SSA 2018 Fall Conference & Trade Show - Self Storage Association
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SSA 2018 Fall
Conference &
Trade Show
September 4–7
Caesars Palace
Las Vegas
Download Your
Conference Mobile
App Here
Watch SSA-TV on
Caesars In-House Channel 71
www.selfstorage.org
#SSAVegas18 Onsite Program
Welcome
Badge Identification . . . . . . . . . . . . . . . . . . . . . . 3
Conference Proceedings &
Session Recordings . . . . . . . . . . . . . . . . . . . . . . . 3
to Las Vegas!
Hotel Floor Plan . . . . . . . . . . . . . . . . . . . . . . . . . 4-5
Optional Events . . . . . . . . . . . . . . . . . . . . . . . . . . 6-7
Daily Program at a Glance . . . . . . . . . . . . . . . . . 8
That’s a wrap. The curtain is closing. It is with both sadness and joy that Conference Schedule . . . . . . . . . . . . . . . . . . . 9-14
I say those words. We bid a fond farewell to Caesars Palace, which has
hosted the SSA Fall Conference & Trade Show 16 times. We are excited SSA Board of Directors & Sponsors . . . . . . . . 15
to embrace a new beginning at our new locale for many years to come— Educational Roundtables . . . . . . . . . . . . . . . 16-17
the MGM Grand in Las Vegas.
Trade Show Floor Plan . . . . . . . . . . . . . . . . . . . . 18
While we have been very happy with Caesars, MGM will offer a bigger Exhibitor Listings . . . . . . . . . . . . . . . . . . . . . 19-29
trade show venue and will allow us the opportunity to provide new
offerings for our members. I have been coming to the SSA conferences Exhibitors by Products/Services . . . . . . . 30-34
for many years, and each time I come I get a new, great idea. These SSA Sponsors . . . . . . . . . . . . . . . . . . . . . . . . 35-43
ideas are more than worth the time, effort and money that I put into
Upcoming Events . . . . . . . . . . . . . . . . . . . . . . . . 44
coming to each conference. I am grateful for what I have learned from
all my friends and colleagues. Fall Conference Event Sponsors . . . . . . . . . . 44
We advise “first timers” to attend our orientation on September 5 at
8 a.m. and to also ask questions of any of the members that you see. Any activity not listed in this program is not sponsored and/
They will be more than happy to help. I guarantee that you will get an or sanctioned by the Self Storage Association (SSA). SSA
educational sessions and materials provide information on
immense amount of information from the seminars, the trade show
current developments and topics of interest to the industry.
and the contacts that you make. I urge you to look at the schedule SSA does not specifically endorse the content presented
and conference app to become familiar with all the events and times. due to its general nature, and it should not be considered
Decide which events best suit you. Make a game plan and stick to it, so as legal or professional advice. Professional counsel should
that you can make the most of your time here. be consulted concerning specific situations. The ideas and
opinions expressed in the sessions, and in any handout mate-
The conference begins with the SSA Economic Summit, where the rials provided, are those of the presenter(s). They are not those
keynote speaker will be CBRE’s Richard Barkham, who is an expert in of the SSA, nor can any endorsement by the SSA be claimed.
real estate economics. The keynote address for the conference will be
by NSA’s Arlen Nordhagen, and we look forward to hearing his story on
how he formed the newest REIT on the block. We will also honor our
two newest Hall of Fame members, who truly are legends within the
self storage industry. Robert Francis and Patrick Reilly are good friends,
excellent operators and truly wonderful human beings. I am honored EXHIBIT HOURS
that I will be on the stage with them to recognize their many contri-
butions to our industry. The trade show hours have been expanded to Wednesday, September 5
11:30 a.m. to 4 p.m. on both Wednesday, September 5, and Thursday, 11:30 am – 4:00 pm
September 6, so this will give attendees even more time to learn more
Thursday, September 6
about the great products and services that are available.
11:30 am – 4:00 pm
Lastly, please attend the various networking events that are scattered
throughout the conference. They are truly amazing opportunities to get
to know other people with great knowledge, and they are more than EXHIBIT HALL ACCESSIBILITY
willing to share that with you. “AFTER HOURS”
If you need extra time to talk with a vendor when the Exhibit
Enjoy the conference! Hall is closed, simply make an appointment to meet at the
entrance to the Exhibit Hall at a specified time. The vendor
~ Michael Nunez, Chairman has access to the hall and will escort you to their booth. When
you have completed your business, the vendor will escort you
SSA Board of Directors out of the hall. This procedure ensures that hall security is not
Owner, A+ Mini Storage compromised for booths that are unattended, but does allow
for you to spend additional time with our vendors.
2
SSA SPONSOR APPRECIATION
Our sponsors enable us to provide you with professional, knowledgeable speakers, first-class meeting facilities,
and a wide variety of conference amenities, while still keeping our registration fees affordable. We extend a sincere
thank you to the SSA sponsors for their generous and enthusiastic support of the Self Storage Association.
PARTNER PLUS SPONSORS PARTNER SPONSORS PATRON SPONSORS
Bader Company Charity Storage Chateau Products, Inc.
Janus International G5 CubeSmart Management
Jernigan Capital Marcus & Millichap Life Storage Solutions
OpenEdge StorQuest Self Storage Live Oak Bank
Yardi MiniCo Insurance Agency
On The Move, Inc.
EVENT SPONSORS SelfStorageAuction.com
Berkadia Capital Self Storage Manager (E-SoftSys) SkyView Advisors
DBCI SmartStop Asset Management StorageTreasures.com
First American Payment Systems Sperlonga Data & Analytics STR Sector Analysis LLC
Nichiha Fiber Cement Storageauctions.com
SBS Construction The Storage Acquisition Group
BADGES & TICKETS
Badges must be worn at all SSA events! They are coded to help you identify our attendees.
Clear Badges . . . . . . . . Full and Additional Registrants
Black / Purple Bar . . . . One-Day Only Registrants
Red Bar . . . . . . . . . . . . . Exhibitors and Sponsors
Blue Bar . . . . . . . . . . . . Wednesday Trade Show Only Registrants
Yellow Bar . . . . . . . . . . . .Thursday Trade Show Only Registrants
Green Bar . . . . . . . . . . . Managers Summit Only
Green Bar. . . . . . . . . . . . Economic Summit Only
Don’t lose your badge or tickets! Tickets are non-replaceable.
A $15 badge replacement fee will be charged for any lost badges.
Don’t forget your drink tickets!
Tuck them into your badge holder so they are with you when you need them.
SESSION RECORDINGS & YOUR COMMENTS
CONFERENCE PROCEEDINGS ARE IMPORTANT
Speakers were encouraged to provide handouts to enhance their We rely on your comments and suggestions
presentations. If provided, these are included in the conference to help us tailor our programs to meet your
Proceedings Manual, and are provided to conference registrants (Full, needs. Conference Evaluation Surveys will
Additional, and One-Day Only categories) electronically, before the be emailed to all registrants very shortly. We
conference. encourage you to take a few minutes to give
us your feedback.
