The Inside Self-Storage Store, an e-commerce website providing research and education products for industry professionals, has released its 2016 Guidebook Series covering all aspects of the storage business. The 2016 series includes digital or softcover publications available individually or in a discounted package. Created for facility owners, managers, investors and developers, the series includes:

• Building/Investing Guidebook: Designed to help those interested in self-storage investing as well as those who want to establish or expand an operation, this guidebook addresses real estate, finance, development and construction.
• Facility-Management Guidebook: This Guidebook addresses key aspects of a self-storage manager’s duties and provides insight to sales, legal issues, money management, marketing, maintenance, career development, security and technology.
• Ownership Guidebook: Designed to help self-storage owners maximize their investment, this guidebook covers revenue management, marketing, staffing, outsourcing, security, add-on services, technology, liability and more.

The softcover versions come in magazine format and are available for $59.95 each or $149 for the three-piece discount package. U.S. Postal Service shipping rates apply. The digital versions come in a PDF format that’s easy to view on a computer screen or tablet. They’re available for immediate download upon completion of purchase. The price for individual books is $49.95, and the discount package is $119.

Additional details can be found at www.insideselfstoragestore.com by choosing "Guidebooks" from the left navigation bar.

Conceived as a central hub that allows self-storage owners, operators, developers and investors to obtain cutting-edge information and resources, the ISS Store is owned and operated by ISS, a dynamic services provider that has served the self-storage industry for nearly 25 years. The brand includes ISS magazine, the ISS Expo and Self-Storage Talk, the industry’s largest online community.

Although we’d love to live and work in a perfect world, the reality is some self-storage customers are involved in illegal or troublesome activities and bring those activities to their storage units. This makes tenant screening a necessary part of running an effective storage business. It can protect you from unnecessary risk and reduce the liability associated with dangerous or unscrupulous renters.

Although most customers are wonderful, pay on time and don’t cause any problems, to avoid unruly tenants, screening should be part of every facility manager’s duties. During the rental consultation, you need to ask routine questions to ascertain which unit size is going to best fit the customer’s needs and collect identification to know who will be renting.

Why They Rent and What They Store

Understanding why someone needs storage is a good first step in the screening process. At my company’s facilities in 2014, 37 percent of tenants indicated they needed to store “excess stuff,” while 34 percent cited moving as their primary reason for needing storage.

Asking customers about what they’ll be storing is also part of screening. Last year, 72 percent of our customers said they were storing furniture and boxes, while 17.5 percent required space for business inventory.

Drilling down to figure out why and what someone is renting will help you avoid some of the many follies storage operators have experienced due to a lack of screening. For example, on one occasion, we were left with a 10-by-20, non-climate-controlled unit full of Georgia’s famous Vidalia onions. They had spoiled, and it was expensive and smelly to clean up. No onions, please! And no fish … We’ve dealt with that, too.

Other no-no’s we’ve experienced include tenants living or having love affairs in their units. During the last two decades, we’ve learned some valuable reasons for screening tenants and their use of our property. Qualify each customer before move-in and let him know you have the right to search everything that enters your premises.

Who’s Renting

The “who” portion of the rental equation requires the collection of identification and taking some simple steps that will deter most shady customers. First, require a valid photo ID. A work or company ID won’t do—you want an unexpired driver’s license, government-issued ID card, military ID or passport.

In addition, take a webcam picture of each customer and drop the image into your facility’s management software, along with a copy of the driver’s license. Keep in mind you can’t copy a military ID. For those customers without a valid picture ID, I recommend using an inkless fingerprint kit. If a criminal is expecting to rent a unit but is confronted with you taking a photo and collecting ID, and sees that you have video cameras in the office and on the site, he’ll likely go elsewhere.

Also get every customer’s Social Security number. You’ll need this if a tenant ever goes into collections status or writes a bad check.

