Inside Self-Storage World Expo

Concurrent Education

The Inside Self-Storage World Expo education program offers the up-to-date, critical business information you need to excel in today's self-storage industry. The seminar tracks are organized by relevant topic categories. There's something for everyone, whether you're a facility owner, manager, investor or developer. The sessions range in intensity from top-level overviews to deep-dive analysis and skill-building.

Click on the track name below to see the individual sessions in each.

Education or Premium Package required.

Investment & Finance

9-9:50 a.m.

What You Need to Know About Self-Storage Feasibility and Due Diligence
Whether you're building a self-storage project from the ground up, converting an empty building or buying an existing facility, the most important question is: Can you make money? A thorough feasibility study will help determine the answer. Our presenter will discuss important market factors, costly mistakes to avoid, resources to help you make sound business decisions and more.

You will learn:

  • The details that are critical to your decision-making and success
  • How to avoid making costly mistakes throughout the process
  • How to independently verify all information
  • How to assemble a winning support team
  • Online resources available to assist you

Speaker:

Jim Chiswell, President, Chiswell & Associates LLC

10-10:50 a.m.

Buying and Selling Self-Storage: Tips for Investors and Owners
This presentation will teach new investors and potential owners how to find self-storage properties available for purchase and win deals that are sought after by multiple buyers. It'll provide insight on how to identify properties that have upside potential for improved returns and avoid the common pitfalls within the purchase process.

You will learn:

  • How to generate the best/most realistic net operating income for a sale
  • The difference between broker listings and off-market deals
  • How financing affects the value of a property
  • How to prepare a property for a sale
  • What to look for when purchasing a facility

Speaker:

Michael Mele, Senior Vice President of Investments, Marcus & Millichap

11-11:50 a.m.

An Overview of the Self-Storage Investment Market
The self-storage investment market has matured. Understanding the new reality of property valuations, embedded value, transaction processes, portfolio building, debt markets, and the pros and cons of third-party management are imperative to your success as a property owner or investor. Our presenter will provide you with a helpful overview of the investment market.

You will learn:

  • How to maximize your net operating income and, therefore, your property value
  • An overview of the transaction process
  • How to value an underperforming property
  • Where we are in the real estate cycle
  • Market opportunities for today's entrepreneurs

Speaker:

Ben Vestal, President, Argus Self Storage Sales Network

1-1:50 p.m.

Self-Storage and the Capital Markets: A Panel Discussion
This panel will discuss the latest lending products available for the self-storage market, including rates, terms and costs. Our presenters will provide real-life case studies of successful transactions. You'll even hear from an actual borrower who will share his experience with various debt products and the costs and benefits he encountered.

You will learn:

  • The debt products currently available for self-storage
  • The rates, terms and costs you can expect in today's market
  • How to differentiate between loan products
  • How to apply the right debt product for your situation
  • The current market for construction financing and the elements needed to get it

Moderator:

Shawn Hill, Principal, The BSC Group

Panelists:

Devin Huber, Principal, The BSC Group
Others TBD

2-2:50 p.m.

A Proactive Approach to Self-Storage Financing
Lenders have become aggressive in the self-storage sector, but to get the financing you need, you still have to be prepared. This session will provide a comprehensive overview of best practices when approaching the capital markets for financing. Our presenter will discuss market trends, loan factors, preparing the loan package, working with lenders and more.

You will learn:

  • Capital-market trends and deal specifics related to self-storage financing
  • The most important factors in obtaining a new loan
  • Key areas of importance including recourse, leverage, amortization and more
  • How to prepare an effective loan request for permanent or construction financing
  • Tips for smoothing the process and possibly achieving more advantageous terms

Speakers:

Neal Gussis, Principal, CCM Commercial Mortgage

3-3:50 p.m.

Creative Investment Strategies for Self-Storage
To be a successful self-storage investor, you need money, time and expertise. What happens if you're missing one or more of these critical elements? Our presenter will share creative ways to break into the storage business that limit your risk and don't require a lot of capital. He'll also discuss how to leverage your available resources to grow and prosper.

