A former state data center in Sacramento, Calif., has been converted into a self-storage facility.

East Sac Self Storage opened this week. The facility, developed by Potter-Taylor & Co., features 5,027 climate-controlled self-storage units. It is the companys first self-storage development in seven years.

Although primarily known for building shopping centers, Potter-Taylor & Co. also built Elk Grove Self Storage in Elk Grove, Calif., and Marconi Self Storage in Sacramento. The company plans to convert a former AT&T building in Sacramento into a self-storage facility.

After a hard, dreary winter, you may find your self-storage facility is in need of a spring spruce-up. Nows a good time to look around and see what you can do to make the property clean and cheery before rental season starts. Make yourself a to-do list, collect your supplies, make a schedule to tackle each task, and geter done! Here are some steps to a brighter, cleaner facility.

Inside

Your front office is where customers get one of their first impressions of your business. Dirty floors, a cramped retail area, and dust in the corners will not create a positive reaction.

Start at the front door and clean the handle, glass and kick plates. Consider having the glass professionally cleaned at least once per year. Don't forget the sills and anywhere else dust, dirt and cobwebs build up.
Nows the time to de-clutter that junk drawer and file or toss old Yellow Pages ads, forms, junk mail and other stuff that has accumulated. Check your file drawers for ways to consolidate, store or neaten paperwork, allowing for more usable space.

How raggedy are your tenant files? Maybe its time to invest in a new box of manila file folders. Or maybe theres a new box already hiding somewhere in one of those drawers or cabinets. Be sure to use what you have before you buy more.

Is there a nest of electrical wires under the desk that has become a dust-bunny breeding ground? See what you can do to organize them. It may be as simple as marking them with masking tape for identification and tying them together with a twist tie. Wipe dust from the wires and plugs. Check your outlets, surge strips and battery backups. Understand how many items are drawing from the same power source.

Computer. Check the fan to make sure its clear of dust. A clogged fan will overheat the computer and shorten its life span. Canned air is a very useful tool. Use it to remove dust and crumbs from the keyboard and mouse and other hard-to-reach areas. (Incidentally, its great for cleaning silk flowers, too!) Disinfect the keyboard, mouse, telephone handset and dial pad, door knobs, and drawer handles. If you have the authority, check your antivirus software to ensure its up to date and working properly. Defrag the computer if it needs it, and remove any programs, games or toolbars that may be chewing up valuable resources.

Employee-only areas. Dont forget the breakroom. Pick a day to clean and organize it. Wipe out the fridge and microwave, and scrub the coffee pot. Dispose or sell items that are no longer of use. Repair or reuse any items you can. Are there any banners, flags or marketing materials hanging around? Sometimes going through the breakroom can feel like Christmas. Oh, theres that box of file folders!

Retail area. If the packaging is faded and old, it isnt going to sell. Consider taking items out of their original packaging to create a bundle. Clean and rearrange the display. The easiest way to do this is to take all the items down or move them out of the way. Clean the slat wall and floor, then inspect each item and wipe it down as you replace it in a new position.

Create new displays such as hanging bubble wrap from fishing line or string or group items in a way that shows how they can be used together like a maker and moving labels. Create eye-catching box displays with prices clearly marked.

The company unit. If you have to carefully step around in your company unit or it looks like a scene from the TV reality show "Hoarders," you should spend some time cleaning it! Throw out broken items, give away stuff youll never use, and organize your tools.

Outside

Winter can be harsh on facilities in all climates. From snow and sleet to hot baking sun, every facility bears the brunt of its environment. Here are some strategies to protect and restore your buildings, landscaping and doors.

Curb appeal. We use the term curb appeal a lot in self-storage, but sometimes we forget about the actual curb. Pressure-wash the concrete to remove tire marks, dirt, mold and rusty water marks left by the irrigation system. Repaint the curb, speed bumps and bollards as needed. Check the irrigation system to ensure pop-up heads and timers still work.

Clean out the piles of cigarette butts, leaves and debris that accumulate in corners, stairwells and hallways. Be diligent about weeds and trash that sneak onto the property when youre not looking. They will not go away on their own. Take a broom with you on your lock checks and sweep the cobwebs and insects from the storage doors, hasps, corners, lights and downspouts.

Doors. Not everyone who comes to your property each day will stop by the office. For those folks, their impression of your business comes largely from their unit door. Theyre up close and personal with it. They see when its dusty, soda has been spilled on it, cobwebs are on the light switch, theres a frayed and dirty rope on the handle, and there are dead bugs in the corner. That door is your inventory. Keep it as clean and well-maintained as you can.