For any customer who’ll be storing a vehicle, including a boat or RV, it’s also important to get a copy of the vehicle registration, insurance and proof of ownership. This can save you countless hours if the tenant becomes delinquent. It also demonstrates your professionalism in tracking and maintaining good customer records. We use several addenda to the rental agreement, including one for parking customers and one for military customers, so we have adequate contact information and can provide exemplary service to them while they’re on active duty.

Screen, Don’t Profile

It’s important to know your legal stance and on what grounds you can deny someone service. The Self Storage Legal Network, operated by industry attorneys Carlos Kaslow and Scott Zucker, offers some good insight on its website. In particular, look for an article titled “Self-Storage and Homeland Security: Are Facilities and Their Tenants Safe?” With regard to tenant screening, the attorneys advise:

Essentially, when it comes to self-storage, the answer is that rather than judging tenants based upon ethnic or racial criteria, operators can certainly have (and should have) a set of requirements that must be met by all prospective tenants before they can rent space. These requirements can include the need for picture IDs, verifiable addresses and Social Security confirmation. It can also include credit and criminal background checks.

Whatever the facility’s policies might be, they should be applied consistently to all tenants so as to avoid discriminatory practices. If a facility has a required procedure for all of its prospective tenants and someone fails to meet a requirement for tenancy, then that person can be denied the use of the facility. Whether or not a facility operator uses stricter identification or credit/criminal verification methods before they sign up their tenants is an operational decision for the facility owner. The bottom line is that if all tenants are treated the same way, then there can be no claim of unfair treatment.

Be diligent in your screening process, but treat all prospective customers equally. Tenant screening is a necessary part of running a successful storage operation. When implemented properly, it can ward off “bad eggs” along with smelly onions, exotic fish and other perils in your units.

M. Anne Ballard is president of training, marketing and developmental services for Universal Storage Group and the founder of Universal Management Co. She is president of the Georgia Self Storage Association and has served on the national Self Storage Association’s board of directors. She has participated in the planning, design and operation of numerous storage facilities. For more information, call 770.801.1888; visit www.universalstoragegroup.com.

Inside Self-Storage (ISS) has released a new podcast focused on the self-storage real estate market. Part of the “Sounds of Storage” series, the nine-minute recording features an interview with Ben Vestal, president of the Argus Self Storage Sales Network, which provides brokerage, consulting and marketing services to self-storage buyers and sellers.  Vestal discusses the general state of the market and reveals which regions are the most active. He also offers advice for those looking to buy a storage facility, and predicts what buyers and sellers can expect to see in 2016.

This audio and others in the series can be accessed by visiting the ISS podcasts page.

Vestal has been involved in the brokerage, construction, development and management of commercial real estate since 1996. He began his career as a partner in the development of several industrial properties and has since been involved in more than $250 million in brokerage transactions. Vestal is also a partner of Argus Professional Storage Management, a third-party management company.

Vestal will present a seminar on the industry investment market at the 2016 Inside Self-Storage World Expo, April 25-28, at the Paris Hotel & Resort in Las Vegas. Those interested in more of his insight can read articles on the “Ben Vestal” topic page of the ISS website or investigate his videos in the ISS Store.

For nearly 25 years, ISS has provided informational resources for the self-storage industry. Its educational offerings include ISS magazine, the annual ISS Expo, an extensive website, the ISS Store, and Self-Storage Talk, the industry’s largest online community.

Storage Made EZ in Evansville, N.Y., has released a mobile application to connect its self-storage customers with facility staff. The app enables users to send voice and video notes directly to the property’s managers.

“We wanted to try something new with Storage Made EZ Mobile App Version 2,” said Travis Harding, senior manager. “Anyone familiar with the self-storage market will probably have noticed how most storage businesses rely on desktop, e-mail and phone communication to provide customer access to the main office. The problem with traditional customer communication is that most customers are not using it. Seventy percent of our current customers spend most of their Web time on a mobile device."

Storage Made EZ is the first self-storage facility in Jefferson County, N.Y., to provide a mobile app, according to a company press release. "We want to give our customers options,” said Chelsea Thompson, senior manager. “With Storage Made EZ Mobile App Version 2, our customer have a new convenient mobile option. We want our customers to save time, have the peace of mind that comes with accessibility and fast efficient access to our office any time they need it."