You will learn:

  • Capital-market trends and deal specifics related to self-storage financing
  • The most important factors in obtaining a new loan
  • Key areas of importance including recourse, leverage, amortization and more
  • How to prepare an effective loan request for permanent or construction financing
  • Tips for smoothing the process and possibly achieving more advantageous terms

Speakers:

John Gilliland, President and CEO, Investment Real Estate LLC

9-9:50 a.m.

Essential Marketing for the Self-Storage Manager
Get step-by-step insight on how to better market your self-storage facility. Our presenter will discuss why marketing is crucial and how it can help you maximize business growth. She'll share insight on where to begin, the difference between marketing and sales, community outreach, social media, available website and mobile platforms, and more.

You will learn:

  • How to pinpoint your audience and conduct strategic target marketing
  • Key areas of grassroots marketing and how to get the ball rolling
  • The importance of marketing via e-mail and software applications that support it
  • How to start an image-branding campaign
  • How to get out in the community and gain sponsors for event marketing

Speaker:

Marlene Corpus, Marketing Director, 21st Century Storage

10-10:50 a.m.

Outreach Marketing for Self-Storage: Why You Need It and How to Use It
Self-storage marketing is an expense that's continually increasing. Today's economic environment requires you to analyze expenses and determine which marketing sources are the most cost-effective. Our presenters will teach you about outreach marketing and how it can help you increase traffic, control expenses and increase revenue.

You will learn:

  • What is outreach marketing
  • How it's beneficial for your property
  • Who can and should be completing outreach
  • How outreach marketing can increase your revenue
  • How it can decrease expenses and improve your bottom line

Speaker:

Monica Cunningham, Lease-Up Manager, Sterling Management
Seth Giersdorf, Regional Vice President, Sterling Management

11-11:50 a.m.

5 Must-Have Features for Your Self-Storage Website
In a noisy digital world, how do you stand out online? Learn how to optimize your website to serve existing self-storage customers, convert leads and save time with these five must-have website features. Our presenters will discuss responsive websites and the key metrics you should be tracking, plus how to turn your website into your best salesperson.

You will learn:

  • Calls to action: wow to write them and where to put them
  • The advantages and disadvantages to posting rental rates on your website
  • The best places to advertise your mobile website
  • How to make your website your reputation-management platform
  • Ways to convert more leads by learning through website best practices

Speaker:

Holly Ritchie, Director of Marketing, The Storage Group

1-1:50 p.m.

Online-Marketing Strategies for State-of-the-Art Storage Operations
It's a new age of marketing. Are you up to date? This session will offer an in-depth look at the online strategies you should be deploying on your self-storage website to better compete in today's crowded online environment. Get the scoop on the hot marketing topics you've been hearing about: on- and off-page search engine optimization, paid search, organic search and more.

You will learn:

  • A basic understanding of on- and off-page SEO
  • The value of paid-search marketing with Google Adwords and Bing ads
  • How to boost your organic search results
  • Other valuable online marketing strategies
  • How to choose the right third-party marketing company or service provider

Speaker:

Stephen Sandecki, Internet Marketing Specialist, LifeStorage

2-2:50 p.m.

Managing Your Storage Facility's Online Listings and Reviews
Online business listings present a variety of challenges, with as many as 40 percent containing inaccurate information. Consumers compare self-storage facilities using this data, so inaccuracies or bad reviews can cost you potential customers. Our presenter will teach you how this listing information is populated and how you can police your facility profiles for accuracy, content and reviews.

You will learn:

  • How online business listings are populated
  • Ways to ensure your online listings are accurate and up-to-date
  • The process to claim and verify your listings across the top websites
  • How to enhance your listings so they stand out among competitors
  • Ways to monitor and respond to online reviews

Speaker:

Jason Barrett, CEO, Go Local Interactive

3-3:50 p.m.

Web-Marketing Straight Talk: Who's the Real Boogeyman?
Backed by objective third-party research, our presenter will dispel Web-marketing myths and expose realities of the online landscape more candidly than self-storage operators have ever heard before. You'll leave this session armed with practical know-how for improving your online position and gaining more exposure to prospective tenants. Discover how to make the Web work in your favor.