Electronic downloads of approved recorded sessions will be provided
free of charge to SSA Direct Members in the Full or Additional Registrant Submit your survey in a timely manner, and
Category. For all others, the downloads will be available for purchase you’ll be entered in SSA’s drawing for a FREE
on our website, about two weeks after the conference. An email will be REGISTRATION to a future SSA Conference
sent to those attendees who are eligible. and Trade Show!
3
CAESARS PALACE MEETING FACILITIES
All of our functions are located in the
Conference Center at Caesars Palace.
The SSA Trade Show is on the first (pool)
level; all sessions, breakfasts, breaks, and
receptions will be held on the Promenade
level. Pantry PATRICIAN TRIBUNE
23 1
Take a few minutes to acquaint yourself
with the layout. It will make your confer- CAMPANIA 22 2
24 25
ence experience more pleasant if you 21 3
FORUM
North Promenade
locate the various function rooms before CALABRIA
BALLROOM
South Promenade
20 4
you need to find them.
ABRUZZI
19
5
18
17 6
Registration
OFFICE
Desk
7
16 15 14 13 12 11 10 9 8 7
Trade Show
Escalator
East Promenade
POOL LEVEL Exhibitor
Pools Lounge
4
PROMENADE SOUTH
Opening Panel Session
Hall of Fame Induction &
SSA Foundation Forum Speaker
YLG Reception Welcome Reception
(Tuesday) (Wednesday)
Large Owner Council Mtg Canadian SSA
(Wednesday) Keynote Speaker Reception
YLG Educational Session Special General Session (Tuesday)
(Thursday) (Thursday) Concurrent
Education
(Wednesday,
Thursday,
Friday)
23 1
22 2
SSA Direct SSA Membership,
Member Lounge 21 3 State Affiliates and
(Wednesday, Products & Services Booth
TUSCANY 20 4
Thursday) OCTAVIUS
BALLROOM
19
5
Conference &
18 Trade Show
Chairman’s VIP 17 6
Registration
Reception
(Tuesday) 16 15 14 13 12 11 10 9 8 7
Economic Summit
Cyber Café
(Tuesday)
Managers Summit Concurrent Education
(Wednesday) (Wednesday,
NVSSA Legislative Thursday, Friday)
Concurrent New Member Fundraiser
Education & First-Timer (Wednesday)
(Wednesday, Orientation
Thursday) (Wednesday) Breakfast Buffet &
Networking
Women’s Council NVSSA Meeting & (Wednesday,
Panel Session Education Session Thursday, Friday)
(Thursday) (Wednesday)
Roundtables
Canadian Topic (Wednesday)
Panel Discussions
(Thursday)
5
OPTIONAL EVENTS (separate fee required)
Self Storage Economic Summit
Tuesday, September 4, 1:00 – 4:00 pm
Emcee: Jim Davies, Talonvest Capital, Inc.
KEYNOTE ADDRESS
Keynote Speaker – Richard Barkham, Global Chief Economist for CBRE
Richard Barkham will guide attendees through a look at the global economy, the American economy and
then drill down to see how those trends are affecting self storage. He will also opine on how much
longer the current expansion may last.
Richard is a specialist in macro and real estate economics. He joined CBRE in 2014 as Executive
Director and Global Chief Economist. Prior to taking up his position with CBRE Richard
was a Director of Research for the Grosvenor Group an international business with circa
$10B of capital under management in real estate. He was also a non-Executive Director of
Grosvenor Fund Management where he was involved in fund strategy, risk analysis and capital
raising. Richard is the author of two books and numerous academic and industry papers. In 2012
he published Real Estate and Globalisation (Wiley Blackwell, Oxford), which explains the impact on real
estate markets of the rise of emerging markets such as China and Brazil. He has extensive consulting
experience and is a visiting professor in the department of Construction and Project Management at the Bartlett
School, University College London. He holds a PhD in economics from the University of Reading where he taught, in the
Departments of Economics and Land Management, between the years of 1987 and 1998.
PANEL: CAPITAL TRENDS
Moderator: Tom Sherlock, Talonvest Capital, Inc.
Panelists: S
tephen Clark, Clark Investment Group; John Mengel, JSM Venture, Inc.;
Kurt O’Brien, Simply Self Storage; Eric Snyder, Talonvest Capital, Inc.
This session will feature compelling debt and equity trends including a major development in the bridge lending
market. The most active family office storage development investor, a highly experienced regional developer and an
active value-add buyer-regional developer-operator will share their perspective on the investment & development
market & current capital strategies in discussion with Talonvest Capital principals.
PANEL: AUTOMATION TECHNOLOGY & CUSTOMER ACQUISITION TRENDS
Moderator: Patrick Reilly, Urban Self Storage
Panelists: Terry
Bagley, Janus International; Robert Chiti, OpenTech Alliance, Inc.; Chuck Gordon, SpareFoot and
SiteLink; Zack Kaplan, Cove Hill Partners; Colin Leonard, Clearlake Capital Group; Jefferson Shreve,
StorageExpress
Patrick Reilly will lead a discussion about top trends that are likely to impact the self storage industry including: big data
analytics, mobile apps, focusing on the consumer, data aggregation, and more.
Generously sponsored by Talonvest Capital, Inc.
6
OPTIONAL EVENTS (separate fee required)
Managers Summit
Wednesday, September 5, 8:45 – 11:30 am
CREATING A SUCCESSFUL CUSTOMER EXPERIENCE STRATEGY
Presenter: Carol Mixon-Krendl, SkilCheck Services, Inc.
Attendees will learn how to create a clear customer experience strategy by learning:
• How their customer base is changing.
• What techniques create an emotional connection with customers from their first interaction on
the website to the day they move out.
• The importance of customer feedback and how to respond.
• How to create a framework for development of successful sales skills.
• How to increase ROI from delivering a great customer experience.
Generously sponsored by Accent Building Restoration
Perlo Construction
Use the SSA Fall Conference & Trade Show Mobile App to access
conference program information quickly and easily on your
smartphone or tablet!
