Track One: Building: Construction, Development & Real Estate

How to Develop Storage When Money is Mean, Profits are Lean, and You Want to Go Green
10:30-11:30 am
This seminar looks at ways to hurdle some of the major obstacles that can arise when developing a self-storage project: financing, market conditions and design challenges. In today’s struggling economy, self-storage lenders expect more detailed loan packages than in the past. Our presenters will talk about what lenders look for when financing a new property. In addition, they’ll delve into the market conditions and demographics that make storage the highest and best use of a property under the “new rules.” Finally, they’ll address options for green building when the bottom line controls the final design. You’ll learn about environmental design and cost-saving tactics that improve return.
Speaker: James Bratton and Greg Godsey, MST Constructors Inc.

Reality Check: Self-Storage Feasibility, Resources and Recommendations
1-2 pm
Looking to start a self-storage project or simply finish one? Then this is the feasibility session for you. During this seminar, you’ll hear a candid assessment of the self-storage business―and the prospects for getting into it―given today’s economical climate. It’s an opportunity to soberly ask yourself if your proposed project is viable. What resources are available to you? How do you move forward? Our speaker will provide several recommendations to help make your project a success.
Speaker: Jim Chiswell, Chiswell & Associates LLC

Form Follows Function: Maximizing Your Self-Storage Investment
2:15-3:15 pm
This seminar focuses on critical planning and design approaches to help self-storage developers maximize the return on their self-storage investment. Our speaker will address life-cycle analysis and how it relates to project feasibility, efficiency, site design, architectural design, operations and mechanical-system design. If you’re looking to develop a storage site, you don’t want to miss this expert insight!
Speaker: Bert Brown, EGAD Architectural & Engineering

Trends in Self-Storage Valuation: How Is the Economy Affecting Your Facility’s Worth?
3:30-4:30 pm
The economy, housing market and financial crisis are impacting the operating performance and value of self-storage facilities nationwide. The impact is not universal, however, so get the facts! In this vital session, our presenter will share the things you need to know before making any major investment decision. You’ll learn why facility performance and value do not necessarily go hand-in-hand as well as factors to consider when buying, selling or refinancing. You’ll get insight into what the bank appraiser might be thinking when you attempt to refinance and what you should discuss with him before he reaches his conclusion. You’ll also get suggestions for what to tell the tax assessor if your market is, in fact, overbuilt. Finally, you’ll get an overview of how self-storage is performing in some of the nation’s riskiest real estate markets, which could provide insight to how your market might perform in the months ahead.
Speaker: Charles Ray Wilson, Self Storage Data Services Inc.

Track Two: Day-to-Day Operation & Facility Management

Renovating Green: Building for Better Self-Storage and a Better Planet
10:30-11:30 am
Green building is the wave of the future for self-storage and many other industries. Whether you’re updating a new facility or renovating an older one, incorporating green building technologies and practices can save you money on operating expenses and serve as a valuable marketing tool. Our speaker will discuss the issues surrounding green building and how you might incorporate it into your project to create a new image for your facility and reduce day-to-day costs.
Speaker: Charles Plunkett, Artistic Builders Inc.

Collecting Delinquent Rent: Making the Best of a Bad Situation
1-2 pm
Delinquent rent is a reality with which all self-storage owners and managers must contend. This session walks you through the ins and outs of collecting past-due payments and how to turn an unpleasant situation into a manageable one. Our presenter will detail preventive measures you can take to avoid delinquencies as well as policies and procedures to follow when you do need to collect.
Speaker: Mel Holsinger, Professional Self Storage Management LLC

Facility Auditing and Potential Theft in Self-Storage
2:15-3:15 pm
This presentation will explain some of the exposures self-storage facilities have to tenant and employee theft and fraud in today’s market. Our speaker will highlight statistics of employee theft, the top ways and reasons employees steal, auditing and problems with audits, how to handle discrepancies, and steps to insulate your organization from these types of risks. This session may change the way you are currently operating your business―a must see!
Speaker: Bryan Byrd, Landvest Corp.

