Founded in 2005 by industry veteran Tony Flanz, Montreal-based Think Retail has spent the past two decades helping national and international retailers navigate the Canadian market. The firm, known for its boutique, client-first approach, has become one of the country’s most respected commercial real estate brokerages. Now marking its 20th anniversary, Think Retail is doubling down on its growth strategy and expanding its influence.
In an in-depth interview with Retail Insider, Flanz opened up about the company’s founding, milestones, and challenges, offering both professional insights and deeply personal stories that have shaped the trajectory of Think Retail.
Founding of Think Retail: The Pursuit of Excellence
Flanz launched Think Retail in 2005 after working with another brokerage. He saw a gap in the market for a firm that offered “white glove” service, deeper expertise, and closer collaboration.
“I had several clients who were pushing me for more resources, more time, and more expertise,” said Flanz. “I was highly motivated to provide that for them, and that was the impetus and the inspiration for starting Think Retail.”
The vision from the beginning was to differentiate Think Retail from its competitors by providing hands-on service and strategic insight. “I was very passionate and creative. I threw a lot of ideas at the wall, and most of them stuck,” he said.
Early Clients and Enduring Relationships
Flanz still remembers his first client, and the story behind it speaks to the personal relationships that define Think Retail.
“My first client remains incredibly important to me—it was a company called Bizou, owned by Marcel Labrecque. I met Marcel when I worked with Olympia & York in 1996, and we began working together shortly after I launched Think Retail,” he explained.
The relationship deepened over the years. “I did over 100 new leases, 50 renewals, and two acquisitions. I also renegotiated 120 leases through bankruptcy protection. When Marcel had a heart attack, I visited with the family twice a week for six months. That’s the kind of relationship we built.”
Think Retail’s client relationships often span generations. “I worked with Marcel’s son on a retail venture called Hot Fudge, and now I’m working with his grandson’s company, Mia, which we hope to expand into the U.S.,” he said.
Overcoming Personal and Professional Challenges
The early days of Think Retail were not without profound challenges. In the same year the firm launched, Flanz’s son was diagnosed with autism, and shortly after, his wife was diagnosed with a terminal illness.
“I had to hire a staff of therapists and educators to teach my son life skills, and I became a caregiver for my wife, which lasted 10 years until she passed away five years ago,” Flanz said.
Despite these challenges, work became a sanctuary. “The work was my salvation. It gave me a place of enjoyment and gratification, and I’m so thankful for that.”
Today, his daughter owns a successful skincare and gift store in Montreal, and his son is thriving, preparing to live independently — something Flanz calls a “dream come true.”
Landmark Moments and Major Brands
Think Retail has introduced several international brands to Canada over the years. Some recent additions include France-based Adopt and KaleMart24. Looking ahead, Flanz revealed plans to bring Morgan de Toi, a prominent French women’s fashion brand, to the Canadian market.
The firm continues to work with brands like Crocs and Le Creuset, among others. “We’re negotiating several exciting deals right now,” he said. “Stay tuned.”
One of the firm’s earliest major achievements was helping Fossil expand across Canada. “That was a turning point,” Flanz recalled. “It was my first international client and it gave us credibility in the market.”
A Changing Retail Landscape
Flanz has witnessed firsthand the seismic shifts in Canadian retail over the past 20 years. Chief among them is the rise of e-commerce and the evolution of the shopping centre.
“People want things now, including fast fashion and next-day delivery. The big players like Amazon, Walmart, and Costco have set the pace,” he said.
To keep up, landlords are reimagining retail spaces. “Cadillac Fairview, Ivanhoé Cambridge, and Oxford are transforming malls into entertainment hubs with restaurants, services, even pickleball courts. They’re no longer just fashion centres.”
He also pointed to the increasing importance of technology. “Google Maps and video calls have made our work more efficient. Before the pandemic, I might do one video call a week—now it’s 8 to 10.”
The Canadian Advantage
Despite global pressures, Flanz remains bullish on Canada as a market for retailers.
“We don’t do a good enough job of selling ourselves. There’s so much opportunity here because we’re under-retailed compared to the U.S.,” he said. “In Canada, shopping centres are 25% more productive, and there’s still pent-up demand for new concepts.”
For international retailers looking to expand, the Canadian market offers an attractive proposition. “If you serve your market well here, you’ll do even better than in places where you already have a fleet of stores.”
The Evolution of Brokerage
As the retail landscape has evolved, so too has brokerage. Flanz notes a shift toward data, efficiency, and adaptability.
“Information is king today. And I still have enough ego to say I have better information than most international firms,” he said with a smile. “That’s because I’m active in the field and have long-standing relationships that provide real-time market insight.”
His client retention rate is high, and he attributes it to integrity. “I always tell my clients, I won’t lease a store that I can’t release. If I can’t stand behind it, we shouldn’t do the deal.”
Looking Ahead: ‘The Best is Yet to Come’
Think Retail is continuing to grow, with a clear focus on international retail and strategic collaborations with U.S. brokers.
“This is our ‘Best is Yet to Come’ tour,” Flanz joked. “We’re going to keep offering top-tier service, keep being passionate, and keep growing.”
He remains personally invested in every client’s success. “I’m 60 now. I want to sleep well at night knowing I’ve given the best advice. I’ve made mistakes, but I’ve learned from them. That’s the value of experience.”
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