Construction Corner is a Q&A column committed to answering reader-submitted questions regarding construction and development. Inquiries may be sent to [email protected].

What should I look for in an access-control keypad for my site? I currently have about 25 units behind my moving center and would like to offer my tenants a better form of access control.
--Alvin in Provo, Utah

First of all, consider installing a keypad for entrance and egress. This allows you, the site owner, to better track how long a particular tenant is on site. Also consider what conveniences you would like to extend to your tenants.

For example, an access keypad can usually do so much more than grant access to your facility, such as allow two-way communication with the office via an integrated intercom. This can be a very useful (and marketable) tool in the winter months when a tenant has a quick question and doesn't want to make the trek into the office.

On higher-end keypads, you will also find an LCD display that can greet a tenant or let him know when his next rent is due; built-in video cameras that can take a picture of a tenant or potential intruder when he enters an access code; and card-swipe technology that allows a tenant to use his driver's license or similar magnetic card in lieu of a code. The ultimate in convenience is allowing a tenant to pay his rent at the keypad. This feature can allow a delinquent tenant to pay his balance and gain immediate access to his unit without ever stepping inside the management office.

I own a self-storage facility outside of Boston and am in the process of building another. The electricians laid all of the conduit for the gate and keypads under the concrete drive. We had a severe snowstorm, and when the installers tried to pull wiring through the conduit, it was frozen. I am now trying to back-charge the electricians for having to dig up the driveway, but they are telling me it wasn't their fault--they can't control the weather. From a construction standpoint, does this make sense?
--Joe in Medford, Mass.

Though the electricians can't control the weather, they can control how they terminate their conduit. Good electricians will take the extra care to insert end-caps or at least duct tape over the end of exposed conduit. It is likely your electricians did not cover the ends of the conduit, therefore allowing water to get into the pipes and freeze. If that is what happened, you have a good case to request the electrical contractor cover your costs to lay new conduit.

Tony Gardner is a licensed contractor and installation manager for QuikStor, a provider of self-storage security and software since 1987. For more information, visit www.quikstor.com.

Cartoon detective Dick Tracy relied on instantaneous wireless communication to stay in touch with headquarters in his endeavors to thwart criminals. Chester Gould, the cartoon's creator, had a penchant for innovative crime-fighting tools, the most famous of which was Tracy's wrist radio that later became a two-way TV, and still later a miniature computer. Not bad for a detective who got his start in 1931!

Fast forward to the year 2002 at the Self Storage Association annual fall conference in Las Vegas. Watch as management consultant Paul Darden whips a Compaq Computers iPaq out of his pocket and, with a few key clicks, focuses in on surveillance cameras showing live views of one of his managed stores in Fort Worth, Texas.

"It has come in handy already," says Darden, speaking of his Bluetooth cellular-telephone dial-up connection. "A couple of times we needed to confirm a problem on site, one of which was a reported fire. We were able to use the wireless connection to check out the situation right away by viewing our cameras in real time."

Security solutions have evolved to sophisticated levels for early adopters, those who are willing to step out and try new ways to manage day-to-day operations. Nonwired security tools can help, and they come in an interesting variety--most at surprisingly low costs. Multipoint alarm systems for individual units and pedestrian doors, surveillance cameras, audio channels and data networks can take advantage of newer uses of wireless technology to help owners and managers apply security and operations controls.

Man relies on variations of a few simple basics to move information from one place to another. We simply move more now than we ever have, and the demand continues to grow. You speak. Your neighbor listens. That's communication. However, add enough distance, and no matter how loudly you scream, your neighbor won't hear you. That is why we add a "carrier" to the mix. Technically, we transform speech or other data into a form of intelligence that can be carried over a medium such as a radiomagnetic wave.

Satellites, cell phones, boom boxes and hundreds of other devices share the methodology. A spectrum of radiowave frequencies, regulated in the United States by the Federal Communications Commission and governed by international treaties and standards, offers distinct opportunities to have a transmitter sending an intelligent signal to a matching receiver for decoding. Regulation guiding the use of the various frequencies, and controls on the maximum transmission power allowed for each, minimizes signal interference. That's why your favorite FM radio station fades as you drive from your hometown. Similarly, that's why you see so many cell towers dotting the landscape, with each signal limited by regulations on power output and signal strength.

Industry Solutions

A quick survey of the self-storage industry shows manufacturers continuously innovate systems to take full advantage of wireless technologies. Given the imposed limitations of the low-power signals available for general use, many devices have been developed to provide a variety of new security tools. For the owner of a typical self-storage business, wireless solutions offer new ways to solve old problems. In many cases, making the move to eliminate wiring can save money, gain efficiency and boost overall effectiveness of installed security systems.

As a prime example, wireless door alarms have gradually been gaining favor with owners and managers in the industry. According to industry and customer surveys, a facility's ability to protect individual units ranks high as a determining factor in the choice of where to store for prospective tenants. Using a wireless instead of a hardwired alarm system eliminates much of the hassle of pulling vast amounts of wire through a facility, significantly shortens the installation time, and provides an easy-to-maintain completed system.

The current equipment configuration offered by suppliers to the self-storage industry includes a remote transmitter case not much larger than a candy bar, a receiver about the size of a bedside clock radio, and usually one or more repeaters that receive and retransmit the low power signals from the hundreds of transmitters at each door.

"Taking the mystery out of the transmitters is not that difficult," says Jon Loftin, vice president and systems engineer for Digitech International, a security vendor to the self-storage industry. "Each transmitter case contains a circuit board containing a low-power transmitter, a battery for power, one or more switches, and a small internal antenna. Typically, the case attaches to the doorframe and a companion magnet attaches to the door curtain. Any attempt to open the door activates the magnetically controlled primary switch. If the unit has been properly disarmed by the entry of a PIN code, the software reports an event called 'Door Open.' Of course, if the proper PIN code has not been entered to disarm the unit, an alarm condition exists."

Loftin goes on to explain that the low-power transmitters are capable of sending a signal up to several hundred feet, depending on the surrounding environment. Operating in a frequency range similar to that of portable telephones, these low-power systems can actually benefit by using the metal building construction to help bounce signals along to the receiver. He cautions that the actual construction materials and the physical layout of the facility will determine the number of repeater devices necessary to have the system operate at peak efficiency.

In planning for implementation as a part of new construction, or as a retrofit for existing facilities, experts agree an onsite survey by a qualified technician will help define the system and an estimate of the costs involved. Given the variables that must be considered for each installation, the cost quoted is in a range that starts around $65 per door and can go as high as $85 or $90. Speaking generally, owners find the cost reasonable, considering that in most cases they will enjoy an increased competitiveness and marketability.