You will learn:

  • SEO and pay-per-click "shelf space" strategy
  • Practical know-how for improving your online position and gaining more exposure
  • How to reach new customers online
  • How to overcome the biggest threats to small- to mid-sized operators
  • How to compete with larger operators who have bigger marketing budgets

Speaker:

Chuck Gordon, Co-Founder and CEO, SpareFoot

9-9:50 a.m.

Self-Storage Buying Behavior: What Your Customers Really Want
What drives your self-storage customers to rent from you? A strong understanding of buying behavior is critical in knowing what's important to customers and the factors that influence their decision-making. This session will provide you with tools to reach customers, improve sales, meet or exceed customer expectations, and structure effective marketing programs.

You will learn:

  • Consumer buying behaviors and how they apply to self-storage
  • What drives someone to buy or not buy
  • How to know if you're properly attracting customers
  • The secrets of superstar salespeople
  • The importance of selling your facility's features and benefits

Speaker:

Susan Haviland, Owner, Haviland Storage Services

10-10:50 a.m.

10 Ways to Boost Your Customer-Conversion Rate in Self-Storage
This session outlines strategies to help you convert more prospective customers to self-storage tenants―on the phone and in person. Our presenters will share tips for handling phone calls and walk-in customers, as well as ways to generate more phone leads. They'll discuss the creation of dynamic marketing campaigns, how to "pre-sell" customers and more.

You will learn:

  • How to create a sales-conversion atmosphere in today's market
  • How to offer an online experience that entices customers to call
  • Simple ways to increase phone and walk-in conversions
  • Strategies to pre-sell customers before they ever meet the manager
  • How dynamic marketing campaigns increase your conversion rate

Speakers:

James Ross, Vice President, Cutting Edge Self Storage Management
Matthew Van Horn, Vice President, Cutting Edge Self Storage Management

11-11:50 a.m.

Serving Self-Storage Customers: Do's, Don'ts and the Path to Success
Excellent service is critical to the success of a self-storage operation. Our presenter will help you identify when the customer experience actually begins and share strategies you can follow to exceed customer expectations and increase occupancy and income. He'll present service do's and don'ts and outline a path to enhance your operation.

You will learn:

  • When customer service really begins
  • How the phone and social media impact customer service
  • The role of curb appeal in the customer experience
  • Proper ways to handle service issues
  • Steps to follow during the sales process and afterward to create customer loyalty

Speakers:

William Gray, Regional Manager, Iron Guard Storage

1-1:50 p.m.

Avoiding the Cost and Hassle of Self-Storage Auctions
Self-storage lien sales can be a major headache and expensive proposition, so it makes good business sense to try to avoid them. Rather than get bogged down in legal specifics, this session will provide strategies on how to reduce your number of auctioned units while still making money and turning problem units into new inventory to sell.

You will learn:

  • Why being nice to tenants can help managers
  • The importance of avoiding lien sales
  • Six options that will help tenants and earn you more money
  • How to leverage a sample action-plan form
  • How to reduce costs and increase income if you must go to auction

Speaker:

Leonard May, Owner, Easy Move Mini Storage

2-2:50 p.m.

Goal-Setting and Career Development for Self-Storage Managers
As the self-storage industry has evolved, so has the role of the facility manager. To get hired for a position at a great facility, earn the highest wages and advance your own career, you must learn how to set professional goals, obtain qualifications, communicate effectively and write a killer resume. Our presenter will provide tips to set you on the right path.

You will learn:

  • How to outline objectives and career goals
  • How to achieve job skills and continuing education
  • How to communicate effectively in pursuit of a position
  • How to prepare a resume and references
  • How and where to find the perfect job and prepare for the interview

Speaker:

Pamela Alton, Owner, Mini-Management Services

3-3:50 p.m.

Keeping Your Cool in Heated Situations: Communicating With Customers and Co-Workers
Don't let that conversation you're avoiding ruin your day! Knowing how to communicate with customers and co-workers during difficult situations is an important skill that can be used to prevent compromising relationships and improve engagement. Our presenter will provide insight and tools that will help you handle challenging interactions.

