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  • Upselling
    "Do you want fries with that?" is the familiar refrain we hear every time we walk into a McDonald's. That simple line was responsible for increasing the company's sales by a whopping 15 percent, virtually overnight. If it's good enough for McDonald's, it should be good ...More
    March 1, 2003 Fred Gleeck Posted in Articles
  • A Discussion of Cap Rates
    During my early career in real estate, I served as a real estate analyst for a major Wall Street institutional investor that was very focused on capitalization (cap) rates and 10-year internal rates of return (which, quite frankly, are only as good as the information and ...More
    February 1, 2003 Matthew T. Pipkin Posted in Articles
  • What Every New Owner Must Know
    If you're just getting started in the self-storage business, this is the article you need. There is a lot of misinformation about marketing in the industry. Before you develop some bad habits, please keep reading. Here are the five primary areas you need to work on as you ...More
    February 1, 2003 Fred Gleeck Posted in Articles
  • Choosing a Self-Storage Broker
    If you are listing a self-storage property for sale, and you believe price is a function of exposure, it is in your best interest to locate the best possible broker to assist you. Good brokers will widely expose your property and create an atmosphere of bidding. You may ...More
    February 1, 2003 Burt Gay Posted in Articles
  • Due Diligence
    Many parties interested in expanding their self-storage portfolios or venturing into the storage business have lately found good deals are becoming scarce, with capitalization rates pushing the envelope. Many investors share a common concern: "If we are going to underwrite ...More
    February 1, 2003 Matthew T. Pipkin Posted in Articles
  • Self-Storage Management Software in the International Marketplace
    If "location, location, location" is the mantra of real estate development, then "information, information, information" must be the mantra of real estate operation. For European self-storage operators, this creates many potential problems. Each country is unique in its ...More
    February 1, 2003 Stephen P. Smith Posted in Articles
  • Reducing Lighting Costs
    LIGHTING CAN ADD CURB APPEAL, SECURITY AND AFTER-HOURS CONVENIENCE TO ANY SELF-STORAGE SITE. In the last 10 years, there have been several amazing and dramatic advances in lighting. These new technologies produce natural light with far less energy. Let's start with some ...More
    February 1, 2003 Doug Carner Posted in Articles
  • What's Valuable
    WHILE IT IS TRADITIONAL TO CONSIDER RESOLUTIONS AND EXPLORE AVENUES OF PERSONAL ENRICHMENT around the turn of the new year, I generally find I'm too distracted or worn out by the festivities and chaos of the holidays to focus at that time. But after the decorations come ...More
    February 1, 2003 Teri L. Lanza Posted in Articles
  • Self-Storage Portfolio Sales
    As the economy has weakened and scandals spread throughout the corporate sector, new and experienced investors are increasingly turning to the stable returns of income-producing self-storage. The self-storage market is experiencing a recent surge in transaction activity ...More
    February 1, 2003 Marc A. Boorstein Posted in Articles
  • Taking a Gamble on U.K. Self-Storage
    Las Vegas, the gambling capital of the world, makes its money against 50/50 odds. If you're at the Inside Self-Storage Expo in Las Vegas this year, don't lose too much money gambling—Europe's self-storage marketplace offers far better odds for success! But you can ...More
    February 1, 2003 Andrew Donaldson Posted in Articles