Effective partnerships between property landlords and their retail tenants are crucial for fostering vibrant, successful commercial spaces. In this exclusive Q&A feature, SCN invited six retail partners to share their personal experiences and career highlights and provide insights into their business – the current challenges, opportunities, trends, growth strategy and more! Here we feature Melanie Green, Head of Real Estate, Country Road Group.

Country Road Group is one of Australia’s largest specialty fashion retailers with a market leading position in the mid to upper tier of the segment. Comprising five iconic brands – Country Road, Mimco, Trenery, Witchery and Politix – be it modern Australian designs, urban sophistication or accessories with a quirk, each brand has its own inspiring story to tell.

Country Road Group is part of leading retail group, Woolworths Holdings Limited (WHL). WHL is a South African-based retailer with operations across the Southern Hemisphere. Its core business focus is the provision of retail goods and services to aspirational customers across its more than 1,400 stores.

What is your current role and main responsibilities?

Since February 2023, I have been the Head of Real Estate for the Country Road Group. I feel very fortunate to work for such a great group and lead the Real Estate team that includes leasing, legal and lease administration, store design and development, and facilities and maintenance. Together these functions work to deliver amazing retail outcomes across our House of Brands.

Tell us about your career journey and how you got started in retail property?

My first role in property was working for Ansett Australia and I Ioved the diversity of that role, we even got to fly jump seat when we travelled!

I moved to Lend Lease where I started as the Assistant Centre Manager at Dandenong Plaza and then had the opportunity to perform eight roles, over three states in ten years across centre management, investment management and leasing. This followed a National Business Development role at GPT, Head of Asset Management at Woolworths and then Regional General Manager – Leasing (NSW) at Vicinity Centres before moving back to Melbourne for my prior role as National Leasing Manager at ISPT.

Mimco store, Highpoint, VIC

Do you have any career highlights, proudest moments, favourite projects?

I have had the privilege of working on some great shopping centres and developments across the country. However, and while trying not to sound clichéd, I must say my career highlight has been the opportunity of working with all the great teams I have been part of and led – it really is such a fun industry with so many personalities and I love when I turn up to industry events and you to get to catch up with everyone.

What do you think are the key elements of a successful retail business?

In my opinion, the key elements of a successful retail business are understanding customer needs and wants, offering quality products that they love and delivering exceptional customer service and always invest in your team. Given my area of responsibility, a well-designed and beautiful store, in the perfect location at a sustainable rent also plays a critical role!

What do you love about Country Road Group – what excites you about your brands?

I have loved my first 18 months with the Country Road Group. I get to work with great brands and am excited about all their future directions. They are all at different positions in their lifecycle, we have new General Managers for Witchery and Mimco, fabulous new collections from all brands and beautiful new store concepts – it feels like a great time to have joined the group.

Can you tell us about the company’s development pipeline and growth strategy?

At Country Road Group, we have strong growth ambitions for our House of Brands and are always actively investing in our stores, looking for new stores and expansion opportunities. After the success of our Country Road Ballarat store, we are close to securing our next heritage project for the brand.

Country Road store, Ballarat, VIC

What do you love about retail?

I love that no day is ever the same and we are constantly faced with new opportunities and challenges that keep us on our toes. I couldn’t imagine working in any other property class – retail is the best!

What are some of the opportunities and challenges facing the industry?

As the retail industry is constantly evolving, we will always be faced with opportunities and challenges. Current economic conditions are impacting all consumers and so it is important that your customers see value in everything you do and we provide them with what they want. I think circularity with our store fit-outs presents both an opportunity and challenge – there will be a huge focus on this as we look to achieve our sustainability ambitions and partner more closely with all landlords.

How important is sustainability and ESG in your company’s strategy?

It is very important to us and the Group’s commitment to operate sustainably and responsibly is underpinned by our Good Business Journey. It frames the way we do business and work with our suppliers, partners and customers across our four key pillars: environment, product, ethical sourcing and community. In line with our business values, we seek to create positive change through our value chain.

Politix store, Chadstone, VIC

Country Road Group is proud to be the first Australian apparel retailer to achieve a 6-Star Green Star rating for our Country Road Ballarat and Highpoint stores.

What do you think makes a successful retailer/shopping centre?

You can’t have a successful centre without successful retailers and vice versa so the relationship is key. It is so important that we have honesty and understand the key priorities from each other’s perspective to achieve mutually beneficial outcomes. With my background, I understand the landlord metrics and how they operate, however would love more justification of ‘market rent’ positions – particularly in the lease renewal process!

Advice for someone on the landlord side looking to move across to retail?

Well some would say I am now on the ‘right side/the light side!’ but I really do see benefits in working on both sides. Your relationships are still key, they just become more landlord and brand focused.

I wouldn’t hesitate to recommend a move across to the retailer side – it brings a whole new dimension to your understanding of retail and you get to see the creative brains behind the brands that you aren’t as exposed to when working for a landlord.

This profile featuring Melanie Green forms part of a special feature published in the latest issue of SCN magazine.