With the commercial real estate industry in the Los Angeles Basin at full throttle, the need for quality market data among real estate professionals is equally intense as a host of new data providers join the race, some making claims of being faster, cheaper, sexier and superior.

Yet, as it has done for nearly four decades, the AIR continues to be the foremost and most reliable provider of data on the Greater Los Angeles industrial real estate landscape, according to AIR President Jim Sullivan of The Klabin Company. In 1997 alone, AIR's database listed over 40 million sq. ft. of industrial buildings leased or sold in the eight-county basin and over 30 million sq. ft. of land. Currently, the AIR has over 250-million sq. ft. of available properties, including land.

Sullivan points out that AIR published the first industrial multiple listing service in the nation back in 1962. Subsequently, the association developed a computerized version of The MULTIPLE in 1984, and has been constantly upgrading and improving the system ever since. AIR's new product, WinAIR 2.0, will offer many new and exciting innovations for brokers to use, including mapping capabilities.

"The crucial feature of AIR's MULTIPLE," said Sullivan, "is that it is no mere database of properties. It not only contains an Owner/Agency Commission Agreement, but assures deliverability of properties offered at a specified price."

"Moreover, reliability of property data is high because AIR's data is gathered by brokers who know the property intimately and how to evaluate it, not by inexperienced and unlicensed information gatherers." He explained that property on a commercial database may have a quoted price, but no contract with a broker. So, the price may, in fact, be a trial balloon.

One of the few remaining independent commercial banks in the Los Angeles Basin, Newport Beach-based Pacific National Bank operates three commercial banking offices in Newport Beach, Orange and Beverly Hills, maintaining a portfolio almost evenly split between commercial loans (mostly to small businesses) and home mortgage lending.

The bank also operates an SBA loan department, a construction loan department and a commercial loan brokerage division, all in Newport Beach. PNB Financial Group stock is traded in the over-the-counter market under the symbol "PNBF."

Kurt Huppert, manager of PNB's commercial mortgage division and active in AIR, underscores the expertise of PNBF in the owner/user and investment property financing market from $200,000 and up.

He notes that PNB is a "Preferred" status SBA lender in all of Southern California and will pay a one percent referral fee on SBA guaranteed 7A loans and SBA 504 program 1^st trust deed loans. Kurt has closed over $160 million of loans during his 15 years as a direct lender and mortgage banker.

Huppert focuses on SBA Guaranteed Financing. Says Kurt: "Where buyers qualify, this continues to be an outstanding financing source primarily due to:

• Low down payment (as low as 10 percent)/high loan-to-purchase price (as high as 90 percent)

• Long, fully amortizing terms.

• No prepayment penalties on 7A loans

• Competitive loan costs/pricing (fixed rates are available on 504 loans).

"These loans are strictly for owner-occupied, small business properties. Pacific National Bank is capable of structuring these loans from $50,000 up to $3 million," Huppert said.

• AIR, through its documents, guarantees that a commission will be paid to the broker. This covenant is critical to the long-term success of AIR members.

• AIR protects its members from potentially sizable legal expenses through an internally administered and maintained program for Arbitration/Mediation.

• Rules and ethics established by AIR during its 38-year history have played a central role in elevating the Los Angeles Basin's brokerage community to the highest position of professionalism in the nation and consequently enhancing its member's income. Without such guidelines, the industry might still be operating in a self-serving "Wild West" environment of multiple signs and an absence of cooperation among brokers.

• AIR's data gathering system is the model for the commercial real estate industry nationwide, both for accuracy and timeliness. These methods have been enhanced by our computerized WinAIR system, an invaluable tool for professional brokers, regardless of whether you're affiliated with a modestly-sized, national or international company. Significantly, AIR's system updates data constantly _ not every 60 or 90 days _ and data is fresher because of regular contact with AIR members through our audit procedures. AIR also tracks listings and advises its broker members when listings are about to expire.

• AIR has an extensive archive of historical data covering the L.A. Basin extending back to the 1970s, enhanced by "comp" data from about 1988. This historical information complements the property data systems and is readily available to AIR members.

• AIR produces and continually updates the finest for sale or lease forms on the market today. These forms, now readily accessible via computer, reflect ongoing changes in the marketplace and legislative arena. The cost savings to AIR members who might otherwise have to retain an attorney to create forms for every transaction is substantial.

• AIR produces and updates daily the only commercial/industrial hard copy MULTIPLE in the region. Use of the MULTIPLE by a majority of AIR members continues to be significant, even with the immense popularity of the computerized WinAIR system.

• AIR has continually served as a "watchdog" over legislation that may negatively impact commercial/industrial real estate, and has been heavily involved recently in supporting CAR attempts to get crucial commercial/industrial real estate bills through the State Legislature. AIR plans to intensify this effort.

AIR is committed, as a broker-run Association, to furthering the success of its members. For example, AIR data is distributed only to AIR members and is NOT sold to your competition. AIR is local and knows the market best because of its members.