Campanelli, which has done work for Preferred Freezer in the past, will develop 1.5 million sf of new space for the company. It has already begun new projects in Jacksonville, FL, Elizabeth, NJ and Everett, MA. According to Preferred Freezer president and CEO John Galiher, the specialized nature of his company's product makes it extremely helpful to go with a single developer rather than having to instruct new ones in the specific requirements. "Campanelli's team has consistently provided our company with valuable expertise, design skills and development services to assure timely execution and delivery of our new cold storage facilities," he says.

Newsom says there are several economies for the developer when working with one user in multiple locations, especially in terms of design documents. "If they have similar needs, we don't have to recreate the wheel," he says. "It's a matter of understanding their process, making sure there's continuity. We do save time and money." Even though the FAMSA buildings won't be identical, there are enough similarities to make the process more efficient. Another benefit of long-term client relationships, adds the Ridge exec, is assured cash flow into the future and less time spent on marketing.

Newsom points out that continuing relationships also help the client because there's no need to "bring the developer up to speed" on what is needed in a building. In addition, the developer can use its contacts and experience to find new locations. "We become their in-house real estate group from a development standpoint," he says.