Hardwired vs. Wireless

Installation offers flexibility in a couple of ways. With all the popular systems, wireless alarms can easily mix to expand or supplement existing hardwired systems. In addition, the ease of installation makes adding wireless door alarms appropriate in phases of progressive construction or as a one-time build out. One determining factor among early adopters of the wireless-alarm technology seems to be the perception that the systems offer a high degree of maintainability.

"Owners have been concerned about the battery life and cost of replacements," says Loftin. "First, battery technology has improved greatly. The lithium-type batteries available now offer an average life of 10 years or more. When the time comes, replacement is a simple plug-in anyone can do; and since the transmitters are external to the unit, they are easy to get to and work with."

Hardwired or wireless? The most popular question among owners must be answered simply by saying, "It depends." The answer may revolve around the ultimate cost for each, but the cost may be determined by the nature of the proposed installation site itself. Loftin says, "The best way to know is to get an expert involved in your planning process. Evaluate the requirements for each solution, and the answer should pop out of those discussions and calculations." Rather than cut up concrete and asphalt to bury wiring, many owners of existing facilities dream of using wireless video signals to add an up-to-date surveillance system.

"Anything can be done if you want to bounce signals off a satellite, but that becomes extremely expensive," says Mark Glanz of Glanz Technologies Inc., a Miami-based supplier of security and video systems. "Video signals contain so much more intelligence than simple radio signals, it changes the requirements for the transmitters and receivers. Getting a clean signal from one place to another can be quite restrictive, but we can do it successfully in most situations."

Glanz points out most video-transmission systems operate at low power in frequency ranges shared by other business and personal users--the same frequency bands as cell phones, for example. Generally, the systems can operate only across short distances and require absolute line-of-sight communication from a transmitting to a receiving antenna. More expensive options are available to provide a "private" frequency or to use ultra-high frequency equipment in ranges similar to radar. "Most owners in self-storage aren't interested in getting into that level of sophistication and expense, but it's out there for them to consider," Glanz says.

"Given the right situation, wireless video can be very cost-effective and a great way to add camera views that would otherwise not be practical," comments Frank Fletcher of Access Controls, a Southern California security provider. "While it is true the signals are subject to some interference, the quality provided by the new generation of equipment can be just as spectacular as any other camera setup."

In consideration of an overall security plan, evaluations include systems that can put good use to other wireless devices. First-stage security calls for intrusion systems that let you know when spaces are violated. Motion sensors, glass-break sensors and similar devices work well as wired systems and equally as well when employing wireless counterparts.

Communication

Especially for larger facilities, adequate on-site communications adds significantly to the feeling of well-being for customers and personnel. Many owners employ wireless telephones as a way to keep tenants and customer-service staff in touch. When building environments of too much distance, or too much concrete and steel, interfere with off-the-shelf portable phones, models are available with external antennas capable of transmitting for thousands of yards, even miles. Strategically placed call buttons, integrated to a telephone switching device or autodial assembly, can keep a customer and manager only a key press apart. With the proper wireless gear, the manager becomes mobile and is no longer tied to the counter in the office.

In like measure, the facility itself may be freed from a wire connection, given the right circumstances. Billy Briggs of United Fence and Construction in Little Rock, Ark., recently finished installation of an access-control system with a few new wireless wrinkles. An owner purchased an older, smaller site across the street. For the sake of convenience, rather than connecting a remote site to the telephone line, the choice was made to send signals across the busy street via a wireless modem. The choice effectively created an expansion to the existing system rather than the addition of a second remote system.

In addition, in this particular location, part of the operation accommodates recurring truck traffic throughout the day. To make it easy on the drivers, each has been issued a coded transmitter that works similarly to a garage-door opener. As they approach the gate, a single click of the button sends a signal to the system, and if the code checks as valid, the gate-open signal is returned to the operator. The owner can easily supply the trucking company with a complete record of the drivers' activities through the gate just as he would with a wired system.

Darden says, "We have to be careful. These devices help us create that perception of high security tenants and prospects like to see, but when we get too many wireless devices going on the same site, we can create our own opportunities for interference in the signals. Some of it is exciting technology though."

Wireless signals bring new solutions, but can also cause fresh frustrations. The key is understanding the limitations of the systems involved and working within those restrictions. In such cases, successful, efficient, effective results can add greatly to your day-to-day operations and security protection. It is very much like the now-famous Verizon commercials, "Can you hear me now?" The answer is, "Yes!"

Steve Cooper is marketing director for Digitech International Inc., a supplier of crime-proofing access-control and security systems manufactured for the self-storage industry. For more information, call 800.523.9504; www.digitech-intl.com.

SnoBlox is a clear snow guard, molded of polycarbonate, which sits in the flat part of a metal-roofing panel.

SnoBlox is a scrutinizing owner's choice for an inconspicuous, high-quality and economical solution for controlling the dangerous release of snow and ice on glossy coated metal roofing. The larger Ace model fits more common panels, while the Deuce model is capable of fitting panels with narrower rib spacing. Both aesthetically pleasing, clear models feature a flat, unpointed face that holds all frozen precipitation stationary until it can melt off safely. SnoBlox can be attached by screws with sealant applied underneath, or adhesive where roof penetration is not desirable. By molding a waffled texture into the mounting surface, maximum adhesion is increased, thus eliminating the need for a large obtrusive base. For more information, visit www.snoblox.com or call 717.697.1999.

What are SnoBlox snow guards and why are they necessary?

SnoBlox is a clear snow guard, molded of polycarbonate, which sits in the flat part of a metal-roofing panel. There it holds snow and ice in place until it melts off gradually and safely. Snow guards provide ultimate protection for pedestrians and prevent property damage caused by sliding snow and ice. Polycarbonates like Lexan^R are UV-stabilized and virtually unaffected by weather.

Are the dimensions, shape and mounting methods of a snow-guard system important?

The height and shape of the face of a snow guard determines its ability to hold back layers of ice and snow. A snow guard needs to be mounted in the lowest portion of a roofing panel where the snow and ice actually moves. A flat, unpointed surface should stand at least the height of the seam, creating a connected field to hold snow and ice stationary until it can melt off safely. On a standing-seam, floating-type roof, the snow guard should be mounted only with adhesive. This mounting method does not restrict normal thermal expansion and contraction of floating metal-roof panels. It also provides a release feature that prevents panel damage. This completely eliminates any potential impairment to the seams. The smooth edges of SnoBlox reduce the likelihood of personal injury during installation and normal roof maintenance.

Should I use color-matched or clear snow guards?

This matter is one of preference. Clear snow guards are far less noticeable on a roof than colored ones. A color-matched snow guard will act as a sundial and cast a shadow with the sun all day. Also, if the snow guard is not the same material as the roof, painted at the same time with the same type of paint, the rate of fading will be different. This will make the color-matched snow guards more noticeable over time.