Running Your Self-Storage Operation With a Retail Mentality
3:30-4:30 pm
This powerful session will teach you how to compete in a challenging economy. Join our presenter as he shares creative ways for improving occupancy through sales, marketing and operational effectiveness. You’ll learn how to convert more callers to renters while maximizing the return on your marketing dollar. You’ll also hear strategies for increasing store referrals, encouraging productivity, and ensuring higher profit and long-term facility success.
Speaker: Brad North, Advantage Business Consulting

Track Three: Finance, Legal & Insurance Issues

Today's Investment-Sales and Capital-Market Environment
10:30-11:30 am
The year 2008 brought a lot of change for the self-storage industry. Now we’re in a new year, and we need a new outlook on real estate. This seminar closely examines the investment-sales and capital-market environment for 2009. You’ll hear about who is buying, selling and lending today as well as how current transaction levels affect you.
Speaker: Minh Tran, Holliday Fenoglio Fowler LP

Advanced Legal Issues: Protecting Yourself and Your Storage Business in 2009
1-2 pm
In the year ahead, there are two predominant forces at work that could greatly affect your storage business from a legal perspective. First is the bad economy, which is causing people to look for sources of “easy money.” Second is the continuing rise to prominence of the self-storage industry, resulting in more attention from litigators and legislators. In 2009, there are steps you must take to protect yourself from litigation and bad legislation. Our legal expert will discuss in detail the changes you must make to your operation to defend yourself and your business.
Speaker: Jeffrey Greenberger, Katz, Greenberger & Norton LLP

The Effect of Market Forces on Self-Storage Real Estate: Should You Hang On, Sell or Finance?
2:15-3:15 pm
This diverse and extremely knowledgeable panel of industry real estate and finance experts will examine the daily and ever-changing economic environment that causes owners to evaluate their self-storage investments. They’ll provide a no-nonsense overview of the market forces affecting our business and provide recommendations regarding strategy. If you own a self-storage facility, should you hang tough, sell your property or refinance? Hear what our specialists have to say!
Speakers: Neal Gussis (Moderator), Beacon Realty Capital; Marc Boorstein, MJ Partners; Nick Malagisi, Sperry Van Ness/Commercial Reality; Michael Knott, Green Street Advisors; Shawn Hill, Beacon Realty Capital

Drafting Retail Leases for Mixed-Use Self-Storage Projects
3:30-4:30 pm
In the new vertical world of self-storage (multi-story sites), a growing number of operators are leasing out space on the first floor of their projects for a retail use. Some older sites even have a retail outparcel or attached building. However, a standard strip-mall retail lease won't do in these instances. This seminar addresses leasing issues that are unique to sharing space with a self-storage, for example, how net charges such as taxes and insurance are allocated, parking and loading issues, and security. Our speaker will also touch on the related topic of office leasing.
Speaker: Scott Frank, Arnstein & Lehr LLP

Track Four: Facility Marketing & Promotion

Self-Storage Marketing Secrets for Tough Economic Times
10:30-11:30 am
As the self-storage market becomes increasingly competitive and the economy falters, smart marketing is crucial to the survival and success of your business. The strategies that have worked in the past may be losing their effectiveness. In this session, you’ll learn innovative and practical ideas to improve the performance of your marketing plan and budget. Be prepared for a few eye-openers and unique approaches never before discussed in this industry.
Speaker: Derek Naylor, Storage Marketing Solutions

A Creative Approach to Promotions: Special Events, Charity Work and Mainstream Media
1-2 pm
This unique seminar gives you the inside track on unconventional marketing and community-outreach opportunities. You’ll get an overview of hosting special events: why to throw them, what to expect, who to invite, and what you need to produce and make them successful. Our presenter will discuss occasions that make great opportunities, how to follow up with attendees, and tips for maximizing the storage experience for attendees when they are at your site. She’ll address ways to incorporate charity work and fundraisers into your events, including which organizations are best to work with and how. Finally, you’ll learn to entice the mainstream media to listen to your story and help promote your event.
Speaker: Anne Ballard, Universal Management Co.