You will learn:

  • How to provide feedback without causing a defensive reaction
  • How to defuse heated exchanges with customers
  • A simple, three-step process to deliver candid messages and compel behavior change
  • How to prepare yourself for conversations you'd rather not have
  • How to take control of your business by assertively expressing what you need from others

Speaker:

Carol Krendl, President, SkilCheck Services Inc.

9-9:50 a.m.

Buying and Operating Your First Self-Storage Property: Year-One Success

Speaker:

Georgia Ragsdale, Owner/Operator, Liberty Cap Properties LLC

10-10:50 a.m.

Coping With the Stress of Being a Small Operator in a Big Self-Storage Market

Speaker:

Kenneth Weiner, President, Income Property Investors Inc.

11-11:50 a.m.

The 5 Mistakes We Made in Self-Storage (And How We Fixed Them)
With millions of dollars at stake, self-storage operators must effectively manage employees and provide a safe and secure environment. Unfortunately, mistakes inevitably occur. Our presenters will share some valuable lessons learned while owning, managing and selling storage facilities. They'll provide examples of actual missteps and demonstrate how they corrected them.

You will learn:

  • Real-world examples of operational mistakes and how to correct them
  • Why owners shouldn't trust just anyone to run their operation
  • Common marketing mistakes and how to fix them
  • The correct way to underwrite your property's income and expenses
  • How to leverage membership in trade organizations to benefit your business

Speakers:

Jason Allen, Owner/Agent, Performance Self Storage Group Inc.
Carl Touhey, Owner/Broker, Performance Self Storage Group Inc.

1-1:50 p.m.

Studying Your Self-Storage Competitors and Leveraging the Data
Self-storage owners can learn a lot about their operation by closely observing their competition. This session will provide instructions on gathering specific types of information that can be leveraged for business gain. Take advantage of touring and promoting referrals with competitors as well as tools that can be used to showcase and market your points of differentiation.

You will learn:

  • How to leverage data about competitors to benefit your business
  • Which types of information are truly important to know
  • Why price is at the bottom of the list
  • Specific tools to close more sales
  • How to bolster impressions in your community

Speaker:

Anne Ballard, President of Training, Marketing and Developmental Services, Universal Storage Group

2-2:50 p.m.

Tactics to Reduce Your Self-Storage Property Taxes
Your county appraiser may unknowingly be over-taxing your self-storage property based on appraisal methods used for other types of commercial real estate that don't apply to our business. Find out why storage facilities should be taxed differently and how you can lower your taxes through an appeals process with your local assessor.

You will learn:

  • How to structure a presentation to lower a property assessment
  • How to show the differences between income, cost and market approaches to value
  • When to use a pro forma vs. showing real income for the property
  • Which elements are considered "deferred maintenance" to lower value
  • How to show the "building" portion of your property as having only a "token" value

Speaker:

Barry Sharpe, Managing Member and Principal, Property Tax Appeal Group LLC

3-3:50 p.m.

Creating Your Self-Storage Security Program: Tools and Practices
Security, surveillance and access-control features not only give customers confidence in a self-storage property, they can provide authorities with important forensic information if a crime occurs. Our presenter will discuss best practices and cost-effective technologies that can add sophistication to your site security and new benefits to your business.

You will learn:

  • Why security is crucial to self-storage operations
  • How to use forensic data to better understand your operation and customer activity
  • How the latest generation of technology can improve your business
  • Cost-effective solutions to improve security via remote access
  • How to add license-plate recognition, flow counts and customer classifications

Speaker:

Michael Gutmann, Developer/Owner, Reed Market Storage

Development & Construction

9-9:50 a.m.

To Build or Not to Build: Decision-Making Factors for Self-Storage
In today's healthy self-storage market, there's a great deal of interest in developing new facilities from potential and existing owners and developers. What they want to know is: Should they do it? If you're on the fence about building a facility, our presenter will share insight to help you make the right decision for your location, budget and business goals.

You will learn:

  • An overview of today's development landscape
  • Factors to choosing the right location
  • The pros and cons of single- vs. multi-story building
  • Insight to construction costs
  • Ideas for maximizing your land use

Speaker:

Caesar Wright, President, Mako Steel Inc.

