On a per-square-foot basis, retail sales can be a significant portion of a facilitys income, so when it comes to developing and building a new self-storage site, include retail space in your plans. Whether youre building from the ground up or remodeling an older facility, take time to consider your reception area. Instead of thinking of it as an office, think of it as a store. This will help you envision the possibilities.

First, visit one or more self-storage sites and evaluate their stores. Is the service desk positioned to give staff a clear view of the door and merchandise? Is the lighting bright without being blinding? Is the flooring clean and easy to maintain? Are the colors cheerful and warm? Use your critique as a basis for planning a store that includes all the elements you like.

Next, consider the merchandise you want to display. If you already own a self-storage business, this is your chance to allot additional space for all the goods you couldnt previously accommodate. Consult your supplier catalogs to choose logical line extensions. If you carry shipping supplies, consider special cartons, tape, protective materials, and even decorative boxes and mailers for shipping gifts. For moving supplies, consider tarps, bungee cords, bubblewrap, labels, tape, packing peanuts, etc. The list of items people will buy is almost endless.

If youre not sure what to carry, a plan-o-gram simplifies the decision-making process. Every experienced supplier offers plan-o-grams based on real-world sales experience to ensure that what you stock is what consumers will buy. Moreover, he understands that merchandising should include permanent displays that make it simple to restock and order your faster moving items.

Determine the footprint (dimensions) of the displays youll need and add them to your office layout. If this task seems too time-consuming, ask your supplier to assemble a floor plan for you. Then you can fine-tune it and add it to your preparations.

Finally, when you have decided what to sell, its time to choose your merchandising program. Your chosen supplier of products and displays should also offer signs, posters and other materials that remind customers what they need while adding color and interest to your store. These will make your store look friendly and professional.

There you have it: With a little thought and some help from your retail supplier, you can use your own construction and development to create a good-looking, high-earning retail business.

Roy Katz is president of Supply Side, which distributes packaging, moving and storage supplies and more. The company has developed merchandising programs for many leading companies such as Storage USA, the U.S. Postal Service, Kinkos, Mail Boxes Etc. and The UPS Stores. For more information, visit www.suplyside.com.