Scan the QR code to get the mobile app:
Thanks to our Mobile App Sponsors:
7
DAILY PROGRAM AT-A-GLANCE
Tuesday, 8:45a–11:30a Octavius 15 Thursday, 5:15p–5:30p Octavius Foyer
Managers Summit Break
September 4 Creating A Successful Customer September 6
Experience Strategy 5:30p–6:45p Octavius 11
8:00a–5:00p Forum Ballroom Optional event; separate fee. 7:00a–3:30p Octavius Foyer
GENERAL SESSION
Exhibitor Set-Up Conference & Trade Show Registration
Live from Vegas: The Self Storage
9:00a–5:00p Tuscany Legal Network’s Legal Power Hour
8:00a–6:00p Octavius Foyer Direct Member Lounge 7:00a–5:00p Octavius Foyer
Conference & Trade Show Registration Direct Member badge required Cyber Café 5:30p–6:45p Octavius 15
Cyber Café SSA Membership, State Associations SPECIAL PANEL SESSION
10:00a–10:15a Octavius Foyer Products & Services Booth
SSA Membership, State Associations SSA’s Women’s Council Presents:
Products & Services Booth Break Strategies to Advance Your Career
7:00a–8:15a Octavius 12 in the Storage Sector
1:00p–4:00p Octavius 5 10:15a–11:30a Octavius 11 Breakfast Buffet & Networking
Self Storage Economic Summit Self Storage Foundation 7:00p–9:00p Vista Cocktail Lounge
Optional event; separate fee. Hall of Fame Inductions 7:30a–8:30a Young Leaders Group (YLG)
Foundation Forum Speaker CONCURRENT Offsite Networking Reception
4:00p–6:00p Octavius 21 Steve Battista, Former Senior Vice EDUCATIONAL SESSIONS Requires a company membership
President, Brand, Under Armour, Inc. Comparing Public Companies for Private in SSA and YLG.
Young Leaders Group (YLG)
Networking Reception Investors & Operators – Octavius 1
Requires membership in SSA and YLG. 11:30a–4:00p Forum Ballroom Mining for Gold – Key Provisions within Friday,
TRADE SHOW the 2018 Tax Reform Impact Business
Owners – Octavius 5
September 7
5:30p–6:45p Octavius 17
Chairman’s VIP Reception 1:30p–5:00p Octavius 21 7:00a–8:15a Octavius 12
8:30a–8:45a Octavius Foyer
Ticketed event; by invitation only. Large Owners Council Meeting Breakfast Buffet
For SSA members who own 10 or more Break
& Networking
6:00p–7:30p Octavius 1 facilities and are dues-paying members of
the LOC. Reception to follow. 8:45a–9:45a
Canadian SSA Reception 7:00a–10:00a Octavius Foyer
CONCURRENT
Ticketed event; by invitation only. EDUCATIONAL SESSIONS SSA Membership, State Associations
4:00p – 4:15p Octavius Foyer Products & Services Booth
Break Effective Collections – Octavius 1
Cyber Café (until 10:30a)
Wednesday, Customer Reviews: Everything You
Need to Know – Octavius 5
4:15p–5:30p Octavius 20
September 5 EDUCATIONAL
7:30a–8:30a
CONCURRENT
8:30a–9:45a Octavius 13
ROUNDTABLES EDUCATIONAL SESSIONS
7:00a–5:00p Octavius Foyer Canadian Topic
Panel Discussions Real Estate Market Conditions for Self
Conference & Trade Show Registration Storage - Octavius 1
5:45p–6:45p
Cyber Café The ‘Eyes’ Have it When Marketing
CONCURRENT 9:00a–5:00p Tuscany
SSA Membership, State Associations EDUCATIONAL SESSIONS Your Facility – Octavius 5
Products & Services Booth Direct Member Lounge
10 Most Common Mistakes in Operations Direct Member badge required
and How to Avoid Them – Octavius 1 8:30a–8:45a Octavius Foyer
7:00a–8:30a Octavius 12 Attracting, Hiring and Retaining Break
9:45a–10:00a Octavius Foyer
Breakfast Buffet & Networking Employees – Octavius 5
Break
Innovative Design for New State of the 8:45a–9:45a
7:30a – 8:30a Art Self Storage Facilities – Octavius 15 CONCURRENT
10:00a–11:30a Octavius 11
CONCURRENT SESSIONS EDUCATIONAL SESSIONS
5:45p–6:45p Octavius 13 Keynote Address:
Income-Boosting Sales Techniques for Technology Consolidation in Self Storage:
Nevada SSA Meeting Arlen Nordhagen, CEO, President and What Does it Mean for the Industry? –
Storage Managers – Octavius 1
& Educational Session Chairman, National Storage Affiliates Octavius 1
Self Storage Development:
Steel Tariff Impacts – Octavius 5 Becoming Big Brother: How to Use Google
7:00p–8:15p Octavius Foyer 11:30a–4:00p Forum Ballroom Audiences to Target The Ideal Customer
NVSSA Annual TRADE SHOW – Octavius 5
8:00a–8:30a Octavius 13
Orientation for First-Time Legislative Fundraiser
3:30p–5:00p Octavius 21 9:45a–10:00a Octavius Foyer
Attendees & New Members
7:00p–8:15p Octavius 11 Young Leaders Group (YLG) Break
WELCOME RECEPTION Educational Session
8:45a–10:00a Octavius 11
10:00a–11:00a Octavius 25
OPENING PANEL SESSION 4:15p – 5:15p
SSA’s Best Practices CONCURRENT
CONCURRENT EDUCATIONAL SESSIONS
Committee Presents: EDUCATIONAL SESSIONS
Leveraging Your Software to Better So You Think Your Rental Agreement Is
Data Analytics and the Revenue Iron Clad? - Octavius 1
Communicate with Your Customer
Management Process – Octavius 1
Best Practices for Restoring, Rebuilding
The Evolution of the Store Manager – and Replacing Your Facility - Octavius 5
Octavius 5
Self Storage Market Fundamentals
Update & Forecast – Octavius 15
8
CONFERENCE SCHEDULE (Subject to Modification)
Tuesday, September 4
8:00am – 5:00pm Exhibitor Set-Up Forum Ballroom
8:00am – 6:00pm Conference & Trade Show Registration Octavius Foyer
Cyber Café
SSA Membership, State Associations and Products & Services Booth
1:00pm – 4:00pm Self Storage Economic Summit Octavius 5
Optional event; requires separate fee.
Keynote Speaker – Richard Barkham, Ph.D - CBRE
Richard Barkham will guide attendees through a look at the global economy, the American economy and then drill down to
see how those trends are affecting self storage. He will also opine on how much longer the current expansion may last.
Panel: Capital Trends
Moderator: Tom Sherlock, Talonvest Capital, Inc.
Panelists: Stephen Clark, Clark Investment Group; John Mengel, JSM Venture, Inc.; Kurt O’Brien, Simply Self Storage;
Eric Snyder, Talonvest Capital, Inc.
This session will feature compelling debt and equity trends including a major development in the bridge lending market.
The most active family office storage development investor, a highly experienced regional developer and an active value-add
buyer-regional developer-operator will share their perspective on the investment and development market and current capital
strategies in discussion with Talonvest Capital principals.
Panel: Automation Technology & Customer Acquisition Trends
Moderator: Patrick Reilly, Urban Self Storage
Panelists: Terry Bagley, Janus International; Robert Chiti, OpenTech Alliance, Inc.; Chuck Gordon, SpareFoot and SiteLink; Zack
Kaplan, Cove Hill Partners; Colin Leonard, Clearlake Capital Group; Jefferson Shreve, StorageExpress
Patrick Reilly will lead a discussion about top trends that are likely to impact the self storage industry including: big data
analytics, mobile apps, focusing on the consumer, data aggregation, and more.