Established in 2006, Storage Made EZ serves the communities of Fort Drum and Watertown. Property features include climate control, perimeter fencing and video cameras. Additional amenities include U-Haul truck rental and the sale of moving and packing supplies.

Update 12/18/15 – The planning board unanimously approved plans on Wednesday for the self-storage project proposed by SSG Cushing Cohasset LLC. The primary storage building will comprise about 19,000 square feet. SSG indicated it will be ready to begin construction in February or March 2016, according to the source.

Although officials remain concerned about the need for a traffic signal at the intersection, they didn’t want to delay the project until the signal issue can be worked out with the state, the source reported. Cohasset originally applied for a traffic signal in 2006 during construction for the Greenbush rail line, but the state never approved or rejected the application.

Brewer spoke in favor of the project, noting it will fit in aesthetically with the surrounding area. “It’s harmonious and not injurious; it’s safe and convenient,” he said. “Those are the big issues.”

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12/3/15 – Planning officials in Cohasset, Mass., are reviewing a self-storage project proposed by real estate developer SSG Cushing Cohasset LLC. The company intends to build a three-story facility on Scituate Hill off of Route 3A. The asset would comprise 58,200 square feet in up to 500 units. The planning board is expected to conclude the public-hearing process and vote on the project on Dec. 16, according to a source.

The board gave tentative approval last month pending the completion of requested project revisions, the source reported. During a meeting this week, SSG shared revisions to grading and a detailed drainage plan. It also presented a lighting plan and expanded landscaping requested during previous committee meetings.

“They have put some nice thought into making the building look appropriate,” said Robert Skolnick, chairman of the city’s design review board. “They could’ve put a chain-link fence, but instead they’re putting in a nicer-style wrought-iron fence. They broke up the building somewhat to soften it, so it’s not so warehouse-looking.”

The self-storage facility would be built between an assisted-living center and a sports complex. Construction would involve consolidating curb cuts to create a shared driveway between the self-storage facility and an adjacent building. The creation of the new access point could require the installation of a traffic light at the intersection, a source reported.

“The site has been dirt and weeds for quite some time. Having some kind of useful service there is a good thing,” Clark Brewer, planning chair, said during a hearing in November.

Update 12/17/15 – Cornerstone RPC Storage Development has launched phase two of its $75 million self-storage development plan. The joint venture will develop two multi-story facilities in the metro Dallas market and a third in metro Denver, according to a press release.

"The launch of the second phase of our self-storage development program matches our expected pacing for the program and coincides with what we believe is the beginning of an important development cycle for the self-storage industry," Flaherty said. "Two of the developments are in our home market of Dallas and the third is in Denver, a market where we have detailed knowledge and own several additional real estate investments. We are confident these new projects will meet the increasing demand in their respective markets.”

The plan includes a 110,150-square-foot facility on East Hebron Parkway in Carrollton, Texas. The 776-unit asset will offer climate control in 94 percent of units and is expected to open in the third quarter of 2016.

Cornerstone RPC has begun preparation to break ground on a 105,606-square-foot, 928-unit facility on the southeast corner of Maple Avenue and Butler Street in Dallas. The property is in the heart of the Dallas Medical District and adjacent to the Uptown Dallas market. It’s expected to open in the fourth quarter of 2016.

RPC has also closed on a property in metro Denver, with plans to build a 116,325-square-foot, 801-unit facility. The project at 8569 S. Poplar Way in Highlands Ranch, Colo., is near the intersection of Quebec Street and Colorado Highway 470. Highlands Ranch is a 22,000-acre master-planned community about 12 miles south of Denver, according to the release.

Similar to the phase-one projects, these new developments will be managed by real estate investment trust Extra Space Storage Inc. and branded under the Extra Space name.

Self-storage rendering of east frontage for project in Highlands Ranch, Colo.

Self-storage rendering of west elevation for project in Highlands Ranch, Colo.

