KLNB Company Overview

Commercial Real Estate Services

YOUR
INTERESTS,

FIRST

KLNB’s size and structure enable us to align
ourselves with your interests, while our
institutional knowledge gives you an advantage
in the commercial real estate marketplace.
We know the histories of the retail, office and
industrial locations within our market, and have
built lasting relationships with the people
behind them.

2

EXECUTIVE COMMITEE & LEADERSHIP

STARTS WITH
OUR PEOPLE

“At KLNB, we recognize we are much more than a
commercial real estate company — we play a vital
role that impacts the communities we serve. Our
mission starts with our people and the culture of our
company. We strive to be empathetic, hardworking,
honest and collaborative in everything we do.”

MARC A. MENICK

President, KLNB

klnb.com 3

MARKET EXPERTISE TO
BENEFIT EVERY TRANSACTION

KLNB is a leading provider of commercial real estate services KLNB Retail Broker Meeting
throughout the Mid-Atlantic region. An independently owned
and operated commercial brokerage and real estate services “Our strength is
firm, KLNB provides a variety of services including tenant and in our people and
landlord representation, leasing, consulting, investment sales, our passion for our
property management, research, marketing and branding clients.”
and financing services. More than 85 full-time brokerage
professionals work across KLNB’s four offices strategically ADAM MILLER
located throughout the Washington, DC/Baltimore region. 
KLNB is affiliated with NAI Global — the single largest, most Principal, KLNB
powerful global network of owner-operated commercial real
estate brokerage firms in the world.

4

PARTNER-OWNED
COLLABORATIVE APPROACH

87 44 52

brokers specializing partners invested years as a market
in Retail, Office, in leading KLNB to leader in the
Industrial, Land, continued success
Leasing & Sales Mid-Atlantic region

10.4 M 8M $1 B

square feet leased square feet under financed
and sold in 2019 management

KLNB WAS BORN

Prior to starting KLNB, the four founders were working for another commercial

real estate company in Baltimore, MD. After years of success there, it was

apparent they would never have the opportunity to be an owner of the

company, participate in decisions that would shape the future of the company

and their input was not valued or rewarded. And then, KLNB was born. An

inclusive, partner-owned firm that is nimble, entrepreneurial and founded on

the idea that everyone has the ability to contribute in meaningful ways. We are

proud to be represented by quality, dedicated, passionate people who have a

vested interest in the firm and input on how we can best serve our clients today

and years to come.

Founded in Baltimore, MD klnb.com 5

WHERE TO FIND US
IN THE MID-ATLANTIC

KLNB has provided first-class commercial real estate services throughout the Mid-Atlantic region since 1968.
Currently, we operate out of four strategically located offices and employ over 120 professionals.

NEWARK

TOWN WESTMINSTER WASHIN40GTON, DC
FREDERICK
LOCH RAVEN BEL AIR 1130 Connecticut Ave., NW, Suite 600
RESERVOIR Washington, DC 20036
Aberdeen 202-375-7500
TOWSON Proving Ground
TYSONS, VA 13
BALTIMORE
8065 Leesburg Pike, Suite 700
Tysons, VA 22182
703-268-2700

COLUMBIA GLEN BURNIE BALTIMORE, MD

BWI 100 West Road, Suite 505DOVER
AIRPORT Baltimore, MD 21204
410-321-0100
LEESBURG GAITHERSBURG

WASHINGTON D.C. ANNAPOLIS COLUMBIA, MD

WASHINGTON DULLES 6011 University Blvd., Suite 350
INTERNATIONAL AIRPORT Ellicott City, MD 21043
410-290-1110

ALEXANDRIA AFFILIATED PROPERTY MANAGEMENT OFFICES

MANASSAS 100 West Road, Suite 505
Baltimore, MD 21204

60 West Street, Suite 204

CHESAPEAKE 50 Annapolis, MD 21401 13
BAY

11150 Fairfax Blvd., Suite 100
50 Fairfax, VA 22030

17

6

TENANT REPRESENTATION
LANDLORD REPRESENTATION
INVESTMENT SALES
PROPERTY MANAGEMENT
ASSET MANAGEMENT
FACILITIES MANAGEMENT
FINANCING
FINANCIAL ANALYSIS
RESEARCH
MARKETING & BRANDING

RETAIL. OFFICE. INDUSTRIAL.

