Tony Flanz, founder and principal of Think Retail, has long established himself as a go-to expert in Canadian retail real estate.
In a candid conversation, Flanz opened up about the evolution of his career, the industry’s shifting landscape, and why a boutique firm like his continues to thrive alongside industry giants.
The company is celebrating its 20th anniversary this year.
Flanz has been in the real estate industry since 1989. “I started at the Montrose Group, a private landlord in Montreal. I worked there for about 18 months and then moved to Morguard for six years. That was my first national company.” He began with the private landlord as a “junior leasing rep, working on their open-air plazas in the city,” and later helped Morguard lease the expansion of Place Rosemère, which opened in 1991—his first foray into national exposure.
His entry into commercial real estate had personal roots. “My family owned an open-air plaza in south Montreal. I worked with my mother managing and leasing it for several years—that was my entry point. I majored in political science and thought I’d become a lawyer. But I pivoted to real estate after graduating.”
Since then, his path has been laser-focused. “One hundred percent retail—since 1989.”
Ironically, he didn’t love shopping growing up. “I was the one running for the door,” he joked. “But I connected with the pace and the energy. It moves fast, and the products are fun. A lot of the companies I worked with sold things I personally liked, so I enjoyed reaching out to them.” He added, “I’m very socially driven, and retail lets me connect with all kinds of people. That ability to connect is critical for a national leasing professional.”
Think Retail today is a lean operation. “You’re looking at it,” said Flanz. “It’s just me, a bookkeeper, and an accountant. I don’t employ anyone directly—I subcontract everything.” That model, he explained, provides flexibility. “I can hire the best person in another city for a specific account if needed. I’m not locked into using a Think Retail office in Toronto, for example. That flexibility gives me access to better expertise than many larger firms.”
Flanz is also well-connected in the industry.
Asked what sets his boutique firm apart from national players, Flanz pointed to personal service and promotional strength. “First, I’m always accessible. If something’s important to my client, it’s important to me—any time, seven days a week.” On the promotional side, he added, “You’d think we were a company of 100 agents based on how aggressively we promote our clients’ successes.”
Despite being a solo operator, Flanz currently holds “around 10 to 15 national mandates.” By comparison, “(a national real estate firm), which might have 40 agents, might have the same number.”
A rare emphasis on clients over self-promotion also defines the Think Retail brand. “In 10 years of blogging, there’s only been one post about me. The focus is on our clients. Promoting their success has a huge impact on the deals we negotiate and the spaces we secure.”
Flanz describes his marketing strategy as either “cultivating demand” for established superbrands or “manufacturing demand” for emerging names. “When a landlord sees that a company hired Think Retail, it signals that the tenant is serious about its real estate and expansion plans.”
“When you increase demand, you can positively influence the financial aspects of a transaction.”
While 99% of Flanz’s work is tenant-focused, he occasionally takes on select landlord mandates. “I do 99% tenant work. Occasionally I’ll take on landlord work if it’s a unique, high-profile property—like 1181 St. Catherine, which we just sold. It was a beautiful building on a prime retail street and aligned with my clients’ needs.”
Flanz said Think Retail is fortunate to have worked with high-profile, best-in-class national and international brands, as well as innovative start-ups who went on to dominate and define the retail scene in Quebec and across the country.
“As we look back at our incredible clients and partners, we can’t help but be honoured, as well as a little awestruck, by the work we have done together to shape and define the retail landscape in Canada,” he said.
“That includes navigating major market entries into Canada for iconic brands, such as Le Creuset, Fossil, Carter’s Osh Kosh, Filson, Merrell, Pinkberry, Shinola, as well as internationals superstars, including Jeff de Bruges, Oscar Wylee, Wellensteyn, Panco, Crocs, Desigual, Columbus Cafe & Co, Sherwin Williams, Adopt, Change Lingerie and Lole to name but a few.
“We are honoured to have played a pivotal role in the market launch and subsequent growth of many incredible Canadian success stories, including KaleMart24, Skybird, Foodtastic, Patty Slaps, Rock’n Deli and Copper Branch. Plus, we have spearheaded international debuts for several Canadian clients, including Mia.”
When asked about the biggest industry changes in recent years, Flanz didn’t hesitate. “In the last few weeks, the closure of The Bay was huge. That’s the single biggest change we’ve seen in our retail careers.”
But he’s quick to point out the underlying trends. “Fast fashion, direct-to-consumer models, and consumer desire for instant gratification all contributed to it. People want things fast—and online retail caters to that. But there’s still something unique and exciting about the in-store experience that can’t be replicated online.”
On a technical level, video conferencing has been the most significant shift. “I probably do four video calls a day now—before the pandemic, maybe one a week. It used to be in-person meetings and tours; now it’s quick Google Meets or Teams calls that move things along much faster.”
Still, Flanz stays grounded—literally. “Yes, absolutely,” he said when asked if he still prefers walking retail streets. “But I also rely heavily on Google Street View now. It allows me to assess high street retail properties visually, quickly, and remotely.”
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