- 5/5 Stars rating on Google
Negotiate lease
Franchise
Nationwide, New Zealand
The result
new Caci clinics sourced and leased across New Zealand in six months, each on market-leading commercial terms.
Lower entry costs, rent-free and fit-out-free startup periods, and personal guarantees cut or removed, so every franchisee opened on solid footing.
Caci — NZ skin health & appearance franchise (60+ clinics)
Franchise (health & beauty)
20 sites across New Zealand
Lease negotiation + premises sourcing (rollout)
Source and lease 20 new clinics on terms that make it affordable for franchisees to open.
The situation
Caci has been building skin confidence since 1994, growing from a single Newmarket clinic to more than 60 franchised sites. The next phase was ambitious: roll out 20 new clinics across New Zealand, and make it more affordable for franchisees to open one.
Leasing premises is a franchisee's second-biggest business cost. Caci was concerned it was leaving too much money on the table across those deals, so it brought in Proactive Property Group to source the sites and negotiate every lease.
What was at stake
Every clinic is a separate negotiation with a different landlord and agent, people who do these deals every week. On the other side sits a franchisee who has never negotiated a commercial lease.
Get the terms wrong on one site, and one franchisee overpays for years. Get them wrong across the rollout, and the whole model gets more expensive and riskier to join.
High entry costs, personal guarantees and inflexible exits are exactly what put people off signing up.
For a franchisor, the lease terms underneath each clinic decide how affordable and how safe the opportunity looks to the next franchisee.
What we did
Caci brought in Marcus from Proactive Property Group, a tenant-side adviser who negotiates leases regularly and has sat on both sides of the table, as landlord and tenant. Working alongside the Caci franchise team, the job was to make each deal fit the business, not the landlord.
Worked with the Caci franchise team to turn preferred locations, size and operating needs into a clear premises brief, so every site search started from the same benchmark.
Scoured the market in each target area, including off-market sites, then qualified and shortlisted only the premises that fit the brief.
Led negotiations with agents and landlords to a consistent set of tenant-favourable terms: lower entry costs, ongoing savings and a clean exit at the end of the term.
Cut or removed personal guarantees, won rent-free and fit-out-free startup periods, and blocked competitor co-location, so each franchisee opened with less risk and more room to breathe.
The result
Across the first half of 2021, all 20 clinics were sourced and secured by lease agreement, each carrying a consistent set of wins for the tenant:
Every site sourced and secured across New Zealand in the first half of 2021.
Deals that beat neighbouring properties in the same locations.
Less personal risk on each franchisee's shoulders.
Breathing room while each clinic got up and running.
Contributions that lowered the cost of outfitting a clinic.
Milestone and opt-out clauses, competitor exclusions, and signage rights.
The value wasn't any single lease. It was 20 of them, negotiated to the same standard, so every franchisee opened on terms they'd have struggled to win on their own. And the relationship kept going. Marcus went on to help with clinic fit-out design and building consent, guided franchisees on landlord maintenance obligations, and managed a clinic defit from start to finish.
If you're rolling out sites
A franchise rollout lives or dies on the leases underneath it. Every site is a fresh negotiation with a landlord who does this for a living, and a franchisee who doesn't. Getting the same strong terms at every location, before anyone signs, is what keeps the model affordable as it grows.
About the adviser
Marcus has spent 20 years acting for tenants across New Zealand and the East Coast of Australia — finding premises, negotiating leases and managing property costs across the full lease lifecycle. Having sat on both sides of the table as landlord and tenant, he negotiates commercial terms most tenants only sign once or twice in the life of their business.
More proof
A bigger office with more parking, a capped personal guarantee and real exit flexibility, on a lease that beat the firm’s existing landlord’s renewal offer.
Lower entry costs, rent-free and fit-out-free startup periods, and personal guarantees cut or removed, so every franchisee opened on solid footing.
A bigger landlord fit-out contribution, an exclusivity clause, limited personal liability and relocation risk removed, all inside two months.
Every clinic, store or site is another lease, and another chance to overpay or over-commit. Get the same strong terms at every location. Tell me about your rollout and I'll show you where the room to move is.