WE DO IT ALL

GROUNDWORK
FOR OUR

SUCCESS

The groundwork for our success was put in place by our founders in 1968
and is still the base upon which we will build the next 50 years of our story.
We are wholly-owned, operated and managed by producing brokers in
our company. We are a volunteer organization — company leadership,
committee leadership and mentorship is provided by those that want
to offer their time and talents with no incentive other than to ensure we
preserve the firm’s original vision so others have the same opportunities
that have been afforded to them. We encourage our people to share
information, collaborate with one another and use each other’s strength
to help meet the goals of our clients.

LOCAL EXPERTS KLNB Washington, DC Office
GLOBAL REACH
RETAIL
With KLNB you get the presence and OFFICE
power of a global firm offering a high- INDUSTRIAL
touch, hands-on approach to commercial LAND
real estate services. We serve our clients DATA CENTERS
with a level of personal care and market GOVERNMENT SERVICES
expertise that benefits them in every
transaction.

In order to better serve you, KLNB is affiliated
with NAI Global, the single largest, most
powerful global network of owner-operated
commercial real estate brokerage firms in
the world.

klnb.com 9

OUR CULTURE

KLNB is a team oriented firm that honors a collaborative,
collegial and entrepreneurial culture. The company hosts
several events throughout the year including a family
picnic, outings to professional sporting events, holiday
parties, networking events, happy hours, year-end dinner
with live entertainment and more.

Baltimore Orioles Game

Marketing & Design Team Outing

Towson Office Holiday Party Tysons Office Holiday Party Team Hike in Las Vegas | NAI Convention

110

Annual Company Dinner Annual Award Recipients Columbia Office

At KLNB’s annual company party, we all get together to
celebrate the successes of the prior year, announce new
partners, recognize outstanding employees and applaud
those who are celebrating milestone anniversaries with the
firm.

Halloween Office Potluck Washington Nationals Game

Annual Company Picnic Wolftrap Concert “I have worked at KLNB for close to
30 years! I’ve spent the last 20 years
working in the Marketing Department
and the 10 years prior, as an Executive
Assistant. I’ve had the opportunity to
grow and advance my career all the
while forming meaningful, life-long
relationships with my colleagues.”
KATE MIRABILE

Senior Graphic Designer, KLNB

OOUURRCCUOLTMURMEUNITY GET INVOLVED & GIVE BACK

NAIOP-MD Community Service Project at the Baltimore Tool Bank Giving back to the community we work
in is a core value at KLNB. This effort
began with our founders and still exists
today. Each year we partner with a
variety of local charitable organizations
to make a positive impact on people’s
lives.

“KLNB is committed to their people, Junior Achievement Finance Park
clients and communities. KLNB
encourages us to participate as The KLNB Community Assistance
individuals and as a team through Network Fund, or KLNB CAN, was
KLNB CAN to help make our created to inspire and coordinate
community a better place to live company-wide philanthropy. We
and work.” created a platform that can address immediate needs in the community,
but is also a place for all company-sponsored volunteer opportunities,
ABBY GLASSBERG fundraising efforts and more to fall under. In 2020, KLNB CAN donated
over $20,000 to Covid-19 relief.
Principal, KLNB

KLNB is dedicated to being a conscientious and action- Baltimore Ravens “Huddle for 100”
oriented part of all of the communities we work in. That with Share Baby
understanding and commitment means we treat the
individuals, companies, and organizations we work with,
with respect and thoughtfulness, always striving to find
creative ways to fulfill our clients’ needs while also serving
the greater community. KLNB recognizes we have a role in
making our communities more equitable as we strive to
make a significant impact and offer support and creative
solutions for sustainable change.

Baltimore Ravens “Huddle for 100” Event

Howard Community College 5K Challenge INTERN PROGRAM

KLNB’s intern program provides real world
experience to work with KLNB brokers,
analysts, and marketing staff to give a
well-rounded view of the commercial real
estate brokerage profession.

United Way INOVA Blood Drive KLNB Summer Interns
Spirit of Partnership Award

URBAN RETAIL

Whether landing a coveted coffee bar that shifts property perceptions or raising a retailer’s profile with a
prominent placement, KLNB Urban is the go-to brokerage team for discerning clients in the Washington, DC
market.