Do you recommend mounting snow guards with tapes?

Snow guards provide ultimate protection for pedestrians and prevent property damage caused by sliding snow and ice.

Tapes have very little or no UV stabilization and tend to roll up underneath the snow guard when exposed to shear loads. Tapes do not last very long, as their adherent properties change with outside UV exposure over time. Tapes have always been just a temporary solution for mounting a snow guard in cold weather. Surebond SB-190 clear-sealant adhesive should be used for adhering SnoBlox.

Is spacing important?

The correct spacing of a snow-guard system is as important as the proper selection of materials that go into the design of a building. SnoBlox provides fast, free spacing layouts based on the roof pitch, panel runs from the ridge to the eave, rib spacing between the ridges of the panel, and the snow-load design of the roof. There is also a chart available at the SnoBlox website or upon request to quickly help determine the quantity of snow guards necessary for a project.

What other products does SnoBlox carry for snow-avalanche protection?

There is now a new product called VentSaver that adds support and strength to vent pipe, chimney or mast. The innovative fin design cuts through ice and snow, and installation is quick and easy. VentSaver is made from noncorrosive aircraft-grade aluminum, stainless steel and aircraft cable. The 151 series will fit any roof pitch and any size vent pipes up to 4 inches in diameter, standing higher than 6 inches. The 383 series will also fit any roof pitch and pipe or chimney sizes from 1 inch to 14 inches in diameter, standing higher than 9 inches. The beauty of these products is the variety of applications they will fit, as well as the ease of installation. VentSaver eliminates the need for unattractive, costly crickets and may be installed on any existing roof as well as new construction. This product may be used with or without snow guards.

Access control remains one of the top priorities, not just for individual units, but the facility as a whole. Many self-storage owners still rely on keypads at their entrance gates or other basic methods to control vehicle access. However, there are new products on the market that are more effective, efficient and user-friendly thanks to advances in technology.

New products on the market provide detailed information and services not available through standard keypad-entry systems. These products implement video-conferencing hardware, Internet data transfer and database management to tie different elements together into one system.

In addition to improved security, this system can be more user-friendly and deliver a higher level of service to a facility's paying customers. It uses a kiosk that transmits video and sound via a secure Internet connection to one central monitoring station, similar to what an alarm company would use. Trained professionals at the station then perform the task of verbally greeting the customer and verifying his request for access to the self-storage grounds.

In addition to providing or denying access, the system implements a series of cameras that capture the images of a face, license plate and other details simultaneously in a database. This information can be easily retrieved and instantly forwarded to authorities in the event of a security breech. When a customer makes return visits to the facility, past pictures stored in the database can be retrieved and used to identify him. This provides operators an additional tool to ensure high-quality access control.

Terry Wenzel, owner and operator of Gate Packages Unlimited, developed one such system. As a veteran manufacturer and installer of entry gates for communities and other projects, Wenzel watched as his gate systems were coupled with existing access-control methods that were often unproductive.

"Security guards, dial pads or telephone entry, can be inefficient and, in some cases, ineffective," he explains. "Guard costs continue to rise, turnover is high, and record-keeping is often inaccurate. Telephone entry systems feature very limited capabilities. There is no record of the guest's name, vehicle or who authorized entry. Keypads face similar limitations." Wenzel set about to develop a system that addressed these issues while delivering services at lower costs. While originally developing the system with gated communities in mind, the end product has a number of effective applications, including self-storage.

Another benefit to the new access- control system is monitoring can be completely outsourced. Once a provider has installed the system, it handles the monitoring and maintenance from a central location. It can greet and provide access control for a client anywhere in the United States. Gated communities already testing the new access-control system have been pleased with the increased security. One community in Naples, Fla., reported no crime activity in the initial nine-month period after using the integrated access- control product.

One of the aspects often overlooked by facilities when selecting an access-control system is how to handle the data acquired. It is important the database-management method is able to retrieve names, photos and access times for security audits. It is also important this information be instantly retrieved and forwarded to law-enforcement authorities in the event of a security breech. "One of the biggest advantages I have found with the kiosk system is the record-keeping," says Bryant Hampton, a community association manager in Florida.

The new technology is not only appropriate for control of vehicle access to the grounds, but also foot traffic to an individual building. Visitors entering a building are greeted by an operator, and have their image captured and stored in a database before being granted access.

Providing for appropriate security measures, including access control, can lead to improved economic benefits. Many of the new high-tech tools can actually be implemented at a cost savings to current methods. With maintenance and monitoring being handled by an outside provider, self-storage managers will not be responsible for hiring additional staff, which not only comes with salaries, but insurance and tax implications.

More important, prospective customers shopping for a self-storage facility may be swayed to spend their money with a facility implementing new integrated systems because of the higher level of security. And, in many cases, they are willing to pay more for it.

Doug Luciani is an independent marketing consultant representing a variety of businesses and organizations, including Hidden Eyes Guard Service. Hidden Eyes has received a patent from the U.S. Patent office and has a wide number of applications to better secure areas where access is restricted. For more information, call 877.504.2837 or visit www.gatepackages.com.

When storage renters are surveyed as to why they chose a particular facility, two reasons are always at the top of the list: proximity (convenience) and security. If you're right around the corner from where someone lives, you're probably going to get his business. If you happen to be located in a great area, you probably paid a lot of money for the dirt, but you get a lot of drive-by traffic. If you don't have the perfect location, security is one of the areas where you can differentiate your product. You should not make any guarantees with regard to security--do so and you're in legal hot water--but you can use security in clever ways to better market your facility.

The first thing you'll want to do is find out what your competition is using in the way of security. Visit each of your competitors within a 3- to 5-mile radius and take notes regarding all security systems they have in place. Any new security efforts you consider must always be weighed against the costs and benefits. After you know exactly what your competitors have, you can determine whether it makes sense to spend your money to add various security elements to your facility.

Should You Spend the Money?

Before you consider adding security features, you'll have to figure out whether it's worthwhile from a financial perspective. The question will always be: Can you increase your occupancy rates and/or prices to make the newly installed system pay for itself? There is never a way to know for certain in advance, but here's the best way to look at this potential investment:

If you would have to pay $70,000 to install individual alarms on each of your 700 units, it would cost you $1,000 per unit. Let's assume you're currently at 80 percent occupancy and your net revenue $35,000 per month. If, from a market analysis, you feel you could increase occupancy rates to 90 percent in short order, bringing your net revenue to $42,000 per month, it would take you 10 short months to recoup your investment. It would also increase the sale value of your facility.

