Records Storage


  • Soaring Interest in Records Management
    Interest in the development of new, commercial records businesses has never been higher. Entrepreneurs desiring an unusually high return on investment are drawn to this industry. New startups are at an all-time peak. There has never been a better time to enter the ...More
    May 1, 2002 Cary F. McGovern Posted in Articles
  • Effective Sales Management
    Selling records- management services requires managing the sales process and the salesperson, which entails measurement, comparison and action. This article discusses how this can best be done in an entrepreneurial environment. The Hunting Trip A salesperson and his ...More
    April 1, 2002 Cary F. McGovern Posted in Articles
  • Managing the Sales Cycle
    The commercial records-management industry has settled on the assumption that the standard sales cycle is six months. Why does the industry believe this and why is it, in fact, a myth? This article discusses the assumption and its far-reaching implications. On Myth and ...More
    March 1, 2002 Cary F. McGovern Posted in Articles
  • Lifetime Revenue in Records Management
    Selling and providing records- management services creates a unique revenue opportunity for entrepreneurs and developers. Once you have earned a client, you will likely retain that company for its lifetime. However, there are several important issues that need attention to ...More
    February 1, 2002 Cary F. McGovern Posted in Articles
  • Jump-Start a Records-Management Business
    There has never been a better time to enter the commercial records-management business. There are several factors at work that make this the precise time for such a business opportunity. But records management is not for the faint at heart. It requires hard work and capital ...More
    December 1, 2001 Cary F. McGovern Posted in Articles
  • Up in a Down Economy
    Records management is an anomaly in the world of business. The industry is good in an up economy but even better in a down economy. Why is this so, and what makes records management a can't-miss business for the next decade or more? Merriam-Webster defines the word ...More
    November 1, 2001 Cary McGovern Posted in Articles
  • Interview Questions
    The Client-Needs AssessmentThe most crucial component of selling records management By Cary F. McGovern The survey, or client-needs assessment (CNA), is the most important component of consultative selling for records-management services. Many of my customers have asked me ...More
    October 1, 2001 Cary F. McGovern Posted in Articles
  • Inside Self-Storage 09/2001: The Fast-Start Educational Client Symposium
    The Fast-Start Educational Client Symposium By Cary McGovern This article focuses on the fast-start educational client symposium, which has proven to be a significant generator of new records-management business. Since the records-management sales cycle is long--six months ...More
    August 1, 2001 Cary McGovern Posted in Articles
  • Selling Records-Management Solutions
    Closing the Sale By Cary McGovern This article discusses the most important element of the selling process: the close. All is lost if you get to the point of the close and discover the customer isn't buying. The sales cycle is indeed a process. Getting through that process ...More
    July 1, 2001 Cary McGovern Posted in Articles
  • Inside Self-Storage 02/2001: Permanent Storage Revenue
    Permanent Storage RevenueTHE NATURE OF RECORDS MANAGEMENT By Cary F. McGovern Storage revenue in the commercial records-storage industry is considered permanent. Annual growth rates from existing business, net of destruction, range from 15 percent at more mature companies ...More
    February 1, 2001 Cary F. McGovern Posted in Articles