Generously sponsored by Talonvest Capital, Inc.
4:00pm – 6:00pm Young Leaders Group (YLG) Networking Reception Octavius 21
Requires a company membership with the Self Storage Association and dues in the YLG.
To join the YLG, please go to www.selfstorage.org.
Generously sponsored by Blink Signs
Chateau Products
Janus International
5:30pm – 6:45pm Chairman’s VIP Reception Octavius 17
Ticketed event; by invitation only.
6:00pm – 7:30pm Canadian Self Storage Association (CSSA) Octavius 1
VIP Networking & Welcome Reception
Ticketed event; by invitation only
All Canadian self storage owners, operators, managers and staff are invited to join the CSSA VIP Networking & Welcome
Reception. This is a wonderful opportunity to meet other self storage operators from across Canada. There is no charge to
attend this event and is open to all self storage operators registered to attend the Self Storage Association Fall Conference.
Please contact Sue Margeson at 1-888-898-8538 or at info@cssa.ca for more details.
9
Wednesday, September 5
7:00am – 5:00pm Conference & Trade Show Registration Octavius Foyer
Cyber Café
SSA Membership, State Associations and Products & Services Booth
7:00am – 8:30am Breakfast Buffet & Networking Octavius 12
7:30am – 8:30am Concurrent Educational Sessions
INCOME-BOOSTING SALES TECHNIQUES FOR STORAGE MANAGERS Octavius 1
Presenter: Stacie Maxwell, Universal Storage Group
So, your marketing strategies have made your phone ring or your door open. But that’s only half the battle! Now what? Do you
know what to say and to do to close the sale and convert that caller or visitor to a renter or buyer? Self storage sales is not only
about leasing units anymore. Find out how you can boost your bottom line with better merchandise sales, ancillary services, and
some sure-fire yet easy sales techniques that can get your closing ratio to the 90th percentile! In this session, you will learn:
• Using Q & A to Give Them What They Need - Even When They Don’t Know What That Is!
• The 5 Questions Every Customer Asks
• It’s Not Just What You Say, it’s How You Say It
• Reading and Displaying Body Language as a Sales Skill
• How You Never Give Them the Chance to Say No
SELF STORAGE DEVELOPMENT: STEEL TARIFF IMPACTS Octavius 5
Presenter: Caesar Wright, Mako Steel
The current economic dynamics of steel products. From a builder’s point of view, direct to the developer, this session will review
the passing of the recent steel tariffs and its affect on self storage construction. Limited supply and increased demand for steel
products has fostered a changing dynamic for builders. Steel manufacturers have increased product costs as well as lead times,
creating a need for developers to dial in on their contingency budgets. Ultimately, developers still see the economic potential of
developing self storage and this session will provide the knowledge on how to successfully plan during an unprecedented time.
8:00am – 8:30am Orientation for First-Time Attendees & New Members Octavius 13
This session will help make your first SSA Conference & Trade Show experience not only more enjoyable, but more productive
as well. You’ll learn to maneuver through all of the program activities in a timely, efficient manner, so you’ll be able to plan your
personal agenda for maximum effectiveness. Then you’ll find out how you can put your SSA membership to work for you! Learn
about new programs created specifically for owners and operators, new publications, and much more.
8:45am – 10:00am Opening Panel Session Octavius 11
SSA’S BEST PRACTICES COMMITTEE PRESENTS:
LEVERAGING YOUR SOFTWARE TO BETTER COMMUNICATE WITH YOUR CUSTOMER
Moderator: Scott Zucker, Self Storage Legal Network
Panelists: Adam Mikkelson, Liberty Investment Properties/My Neighborhood Storage Center (SiteLink); Ed Hainrihar, Amsdell
Companies/Compass Self Storage (Yardi); Brad Minsley, 10 Federal (StorEDGE)
This panel will address how electronic communication is improving/streamlining communication between the operator and
tenant; reducing costs to the operator; legalities operators need to be aware of.
8:45am – 11:30am Managers Summit Octavius 15
Optional event; requires separate fee.
CREATING A SUCCESSFUL CUSTOMER EXPERIENCE STRATEGY
Presenter: Carol Mixon-Krendl, SkilCheck Services, Inc.
Attendees will learn how to create a clear customer experience strategy by learning:
• How their customer base is changing.
• What techniques create an emotional connection with customers from their first interaction on the website to the day they
move out.
• The importance of customer feedback and how to respond.
• How to create a framework for development of successful sales skills.
• How to increase ROI from delivering a great customer experience.
Generously Sponsored by A
ccent Building Restoration
Perlo Construction
9:00am – 5:00pm Direct Member Lounge Tuscany
Membership has its privileges! We’re rolling out the red carpet for direct members of the National SSA with a comfortable and
relaxing lounge where you can sip on a complimentary beverage before visiting the trade show or next session.
Direct Member badge required for entry. Generously sponsored by C hateau Products
Xercor Insurance Services
1010:00am – 10:15am Break Octavius Foyer
10:15am – 11:30am Self Storage Hall of Fame Inductions Octavius 11
This prestigious honor goes to individuals who have made outstanding contributions not only to SSA
but also to the storage industry as a whole. This year we honor Robert “Bob” Francis, The Heron Group
and Patrick “Pat” Reilly, Urban Self Storage.
Foundation Forum Speaker
Steve Battista, Former Senior Vice President, Brand, Under Armour, Inc. Robert Francis Patrick Reilly
Since he joined the former startup as its 19th employee in 2000 as director of corporate communications, Steve helped the
Under Armour brand grow from selling four products into a $4.8 billion global business selling 40,000+ products. With many
titles during his 17-year tenure, Steve’s primary focus was directing the company’s strong branding and positioning, which
inspired athletes of all ages globally through brilliant campaigns that exuded the company’s passionate culture and dedication
to authenticity. Steve’s gritty and compelling marketing, such as his award-winning “PROTECT THIS HOUSE,” “CLICK CLACK,”
and “I WILL” campaigns, helped propel Under Armour’s rise to become “the sports brand of this generation and the next,” a
distinction further substantiated through the company’s partnerships with some of the world’s most accomplished athletes,
including Stephen Curry, Jordan Spieth, Michael Phelps, Misty Copeland and Tom Brady.
11:30am – 4:00pm Trade Show Forum Ballroom
1:30pm – 5:00pm Large Owners Council Meeting Octavius 21
For members who own 10 or more facilities, and are dues-paying members of the LOC. Reception to follow.