Following is a list of some security options and the pros and cons associated with each.

[ Video Cameras ]

One of the best ways to show off your security is to have video cameras stationed throughout your facility and a wall of monitors prominently displaying the view from each in your office. When people come to your facility, they can immediately see the security you provide. While other security measures need to be pointed out or enumerated, this method is so conspicuous it needs no explanation or description.

If you don't have security cameras installed, they are pretty pricey. Consider installing them only after you have done a very serious cost-benefit analysis. There are a number of vendors available. Get competitive quotes and talk to three or four of each company's customers before selecting one.

Pros: positive customer perception, highly visible
Cons: expensive, maintenance

[ Guard Dogs ]

One self-storage manager I know had a couple of rotweillers kept in a very visible pen right next to the management office. She would point to the dogs and tell prospective tenants they were allowed to roam around the storage facility after office hours. She would then mention the facility had never had a break-in. Do not use a line like this unless it is true. And be sure to check with a lawyer to understand the liability issues involved with using dogs to police your facility.

Pros: cheap, effective
Cons: liability issues, care of dogs

[ Individual Door Alarms ]

Alarming each individual unit at your facility is expensive but highly effective. The system allows your manager to know whether a door has been opened by an unauthorized party, and it's great as a marketing tool for prospective renters. The site-graphics display in the storage office should use color identifiers to show each of the units on site and whether it is open or closed. Those units that have been opened by an unauthorized party will flash a different color, usually red. If you offer individual door alarms, highlight this feature in your literature, on the phone and on your website.

Pros: best security device, high perception of value on behalf of customers
Cons: false alarms, expensive, maintenance and repair issues

[ Walls/Fences ]

The first items prospects see when approaching your facility are your walls and perimeter fencing. Your goal is to appear as secure as possible without being intimidating. When you use barbed wire, for example, it may make your facility more secure, but it might also give the impression your facility is unsafe. On the other hand, if you're in a rough neighborhood, impressive walls and fences might be exactly what you need. The best approach is to talk to your builder during the design phase about ways to bolster security through facility layout.

Pros:relatively low cost, high visibility to customers
Cons: can raise customer concerns

[ Lighting ]

A well-lit facility will be perceived by renters as being more secure. Since the majority of renters are women, good lighting is incredibly important. No matter how good your security track record is, poor lighting will give people the feeling there is a security or safety issue. When asked what makes them feel safe at a self-storage facility, a majority of tenants will cite good lighting as one of the primary reasons for feeling secure.

Pros:low cost, very visible
Cons: only noticeable during evening hours, needs upkeep

[ Cleanliness ]

How can cleanliness be an element of security? Again, it's an issue of perception. People will assume your facility is unsafe if you don't keep it clean. Renters and prospects associate a clean facility with one that is secure.

Pros: cheap to implement, customers notice immediately
Cons: takes time and effort

[ Security Guards ]

Some operators hire uniformed security guards to patrol their facilities after hours. This is an incredibly effective way to prevent break-ins. From a marketing standpoint, it is much more effective if the guards also walk around during the day when people can see them. In either case, it's great to be able to tell tenants your facility is patrolled in the evening hours. If your facility isn't big enough to justify the expense, try to get a local agency to drive by at least a few times a night so you can legitimately promote this fact to prospects.

Pros: relatively inexpensive, quick and easy to implement
Cons: guards aren't always seen by customers, infrequent visits can mean missed incidents

[ Security-Access Systems ]

Does your gate have a security-access system? If not, install one. Other than video monitors in your storage office, the access gate is one of your most visible security elements. I also like the fact you can use the gate-access system as a billboard for promotions and other announcements. Put little signs on top of the keypad to tote any specials or offers you may have.

Pros: inexpensive, relatively easy to install
Cons: maintenance, easy to evade by following a preceding vehicle

Pair Features With Benefits

When you speak to prospective tenants, either over the phone or in person, always attach a benefit to every feature of security you enumerate. If you say, "We have dogs that patrol the facility at night," you'll want to add, "So it is virtually impossible for anyone to come onto the site without being noticed." Don't assume people will make the connection without you explicitly spelling it out.

Getting Started

If you're just starting to build a self-storage facility, install the most sophisticated, state-of-the-art security system you can afford. Given that security is one of the most important features of a storage site, in most cases, it is the best investment you can make.

If you use the security methods listed above, they will have to pay for themselves to be worthwhile. You've got to offer something unique from your competitors, and you have to make sure you and your managers emphasize your security features to tenants and prospects. Do not expect people to notice them on their own. Finally, ask potential renters about the other facilities they are considering and what security measures are offered there. This will provide you opportunities to differentiate your facility from others and make it more likely people will rent from you.

Fred Gleeck is a self-storage profit-maximization consultant who helps owners/operators during all phases of the business, from feasibility studies to creating an ongoing marketing plan. Mr. Gleeck is the author of Secrets of Self Storage Marketing Success--Revealed! as well as the producer of professional training videos on self-storage marketing. To receive a copy of his Seven-Day Self-Storage Marketing Course and storage marketing tips, send an e-mail to [email protected]. For more information, call 800.FGLEECK; e-mail [email protected].

Men in authentic 1920s wool baseball uniforms emerge from thick stalks of corn. They quickly take the field for some boisterous innings of America's favorite pastime.

This isn't the famous Lansing Farm from the movie Field of Dreams, and Rogers Strickland isn't Ray Kinsella. But this self-storage developer and owner of Kansas City-based Attic Self Storage is living the character's life. Well, sort of. Strickland did chop down three acres of cornfields to make room for a baseball diamond. And he does play with the Ghost Players, some of whom were actually featured in the famous film--but only once a year during Strickland Family Farm's annual Field of Dreams baseball game in Weston, Mo.

The family event, slated for Aug. 16, is part fundraiser, part plain ol' fun. When Strickland found himself facing his 50th birthday in 2000, he decided to throw a gigantic baseball-themed party. He tapped the Dyersville, Iowa, Ghost Players, a group of amateur baseball players who entertain audiences around the world, to perform at the celebration. He had assembled his own team to take on the formidable foes and looked forward to buying vintage baseball uniforms when a meeting changed the event from a party to a fundraiser. As a board member for the YMCA Camp Wood Scholarship fund, it seemed only natural for Strickland to combine his birthday party with a cause.

Now in its fourth year, the family event draws hundreds and raises thousands of dollars for the YMCA Camp and a local sports charity. Strickland has stuck with the baseball theme, ensuring just about everything is circa 1920s. Attendees take a wagon ride from the parking lot to the venue. Baseball players wear authentic wool uniforms, and antique cars surround the field. There's also an old-fashioned, two-story concession stand with an announcer's review booth above it. Everything matches Strickland's 1885 farmhouse. "It's an all-day, old-fashioned, county fair kind of day with baseball and a charity auction. It's a whole lot of fun for a lot of people," Strickland says.

