A free webinar titled “Using Onsite Events to Grow Referrals, Repeats and Marketing-Sourced Move-Ins” will be provided for self-storage business managers and owners on Aug. 25, 2 p.m. ET.
 
Presented by M. Anne Ballard, president and founder of Universal Management Co., the online seminar will teach attendees how to get the most value out of their onsite events, set up a customer-referral program, and work with existing tenants to get more rentals and referrals. She will explain why self-storage facilities need more “door turns” to improve occupancy and referrals, and why referrals and repeat customers represent the lowest cost-per-lease marketing for self-storage operators. To register, visit Ministoragemessenger.com.
 
Ballard, well-known throughout the self-storage industry as “The Hat Lady,” is a frequent speaker at industry conferences such as the Inside Self-Storage World Expo, and a regular contributor to Inside Self-Storage magazine and other industry publications. She recently released a book titled The Hat Lady Speaks: Marketing Self-Storage. 
 
Ballard founded Universal more than 15 years ago. The company specializes in full-service management, design, marketing, development services, feasibility studies, global consulting and training for self-storage facilities.

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Self-storage owner/operator Andrée Jansheski and author Marsha Heckman have produced a book on the packing process that will help self-storage operators better serve their customers and help self-storage customers better pack their goods. Don’t Pack Me Is a handy reference tool that will assist facility managers in counseling their tenants. Particularly useful for self-storage operators who sell packing and moving supplies at their facilities, the fun, lighthearted guide includes organizing and inventory forms and moving suggestions. It also contains straightforward advice, gentle humor, cartoons, and true-life moving vignettes. The guide is available through Amazon.com or can be ordered wholesale at Dontpackme.com.
 
Jansheski and her husband, John, are the owners of Bellam Self Storage & Boxes in Marin Country, Calif. In 2006, they turned their self-storage facility into a Certified Green business that is 100 percent solar-powered.
 
Heckman is the author of several how-to books related to crafting, flower arranging and other topics.
 
Jansheski and Heckman have started a new Marin-based company, RView Creative, to produce their book and other projects.

Marsha Heckman (left) and Andrée Jansheski, authors of 'Don't Pack Me'

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Most of you have probably heard of the old yet still dreaded NIMBY groups (Not In My Backyard). Several years ago, a good friend of mine identified another, more ominous species: CAVE groups, or Citizens Against Virtually Everything.

Over his many years as a self-storage developer, with a lot of successful zoning-change notches in his belt, my friend came to realize that most of the really upset residents at public hearings are so because, when it comes right down to it, they don’t want anything new built in their neighborhood. They aren’t fighting against the development of a self-storage facility, they’re fighting against change.

This is an essential piece of knowledge to have when it comes to new self-storage construction. If you adjust your approach based on this public mindset, you’re starting ahead in the game.

However, it’s only the beginning. If you think a zoning change is just a lot of paperwork and bureaucracy, and that the outcome will be based on laws, ordinances and common sense, you need to back up and regroup. Believe me, common sense is usually not part of the mix. Realizing that you’re dealing with politics and egos, you have your second critical understanding of the process.
 
Understanding P&Z Boards

In most cases, those serving on planning and zoning boards or commissions fall into one of these categories: 

• They want to become politicians at some point and see this position as a stepping stone, a way to get in the public eye and prove themselves.
• They see the position as big-time politics and a way to demonstrate their incredible power.
• They get beat up at home and work, and this is a chance for them to exert some “control.”
• They’ve been thwarted by “the system” at some time, and worked their way on to the commission to “get things straightened out.”
• They’re actually qualified and really concerned about the development of the community. 

Now that you know who you’re working with―or, more often, against―let’s start building your team. The key to your success is to identify and recruit “The Guy.” Every city, town, village, county or municipality has one. He’s usually a civil or professional engineer, and he and his firm do the majority of the design and engineering for the city’s road work, streets, bridges and other such public works. He has his own parking place at city hall, and he knows everyone in planning and zoning, permitting, building inspections, and utilities by first name.

How do you find The Guy? Simple, he presents the vast majority of zoning changes to the board or committee at public hearings. So do your homework, attend as many public hearings and meetings as you can, and learn the personalities of all the players involved. The Guy may be a “tool,” but he’s the most important one in the box. And it’s not only important to have the right tools, but to know how to use them.
 
Putting Your Tools to Work

Now that you’re armed with all this information, let’s put it to work. Step one: meet with The Guy. Invite him out for coffee, a meal, or a weekend in Vegas depending on the size of the project. (I’m kidding on that last one.) Sit down with him and be completely upfront. Tell him exactly what you’re trying to get done and where.

Ask him straight out, “What is your opinion on getting the zoning or re-zoning I’m looking for?” If he says there’s a good chance or “no problem,” negotiate a fair price for him to handle your case, and then support him with everything he needs―but stay out of his way. If he says “maybe” or “definitely not,” you may want to reconsider the cost and effort of moving forward with the proposed project.