Golf cart. Check the batteries, wires and tires. Take everything off the cart and give it a good scrub. Never store locks or company property on the golf cart.

Add color. After a long winter, spring flowers are always a welcome sight. Replant your flower beds and mulch the grounds. Add some colorful flags and banners to attract attention.

Put a little elbow grease into preparing your property to shine come rental season and you can change dreary to cheery. Then give yourself a pat on the back for a job well done and enjoy rental season!

Linnea Appleby is the owner of Lime Tree Management, self-storage management and consulting firm. She is a frequent ISS contributor and a speaker at the Inside Self-Storage World Expo. To reach her, call 941.350.7859; e-mail [email protected] .

The early-bird discount for registration to the Inside Self-Storage World Expo in Las Vegas, March 14-16, has been extended to Jan. 27. The event at the Paris Hotel & Resort will feature 36 seminars, four workshops, two days of exhibits, and multiple peer-to-peer networking events. By registering before the early-bird deadline, attendees will save:

• $150 on the standard Education Package
• $300 on the Premium Package, which includes the Education Package plus a choice of two workshops
• Up to 35 percent on individual add-on workshops
• $20 on the Expo-Hall Package

The standard Education Package includes access to all seminars, the exhibit hall, and networking events including the popular Self-Storage Q&A, Roundtable Discussions and Buyers & Sellers Meeting. In addition, ISS Members are entitled to a $50 discount on the standard Education Package. ISS Total Business Members also receive $100 off the Premium Package.

Self-storage owners, managers, developers and investors will have access to several comprehensive education tracks covering the industrys hottest topics including online marketing, lien sales, financing, facility design, and much more. The ISS Expo will also include a special track dedicated to international self-storage, and feature two sessions in Spanish. The expos workshops delve deeper into the critical areas of marketing, legal issues, site operation and ownership. The exhibit hall will feature more than 100 of the self-storage industrys top suppliers representing a highly diverse range of products and services.

Attendees can also take advantage of discount room rates through Feb. 18 by calling 877.603.4389 and mentioning the expo.

Details about the industrys largest conference and tradeshow can be found at www.insideselfstorageworldexpo.com. Registration can be completed online or by calling 800.230.2311.

Numerous self-storage companies and associations are partnering with Kure It Inc., an independent non-profit organization launched in 2010, to help fight kidney cancer and other orphan cancers.

USstoragesearch.com, a self-storage aggregator website, revealed earlier this month that its Fall 2011 Kure It fundraising event raised $5,500, more than any of the companys previous fundraisers combined. The website raises funds for Kure It by auctioning the sites featured storage listings during a specified period in the fall and donating the proceeds. USstoragesearch.com will present a check to Barry Hoeven, the founder of Kure It and the president of self-storage management company Westport Properties Inc., at Inside Self-Storage World Expo in Las Vegas on March 15.

US Storage Centers, which operates facilities in 10 states, donated $31,000 to Kure It in January. Partners since 2009, US Storage Centers raises $9,000 a month for Kure It through two programs at 23 participating properties. "Round Up for Research" allows customers to become involved by forming a community where they can add 50 cents or more to their rent payment per month as a donation to Kure It. The company then matches it.

The Florida Self Storage Association (FSSA) recently joined forces with Kure It to raise money for cancer research. Through the partnership, the FSSA will promote Kure It to its members, who will implement "Round Up for Research" and "Store for the Kure" at their self-storage facilities. The FSSA board voted unanimously to adopt Kure It as its sole charity.

Many other self-storage entities partner with Kure It, including the California Self Storage Association, Charity Storage, Everest Self Storage, SmartShop Self Storage and more. These companies donate in different ways. Some participate in events or sponsor Kure It's Duffy Networking Cruise, others participate in the Duffy Boat Race or Poker Run, and others provide advertising for Kure It.

Kure It was created by Hoeven, who was diagnosed with kidney cancer in 1998. In April 2007, he partnered with cancer center City of Hope to create the Kure It! Kidney Cancer Research Fund. Kure It Inc. was established in January 2010 as an independent, non-profit 501(c)(3) organization. Its goal is to be the leader in granting funds to cancer researchers investigating progressive treatments and cures. The organization has raised $850,000 since April 2007.

On Feb. 7, the Florida Self Storage Association (FSSA) will present a webinar on self-storage lien sales, "Protect Your Interest, Perfect Your Lien." Free to all FSSA members, the live online event will address important topics including the lien letter, the timeline for foreclosure, newspaper advertisements, items that can be sold at lien sale and more.