It's also a good moneymaker. In 2002, Strickland's event grossed $70,000. The YMCA Camp was a recipient of about $40,000, with another $5,000 going to the local sports association. The money is raised through ticket sales and corporate sponsorships, which last year drew $15,000. The bulk of the money--roughly $50,000 in 2002--is raised in an auction. Last year's auction included hunting trips, a John Deere lawn tractor, resort vacations, four-wheel all-terrain vehicles, and some silly items such as a wooden coffin with cross baseball bats and two old-fashioned outhouses. "We have a lot of fun with the auctions," Strickland says.

The Ghost Players play two four-inning games; one with the Kansas City Royals alumni team and another against Strickland's handpicked bunch. Strickland has no trouble finding guys to fill the roster, even if the uniforms are a bit scratchy. "You have to be willing to wear wool to play," he says with a laugh.

Another tradition is the star of the show getting thrown out of the game for charging the umpire after he calls a few obvious strikes balls. "That's a requirement. I can't play ball, so I have to get thrown out pretty early so I don't embarrass myself," Strickland jokes. The elaborate display is all part of the entertainment. Although the Ghost Players have won the past three years, Strickland is hoping to topple the giants this summer. His team began practicing in the spring.

The Field of Dreams event has grown by leaps and bounds over the years. It takes about 200 people to plan and make it a success. More kids' events have been added, including hayrides, a wagon of corn for playtime, chickens to feed and other farm activities.

In 2002, the daylong affair added another component. Strickland arranged for 75 kids from the inner city to be bussed to the event as part of the national Return Baseball to the Inner City (RBI) program. This year will be no exception. Along with the RBI program, kids can also participate in a baseball clinic, led by Kansas City Royal alumni and the Ghost Players, who will also perform their famous comedy routine. There will also be a "Diamond Dig," in which participants hunt for a pair of diamond earrings valued at $500, and a pick-up baseball game for families. "It's become a multifaceted baseball event where we have a lot of fun," Strickland says.

For more information, visit www.ghostplayers.com.  

In 1999, studies revealed that for the European self-storage market to reach a facility-saturation rate equal to just 50 percent of that in the United States, 18,865 self-storage facilities needed to be built in Europe within 20 years. This means building 2.6 facilities a day!

There are now 500 self-storage facilities in Europe, with approximately 350 of them in the United Kingdom. Can the Europen self-storage market grow to accommodate potential demand? What is the demand? Will operators ever be able to create such an increase in the product? These are some of the questions interested parties often ask. There may not be definitive answers, but they deserve to be discussed. Let's analyze the self-storage industry in Europe under the following three aspects: demand, operators and environmental context.

The Demand

In Europe, 99 percent of potential self-storage clients are not aware of the existence of the product. According to estimates, about 5,000 potential clients contacted the two self-storage facilities in Milan, Italy, in 2002. This corresponds to about 0.1 percent of the active population of the city and surrounding suburbs. Even in those European countries where there are already several facilities—Belgium, Holland, Scandinavia and the United Kingdom—the public's awareness of self-storage is decidedly scarce.

On the other hand, those who discover self-storage are enthusiastic. The lack of space in large European cities is more acute than in the United States. The chances of finding extra space for one's short-term needs are practically impossible and create a high demand. However, what's missing is the awareness of the product. The European public needs to be educated. It's not enough to open an efficient new facility in a perfect location. Every European operator knows the first challenge is to explain to prospects what self- storage is, who it is for, how it works and how to use it.

The Operators

Establishing a self-storage business in a new country is like starting from scratch each time. There are fewer than 10 operators with the competency to operate in several European countries, and probably no more than three or four who truly work in more than three. Even the largest European operators are strongly concentrated in their own countries or those in which they are naturalized.

Working in more than one country is complicated, as it is necessary to install an independent organizing structure in each country, and coordinating with company headquarters is a challenge. There are 15 countries in the European Union (EU) with nine different languages, creating linguistic difficulties for outside companies.

Another challenge comes from jurisdictional rules and conditions, which vary from one country to another. Building rights, along with municipal and local authorizations for running a business, are often governed by completely differing logic and whims. Rules and conditions concerning personnel vary from country to country. And the conditions stipulated by contract with the clientele whose national differences reflect the historical and social evolution of each country are monumental. Finally, the high potential of growth of each country is such that local operators do not feel they need to venture out of their own boundaries.

The European operators' limited globalization is undoubtedly reason enough for the lack of increase in the number of self-storage facilities built each year. The experience already acquired in one EU-member country rarely gets transferred to others. A more multinational market would enhance the speed of growth of self-storage facilities in Europe; however, European cities with a large concentration of facilities have a higher occupancy rate that increases significantly as the number of facilities grows.

It is clear the basic paradigm representing the growth of the market is the following: The more operators there are in the market, the greater the understanding of the self-storage service and more clients for presently operating facilities. The number of facilities on the market increases the overall level of success for everyone.

The Environmental Context

The difficulty of finding suitable spaces to build self-storage, the lack of getting capital risk on the European market, and the bureaucratic and administrative difficulties that need to be dealt with in most countries are all part of the environmental context. Site selection is one of the more blatant differences between the European and U.S. markets.

Most European countries have very little available land. Often, the only choice to build a facility is to convert a pre-existing building, which means dealing with several zoning and jurisdictional problems. There are some cities, such as Barcelona and Milan, where it is extremely complicated to find suitable space.

Finding the necessary capital risk to direct toward self-storage companies is also a major challenge. The industry is new to European investors. Self-storage owners seeking funding cannot use examples of successful self-storage companies in other countries because of cultural differences. This further slows the growth of the European industry.

The structural and organizational differences among the public administrations in various European countries create difficulties. In some countries, it is more difficult to talk with the public administration about obtaining remodeling grants or building rights for new facilities than it is to convince clients to rent space. But European operators have already demonstrated how well and confidently they can handle all these situations related to their environment. Those who understand the characteristics of their territory know what needs to be done and how to do it easily and quickly. They are equipped to launch new ideas where their self-storage structures are experiencing an extraordinary rate of growth.

The industry can only grow as it distinguishes itself as an important and socially useful sector of the economy. That's right—the market and public administrations need to learn self-storage is a highly useful social service. Cities, municipalities and neighborhoods need schools, streets and parking lots, but the people who inhabit these places also need space, freedom and independence. And self-storage can help provide this.

Let's go back to our original questions: Will the European self-storage market be able to grow at the necessary pace? Is demand for self-storage limited in the European market? Will operators be able to sustain such an increase?