10-10:50 a.m.

Building-Code Updates and How They Affect Your Self-Storage Project
You've chosen a location for your new self-storage project. Now you have to create a site plan, which must be approved by several government bodies. There are many factors that affect the outcome, including building codes and features. Our presenter will discuss the various requirements that impact your project, including energy codes, lighting restrictions and more.

You will learn:

  • New building and energy codes and how they're changing
  • How the codes affect the construction of temperature-controlled buildings
  • How to comply with the Americans With Disabilities Act
  • How stormwater and erosion-control regulations impact new-builds and facility expansions
  • How to plan for more rigid lighting restrictions

Speaker:

Jamie Lindau, National Sales Manager, Trachte Building Systems

11-11:50 a.m.

Cutting-Edge Design for Contemporary Self-Storage Facilities
With jurisdictions becoming ever more demanding, modern design has become critical in the self-storage industry. Not only does it help alleviate the concerns of community planning boards and residents, it leads to an improved customer experience, accelerated leaseup and higher net operating income. Our presenter will address the key elements of contemporary facility design.

You will learn:

  • Customer-friendly site design and elevations
  • Mixed-use integration for gun-shy jurisdictions
  • Conversions: how to beautify jurisdictional eye-sores
  • How to improve the customer experience (and your bottom line) though design
  • The affect of facility design on community relations

Speaker:

Bruce Jordan, President, Jordan Architects

1-1:50 p.m.

Where There's a Will … Overcoming Self-Storage Development Obstacles
Most every self-storage development project experiences a few hindrances. Some are easier to conquer than others. This seminar will address many of the common obstacles faced by new and even seasoned facility developers and provide guidance to help you clear hurdles. Topics will include site selection, zoning and more.

You will learn:

  • Common impediments to project launch and progress
  • How to streamline the site-selection process
  • How to structure an efficient planning process
  • Smart re-zoning strategies
  • How to approach challenges calmly and rationally

Speaker:

Ben Burkhart, Owner, BKB Properties

2-2:50 p.m.

The Self-Storage Conversion Process: Success Through Existing Buildings
Not every empty building is ripe for self-storage conversion. Learn how to evaluate potential sites, avoid common pitfalls and overcome challenges during the process. Our presenter will discuss pros and cons of conversion projects and provide a checklist of important considerations. He'll show you what others have done to be successful and provide tips for creating mixed-use space.

You will learn:

  • What to look for when choosing a building
  • The costs and financial risks of conversion
  • The legal issues involved including zoning, change of use, code compliance and permitting
  • Specific design issues associated with conversion and how they affect facility operation
  • Post-construction regulatory issues such as fire district, signage, infestation and tax appeals

Speaker:

Jim Ponti, Regional Sales Manager, Janus International

3-3:50 p.m.

Self-Storage Development and Construction: Avoid These Mistakes
If you're planning to build a self-storage facility, learn how to get it right the first time. Mistakes made during the development and construction phases can cost you in immediate expenses and long-term revenue loss. Our presenter will show you how to save money during construction but, more important, how to build a facility that ultimately generates more profit.

You will learn:

  • How to reduce your design and construction costs and avoid overruns
  • How to avoid mistakes that could haunt you for many years
  • How to significantly compress your construction time
  • Must-avoid failures in site, office and building design
  • How to prepare your new facility for opening day

Speaker:

Marc Goodin, President, Storage Authority LLC

International

8-8:50 a.m.

Comparing Emerging Markets in the Global Self-Storage Industry
Self-storage is evolving and expanding worldwide. How does it compare from region to region? Our speaker will discuss the global storage markets, focusing on Latin America and Southeast Asia. He'll talk about similarities and differences between markets as well as key operators, specific projects, challenges, growth opportunities and more.

You will learn:

  • Details about the global self-storage industry
  • The differences and similarities between markets
  • The opportunities for investors and owners
  • The long-term prognosis for the foreign self-storage segment
  • How to be successful in Latin America and Southeast Asia

Speaker:

David Blum, Owner, Better Management Systems LLC

9-9:50 a.m.