4:00pm – 4:15pm Break Octavius Foyer
4:15pm - 5:30pm Educational Roundtables Octavius 12
Just about every self storage topic you can think of will be addressed in small discussion groups led by knowledgeable facili-
tators. Table-hopping several times during the session offers you a chance to get as much information as possible on a variety
of topics. We have 33 topics so select the tables where the discussion will benefit you most! We will ring the bell at regular
intervals to allow you to participate in different table discussions. (See topics on page 16)
5:45pm – 6:45pm Concurrent Educational Sessions
10 MOST COMMON MISTAKES IN OPERATIONS AND HOW TO AVOID THEM Octavius 1
Presenter: Anne Ballard, Universal Storage Group
The top ten reasons operators call their attorneys when bad things happen. Avoid these common pitfalls and nightmares by
taking charge of these critical areas to stay out of your attorney’s office and in front of a judge.
• Do you know What Your Rental Agreement says? • They Died Now What? or You Terminated Them
• Move Them In Right And Avoid Problems Later • Lock Down Your Inventory
• Your State Lien Law and Timing • Lease on Every Unit, Especially Free Ones
• Is it in your lease? You can’t make up fees • Inspections are Critical
• Collections Success • Notes Can Save The Day
ATTRACTING, HIRING AND RETAINING EMPLOYEES Octavius 5
Presenter: Lisa Knupp, Real8 Group
How can employers stand out from their competitors to attract the industry’s most talented self storage professionals? What
are the best ways to remain top performers? Learn the answers to these questions as well as the best hiring practices and how
to uncover red flags early on in the interviewing process. Lisa Knupp who is an executive recruiter with Real8 Group, has worked
in the self storage industry, nationally, since 1998. Her vast knowledge and industry experience will help ensure that your
company develops and maintains a talented team.
INNOVATIVE DESIGN FOR NEW STATE-OF-THE-ART SELF STORAGE FACILITIES Octavius 15
Presenter: Bruce Jordan, Jordan Architects
We will discuss the latest in innovation and design trends for new self storage facilities, self storage conversions and how
to separate your facility from the competition. Architectural imaginary for building exteriors, new materials, innovation in
management office design, new design for loading areas, covered loading, vertical circulation and creative use of building site to
maximize design options that will all be discussed. We will discuss multi-story design trends and creative use of site topography to
increase building efficiency and enhance access. New innovation and design techniques in user friendly design will be illustrated.
5:45pm – 6:45pm Nevada SSA Meeting & Educational Session Octavius 13
7:00pm – 8:15pm NVSSA Annual Legislative Fundraiser Octavius Foyer
7:00pm – 8:15pm Welcome to Las Vegas Reception Octavius 11
Thank You to Our 2018 Fall Event Sponsors
Storage
The
Self Storage Manager
TM
Enterprise Management Software
.com
11Thursday, September 6
7:00am – 3:30pm Conference & Trade Show Registration Octavius Foyer
7:00am – 5:00pm Cyber Café Octavius Foyer
SSA Membership, State Associations and Products & Services Booth
7:00am – 8:15am Breakfast Buffet & Networking Octavius 12
7:30am – 8:30am Concurrent Educational Sessions
COMPARING PUBLIC COMPANIES FOR PRIVATE INVESTORS & OPERATORS Octavius 1
Presenter: Marc Boorstein, MJ Partners Self Storage Group
Public self storage company comparisons and private operators’ activities including specific portfolio and single asset
acquisitions, new developments, and certificate-of-occupancy transactions. Recent earnings analysis including new revenue
management and operational initiatives. Examples of actual performance in various regions nationwide including specific
revenue growth rates, occupancy levels, net operating income growth rates, and rental rates.
• Detailed review of the most recent acquisitions and certificate-of-occupancy transactions nationwide by region.
• Revenue and Net Operating Income performance for markets throughout the country.
• Specific operational and management initiatives with up-to-date examples.
• Specific new development metrics, returns, and transactions.
• Capital market activities and new capital sources including joint venture opportunities.
MINING FOR GOLD – KEY PROVISIONS WITHIN THE 2018 TAX REFORM IMPACT BUSINESS OWNERS Octavius 5
Presenter: Sean Todd, Estate Management Counselors, LLC
Discover these nuggets that could save you tens of thousands in taxes. The impact of the 2018 Tax Reform, the most significant
tax reform in 30 years, on business owners is significant. The uninformed are sure to pay more to the IRS. Utilizing key code
sections will allow small businesses and their owners to slash their tax obligation – legally. If taxes scare you, this session should
not. Presenter will bring the “technical” down to an easy level of understanding. Case study will show true benefit of professional
tax planning. Checklists provided.
8:30am – 8:45am Break Octavius Foyer
8:45am – 9:45am Concurrent Educational Sessions Octavius 1
EFFECTIVE COLLECTIONS
Presenter: Bob Copper, Self Storage 101
While some people are born salespeople, no one was born to collect money, yet maximizing revenues thru effective collections
efforts is one of the most important and responsible tasks the self storage manager has to master. In this session we will discuss:
• When does the collections effort begin?
• Steps to effective collections
• Reducing your accounts receivables and more
Octavius 5
CUSTOMER REVIEWS: EVERYTHING YOU NEED TO KNOW
Presenter: Sarah Baker, The Storage Group
Looking for a way to distinguish your storage facility from the competition? Customer Reviews may be exactly what you’re
looking for. According to a survey conducted by Bright Local, 88% of the people surveyed trust Online reviews as much as
personal recommendations. Online reviews not only help with your community influence, but also will help to boost your online
rankings directing more cash flow your way.
8:30am – 9:45am Canadian Hot Topic Panel Discussions Octavius 13
9:00am – 5:00pm Direct Member Lounge Tuscany
Membership has its privileges! We’re rolling out the red carpet for direct members of the National SSA with a comfortable and
relaxing lounge where you can sip on a complimentary beverage before visiting the trade show or next session.
Direct Member badge required for entry. Generously sponsored by C hateau Products
Xercor Insurance Services
9:45am – 10:00am Break Octavius Foyer
10:00am – 11:30am Keynote Address Octavius 11
Arlen Nordhagen, Chief Executive Officer, President and Chairman of the Board of Trustees, National Storage Affiliates
Arlen D. Nordhagen is a co-founder of NSA and serves as Chief Executive Officer, President and Chairman of the Board of
Trustees. Mr. Nordhagen has over 25 years of experience in the self storage industry. He served as President and Chief Executive
Officer of NSA’s predecessor, SecurCare Self Storage, from 1999 to 2013. He co-founded SecurCare in 1988, is the majority owner
and currently serves as its Chairman of the Board. In addition to SecurCare, Mr. Nordhagen was a founder of MMM Healthcare,
Inc., the largest provider of Medicare Advantage health insurance in Puerto Rico. He has also served as managing member of
various private investment funds and held various managerial positions at DuPont (NYSE: DD) and Synthetech, Inc. (NYSE: GRA).
Mr. Nordhagen graduated with high distinction from Harvard University with a Masters in Business Administration and graduated
summa cum laude from the University of North Dakota with a Bachelor of Science in Chemical Engineering.