The European self-storage industry will be a major success. There is a demand, which is becoming strong—maybe even stronger than that in the United States. But we need to develop marketing and communications plans to educate the public of the benefits of self-storage. We need to understand the administrative and environmental logic of each European country and adjust the structures of our facilities to allow for the particular characteristics of each national market. Finally, we need to be able to present self-storage as a strong, independent and socially useful industry.

Even if Europe alone had to be satisfied with 10,000 new self-storage facilities in the next 20 years, the industry can be proud if it opens 500 facilities a year. The time has come to climb on the bandwagon. The self-storage market in Europe is destined to evolve significantly and grow rapidly. And this growth will probably be more significant than we can imagine.

Cesare Carcano is the CEO of Casaforte Self-Storage S.p.A. and a board member for Varese, Italy-based Carcano Transport and Logistics Group (Carcano Logistica e Trasporti), which operates Casaforte Self Storage. The group has seven logistics platforms operating in Italian cities: Asti, Genoa, Lucca, Milan, Modena, Rome and Vicenza. For more information, visit www.selfstorage.it.

The time to call your security supplier is during the planning stage, prior to finalizing your facility design. There are so many things that can effect the security system, such as site grade, doors, building layout, drive types and even door latches. You cannot make an informed decision on your site layout without looking at how the design will effect security.

You Must Plan

When it comes to self-storage, you have to plan for what you want, you have to plan for success. Security is no different. If it is not planned for or incorporated into the overall building design, it will be compromised. You can choose the type of system you install, its functionality and its overall cost. You can even plan for future expansion. But you must have a plan, one that allows for what you want and for future needs.

Basic Needs

Let's look at one of the basic components of all security systems: conduit. All of the basic systems require conduit runs, and while the layout changes from site to site and system to system, there are some general rules to follow. Do not assume if you put some conduit in the ground it will work--it probably will not. Make certain all your subcontractors are on the same page and conflicts are worked out on paper, not in the dirt. Here are some simple rules:

[ 1 ] Bigger really is better. It is just as easy to install 2-inch conduit as it is to install 3/4-inch conduit. The cost difference is minimal during the building stage, and thousands of dollars can actually be saved, especially if conduit would have to be replaced later for an upgrade or additional needs.

[ 2 ] Have the electrical contractor install the security conduit. By doing this, you'll avoid having conduit lines cut during installation because your installer doesn't know where they are. This also saves the cost of double trenching. Since electrical conduits must be deeper than those for security, security conduits can be installed in the same ditch providing a 12-inch separation is maintained. This does require the security and electrical contractors to meet with each other and plan the runs.

[ 3 ] Place conduits on the outside of buildings. Keep them 1 to 2 inches off of the building, making sure to allow for the finished wall. Do not run conduits inside units. This will create unserviceable areas after renting begins. However, it is OK to run conduit lines into mechanical rooms or service closets.

[ 4 ] Plan the entrance to the office according to where the security equipment will be placed. Look at the counter layout and how the equipment will be used. If possible, use a mechanical room.

[ 5 ] Loop the conduits one to the other. In other words, do not plan to use the buildings for wire runs unless there is a serviceable hallway. By doing so, you will ensure you can upgrade your system, add to your system, or even change your system architecture completely.

[ 6 ] Never mix high and low voltage in the same conduit. This is a violation of code.

[ 7 ] Follow electrical-code practices. Do not attempt to run wires through water pipes, sprinkler lines, rubber hoses, etc. Use electrical conduit, fittings and boxes.

Special Needs

Let's look at the basic types of security systems and some of the things that should be considered for a successful installation. There are five basic types of security systems associated with the self-storage industry: gate and fence, access, door alarm, CCTV, and general burglar alarm. Each of these have special requirements dependung on the type of system, the manufacturer producing the equipment, the security professional installing the equipment, and how the equipment will be used. In other words, it can get complicated. You have to decide what you want your security system to do, what you want it to look like when it is finished, and how you, your managers and tenants will interface with the system.

Gate-and-Fence System

In most cases, gates and fences are set by local zoning regulations, lay of the land and access to the property. Strangely enough, these also determine the layout of the buildings, where the office will be located, and the size of the entrance and drives. As a rule, tenants should be able to go to the office without entering the gate. The gate should be far enough off of the road to allow for stacking in the event more than one person is trying to enter the property, or in the case of someone entering with a truck or trailer.

Most developers start with building layouts, progress to the office, and then try to make a gate fit at some point. The proper approach is to consider where the gate should be in relationship to the access point and locate the office and buildings accordingly. This is not always possible, but when this practice is followed, the flow of traffic is correct, access to the office is maintained, and buildings are less likely to be damaged due to restricted flow. The gate location is the most important security consideration and usually the last to be addressed.

Remember to allow enough room for the gate to operate, as different types require different operating clearances. Automatic gates--that is, those opened and closed by a gate operator--have special considerations. When possible, install the safety loops prior to laying the final paving. Not only will this make a cleaner installation, it helps maintain the loops and aids in the prevention of driveway cracks.

There are special building codes concerning automatic gates. Be aware of these codes and follow them. Make sure your system meets life-safety requirements. You are liable for the safe operation of the gate system. Be trained not only in the use and maintenance of the gate and operator, but in regard to what safety devices are installed and how to test them. Set up a regular maintenance procedure to test the gate each month, recording each occurrence and its results in a logbook.

Fence type is usually determined by zoning requirements and budget. There are three basic types: wrought iron, chain-link and wood. In most jurisdictions, the fence cannot exceed 6 feet in height without a variance, and barbed wire, spikes and other such items are prohibited. While it is possible to follow the lay of the land with chain-link and wood, wrought iron is not as forgiving. You should avoid crossing ditches or drain lines and maintain as smooth a line as possible along the fence. Do not plant trees and shrubs against the fence line if possible.

Access System

The two things to consider in the development stage are keypad locations and conduit runs. As a rule of thumb, keypads should be about 15 to 20 feet from the gate and align with the gate opening, allowing for the type of keypad stand that will be used.

If you have not considered which access system you will use, the following conduit layout will work with all systems: Run 1-inch conduit from the office to the gate operator, from the gate operator to the entrance keypad, and from the gate operator to the exit keypad. This size line allows for data, intercom and camera lines.

Door-Alarm System

The requirements for security installation will change, depending which system you choose. In general, you will need to have conduit runs from the office looping to each building. Most of the systems available do not use "home run" technology, but rely on "daisy chain" technology. This simplifies the wiring and conduit runs. Conduit size is determined by the type of system and what security devices will use the same runs.