The webinar will be presented by Col. Nyle Wells, vice president of business development for Storage Protection Auction Service. Based in St. Petersburg, Fla., and established in 1990, the company provides auction and lien-sale services to the self-storage industry. FSSA Executive Director Robert Bret will serve as the event  moderator.

The webinar will take place at 2 p.m. EST. The registration process should be completed in advance at https://www2.gotomeeting.com/register/140971402.

Self-storage operators interested in becoming FSSA members can do so by visiting www.floridaselfstorage.org.

Two self-storage companies are working on large-scale expansions in Halifax, Nova Scotia, Canada, to meet rising demand, and a third company in nearby Truro doubled its size last year after operating at 98 percent capacity for four consecutive years.

After we doubled our site, we were immediately running at 47 percent, Carla Wright, manager for Windmill U-Store-It, told the source. The facility is 630 units and three levels near the Burnside Park area of Halifax and caters mostly to business clients, such as contractors, pharmaceutical companies and salespeople. Every month were inching up. Right now, were at 55 percent capacity and this is our slow season. Were expecting more activity in the spring when people are buying and selling homes, and the university kids are moving around.

Truro-based Premiere Self Storage has begun construction on a 600-unit, two-story facility to open next month in Dartmouth. The company operates facilities in Bridgewater, Chester and Truro. Our target market is commercial," Operations Partner Ian Rankin told the source. "But were also trying to cater to the people who not only need storage because theyre moving but [also] everyday people who just want to de-clutter their homes or have a space to store stuff related to their business." Rankin added the self-storage business in Atlantic Canada is sorely behind the United States and Ontario in terms of modernity, and the days of simplistic units on the outskirts of cities are being phased out.

Features of the new facility include a boardroom, shipping and receiving services, humidity control, drive-up units and a complementary truck and driver on move-in day. A biometric scan will grant customers 24-hour access. Premiere to build as many as four 600-unit facilities, each covering two acres, in the next five years, and a site at Bayers Lake is very possible. The competition in Halifax is growing and were going to keep moving forward and try to pick up new services, Rankin said. Competition is not a negative thing. It promotes the industry itself, and were all looking forward to the challenge.

Another local operator, Metro Self-Storage, has planned a four-story expansion featuring climate-control units in Bayers Lake Business Park in Halifax. It will be the largest of Metro's 12 sites.

A Texas self-storage operator who has embarked on a campaign to ban all aggregator websites from the self-storage industry has now formed the Self Storage Anti-Aggregator Alliance.

Two weeks ago, Randy A. Smith, director of operations for Another Closet Self Storage in McAllen, Texas, launched what he called a war on the aggregators." He not only launched a website, NoStorageAggregators.com, he circulated a controversial video message to thousands of industry professionals and released a whitepaper, "Dancing With the Devil: How the Self-Storage Industry Is Selling Its Soul to the SpareFoot.coms of the World and the Hell We Are About to Reap for Doing So."

Smith said the response to his message exceeded his expectations. Self-storage operators recognize the threat, and now they know a multitude of others feel the same way. Most operators asked the logical next question: Whats the next step? Well, the formation of the Self Storage Aggregation Alliance is the response to that question.

According to Smith, the alliance has a five-fold mission:

• Educate self-storage operators about the threat posed by online aggregators
• Encourage operators to adopt a "non-use of aggregators" policy
• Share online/offline marketing strategies that are good for both the operator and the industry
• Make the aggregator business model so unprofitable through non-use that the aggregators have no choice but to abandon the industry
• Petition storage associations to redefine the meaning of "vendor" to exclude those who compete against facility operators

Membership in the alliance is free. Information can be found at SSAAA.org. In addition to the information on the website, Smith plans to send educational newsletters to members.

Smith's goal is to see at least 100 facility operators join the alliance within the next couple of weeks. He said experts from various industry segments have volunteered to educate members, including those in SEO, Web design, reservation technologies, radio, TV and social media.

The Storage Business Owners Alliance (SBOA), a buying group for the self-storage industry, will be hosting the first SBOA Member-Vendor Marketplace, April 24-25, in Orlando, Fla. The SBOA Marketplace immediately precedes the joint conference and tradeshow of the national Self Storage Association and Florida Self Storage Association, scheduled for April 25-27.

The marketplace will provide self-storage owners and operators a place to meet directly with industry vendors and learn about exclusive money-saving opportunities offered to SBOA members.