1211:30am – 4:00pm Trade Show Forum Ballroom
3:30pm – 5:00pm Young Leaders Group (YLG) Educational Session Octavius 21
CULTURE, INTERNAL BRANDING AND ENGAGEMENT
Presenter: Guy Middlebrooks, CubeSmart
Come join us to hear from Guy Middlebrooks on how CubeSmart built their brand and culture. How they have communicated it
internally and externally and how engagement plays an important role in all that they do.
Generously sponsored by: Blink Signs
Chateau Products
Janus International Group
4:15pm – 5:15pm Concurrent Educational Sessions
DATA ANALYTICS AND THE REVENUE MANAGEMENT PROCESS Octavius 1
Presenters: Todd Buese, The William Warren Group / StorQuest
Wenxuan Fan, The William Warren Group / StorQuest
WWG has a unique approach to analyzing data as part of its revenue management program. In this session, we will share with
you the data that we collect, how we use that data and what that data does for us in this critical operations function. Many of
the tools that the WWG and other large operators use are available to you as well. For example, unit sales data, call center and
website data, length of stay and demographics all go to making our revenue management decisions. This and other data is then
combined into a data warehouse to model and analyze and help us make the best pricing decisions to optimize revenue. We’ll
share with you some components of our “secret sauce” to help you better utilize data in making pricing decisions.
Octavius 5
THE EVOLUTION OF THE STORE MANAGER
Presenter: Jim Mooney, Jr., Devon Self Storage
This session will take a look at the drastic changes that have occurred in managing a self storage facility over a fairly short
period of time. Technology we used even 10 short years ago has changed and evolved out of necessity. The ‘need it now’
mentality vs. the ‘if you build it they will come’ mentality has dramatically changed the way we do business. This session will
cover:
• Yellow pages advertising vs. Google search • Paper leases vs. eSign documents
• Answering machine vs. call center • Facility managers as caretakers vs. sales professionals
• Knuckle buster vs. credit card software
Octavius 15
SELF STORAGE MARKET FUNDAMENTALS UPDATE & FORECAST
Presenter: Jeffrey Adler, Yardi
Based on Yardi Matrix’s database of more than 27,000 properties, we’ll discuss topics related to new supply, sales values, rents
and loan maturities — both 2018 results and 2019 forecasts. During this session, we’ll discuss national trends as well as major city
trends, for the more than 130 markets that they cover.
4:15pm – 4:30pm Break Octavius Foyer
5:30pm – 6:45pm General Session Octavius 11
LIVE FROM VEGAS: THE SELF STORAGE LEGAL NETWORK’S LEGAL POWER HOUR
Presenters: Carlos Kaslow, Self Storage Legal Network and SSA General Counsel
Scott Zucker, Self Storage Legal Network / Weissmann Zucker Euster Morochnik P.C.
A Q&A session for owners and managers addressing the latest legal and regulatory developments
impacting the self storage industry. Hear two of the nation’s leading self storage legal experts discuss
the topics that pertain to you and your business. Our attorneys will be your attorneys and take your
questions for as long as time permits. This session will be well worth staying an extra night in Las
Vegas — free legal information brought to you by the Self Storage Legal Network.
5:30pm – 6:45pm Special Panel Session Octavius 15
SSA’S WOMEN’S COUNCIL PRESENTS: STRATEGIES TO ADVANCE YOUR CAREER IN THE STORAGE SECTOR
Panelists: Alyssa Quill, Storage Asset Management, Moderator; Liz Schlesinger, Merit Hill Capital;
Carol Shipley, Cornerstone Storage Group; Nancy Martin Wagner, Chateau Products
The Self Storage Association recently formed the SSA Women’s Council, aimed at helping women advance their careers in the
self storage industry and broader commercial real estate profession. Focused on education and empowering women, join its
kickoff educational session at #SSAVegas18 with its highly-regarded panel of industry veterans and movers and shakers. This
panel will address everything from achieving success as a working mom to being mentored, and now mentoring younger women
in the industry. Look for the SSA Women’s Council article on page 26 in September’s issue of the SSA Globe magazine.
7:00pm – 9:00pm Young Leaders Group (YLG) Offsite Networking Reception Vista Cocktail
Requires a company membership with the Self Storage Association and dues in the YLG. Lounge
To join the YLG, please visit www.selfstorage.org.
Sponsored by: Blink Signs
Chateau Products
Janus International Group
13Friday, September 7
7:00am – 10:00am SSA Membership, State Associations and Products & Services Booth Octavius Foyer
7:00am – 10:30am Cyber Café Octavius Foyer
7:00am – 8:15am Breakfast Buffet & Networking Octavius 12
7:30am – 8:30am Concurrent Educational Sessions
REAL ESTATE MARKET CONDITIONS FOR SELF STORAGE Octavius 1
Presenter: Chris Sonne, CBRE
This presentation will include analyses pertaining to self storage real estate: supply and demand conditions (over-supplied,
under-supplied or equilibrium), impact of new construction, trends in rents and occupancy with forecast for the year ahead,
cap rate trends, facility sales velocity and investment trends. We also will review long run (15-year trends) for self storage
performance (by yields) for both boom and bust cycles (shows how well self storage has out-performed all other sectors).
Will also analyze operating expense trends (increases in RE taxes and on-site management, with reductions in off-site
management fees).
THE ‘EYES’ HAVE IT WHEN MARKETING YOUR FACILITY Octavius 5
Presenter: Christina Alvino, FineView Marketing
The expression “you eat with your eyes” is certainly true because when a dish is visually appealing, it’s not only more
appetizing, but you’re willing to pay a higher price for consumption. The same holds true for customer buying behaviors.
Barbara Cocoran said it best, “People shop with their eyes, and then read the details.” Everything a prospective customer
sees first influences their buying decision. From your online presentation to your onsite presentation, you never get a second
chance to make a first impression. In this session we’ll discuss why a visually appealing marketing presentation is key to influ-
encing customers. And what easy, affordable solutions you can implement to have an impact on customers to buy and buy at
a higher price. We’ll discuss categories like print materials, website design, onsite signage presentation and much more. In the
end we’ll see how it all affects your bottom line.
8:30am – 8:45am Break Octavius Foyer
8:45am – 9:45am Concurrent Educational Sessions
TECHNOLOGY CONSOLIDATION IN SELF STORAGE: WHAT DOES IT MEAN FOR THE INDUSTRY? Octavius 1
Presenter: Chuck Gordon, SpareFoot
In this session, Chuck Gordon, CEO of SpareFoot and SiteLink will talk about the future of the industry as we embark on the
first innings of consolidation amongst technology vendors. In this presentation, Gordon will talk about the effects of consoli-
dation on owners and operators, employees and consumers. He will also discuss software’s role in bridging the gap between
front and back office, mobile apps and mobile-optimized websites, as well as call center and revenue management systems.