Warby Parker | Landlord Rep

LANDLORD REPRESENTATION

KLNB Urban empowers landlords with elevated
merchandising strategies and secures high-caliber
tenants with cachet to activate and enhance the
value of assets.

Chaia | Tenant Rep TENANT REPRESENTATION

KLNB Urban combines local market knowledge,

URBAN INSIDER industry intelligence, and operational insights,
partnering closely with clients to navigate the

Repping the likes of Lululemon, Shake Shack, West intricacies of the site selection process.
Elm, and Barry’s Bootcamp as well as leading
landlords including Bozzuto, Brookfield, and STRATEGIC CONSULTING
Jamestown, KLNB Urban connects food, fashion,
and fitness retailers with the right audiences and In the know on neighborhood nuances and
elevates properties with sought-after tenants. well-versed in all facets of the retail business—
from operations to merchandising and creative
concepting, KLNB Urban provides a consultative
approach that creates value beyond done deals.

14

Aesop | Tenant Rep “An essential partner for nearly
four years, KLNB shares our
SELECT CLIENTS vision to create vibrant places
and powerfully articulates this
promise to top tenants.”

KATIE GRISSOM

Leasing Director, Asana Partners

WE SHARE YOUR VISION

Whether you’re a national brand
expanding to the District, a Michelin-
starred chef ready to make your next
move, a landlord on the lookout for a
standout concept, or a small business
searching for the right space to start,
KLNB Urban is the team that will help you
succeed.

Philz Coffee | Tenant Rep

SUBURBAN RETAIL

We provide a full complement of site selection, market research, creative marketing, and brokerage
services to national and regional retailers, shopping center owners and developers across the Mid-
Atlantic region.

Top Golf | Tenant Rep

Shoppes at Shipley’s Grant | Landlord Rep Jersey Mike’s | Tenant Rep

HARD WORK & RELATIONSHIPS

KLNB has secured a reputation as the market leader
in both tenant and landlord representation over
the course of more than 50 years of hard work and
utilization of state-of-the-art technology. Our brokerage
professionals, in tandem with our in-house research,
design, and marketing team, help over 240 retail tenants
and over 500 retail properties in the region. In 2019, our
collective efforts established $1.67 billion in value with
565 retail transactions.

16

Mill Station | Landlord Rep “KLNB has exclusively represented us in
the Mid-Atlantic region for over 20 years.
SELECT CLIENTS We consider them one of our most valuable
advisors and a critical component of our
KLNB represents over 240 retailers in the Mid-Atlantic Region. real estate program. They think like owners
and operators of our brand and we always
take their advice to heart.”

GIANCARLO JIMENEZ

North East Real Estate Director, Chick-Fil-A

TIMELY & CREATIVE SOLUTIONS

Commercial landlords, major corporations,
private owners and institutions consistently
look to KLNB for timely and creative
solutions to their real estate needs. We
know the industry and our region inside and
out, leading us to the lease and sale of 4.7
million square feet of retail space in 2019.

Michael’s | Tenant Rep

INDUSTRIAL & DATA CENTERS

From the Northern Virginia industrial submarkets up through the Baltimore/Washington corridor, our
Industrial team works with local, regional and national tenants, private owners and some of the largest
institutional owners.

Hollander Industrial Park | Landlord Rep

Airport Commerce Center | Landlord Rep

EXTENSIVE MARKET KNOWLEDGE

KLNB offers a comprehensive list of services, building on
our extensive market knowledge and years of experience.
Our team of experts has advised on everything from
logistics and e-commerce to bulk industrial flex/R&D
and Data Centers. NAI KLNB is an NAI Global partner,
an international network of real estate service providers
serving 36 countries through 375 local offices with
6,000 local market professionals.

18

SELECT CLIENTS 5617 Industrial Drive | Landlord Rep

DATA CENTERS

KLNB offers a data center team with
unmatched experience in this sector.
Located in the hottest data center market
in the world. KLNB has executed over
$500M in data center transactions,
representing some of the largest land
owners in the area.

OFFICE

Serving the greater Baltimore/Washington metropolitan region, our Office Specialists work with
private owners, major corporations, and institutions, to facilitate solutions through in-depth market
knowledge and analysis.