Keys to Launching a Successful Self-Storage Operation in Europe
To be successful with a self-storage operation in Europe, you must understand the unique facets of that market. The few American companies that have attempted to "conquer" it have faced many obstacles, including cultural diversity. Our presenter will look at the successes and failures of two U.S. companies and review the distinct characteristics of the European industry.

You will learn:

  • The state of self-storage in Europe
  • How cultural diversity affects your business decisions
  • How public awareness will impact your marketing
  • Common mistakes to avoid when developing in Europe
  • Key success factors for a European operation

Speaker:

Phillippe Peyrot, CEO, Annexx

10-10:50 a.m.

An Insider's View of International Self-Storage: A Discussion With the Experts
Self-storage continues to flourish around the globe, but not without some hard learning. Our expert panel of international storage experts will provide insight to trends, strategies and lessons based on their development and operation of facilities across several continents. You'll benefit from their experience in areas including construction, financing, marketing and more.

You will learn:

  • Development challenges you'll face and ways to overcome them
  • Considerations for successful facility operation
  • Marketing strategies for diverse markets
  • Factors that affect financing
  • Predictions for market growth

Moderator:

RK Kliebenstein, Vice President of Acquisitions, Metro Storage LLC

Panelists:

Dallas Dogger, Managing Director, Centreforce IT Pty. Ltd. (Australia)
Wadih Haddad, Founder and CEO, The Box (United Arab Emirates)
Graham Lomax, European Director of Sales, Gilderol Self-Storage Solutions (United Kingdom)
Robert Madsen, President, U-Lock Mini Storage (Canada)
Guy Pinsent, CEO, Less Mess Storage (Continental Europe)
Nancy Torres, Director of Latin America Business Development, Janus International Group (Latin America)

Add-On Profit Centers

8-8:50 a.m.

Self-Storage Retail Results: Merchandising, Sales and More

Speaker:

Rob Kaminski, Vice President, Supply Side USA

9-9:50 a.m.

Session TBD

Speaker:

TBD

10-10:50 a.m.

Is Now the Time to Invest in Boat and RV Storage?
Whether you're thinking about adding boat/RV storage to a new build or have extra land at your existing storage facility that can be converted, this niche service can be a great ancillary profit center. In this session, you'll get an overview of this storage type including trends, building types, a pro forma of a potential buildout, financing and more.

You will learn:

  • Trends in boat/RV storage
  • Key considerations for site selection and construction
  • Potential tax incentives for buildings that include solar panels
  • Insight to operation and maintenance
  • Tips for financing your project

Speaker:

Robert Hayworth, President, Baja Construction Co. Inc.

8-8:50 a.m.

10 Powerful Selling Techniques to Maximize Self-Storage Profitability
In this session, you'll learn proven self-storage sales techniques that will increase your facility's lead generation, customer visits, rental activity and economic occupancy. Our presenter will not only show you how to maximize your sales presentation, he'll share creative ways to overcome customer objections and close each sale.

You will learn:

  • How to increase customer leads to your store
  • Steps to maximize your sales presentation
  • Simple ways to improve customer follow-up and visits
  • Strategies to overcome customer objections
  • How to improve your rental activity and rates

Speaker:

Brad North, President, Advantage Consulting & Management

9-9:50 a.m.

The Anatomy of a Good Self-Storage Phone-Sales Call and Script
The No. 1 job of a successful self-storage manager is unit rentals, many of which begin on the phone. Our presenter will help you perfect your phone-sales script and presentation, providing detailed information and real-life audio examples that will help you increase your facility's close rate.

You will learn:

  • The importance of phone sales
  • The five parts of a sales call
  • How to increase your "kill rate" over the phone
  • Closing techniques to use for each customer
  • What makes a call a success or a failure

Speaker:

Mike Rhoads, Executive Vice President, PFG Capital LP

10-10:50 a.m.

World-Class Tactics That Drive Self-Storage Sales
To get customers "off the fence" about renting with your self-storage facility, you need strong sales skills and tools. Our presenters will teach you the most effective ways to get a prospect's attention and closing behaviors to seal the deal. They'll talk about scripts, customer types, sales reporting and more, and provide useful handouts for your office.