BECOMING BIG BROTHER: HOW TO USE GOOGLE AUDIENCES TO TARGET THE IDEAL CUSTOMER Octavius 5
Presenter: Michael Solms, GoLocal Interactive
According to research, people are spending almost 6 hours per day on their devices. Whether it is a laptop or smartphone,
the activity on these devices is being tracked to build a profile about the user. Things such as age, gender, search history,
location, and even videos watched can now be used to target people online. For storage, 44% of searches are triggered by
someone moving residences. Think of how powerful would it be to target this audience online. Now you can. In this session
learn how to harness the power of Google Audiences to reach your ideal storage customers.
9:45am – 10:00am Break Octavius Foyer
10:00am – 11:00am Concurrent Educational Sessions
SO YOU THINK YOUR RENTAL AGREEMENT IS IRONCLAD? Octavius 1
Presenter: Jeffrey Greenberger, Esq., Greenberger and Brewer LLP
Learn from industry expert Jeff Greenberger how to make sure your rental agreement is solid and how a few ‘innocent’
clauses, words or sentences can actually hurt you as an owner/operator. In this session, you’ll learn what issues you need to
look for in your rental agreements to make sure these seemingly harmless phrases aren’t actually ‘time bombs.’ Words do
matter!
BEST PRACTICES FOR RESTORING, REBUILDING AND REPLACING YOUR FACILITY Octavius 5
Presenters: Troy Bix and Roc Hughes, Janus International
Learn how to retain current customers and attract new tenants by remaining relevant in an increasingly competitive self
storage landscape. We’ll be discussing the importance of renovating older projects, from an aesthetic, revenue, and feasibility
standpoint. Dispel a few common oppositions to renovation and offer visuals on how impactful a safe, attractive self storage
facility can be, as well as discussing reasons and benefits of a renovation project, including some financial examples.
• Moveable Additional Storage Structures (MASS)
• Door Replacement
• Using Technology for Security
14SELF STORAGE ASSOCIATION
SSA 2018 NATIONAL BOARD OF DIRECTORS
Chairman John Lindsey
Michael Nunez Lindsey Self Storage Group
Immediate Past Chair Joseph V. Saffire
A+ Mini Storage john@lindseyselfstoragegroup.com
Jon Hutto Life Storage Solutions
mnunez@aplusmini.com
Country Storage LLC jsaffire@lifestorage.com SSA President & CEO
Vice Chairman jonhutto@gmail.com Jefferson Shreve Timothy J. Dietz
Don Clauson Storage Express Self Storage Association
Strategic Property Management Inc. National Directors tdietz@selfstorage.org
jshreve@StorageExpress.com
dclauson@stratprop.com Travis Morrow
National Self Storage Management Nancy Martin Wagner SSA General Counsel
Treasurer tmorrow@nationalselfstorage.com Chateau Products D. Carlos Kaslow
Daniel Nixon nancym@chateauproducts.com Self Storage Legal Network
The Paragon Group Alyssa Quill ckaslow@selfstorage.org
dan@nixon1.com Storage Asset Management, Inc. Ex-Officio
aquill@storageasset.com SSA Deputy General Counsel
Kenneth M. Woolley
Secretary Scott I. Zucker
Joseph D. Russell Jr. Extra Space Storage
Charles Byerly kwoolley@extraspace.com Weissmann Zucker Euster Morochnik
Public Storage
Westport Properties Inc. P.C. / Self Storage Legal Network
jrussell@publicstorage.com
charlesb@usstorage.net scott@wzlegal.com
PARTNER PLUS PARTNER SPONSORS PATRON SPONSORS
SPONSORS Charity Storage Chateau Products Inc. On The Move, Inc.
Bader Company Kerry Henriksen Nancy Martin Wagner Callie Newman
Tim Parnell (844) 945-3387 (800) 833-9296 (800) 645-9949
(317) 706-6040 www.charitystorage.com www.chateauproducts.com www.onthemove.com
www.baderco.com G5 CubeSmart Management SelfStorageAuction.com
Janus International Nick Lockwood Guy Middlebrooks Jim Grant
Roc Hughes (800) 554-1965 (877) 244-8799 (480) 900-8350
(770) 562-2850 www.getg5.com www.cubesmart.com/management www.selfstorageauction.com
www.janusintl.com Marcus & Millichap Life Storage Solutions SkyView Advisors
Jernigan Capital Joel Deis Dale Payne Ryan Clark
Karina Benziger (206) 826-5750 (716) 650-6140 (813) 579-6363
(901) 567-9578 www.marcusmillichap.com www.lifestorage.com www.skyviewadvisors.com
www.jernigancapital.com StorQuest Self Storage Live Oak Bank StorageTreasures.com
OpenEdge Michelle Bakva Terry Campbell Bill Hoffman
Kelly Hadlock (310) 451-2130 (910) 202-6933 (602) 324-8648
(800) 774-6462 www.storquest.com www.liveoakbank.com/self-storage www.storagetreasures.com
www.openedgepayment.com MiniCo Insurance Agency STR Sector Analysis LLC
Yardi Mike Schofield Janet Tracy
Rett Thorpe (800) 528-1056 (615) 824-3555
(800) 866-1144 www.minico.com www.str.com
www.yardi.com/selfstorage
2018 FALL CONFERENCE & TRADE SHOW EVENT SPONSORS
Berkadia Commercial Mortgage Sperlonga Data and Analytics
Saul Hoppenstein Nichiha USA Inc. Self Storage Manager (E-SoftSys) Grant Jackson
(561) 998-8300 Adam Cossick Kat Shenoy (703) 655-4408
www.berkadia.com (770) 570-0011 (800) 469-1740 www.sperlongadata.com
DBCI www.nichiha.com www.selfstoragemanager.com The Storage Acquisition Group
Rich Saginaw SBS Construction SmartStop Asset Management LLC Monty Spencer
(800) 542-0501 Ted Culbreth Wayne Johnson (757) 515-3333
www.dbci.com (210) 326-4547 (949) 429-6600 thestorageacquisitiongroup.com
First American Payment Systems www.sbsworld.net smartstopassetmanagement.com StorageAuctions.com
Jeff Spinabella Lonnie Bickford
(847) 910-4823 (866) 944-8530
first-american.net/partnerexchange www.storageauctions.com
1515EDUCATIONAL ROUNDTABLE DISCUSSIONS
Wednesday, September 5, 4:15–5:30 pm, Octavius 12
We have 33 topics of interest to owners, operators and managers of self storage facilities. Select those where the discussion will benefit you most.
We will ring the bell at 20-minute intervals to allow you time to ‘table-hop’ and participate in three different table discussions during this session.