Pike & Gallows | Landlord Rep

1414 Key Highway | Landlord Rep

Tysons Professional Center | Landlord Rep

WORKABLE SOLUTIONS

Our Landlord Representation team will assess your
asset and provide a strategic marketing plan tailored
to your objectives while maximizing value. Our Tenant
Representation specialists will meet your space
challenges with creative, workable solutions to take
advantage of your local real estate market, minimize
occupancy costs and maximize flexibility.

20

Tivoli Square | Landlord Rep 10330 Old Columbia Road | Landlord Rep

SELECT CLIENTS GLOBAL PARTNER

NAI KLNB is an NAI Global partner,
an international network of real estate
service providers serving 36 countries
through 375 local offices with 6,000 local
market professionals.

McHenry Row | Landlord Rep

INVESTMENT SALES

Our Investment Sales professionals represent both institutional and private owners in the acquisition
and disposition of commercial property including retail, office and industrial assets.

We provide our clients with in-depth market knowledge
and expert advice through every phase of the disposition
process. Our dynamic approach delivers an integrated
marketing strategy that yields the highest price and best
possible terms for our clients.

7020 Columbia Gateway Drive

Shoppes at Arts District Shenandoah Square
17651 Redland Road
OUR SERVICES WORK TOGETHER

Our team is uniquely positioned to leverage the
knowledge and experience of KLNB’s leasing specialists.
Experience proves investors have a higher level of
comfort with our underwriting assumptions because
our leasing brokers contribute “on the ground” insight
into the nuances of the market. This dynamic, team-
oriented approach yields the best possible outcomes
for our clients. We achieve better pricing and terms
than our competitors, and put our clients in the heart
of our sales process so they can help influence the best
possible outcome.

22

Easton Marketplace “My team was extremely
pleased with KLNB’s ability to
handle a complex transaction
given the nature of both the
asset and the buyer pool.”

SEAN GARLAND

Chief Investment Officer, Klein Enterprises

SELECT CLIENTS

OPPORTUNITIES FOR BUYERS

KLNB’s professionals uncover and underwrite investment
opportunities. We match those opportunities to buyers drawn
from our comprehensive national and international investor
database. The firm uses industry standard valuation and cash flow
analysis software to price investment opportunities and quantify
risk. We format cash flow statements and other reports to client
specifications, assist in proper pricing, and in the end help achieve
our clients’ investment goals. Our clients are able to quantify their
risk by testing the underwriting assumptions that are the basis for
their investment decisions.

We also source private, institutional equity investors and/or joint
venture partners for our clients seeking to acquire, develop or
redevelop properties.

GOVERNMENT ADVISORY SERVICES

The KLNB Government Advisory Services Group provides brokerage and consulting services to building
owners, investors and developers renewing or pursuing leasing and sales opportunities with the General
Services Administration (GSA) and any other federal, state and local level government.

AREAS OF EXPERTISE beta.SAM LEASING & TRADITIONAL
(formerly know as PROCUREMENT LEASE PROPOSAL
SYSTEM CONSULTING
RASP/ FOR AWARD FedBizOpps) PLANNING
AAAP MANAGEMENT

(SAM)

24

KLNB Government Advisory Services focuses on all property types
including office, industrial, retail, storage, data centers, laboratories and
land. The group provides landlord representation, tenant representation,
investment sales and property management services for all government
related transactions.

The GSA is the federal government’s main civilian real estate arm
acquiring space on behalf of tenant government agencies through
construction, development, acquisitions and leasing of properties.
Currently GSA has over 8,000 leases and maintains an inventory of 375
million square feet of owned and leased properties. The government
holds approximately 25% of the commercial footprint and is the largest
tenant of office space in the Washington DC Metropolitan Area.

Government leasing can be a complex process that requires a deep
knowledge and understanding of regulations, executive orders, standards
and policies. The KLNB Government Advisory Services Group will assist
and guide you throughout the process to ensure you receive the most
optimal value for your property, while adhering to the requirements of the
government solicitation.

GSA LEASING PROCESS

1 2 3 4 5
PRESOLICITATION SOLICITATION NEGOTIATIONS
GOVERNMENT LEASE AWARD
REQUIREMENT - MARKET SURVEY

klnb.com 25

PROPERTY MANAGEMENT

KLNB Management is a full-service provider of commercial property management, asset
management and facilities management services for Industrial, Flex, Retail and Office properties in
the Mid-Atlantic region.

