are presented in the following table:

Table 4.1 - Types of permitted use of the research object

Objects of types of use marked in paragraph 3 of this article with the sign (*) can only be located on land plots directly adjacent to the red lines of streets, roads, squares, driveways, embankments, boulevards that are public areas, with the exception of intra-quarter driveways, in the absence of legislation prohibiting their placement.

The minimum area of ​​land.

It is allowed not less than the sum of the area occupied by the capital construction object existing or located on its territory, and the area of ​​green areas required in accordance with these Rules, the area for parking spaces, driveways and other auxiliary facilities required in accordance with these Rules and technical regulations for its maintenance and operation.

The coefficient of use of the territory.

The land use factor is defined as the ratio of the maximum total area of ​​apartments that can be placed on the territory of the land plot to the area of ​​the land plot. The following limiting maximum values ​​of the area utilization factor are set: - for mid-rise and high-rise residential buildings up to 9 floors - 1.7; - for plots of multi-storey residential buildings of 9 floors and above - 2.3.

Minimum indents of buildings, structures, structures from the boundaries of land plots.

Minimum indents from the boundaries of land plots of walls of buildings, structures, structures without windows: at a distance that provides standard insolation and illumination at a height of 6 meters or more at any point, along the borders of adjacent and separated territories of common use of land plots or along the borders of territories where land plots are not formed; in the case of adjoining territories (land plots) located within the boundaries of territorial zones, the urban planning regulations of which do not establish the types of permitted use for which it is necessary to provide standard insolation and illumination, a minimum distance of 0 meters from the boundaries of the plots that do not coincide with the red lines is allowed.

Minimum indents from the boundaries of land plots of walls of buildings, structures, structures with windows: at a distance that provides standard insolation and illumination at a height of 6 meters or more at any point, along the boundaries of adjacent land plots, along the boundaries of land plots separated by common areas, or along the boundaries of territories on which land plots have not been formed, but not less than 10 meters;

In the case of adjoining territories (land plots) located within the boundaries of territorial zones, the urban planning regulations of which do not establish the types of permitted use, for which it is necessary to provide standard insolation and illumination, a minimum distance of 3 meters from the boundaries of the plots that do not coincide with the red lines is allowed.

The minimum indents from the boundaries of the land plots of the walls of buildings, structures, structures along the boundaries of the land plots that coincide with the red lines of streets and driveways are established: for residential buildings with apartments on the first floors and educational and educational institutions facing the main streets - 6 meters; for residential buildings with apartments on the first floors and educational and upbringing institutions facing other streets and public driveways - 3 meters; for other buildings - 0 meters.

Maximum protrusions beyond the red line of parts of buildings, structures of structures.

In accordance with Article 7 of Part II of these Rules: allowed: in relation to balconies, bay windows, canopies - no more than 3 meters and above 3.5 meters from ground level.

The maximum height of buildings, structures, structures on the territory of land plots.

The maximum height of buildings, structures, structures on the territory of the land plot located in built-up areas is not more than 30% higher than the average height of existing buildings in the quarter, namely 30 meters in the development of built-up areas - is not established), unless a different value is indicated on the diagram of the limits of action of urban planning regulations in terms of the maximum height of buildings, structures and structures. At the same time, if the restrictions related to the same territory coincide, the minimum limit parameters apply, with the exception of cases where local dominants are placed.

The minimum share of green areas.

Table 4-2. The minimum share of green area for sites with different types of use.

	Type of use	Use code	Minimum area of ​​green areas
	Multi-family residential buildings		23 square meters per 100 sq. meters of the total area of ​​apartments in the capital construction project on the site
	Gardens, squares, boulevards		95% of the territory of the land plot with a plot area of ​​less than 1 ha; 90% - with an area of ​​1 to 5 hectares; 85% - with an area of ​​5 to 20 hectares; 80% - with an area of ​​more than 20 hectares
	Complexes of attractions, amusement parks, water parks		0% of the territory of the land plot with the area of ​​the land plot less than 1 ha; 10% - with an area of ​​1 to 5 hectares; 20% - with an area of ​​5 to 20 hectares; 30% - with an area over 20 hectares
	Hospital institutions, sanatorium-resort institutions, social security facilities, facilities for recreational purposes, green spaces that perform special functions.	10910;10940; 10950; 12600; 12510	60% of the land area
	Dosh objects, early and the average overall image. (schools)		50% of the land area
	Individual residential houses, dachas, objects of secondary and higher professional education; objects of physical culture and sports, including sports clubs; objects of ritual activity	10100; 10200; 10810; 10820; 11030; 11040; 13800; 11010; 11020	40% of the land area
	Public utilities, agricultural facilities. use, transport facilities, special parks (zoos, botanical gardens)	10400, 13100, 13200, 13300, 13500, 14200, 14500, 13000 11120	not installed

When forming land plots of multi-apartment residential buildings, parts of the adjoining open green spaces required by these Rules (up to 30% of their area) can be allocated for combining into independent land plots of intra-quarter public gardens (gardens)

The minimum number of parking spaces.