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8/28/15 – Cornerstone RPC Storage Development, a joint venture between real estate development firms Cornerstone Development Corp. and Rosewood Property Co. (RPC), has launched phase one of a $75 million self-storage development plan in Texas. The first phase includes the construction of four facilities in the Dallas, Houston and San Antonio markets, according to a press release.

“The launch of the first phase of our self-storage development program is well-timed for what we anticipate is the beginning of a long development cycle for the industry,” said Bill Flaherty, president of RPC. “We have detailed knowledge of these core markets and are confident these projects will meet the increasing demand in the market for new self-storage development.”

Cornerstone RPC has already broken ground on the first project at 9485 LBJ Freeway, in Dallas, which officials say is in the heart of the Dallas-Fort Worth Metroplex. The facility will comprise 94,475 square feet in 656 drive-up units, according to the release.

The joint venture is also “within weeks” of breaking ground on a 116,400-square-foot asset in Houston. The facility at 1200 Park Row Drive will offer 832 units and 80 parking spaces.

The development company recently closed on two San Antonio properties with the intention of developing more than 200,000 square feet of self-storage. The property at 9652 Huebner Road will comprise 103,575 square feet in 731 units. The asset at 7413 N. Loop 1640 W. will encompass 98,625 square feet in 693 units. The majority of units at both facilities will be climate-controlled, the release said.

All four facilities will be managed by real estate investment trust Extra Space Storage Inc. and branded under the Extra Space name.

Cornerstone RPC is actively pursuing additional property on which to build traditional drive-up and multi-story self-storage in its core Texas markets of Austin, Dallas-Fort Worth, Houston and San Antonio, as well as in Denver, company officials said.

Based in Dallas, RPC is a subsidiary of The Rosewood Corp., a private investment entity owned by the Caroline Hunt Trust Estate. In addition to self-storage properties owned in partnership with Cornerstone Development, RPC owns a portfolio of 25 self-storage projects comprising nearly 2 million square feet and is actively pursuing growth through acquisition and development, according to the release.

Cornerstone Development is a developer and investor specializing in traditional self-storage as well as boat/RV storage and condo storage. Based in Dallas, the company also provides third-party management services and joint-venture development.

Talonvest Capital Inc., a boutique real estate adviser serving the self-storage industry, has hired Erich Pryor as a relationship manager. In his role, Pryor will manage client transactions from the initial underwriting, packaging and placing of debt via lender bids through loan structuring negotiation, credit approval and closing. In addition, he’ll work with fellow relationship manager Kim Leslie to expand and deepen the firm’s relationships with capital providers, including banks, credit unions, debt funds, conduit lenders and insurance companies.

Pryor’s experience includes positions with The Bascom Group, GE Capital and LT Realty Ventures LLC. He’s a graduate of the University of California at Los Angeles and holds a real estate license.

“Erich’s capital-market knowledge, existing lender relationships and history with real estate owners will allow him to make an immediate impact for our clients,” said Talonvest Principal Tom Sherlock.

Founded in 2010 and based in Orange County, Talonvest structures debt and equity for self-storage and commercial real estate investors and developers nationwide. The principals of the firm have more than 80 years of combined experience structuring loans and equity investments for apartments, industrial, office, retail and self-storage properties.

The William Warren Group (WWG), a privately held real estate company that operates the StorQuest Self Storage brand, has opened a new facility in Sanford, Fla. The property at 5645 W. State Road 46 is near the Seminole Towne Center mall and the cities of Heathrow and Lake Mary. Phase one includes 278 storage units as well as outdoor vehicle-parking spaces. A second phase scheduled to open next year will add another 100 units.

Property features include climate control, controlled access, wide drive aisles and video cameras. Some units also offer industrial shelving, according to a company press release. Additional amenities include U-Haul truck rental and the sale of moving and packing supplies.

Founded in 1994 and based in Santa Monica, Calif., WWG acquires, develops and operates more than 100 self-storage facilities in Arizona, California, Colorado, Florida, Hawaii, South Carolina and Texas.