TABLE 1 COMPETE WITH THE INTERNET LISTING SERVICES WITH SMARTER TABLE 8 ONLINE AUCTIONS - BACK TO THE BASICS Convenience: Modern
DIGITAL MARKETING • How you can prime your lead generation engine to technology allows us to post and sell a unit without the hassle associated with
increase your reach and ability to capture more qualified leads. • How digital auction day. • Larger pool of buyers: When you post an auction online it opens
marketing is an effective way to increase leads and lower dependency on ILSs. your auction to bidders in neighboring cities and states. • Doesn’t disturb current
• How to make your Google My Business (GMB) listing your secret weapon in or future paying tenants: Everyone in the industry has experienced how chaotic
driving brand awareness and lead generation. • How your GMB listing impacts auction day can be. The huge crowd that disrupts current paying tenants as
your ranking on a search engine results page, helping to stay ahead of the ILSs well as drive future tenants away. • Used as marketing/advertising tool: The
in organic search. James Malone, G5 exposure from bidders alone can increase your renter base. • Avoiding extreme
weather conditions: Hosting auctions online allows you to post and sell the unit
TABLE 2 FINANCING IN THE LATE STAGES OF A SELF STORAGE BOOM CYCLE despite any harsh weather conditions. Tony Johnson, SelfStorageAuction.com
AND BEYOND Given that we are in extended growth cycle, along with the
threat of increasing interest rates, how are your self storage financing options TABLE 9 PERSONALIZED TRUCK RENTAL PROGRAM This roundtable
changing? Learn how self storage financing options are changing whether session will discuss how to market your facility while generating additional
you are developing a new project, your new facility is in lease-up, or your revenue. Tim Moranz, On The Move, Inc.
facility is mature with stabilized occupancy. • Construction Financing • Bridge
Loans • Permanent Financing • Upward Pressure on Interest Rates • Planning TABLE 10 SELLING A SELF STORAGE FACILITY? SHOULD YOU HIRE A BROKER?
Ahead. Steve Libert and Neal Gussis, CCM Commercial Mortgage Properties are getting more challenging to sell in the current market. A
seasoned broker can help sellers navigate the tough market and detailed
TABLE 3 HOW THE INTERNET OF EVERYTHING WILL IMPACT SELF process of selling. We’ll discuss the common mistakes people who try to sell
STORAGE Internet of Everything (IoE) platforms are re-inventing the self on their own might make (i.e., no end goal, accepting a direct offer for less than
storage industry to offer smart connected self storage solutions. According market rate, allowing buyers to dictate timelines) and how to get a larger pool of
to a recent study by Cisco Systems, the Internet of Everything (IoE) has the buyers, properly price your property and protect your interest. Parker Sweet,
potential to generate $14.4 TRILLION in value for the private sector in the Skyview Advisors
next decade. Self storage owners and operators need to begin investigating
the potential benefits of IoE now. An IoE solution has the potential to drive TABLE 11 STEEL PRICES AND THEIR EFFECT ON THE STORAGE INDUSTRY •
operational, data analysis and customer experience benefits that can result History of steel prices in relation to self storage • What happened in the first 3
in cost savings and higher value for self storage properties. We will discuss quarters of 2018 • What items were affected by tariffs and how • How increases
some of these new technology advancements as they relate to the self storage impact the cost of constructing a facility • Future thoughts on steel pricing. Ted
business. Jon Loftin, OpenTech Alliance, Inc. Culbreth, SBS Construction
TABLE 4 HOW TO MINIMIZE NEW COMPETITOR IMPACT ON YOUR STORE As TABLE 12 STREAMLINE YOUR BUSINESS AND IMPROVE EFFICIENCY WITH
we go through a very lengthy development cycle, many existing stores TECHNOLOGY Mobile apps and technological innovations can help self storage
continue to face a new store opening as a competitor. During this Roundtable, operators improve operational processes like accounting, payments and
we will discuss and share various best practices that can help existing stores security. Our presenter will explain how these tools can be used to streamline
compete with these new competitors. For example: • When to start preparing business practices and improve manager efficiency. You’ll learn: • How mobile
for the new competitor? • What can be done before the competitor opens? • apps can help streamline operational processes • How software, mobile apps
How to compete better operationally? • What can you do to minimize rate loss? and other technologies will likely transform the self storage industry • How apps
• What marketing efforts are helpful? Yasar Khan, CubeSmart can improve manager efficiency • How apps can improve security monitoring
• How operators are using technology to automate facilities. Thomas Brooks,
TABLE 5 INCREASING REVENUES BY ADDING RELOCATABLE STORAGE PTI Security Systems
UNITS Relocatable Storage Units have become a growing trend in static
storage and can be a ready solution for operators who have no room to expand TABLE 13 TENANT INSURANCE: INCLUDING AN INTERNAL INSURANCE AUDIT
or wherever municipal restrictions are limited. They have also become a source AT YOUR FACILITIES Tenant Insurance is a known service in the industry, but
of exterior conversions by transforming vacant lots into storage opportunities. • the looming question for 2018 is how closely are you monitoring your program.
What they are? • How do they work? • Different types of RSUs • Tax advantages This roundtable will be a discussion on the Required or Not Decision as well as
• Costs • ROI. Blake Robinson, Janus International how and why to conduct an Annual Insurance Audit • Required or Not — Pros and
Cons • Why and How To Perform Insurance Audit • Risk management tools to
TABLE 6 LEARN HOW PAYMENT TECHNOLOGY CAN HELP YOU MORE keep you and your tenants protected • Enforcement of the insuring clause in
EFFECTIVELY MANAGE YOUR SELF STORAGE BUSINESS In this session, your lease. Discussion on how to ensure all your tenants as well as your facility
attendees will learn how payment technology can positively impact their are protected. Richard Witka & Tyrece Butler, Bader Company
business in many ways. Key topics will be how leveraging payment technology
for your self storage business to: • Improve customer experience and service • TABLE 14 HOW TO KNOW MY SITE WILL WORK FOR SELF STORAGE • Site
Differentiate your business in the market • Improve cash flow • Ensure you have Selection: site coverage, required acreage, cost per square foot, governing juris-
the appropriate payment security and PCI compliance to protect your business diction requirements, etc. • On site assessment: topography, utilities, drainage,
and your customer’s data. Jeff Spinabella, First American Payment Systems site ingress & egress etc. • Feasibility studies: market studies (radius & trade
area), shopping the competition, economic feasibility study (understanding
TABLE 7 NEW SUPPLY IN 2018 AND 2019: COMPLETION FORECAST OF 31 cost for design, construction, and operations). Rachel Parham, Parham Group
MAJOR METROS Yardi Matrix will discuss new supply and expected comple-
tion levels in 2018 and 2019 by metro to identify cities that appear saturated TABLE 15 THE VALUE OF DATA: USING DATA TO MAKE INFORMED BUSINESS
as well as those where development still looks promising. Owners, developers, DECISIONS STR invites you to discuss how those in the self storage industry
investors, lenders and brokers will learn where development activity is heaviest can use data to help make informed business decisions. We will collaborate on
and how street rates are trending this year across more than 100 US metros ways to incorporate data into your business plan. As a group, we will discuss
covered by Yardi Matrix. David Dent, Yardi topics like: • In what ways are you using self storage data as part of your
business planning and operations? • Share meaningful results derived from
using data as part of your larger business planning and operations. • What
challenges are you facing? What is your business doing, or could be doing, to
make you more successful? Chase Oeser, STR
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