Cary Mcgovern/Fileman


  • Planning for Records Storage
    More and more self-storage operators are considering the addition of records storage as a value-added service to their existing business. The most important ingredient is planning the space to accommodate the new venture. There are four options: Option 1: Adapt Existing ...More
    September 1, 2005 Cary F. McGovern Posted in Articles
  • Avoiding Buyer’s Remorse
    Buyer’s remorse is something any salesperson wants to avoid at all costs. The best means of avoiding it is to confront it. As the old cartoon character Pogo used to say, “We have met the enemy and he is us!” Records storage provides a good way for owners to make money, but ...More
    July 1, 2005 Cary F. McGovern Posted in Articles
  • Selling RS-Lite
    Two columns ago, I addressed ways to communicate the value of records storage lite (RS-lite) to self-storage customers. Last month, we looked at how to market the service to prospects. This month, you’ll learn how to develop a sales strategy for RS-lite in a self-storage ...More
    June 1, 2005 Cary F. McGovern Posted in Articles
  • Marketing RS-Lite
    Last month, we discussed the elements of communication and how it forms the foundation for marketing and sales. This month, we’ll look at marketing designed for the launch and support of records storage lite (RS-lite) in a self-storage environment. No business can exist ...More
    May 1, 2005 Cary F. McGovern Posted in Articles
  • Communicating the Value of Records Storage
    The terms “marketing” and “sales” have different connotations, and they are sometimes convoluted in people’s minds. The dictionary defines marketing as “the business activity of presenting products or services to potential customers in such a way as to make them eager to ...More
    April 1, 2005 Cary F. McGovern Posted in Articles
  • Your Questions Answered
    Those self-storage adventurers who seek to offer more than traditional products and services have long been intrigued by records management. But like any pioneering excursion, entry to the business requires preparation. You must gather your charts, understand the terrain ...More
    March 1, 2005 Cary F. McGovern Posted in Articles
  • Records Storage for Everyone?
    Most business owners would like to try new money-making opportunities with little or no risk. It’s easy to say, but can be difficult to do. If you already have a self-storage or moving and storage operation, you have little or no business risk when you provide commercial ...More
    February 1, 2005 Cary F. McGovern Posted in Articles
  • Overcoming Objections From Small Business
    Selling records storage is easy once you understand the two prime objections you’ll get from customers and how to overcome them. This is an important ingredient in the records storage “lite” model designed for self-storage implementation. My last three columns have focused ...More
    December 1, 2004 Cary F. McGovern Posted in Articles, Finance
  • Manpower for ‘RS Lite’
    It's easy to implement “records storage lite” along with small-business packages in self-storage without adding to your core employees. Nontraditional staffing is the key. What is this, and how does it add to service revenues without adding to overhead? There are four ways ...More
    November 1, 2004 Cary F. McGovern Posted in Articles
  • Inside Self-Storage 07/2004: Records Storage ‘Lite’
    Records Storage ‘Lite’ By Cary F. McGovern Can a modest self-storage facility successfully offer records-storage services? Is it possible to provide a set of services that requires little or no additional labor? What is the value to clients and the self-storage operator ...More
    July 1, 2004 Cary F. McGovern Posted in Articles