Sales

Developed with self-storage managers and owners in mind, this track will cover critical sales-related topics, from phone-sales skills to a facility's retail approach to the sale of add-on profit centers. It includes two sessions you won't want to miss!

Thursday, March 15

8-9:50 a.m.

***TWO-HOUR SESSION***
Super Sales: A Mini Clinic for Self-Storage Operators

Speaker: Brad North, President, Advantage Consulting & Management

In today's self-storage environment, you must position yourself to operate with a sales and retail mentality. In this special two-hour session, you’ll learn sales techniques to take your profitability to a higher level. Our presenter will teach you critical sales steps and how they directly increase rentals, as well as how to assemble a lead-generation program to immediately improve occupancy.
You will learn:
  • How to build value and trust with each customer
  • A retail and sales approach to immediately improve profitability
  • How to increase rates through creative selling techniques
  • Ways to out-compete competition through product differentiation
  • A customer-prospecting program to create more appointments
  • How to turn customer objections into profit
  • Ways to present your unique marketplace advantages to customers
10-11:50 a.m.

***TWO-HOUR SESSION***
Ancillary Symposium: Add-On Income Opportunities

Moderator: Bob Copper, President, Self Storage 101
Panelists (in alpha order): Kevin Bledsoe, District Manager, Storage Asset Management Inc. Rod Bolls, Vice President of Business Development, Universal Storage Containers Chuck Dodge, Account Executive, Bader Co. Sue Haviland, Owner, Haviland Storage Services Cary McGovern, Owner, File Managers Inc. (FileMan) Hugh Odom, President, Vertical Developments Jim Ponti, Central Region Sales Manager, Janus International CJ Steen, Marketing Director, On The Move Inc. Caesar Wright, President, Mako Steel Inc.

One of the many great things about the self-storage business is the expenses are well-fixed with very few variables. Because of this unique financial reality, operators have a great opportunity to increase revenue, profit and asset value by adding ancillary income streams. A large percentage of every additional dollar generated drops straight to the bottom line; each of those dollars adds an additional $10 to $12 in property value. More important, add-on services might just keep a prospective customer from going to a competitor.
If you've ever been interested in adding ancillary income to your self-storage operation, this session is for you! Join our panel of industry experts and learn about the opportunities available to you. Products to be covered include:
  • Records storage
  • Wine storage
  • Boat /RV storage
  • Pack and ship centers
  • Tenant insurance
  • Telecommunications equipment
  • Retail sales
  • Container Storage
  • Truck rental

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