Heaver Plaza | Lutherville, MD

Lyndwood Square | Elkridge, MD

MAXIMIZING ASSET VALUE

Focused on maximizing asset value and achieving owners’
goals and objectives, our property managers concentrate
on minimizing operating costs, improving efficiencies and
enhancing customer service. KLNB manages approximately 8
million square feet of retail, office, industrial and flex properties.
By utilizing an entrepreneurial approach, our 40 property
management and engineering professionals devise innovative
and individualized solutions for owners and tenants.

7.8M 1 0 5 1,500 30 10 6

SQUARE FEET OWNERS TENANTS PROPERTY ENGINEERING OFFICES
MANAGED SERVED SERVED MANAGEMENT PROFESSIONALS
PROFESSIONALS Washington, DC
Annapolis, MD
Baltimore, MD
Columbia, MD

Fairfax, VA
Tysons, VA

ONE TEAM

26

PROPERTIES MANAGAGED “I want to thank you all for your
professionalism. We appreciate the
HAGERSTOWN WESTMINSTER BEL AIR NEWARK partnership, responsiveness and
FREDERICK anticipation of our needs. Together
LOCH RAVEN Aberdeen 40 we have done great things.”
RESERVOIR Proving Ground
13
TOWSON

BALTIMORE

COLUMBIA

BWI GLEN BURNIE DOVER ED SCHNEIDER
AIRPORT
CFO, Hospice of the Chesapeake
LEESBURG GAITHERSBURG

WASHINGTON D.C. ANNAPOLIS

WASHINGTON DULLES
INTERNATIONAL AIRPORT

ALEXANDRIA SERVICES PROVIDED

MANASSAS

CHESAPEAKE 50 13 • Budgeting
BAY • Reporting
• Engineering
50 • Curb Appeal
17 • Property Taxes
• Leasing
SELECT CLIENTS • Lease Administration
• Tenant Relations
• Service Contractors
• Property Insurance
• Receivership
• Commercial Condo
Association Management

For more information, visit
klnbmgmt.com

MARKETING & BRANDING

KLNB has an in-house Marketing and Design team that is made up of over a dozen skilled Graphic
Designers, Marketing Assistants and PR & Media Specialists.
The Marketing and Design department works together
with our real estate professionals from conceptualization
to execution. By having both designers and brokers
contribute to our marketing materials, we are able to
create unique and effective packages, tours, presentations,
branding, signage and more for our clients.

CRITICAL DATA & CREATIVE DESIGN

Combined, our design team has over 60 years of
commercial real estate marketing experience. Our
understanding of the industry and constant collaboration
with our brokers and clients allows us to create effective
materials with the perfect balance between critical data
and creative design.

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“Not only is our Marketing &
Design team creative in terms
of look and feel but also in
finding creative solutions for
our Brokers and Clients.”

MAYELA LÓPEZ SCOTT

Director of Marketing, KLNB

MEDIA & PUBLIC RELATIONS

KLNB has an in-house Public Relations
team and is also partnered with a local
public relations and marketing agency,
to effectively announce our major
transactions, company events and best
represent our clients in the media. KLNB
closes over 1,000 transactions and earns
over 7.5 million media impressions per
year. Visit klnb.com/news for more.

BRANDING EXAMPLES

KLNB’s in-house Marketing team designs custom logos & branding

LAKESIDE
RETAIL CENTER

HALF + N STREETS SE

SPEQRRUYAHRALEL

SHOPPING CENTER

HOW WE NETWORK

KLNB is involved with a variety of local and national organizations allowing full integration into our
local real estate community. These organizations provide networking and educational opportunities
that keep us at the forefront of events, trends and activity in our field.

DMV Party Sponsor | Las Vegas, NV

ICSC ReCON | KLNB Booth | Las Vegas, NV

KLNB’s retail team is a major participant at the ICSC
ReCON show in Las Vegas along with two other deal
making events in New York City and locally at National
Harbor. We use this time to set up highly productive
meetings that bring together our retailers and landlords
to discuss opportunities for the different groups to come
together and do business.

KLNB is proud to be one of the five founding members of ICSC | New York, NY
the DMV Revelry Party in Las Vegas. This pool-side event
hosts close to 1,000 guests that continue networking in a
more casual setting after a full day of meetings.