The minimum number of parking spaces for storing individual vehicles on the territory of land plots - in accordance with Article 10 of Part II of the Rules: parking place for 20 beds, as well as 1 parking place for 5 employees.

Minimum number of places on loading and unloading areas

The minimum number of places on the loading and unloading areas on the territory of the land plots - in accordance with Article 11 of Part II of the Rules: is determined on the basis of: one place for objects with a total area of ​​​​100 square meters to 1500 square meters and plus one place for every additional 1500 square meters total area of ​​facilities - for trade facilities (code 105), public catering facilities (code 106), industrial facilities (code 121), for enterprises for primary processing, packaging of agricultural products and maintenance of agricultural production (repair, warehousing) (code 131.2); one place for objects with a total area of ​​100 square meters to 1250 square meters and plus one place for every additional 1250 square meters of the total area of ​​objects - for warehouse objects (code 122).

Minimum storage space

1. The minimum number of places on the loading and unloading areas on the territory of the land plots is determined on the basis of: one place for objects with a total area of ​​​​100 square meters to 1500 square meters and plus one place for every additional 1500 square meters of the total area of ​​​​objects - for trade objects ( code 105), public catering facilities (code 106), industrial facilities (code 121), for enterprises for primary processing, packaging of agricultural products and maintenance of agricultural production (repair, storage) (code 131.2); one place for objects with a total area of ​​100 square meters to 1250 square meters and plus one place for every additional 1250 square meters of total area of ​​objects for warehouse objects (code 122).

2. The area of ​​parking spaces for storage (technological sludge) of trucks is determined at the rate of 95 square meters per vehicle (including travel); when parking areas adjoin the carriageway of streets and driveways and the longitudinal arrangement of cars - 70 square meters per car.

Maximum height of fences for land plots of residential development

The maximum height of fences for land plots of residential development - in accordance with Article 13 of Part II of these Rules: along express highways - 2.5 meters; along streets and driveways - 1.8 meters; between adjacent building plots - 1.8 meters without agreement with adjacent land users. More than 1.8 meters - in agreement with adjacent land users. For residential areas, a height of 1.8 meters may be exceeded, provided that this does not violate the volumetric and spatial characteristics of the surrounding buildings and landscape, insolation standards and natural light.

Maximum hazard class

The maximum hazard class (according to the sanitary classification) of capital construction objects located on the territory of the zone is V (with the exception of bus stations and intracity transport facilities). The rules for land use and development of St. Petersburg distinguish more than 100 types of permitted use of land plots. However, real estate market professionals name significantly fewer segments of the land market. The characteristics of the plots, causing their other difference, are recognized as pricing factors that affect the price of an object within a similar group, segment.

The segments allocated by the market by functional purpose include land plots intended for use under:

Implementation of low-class summer cottages and horticulture;

Residential low-rise buildings (townhouses and cottages);

Residential high-rise buildings;

hotel development;

Production and warehouse function;

parking lots;

Open parking and parking lots;

Sports facilities;

Since we are talking about market segmentation, land plots intended for development with socially oriented objects and communal facilities belong to the group of investment-unattractive objects. For the purposes of analyzing the best and most efficient use of a property by a typical investor, further segmentation of this group is meaningless.

The rules for land use and development of St. Petersburg also indicate options for the use of land plots that are limited in circulation or completely withdrawn from circulation. When choosing the option of the best and most efficient use of a property by a typical investor, such land plots are not analyzed. The types of functional use of the studied land plot presented in the rules of land use and development of St. Petersburg can be grouped as follows:

Table 4-3 - Types of permitted functional use of the studied land plot

	Resolution option. use, specified in the rules of land use and development of St. Petersburg	Market segments com. real estate
	To accommodate catering facilities	Trade
	To accommodate consumer services (including baths)	Objects of preschool, primary and secondary general education (schools)
	For placement of objects of secondary and higher professional education
	To accommodate outpatient clinics
	To accommodate social security facilities ...

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