• Records Management: Managing Outside Sales
    Selling records-storage services within a self-storage operation can be tricky, which is why many operators choose to hire an outside sales force. Part-time personnel and independent agents are a great resource for growing business. But without the skills of a sales ...More
    February 1, 2006 Cary F. McGovern Posted in Articles
  • Serious Selling
    Eventually, almost every self-storage owner sells—it’s just a matter of when. Thinking through the following factors will help you determine how close you are to the moment of truth: Personal issues —Retirement, estate planning, partnership problems and divorce are just a ...More
    February 1, 2006 Michael L. McCune Posted in Articles
  • Retail Results: Taking a Chance on Self-Storage
    Like most of you, I look forward to industry tradeshows, which give me the chance to see old friends and associates and make new ones. These events also represent an opportunity to learn more about the business and the people who are making it grow as never before. For the ...More
    February 1, 2006 Roy Katz Posted in Articles
  • Self-Storage Jargon
    Whether you already own a self-storage project or plan to make your first venture, knowing some key terminology is important to your success. You probably won’t find these definitions in a dictionary, yet they can be critical to effective communication and decision-making. ...More
    February 1, 2006 Mark Keys Posted in Articles
  • Creative Marketing Concepts: Secrets of Direct Mail
    Direct mail can be an incredibly effective means of promoting your storage facility—if used correctly. Whether it’s a solo promotion of your own device or a co-op arrangement such as the Val-Pak coupon mailer, direct mail should part of your marketing mix for two reasons. ...More
    February 1, 2006 Fred Gleeck Posted in Articles
  • Due Diligence Turns the Tables
    Due diligence is one of your first steps when shopping for a storage facility, or a vacant parcel or building to convert to self-storage. When considering the purchase of a vacant land parcel or building to convert to self-storage or an existing storage property, one of ...More
    February 1, 2006 RK Kliebenstein Posted in Articles, Development
  • National Snapshot
    Capital flowed freely into the self-storage sector during 2005. While operating performance continues to support the record-breaking prices being paid for storage properties, investors are beginning to question the premium over replacement costs. There’s concern that ...More
    February 1, 2006 Charles Ray Wilson Posted in Articles
  • Getting on the Market
    You’ve received dozens of unsolicited calls from so-called “buyers” and brokers wanting to buy or list your facility. You’ve also read many articles like this one, so you know interest and cap rates are low and values have never been higher. After months of thinking about ...More
    February 1, 2006 Bill Alter Posted in Articles
  • A Zooming Market Strategy
    Hundreds of fans leap to their feet, their roars reaching a crescendo. The bleachers quake, and the air reeks of high-octane exhaust fumes as powerful vehicles thunder down the track to the checkered flag. This is the NASCAR experience and, last year, Olympia Steel Building ...More
    February 1, 2006 Elaine Foxwell Posted in Articles
  • CUSTOMER LOYALTY
    Editor's Note: The following was excerpted with permission from Customer Loyalty: How to Earn It, How to Keep It, by Jill Griffin; Jossey-Bass Publishers; San Francisco; 1995. Once, The Road Less Traveled by psychiatrist M. Scott Peck was just another ...More
    February 1, 2006 Jill Griffin Posted in Articles