#23 "With Hana, CBRE adds coworking to its facility management offering" Paul Nellist, Hana EMEA

Paul Nellist is the EMEA Managing Director of Hana, the coworking service launched by CBRE, the world biggest Real Estate advising and brokerage company.
Hana is today a fully owned subsidiary of CBRE with operation in the UK and the US. The company operates 10 locations in total, 6 in the US and 4 in the UK (London and soon Manchester). The company has plans to open further spaces in Amsterdam, Dublin, Madrid, Paris and Berlin. Hana is discussing partnership with Landlords interested in these different cities.
The model is very much based on partnership management agreement with landlords, similar to what hotels are familiar with. Hana will build, operate, fill the spaces for the landlords. Hana is also able to provide capital to fit out the building. "That's the benefit of being part, with CBRE, of a Fortune 128 company. We have access to capital which builds trust also from the landlords perspective", explains Paul Nellist.
Hana's products are split between three main offerings:
1. "Hana Team" provides suites and studios for companies up to 300 people, with a lobby, internal meeting rooms, and can brand it to the occupier tastes and wills. They can customize the design, for large teams.
2. "Hana Meet" is on demand meeting space and conference facilities. It can be a training room, a pitch room, a board room, etc.
3. "Hana Share" is a sort of sophisticated coworking, open space, allowing the occupier to leverage the use.
It supports also the other offerings. "During a week, for instance, an occupier might have 100 seats, but on a Thursday, let say, they might be 120 and the 20 additional needed seats can be provided on a flexible base through Hana Share", says Paul Nellist. This is a membership additional service."
"Team Suites" usually takes 70% of a overall Hana space.
"Share" will represent 5-10%.
Hana aims at providing exclusive service, like in a boutique of 5 stars hotels.
Occupiers long term strategies are changing. They look for flexibility in the post Covid-19 crisis time. Remote working worked. An office is a place to work, but also collaborate and inspire. "We want to support that trend".
CBRE is the world biggest Real Estate consultancy company. "We can leverage the whole CBRE ecosystem. This is a key benefit for us", thinks Paul Nellist. "We offer companies their own space and environment. A natural evolution is going, in terms of need for hospitality and flexibility. Lanlord will still do their traditional leasing, but will need also to be able to offer flexibility to their occupier. This is the overwhelming feedback we are getting from the many surveys we have had."