The event will feature a cocktail reception on April 24, which is open to all attendees. On April 25, the marketplace will begin with breakfast and an opening address by CubeSmart Chairman and CEO Dean Jernigan.

The following vendors will participate in the marketplace: Americas Office Source, CertaPro Painters, Creative Blend Design, CubeSmart Network, Transworld Systems, Ikop Automation Inc., OpenTech Alliance Inc., Pitney Bowes, SBOA Communications, SBOA Merchant Services, SBOA Tenant Insurance, SMD Software Inc., SpareFoot, StorageClicks.com, Empower Software Technologies Inc. and Yellow Page Logic.
The event is free and open to all FSSA tradeshow attendees. The registration deadline is April 1.

The SBOA enables smaller self-storage operations to enjoy the benefits of bulk buying power. The group has grown to include more than 2,200 member facilities and 30 vendor partners. Members pay an annual membership fee to save on items such as packing and moving supplies, marketing services, payroll services, UPS shipping and more.

Every smart business owner knows you cant simply sit back and expect good things to happen. Successful self-storage facilities are led by proactive leaders whose daily decisions positively impact their business. Sometimes these decisions are small, while others are game-changers.

The Inside Self-Storage World Expo in Las Vegas, March 14-16, brings the best industry-specific training, resources and tools to operators seeking solid guidance for long-term success. Nows your chance to get the decision-altering information you need in three key business areas: financing, facility revenue and legal risk.

Understand the Finance Landscape

More than $1 trillion in commercial loans are expected to come due in the next three to five years. With the lending environment rapidly changing nearly every day, its more important than ever to fully understand your financing options.

The ISS Expos Finance Symposium will give you all the information you need to make the right decision for your business. The two-hour seminar is split into three mini sessions covering commercial mortgage-backed securities and insurance companies, Small Business Administration lending, and loan workouts. An open Q&A at the end will allow attendees to ask pointed questions. In addition, a panel of speakers will convene to offer a market update, drilling down on property values and cap rates, how buyers are looking at the self-storage market, stumbling blocks to finding financing, and what to expect in the near future.

Build Revenue

One of the biggest challenges self-storage operators have faced over the past couple of years is revenue growth. Between market saturation, greater competition and heightened consumer demands, operators have struggled to stay in the black. Many have turned to concessions to bring people through the doors. Others have taken a different route, trying new marketing strategies, improving their sales techniques, or adding ancillary products and services. 

This years ISS Expo features many opportunities to learn more about all of these tactics. Here are just a few:  

• The two-hour Super Sales Mini Clinic with Brad North will teach operators techniques to take their profit to new levels. Attendees will learn critical sales steps and how they directly correlate to an increase in rentals. 
• The Ancillary Symposium will demonstrate the many ways operators can add ancillary income to their businesses. The two-hour session will touch on several services, including records storage, boat and RV storage, tenant insurance, retail, truck rental, and more.
• The marketing track includes information-packed seminars on everything from online marketing such as pay-per-click advertising and website design to how to increase referrals and inexpensively differentiate your facility from the competition.

  Be Legal Savvy

  The popularity of reality TV shows focused on self-storage auctions has shined a spotlight on the industrys lien-sale procedures. Not only are more people attending sales, tenants have become more savvy about the processsome even learning how to cheat the system. Judges have a new perspective on wrongful-sale lawsuits, and lawmakers are reconsidering lien-notice procedures.

  In light of the increased scrutiny, its vital operators fully understand how to manage their auctions, from the lease signing through delinquency and auction day. The ISS Expos legal and insurance track offers two key seminars to help owners and managers understand their legal responsibilities and rights: "Managing Your Self-Storage Auctions" will outline the ins and outs of sales rules, including how to advertise and plan lien sales, and what to do if a default tenant participates. During "I Can Get in Trouble for That?" attendees will learn about important operational mistakes to avoid. 

  In addition, this years show will include a Legal Q&A with attorney Jeffrey Greenberger. Hell address attendees' biggest concerns in the one-hour session, open to all paid education registrants.

  Exhibit Hall, Networking and More

  Of course, the ISS Expo offers more than just an outstanding education program. The two-day exhibit hall, along with several networking opportunities, enables attendees to learn more about every facet of the industry, including security and software, construction and development, real estate, business insurance, kiosks, and more.

  Its time to make a positive impact on your self-storage business. Get industry tools, resources and know-how at the ISS Expo and make 2012 your best year yet. For more details, visit www.insideselfstorageworldexpo.com.