You will learn:

  • How to maximize inbound leads, including five things your competitors will never do
  • Ways to track your sales progress
  • The tools you need to calculate a real return on investment
  • How to squeeze every sales opportunity
  • Sales strategies for different customer types

Speaker:

Tron Jordheim, Director, PhoneSmart
Phil Murphy, Owner, Next Door Storage/CallPotential

8-8:50 a.m.

Self-Storage Recruitment and Hiring: Finding Your Best Manager

Speaker:

Joseph Niemczyk, President, Executive Self Storage Associates Inc.

9-9:50 a.m.

Employment Laws and How They Apply to Self-Storage
The legal issues associated with self-storage staffing can be overwhelming, especially when you consider the increasingly litigious nature of our society and the rapidly changing employment regulations. Our presenter will increase your familiarity with today's employment laws, discussing legal restrictions that affect you as a storage operator and common human-resources errors to avoid.

You will learn:

  • The value of employee handbooks
  • How to avoid hidden dangers in employment agreements
  • How to maintain an "employment at will" relationship with staff
  • Privacy issues in the workplace
  • Housing concerns for staff who live onsite

Speaker:

Wendy Christie, Consultant, Human Resource Associates

10-10:50 a.m.

An Open Discussion on Self-Storage Manager Compensation
Manager compensation is a hot topic in self-storage, so bring your questions and get insight from our presenters, who have great, outside-the-box ideas on how to reward your employees. Don't let your staff slip away to a competitor who offers a better package! This session will change your thinking regarding your No. 1 asset—your facility managers.

You will learn:

  • The difference between rental commissions and salary
  • How to designate ancillary commissions
  • The difference between resident and non-resident compensation
  • How to build economic-occupancy rewards
  • Ways to offer other benefits such as health and paid time off

Speakers:

JB Sills, Operations Consultant, A+ Management Group LLC
Stephanie Tharpe, Vice President of Operations and Marketing, A+ Management Group LLC

Risk Management

8-8:50 a.m.

Understanding and Fine-Tuning Your Self-Storage Rental Agreement
This session will highlight the significant terms and conditions of a self-storage rental agreement to help owners and managers better understand the legal relationship they have with their tenants as well as the parties' rights and obligations to each other. Areas of discussion include limitation of value, non-bailment, insurance, lien-sale rights and tenant termination.

You will learn:

  • Recent cases and their interpretations of unique contract provisions
  • How to apply these provisions to defend against tenant claims
  • How to effectively update your rental agreement
  • Different options for vacating tenants from their units
  • How to assess the type of insurance language needed

Speaker:

Scott Zucker, Partner, Weissmann Zucker Euster Morochnik P.C.

9-9:50 a.m.

Risk-Management Best Practices for Self-Storage
Understanding how to properly protect your self-storage business from financial loss is critical to long-term business health. This session will help you retain more of the money you earn through risk management. Our presenters will provide an overview of insurance policies, industry-specific endorsements, the underwriting process, limits, deductible options and the transfer of risk.

You will learn:

  • Methods to protect your property and revenue
  • Industry-specific insurance policies and coverages
  • The importance of adequate underwriting data and its effect on premiums
  • How to transfer risk through indemnification and insurance requirements
  • How to handle insurance claims and respond to a reservation of rights letter

Speaker:

Mark Marshall, Risk Manager, Extra Space Storage
Kathy McElwaine, Director of Risk Management, CubeSmart

10-10:50 a.m.

Cyber-Liability Exposures for Self-Storage Operators: Understanding Your Online Risks
While websites, social media, property-management software and electronic databases help streamline self-storage business efficiencies, these technologies are also subject to privacy and data breaches that could result in reputational damage, loss of sales, costly claims or other legal issues. Our presenter will help you understand your cyber-liability exposures and manage and mitigate your risks.

You will learn:

  • The basics about cyber-liability exposures
  • Why there's a growing need for cyber-liability insurance coverage
  • The differences between third- and first-party liability coverages
  • How to obtain cyber-liability insurance
  • Coverage sublimits and the requirements for filing a claim

Speaker:

Mike Schofield, President and CEO, MiniCo Insurance Agency LLC

 

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