30

AFFILIATIONS

NAI Global Convention | Austin, TX “Serving on the NAI Leadership
Board has allowed me to represent
KLNB is an integral part of NAI Global, an international partnership KLNB’s membership interests,
that allows us to effectively penetrate primary, major, secondary influence the guiding principles
and tertiary markets worldwide — sharing information, exposing of NAI Global, and strengthen my
our clients to an even wider audience, managing tenant/buyer relationships with other leaders in
requirements, and helping our clients in every sector. NAI KLNB the organization.”
professionals participate in annual NAI Global conferences and
network with colleagues throughout the world, serving our clients’ JIM CARONNA, SIOR
needs wherever they might be. In addition, various members
of KLNB serve on the NAI Global Leadership Board, and are Principal, KLNB
highly involved in NAI Global’s Industrial, Office and Investment
divisions.

KLNB has multiple individuals that have qualified for the
prestigious Society of Industrial and Office Realtors (SIOR)
designation. They represent the top commercial real estate
professionals around the world. These individuals attend the
SIOR Professional conferences which provide cutting-edge
education, networking opportunities, and the chance to share
knowledge with other top brokers while helping their clients on a
local, national and international basis.

NAIOP’s Focus on Retail Event

CAPITAL MARKETS &
FINANCIAL ANALYSIS

KLNB provides financial analysis and commercial real estate financing options for real estate
developers, investors, and owners through Arris Realty Capital, a joint-venture with ColumbiaNational
Real Estate Finance.

Arris Realty Capital/CNREF is one of the
real estate industry’s premier commercial
mortgage banking firms, arranging and
servicing debt and equity financing for real
estate developers, investors, and owners of
income producing properties throughout the
country. Our seasoned professionals have
experience in financing all phases of the capital
stack including first and second mortgage
debt, mezzanine financing, preferred equity,
joint-venture equity, as well as construction
financing and bridge loans.

FINANCIAL ANALYSIS

KLNB assists our clients with financial analysis by providing
the following services:

• Lease and/or occupancy cost analysis
• Equating rent, concessions and improvements
• Tenant occupancy cost scenarios (downsizing,

relocations, percentage rent impacts, rent/term deferral,
termination and/or repayment of unamortized costs
calculations)
• Landlord cash flow projections/scenarios
• Development proformas
• Valuation (Direct Capitalization & DCF)
• Sensitivity analysis
• ‘PPP’ forms and submissions

32

RESEARCH

KLNB’s Research department is responsible for ensuring the accuracy and comprehensiveness of the
company’s proprietary data. Analysts assist in the production of market analysis and other collateral
addressing market trends and coordinate the provision of information which is used to identify and
define marketing opportunities for the organization and its sales professionals.

City of Fairfax 5

Zoning Map

JERMANTOWN ROAD
CHAIN BRIDGE RD (123)
P PP

P

P P

PP
PP

BOULEVARD (50/29) P OLD LEE HIGHWAY
M P
Research tools and capabilities include, but are notP
limited to: FAIRFAX FAIRFAX
P PBOULEVARD
P (50)

PP (29) PY P
LEE HIGHWAY M
• Database of comparable leases and sales
P MAIN STREEPT (2Y36) P P P
• Retail sales volumes Y

P P P
P
• Premium CoStar & LoopNet access

• Access to property ownerships and contacts PP P P P P
FAIRFAX P
COUNTY
P
• Zoning and ordinance interpretations P P P PP PP P MAIN STREET
P
P (236)
P P

• Daily market news provided to brokers & clients P P

YP

PP

P P NOTES:
P The entire City is located in a
Resource Management Area
P P P PP
P
P P

(*) RMA and RPA designated

1 inch = 1,500 feet klnb.com 33THIS MAP IS NOT CERTIFIE

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GEOGRAPHIC INFORMATIO
Last updated June 16, 2020 To check an officially certifie



IN THE
MARKET FOR

YOU

KLNB is a commercial real estate powerhouse
that is home to more than 85 retail, office,
industrial, land, leasing, and sales brokers. A Mid-
Atlantic market leader for more than 50 years,
KLNB bolsters its national reach and local market
intelligence with dedicated specialists who are in
the market for you.

www.klnb.com