You also need to consider the type of switch you will use. There are three basic types of switches: floor, overhead and latch. Floor switches require clearance in the door-footing area. The door cannot be set against the back of the concrete weather lip at the time of installation--it must be set at least 2 inches out. In some cases, this means a deeper weather lip. Overhead switches attach to the door track at the top of the door and have no special requirements. The magnet for these is glued, riveted or screwed to the door itself. Latch switches are becoming the switch of choice due to their ease of installation and the fact they activate prior to the door being opened.

Door latches must be able to block the magnetic field of the switch. This means a latch should not be stainless steel, must be the correct size, and must extend past the switch when mounted. Play in the door from side to side must be kept to a minimum, and the door must latch properly. If the doors are installed correctly, this is not a problem. Just remember to order the correct latch with the doors. Since wireless alarm systems are generally used for existing properties, they are not discussed here.

CCTV System

Out of all the security systems available, CCTV (closed-circuit television) is probably the least understood, but the one with the most options and possibilities. Spend some time getting educated about this system. When laying out a property, we generally do not consider cameras as being important to determining how or where buildings should be, and rightfully so. However, building layout does determine camera placement, and placement does determine conduit and wire requirements.

When planning for cameras, keep in mind such things as where the sun tracks and shadows stay. Cameras should not be pointed toward the sun, nor should they have light and shade in viewshot if possible. When placing cameras inside, do not point them toward windows or doors. Remember, you must run a coax and power cable to each camera, and outdoor cameras require additional power for the enclosures.

Super-size your conduit when considering cameras. Make sure you allow enough room in the office for the equipment required to support the system, including power supplies, monitors and recorders. Think about where your manager will be. Think also about whether you want customers to see the system and, if so, how much of it. Cameras are the most visible and complicated of all the security systems. The technology changes daily, and there are no cookie-cutter systems. Plan for changes and expansion.

Burglar-Alarm System

One of the most overlooked systems in the self-storage industry is the burglar alarm. This should be installed in the office and manager's apartment. Most door-alarm systems can be tied to the burglar alarm as well. Install panic switches, considering wireless if possible. Remember to allow for the wiring to be installed prior to Sheetrock being hung. These systems do not require a lot of prep work or space, but do require you to choose before you start building. Be sure to budget for monthly monitoring.

Another item along these same lines is the fire-alarm system. More and more jurisdictions are requiring fire alarms, and the Uniform Fire Code is making it more difficult to build without them. As with the burglar-alarm system, it is important to have time in the building schedule for the installation of the fire-alarm system. Make sure you do not need a fire-alarm system prior to building. This can be a very costly mistake or assumption and can cause delays in opening.

Just Two Things

There are two things I feel are the most important items where self-storage security is concerned. The first is lighting. You just can't get enough of it. Light your facility up like a runway. If you ask any law-enforcement agent what you can do to protect you property and employees, he will tell you the more light you have, the better off you are. Criminals do it in the dark!

The second item is a good manager, which is your most important crime-fighting tool. Show me a facility with an onsite manager who personally greets tenants, knows them by name, and can tell you what kind of vehicles they drive, and I will show you a site that has the lowest possible crime rate while maintaining the highest possible occupancy. Managers can play an active role in site security just by taking a small interest in the people with whom they come in contact every day.

Chester A. Gilliam works for Wizard Works Security Systems Inc., a Littleton, Colo.-based provider of access systems, individual door alarms, gates, fencing, management software, surveillance cameras, perimeter security, sales, installation and service for the self- storage industry. For more information, call 303.798.5337.

Gates and perimeter fencing are some of the most important components of a well-designed self-storage site. In most cases, they are the first things your drive-by customer will see and, therefore, make an impression. When used correctly, they add beauty and attract the eye of anyone who passes by.

Early planning is key to having the proper gate and fence layout. Care should be taken to ensure there is enough room for traffic to pull in off the street. This distance should include footage for a rental truck and other similar vehicles. In addition, 15 to 20 feet are necessary from the gate itself out to the keypad. Ideally, the office will be set back to allow for these distances. Parking should be available outside the fenced area for customers and new prospects. Leave space for the safe operation of the main property gate.

Perimeter fencing can be kept to a minimum by having the buildings back up to the property boundaries wherever possible. Then only panels between them are necessary to enclose the project. This can save on fence costs and create a more appealing look. Zoning requirements may influence what types of fence you can use as well as their height. Most municipalities limit height to 6 feet.

Fence Types

The three basic choices for fence type are chain-link, wrought iron and wood. Wood is probably the least desirable because of wear and tear; but it could be used between buildings around the property to limit visibility.

Chain-link fencing is sturdy and allows for visibility into the complex. Heavy-duty, 9-gauge wire mesh should be used. Many sites will combine chain-link around the sides and back, with wrought iron across the front. Again, this provides a better appearance to the drive-by prospect.

Wrought iron has a nice ornate look. It adds a certain amount of class to catch the eye. (I know of one site that mounted decorative coach lights at each post by the entrance to complete the picture.) Generally, local ordinances will restrict the use of pickets or barbed wire on top.

Wrought iron is the most expensive of the three styles. For projects being done in phases, wrought iron can be floated along the lines that will need to be moved. This will allow for easy movement when the next phase is built. Keep in mind, because the fence panels are mounted perpendicular to the posts, it is more difficult to follow the contour of a slope. Only necessary posts are cemented. The rest are simply set in the hole and filled with dirt or rock.

Gate Types

There are four basic types of automated drive gates: barrier arms, swing gates, vertical-lift gates, and slide or roll gates. Of the four, barrier arms are the least likely to be used in self-storage. These are simply arm gates similar to those used for railroad crossings or parking garages. They can be made of wood or tubular steel. This style provides the least amount of security, and its cost is very similar to other automatic gates.

Swing gates are seldom used for self-storage. The number of cycles per day gives too much wear and tear on this style of gate. Traffic flow is also restricted because of the area needed to swing the gate back and forth. The length of a swing gate would be limited for this application due to the overall weight of the gate.

Vertical-lift gates pivot like an elbow on a table. They are counter-balanced, so they can be easily raised manually if necessary. This design is used when there are space limitations. When no area is available to roll a gate back, vertical gates are ideal. I know of one owner who chose a lift gate so it could be viewed swinging up in the air from the street to attract attention.

One of the advantages of the vertical-lift gate is it can come in a variety of sizes and shapes. A standard size for a self-storage facility is 16 feet. The length can be shorter or longer, but it is recommended that you not exceed 20 feet. Wind bracing is a must, especially for the longer gates.

