Records Mangement: Levels of Storage and Service
Since its inception in the 1950s, the records-management industry has been perceived by many to consist of simple storage and retrieval services. But these days, the business is extremely multifaceted. As a provider of records storage in a self-storage environment, you have ...More
March 1, 2006 Cary F. McGovern
Posted in Articles
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
Inside Self-Storage: The Value of Business Customers
The most attractive customer you can have in self-storage is the business tenant, who tends to buy more, stay longer and pay on time. Commercial clients are also more open to ancillary services like records storage—if you have the right pitch and well-defined services. ...More
January 1, 2006 Cary F. McGovern
Posted in Articles
Inside Self-Storage: Disasters Sell Records Storage
After any catastrophe, the need for records management and storage soars. It’s only human nature to avoid the reality of loss until it actually happens. But now hundreds if not thousands of businesses in the Gulf South will no longer exist because of lack of attention to ...More
December 1, 2005 Cary F. McGovern
Posted in Articles
Pricing and Compensation
Pricing and staff compensation for records-storage services are two areas that generate a lot of questions for new operators during the startup phase. Pricing always depends on real costs, while compensation is sales driven. This article discusses a comprehensive strategy ...More
November 1, 2005 Cary F.McGovern
Posted in Articles
Records-Storage Primer
Records Storage remains a mystery to most self-storage entrepreneurs and consultants. This article demystifies and demonstrates the value of an ancillary service that benefits small and large storage operations in any size market. A decade ago, there seemed to be an ...More
October 1, 2005 Cary F. McGovern
Posted in Articles
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