Flexibility in shape is also beneficial. For example, if your driveway slopes from each side down toward the center, the gate could be made to follow the contour of the drive while remaining straight and level across the top. Other designs can also be accomplished. The gate can be higher on one end than the other, allowing you to compensate for drives sloping toward or away from the operator. In a normal situation, the top and bottom of the gate will be level and parallel to the ground. When the gate is in its upright position, the width of the gate will be directly in front of the operator box; therefore, no part of the gate is extended into the driveway.

The most popular gate style is the slide or roll gate. Early installations had these gates on rollers on the ground. These days, a cantilever design is recommended. The cantilever gate has rollers that roll on a mid-rail attached to a fence section. This mid-rail supports the gate and allows it to open and close without touching the ground.

Slide gates require the space to roll the gate back from the drive along the fence line. The planning process should take the design into consideration. Sometimes the layout will require more than one gate location. Keep in mind this can drive the costs up. If a gate is only to be used for emergencies, a moving van, or a garbage truck, it may not need to be automated. Maintenance includes regular lubrication of the chain and a check of its tension.

Other Essentials

The mechanism that automatically moves the gate is known as a gate operator. Vertical-lift-gate operators are usually purchased as a package with the gate. Slide- and swing-gate operators can be purchased separately. Any brand gate operator should work with the different keypad systems available. If you are working with a particular installer, he will recommend the brand of operator with which he is familiar for the particular application.

Every main entry gate should also include a walk gate, which should be locked from the outside and unlocked on the inside. The manager can have a key if it is necessary to enter. Wire mesh may be welded on to keep someone from reaching around the gate and gaining entry. Fire departments may dictate fence and gate choices in some locations. Sometimes a "pin-up" or crash gate is sufficient for access beside the main entrance. These are less expensive alternatives to adding a second automated gate.

Safety devices for the automatic gate must be used. Safety loops in the drive and photocell eyes are recommended. Miller strips mounted on the edge of the gate sense contact and can reverse the gate.

The automatic entry gate is a necessity for basic security. Its installation makes a self-storage business competitive by supplying safety and protection. With proper consideration and design, it will also attract the attention of the public eye and the future storage user.

John Fogg is general manager for Sentinel Systems Corp. of Lakewood, Colo., which has manufactured self-storage software and security systems since 1975. Though he has worked in self-storage since 1986, Mr. Fogg has been with Sentinel for the past 11 years. He can be reached via e-mail at [email protected]; call 800.456.9955; visit www.sentinelsystems.com.

The simple truth is business-records storage fits well into the existing operation of many self-storage facilities. Although it is quite different from self-storage in many ways, it has similar components. It takes only a shift in perspective and a desire to achieve higher return on your existing investment.

During the past several years, there has been a consistent increase in those self-storage operators who understand records storage makes for a sound business opportunity within the walls of an existing facility. More and more self-storage developers have made the decision to include records storage as a service at their sites. This shift in perspective has taken place because several operating and technology dynamics have changed, and entrepreneurs have begun to understand the long-term annuity basis of records storage.

Even still, there are naysayers in the crowd. Records storage is not for the timid. It does take a different approach. But those who say it doesn't work are wrong. Time after time, its success has been proven by those adventurers not tied to traditional methods.

The records-storage service is off of the beaten path the elders in self-storage have commonly taken. It is also fair to say the existing, traditional records-management community does not want you playing on its field. But you have a real advantage over the traditionalists: You are not steeped in the "we have always done it this way" syndrome. After all, this is 2003, and there are new approaches, improved methods and ways to create high yield that have never before been developed by the traditionalists in this industry.

The Facts on Records Storage

All business clients have records. Every business has business records. They may vary in volume from a handful of boxes to several thousand. The smaller-volume accounts represent your ideal niche market.

Clients with 25 to 250 boxes provide the highest yield. There are literally thousands of these accounts in your marketplace. They are under the radar for traditional commercial-records vendors because they are under their minimum charge. But these accounts can yield two to three times the quoted price per unit of storage. (For more information, see this column in the May 2003 issue.)

Small businesses have no expertise in records management. But they abound in our economy. More Americans are employed by small businesses than major corporations. Rarely does a small business have any plan at all for managing its business records.

Small businesses are an overlooked market. Since traditional commercial-records centers focus on larger accounts to support their sales efforts and operating costs, small businesses are not regarded as prospects. All businesses start small. If you capture them when they are budding, they will remain your accounts as they grow.

You are the first choice for records storage. The first storage issue businesses encounter is lack of space for records. Self-storage is the most common dumping ground for passive storage--it keeps records out of sight and out of mind. A simple twist in perspective turns a records dumping ground into a thriving business. (For more information, see this column in the March 2003 issue.)

Records storage is "permanent" revenue. One key difference between records management and records storage is the services provided. The client must pay for retrievals and other handling, for example. In addition, a permanent-retrieval fee is a deterrent to clients leaving a facility. The commercial records-management industry regards accounts as permanent, as boxes remain in storage for an average of 16 years and generally grow at a compound rate. (For industry studies that document these facts, write to [email protected].)

You can use existing storage units. The most common component of a records business is storage space, which you already have readily available. Existing units can generate from three to five times the current yield. Yes, there is a required strategy to move yield to this level of productivity, but it works even in 10-by-10 units. Although my recommended strategy prefers larger, contiguous units, other options work well also.

You can use existing personnel. The only personnel requirement is a site manager, and strategic outsourcing of some or all labor components can actually increase yield. Outsourcing any activity requires setting expectations, benchmarks and standards of performance, and measuring those criteria--in other words, it requires management.

There is a low entry cost. Nontraditional records management within the walls of an existing self-storage business can have an entry cost of as little as $10,000 to $12,000.

Implementation can take place in 30 days or less. You can enter the market and be ready to operate in 30 days or less. Implementation can be simple, training can be repeatable and you have total control over the service levels you offer.

Profitability can increase in 90 days or less. Getting to a profitable position within 90 days requires a marketing strategy. You can determine which level of marketing you will implement. Marketing starts with converting existing business accounts from passive unit rental to managed storage.

Records storage provides product diversification. It increases your potential for profit maximization at an existing location. It adds another valuable service level to your business and acts as a product differentiator from your competition.

Records storage gives you a testing strategy. Nontraditional records management provides an inexpensive testing ground for the potential of a more aggressive approach. The low cost and easy entry provide you a way of understanding the industry, determining your interest and lowering your risk of failure.

Records storage provides a launching pad for traditional records management. If you are successful, a low-cost entry into records management provides an excellent basis for moving further into a booming industry.

Regular columnist Cary McGovern, CRM, is the principal of FileMan Records Management, which offers full-service records-management assistance for commercial records-storage startups, marketing assistance, and sales training in commercial records-management operations. For assistance in feasibility determination, operational implementation or marketing support, call 877.FILEMAN; e-mail [email protected]; www.fileman.com.