Once you have The Guy on board and he starts the ball rolling, here’s the essential but often skipped step two: Most municipalities require that your request be advertised in all local newspapers, usually at least three times over a specified period.

In these advertisements, as well as on the signage required to be physically posted on the building or site, will be the date, time and location for a public hearing regarding the request. Anyone who supports or opposes the change is required to do so in writing and with the proper authority. These comments are public record and available for anyone, including you, to review.

If there is opposition to your project, you can head it off in advance of the city’s public hearing by scheduling your own “town hall” meeting at a coffee shop or restaurant in your proposed project’s neighborhood. Distribute fliers announcing the meeting in the entire area affected by your request for zoning change.

If there’s any formal opposition filed against your request, try to visit these residents in person, or at least by phone. It’s important not to argue or even debate with these people about your project; just politely introduce yourself and invite them to your town-hall meeting.

For the meeting, have your ducks in row. Display a nice, colored rendering of your proposed facility, highlighting features such as landscaping, security, the façade, etc. Point out that self-storage has low traffic flow, that it’s well-lit and secure. Tell them there will be no “junk” or vehicles stored anywhere outside the units.

Also, affably explain to those in attendance what type of businesses could be built on this site without their input under the current zoning. Explain that you’ll allow local law enforcement and perhaps a local charitable organization to store for free at this facility. Bottom line: Show them what a great neighbor you’re going to be.

Usually, you’ll find that few of those who filed opposition will show up at the town-hall meeting, and even fewer of those will appear at the public hearing in opposition. This puts you in a power position at the hearing. If any resistance is voiced, you can ask, “Were you at the town-hall meeting we held in your neighborhood? If so, did you voice this concern at that time?” While there may still be some public opposition, you have done everything possible to take the wind out of dissenters’ sails, and the board members will take notice.
 
Winning Over the Board

Placating the neighbors isn’t your only task, however. You also must win over the board members, some of whom may be opposed to your project. The best thing to do is let your hired expert—The Guy—explain why your facility is right for the community.

Because you’re emotionally attached to this project and have a stake in the outcome, let those who do this day in and day out speak for you. Do you need to be present? Definitely, but maybe it’s best not to say a word. As The Guy has told me more than once, “Sit down and shut up. I’ll handle this!” This is a long and arduous process, and once your request is vetoed, it’s difficult to change minds. If your project is denied, the process starts over from the top.

Some developers say, “I’m just going to let my attorney handle it, and he’ll show ’em.” Your attorney may be one of the best, a great guy and a good friend. But remember what attorneys do: They argue, and this is no time for that. A good argument may be just what the zoning czars are waiting for, and the excuse they need to shoot down your project.

What my wise friend the developer taught me is: You have to do everything you can to make sure your request is approved before the public hearing ever starts. It could mean the difference between a planning and zoning board that’s on your side and one that denies your self-storage project.
 
L. Bruce McCardle is vice president of eastern division operations for Mako Steel Inc. Based in Carlsbad, Calif., Mako designs, supplies and installs steel buildings for the self-storage industry, including boat/RV storage, multi-story and custom buildings. For more information, call 800.383.4932; visit www.makosteel.com.

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Sentry Self Storage LLC introduced Richard J. Yonis as its new president. Yonis has been with the company since May 2006, serving most recently as the company’s executive vice president and managing partner handling day-to-day operations, revenue management and third-party client-relationship functions.

Norman Schulman will continue in his role as CEO, managing the company’s accounting, real estate investments and legal matters.  “This is a well deserved promotion for Rick and it will enhance our organizational structure as we prepare for the upcoming growth of our company,” Schulman said.

Based in Coral Spring, Fla., Sentry Self Storage LLC provides management and consulting services to the self-storage industry. The company has more than 40 properties under management in several states.

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Climatized Self Storage opened May 6 in Atlanta. The facility, located at 1890 Briarwood Road, plans to hold an official grand opening event at a later date.

When designing the facility, the owners took care to blend with the surrounding community’s aesthetics in landscaping, color selection, architectural design and visible signage.

The facility offers Web-based reservations and payments, security cameras throughout the property, individually alarmed units, climate-controlled units and other industry-leading attributes.

Climatized Self Storage owns and operates seven self-storage facilities in Florida and Georgia.

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STORE Self Storage and Wine Storage is offering free storage space to a local agency in West Palm Beach, Fla., in its effort to help the homeless living in Palm Beach County.  

Several public and private entities have come together to help open A Homeless Resource Center next summer in an existing office building purchased by the county. Other contributors include The Breakers, which donated furnishings and artwork, and Gulfstream Goodwill Industries.

Source:  Palm Beach Daily News,  Homeless Resource Center Joint Venture Includes The Breakers

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The Texas Self Storage Association (TSSA) will host its second Storage Showcase of the year on July 27, at The Westin Riverwalk hotel in San Antonio. Part of the association’s new education series, the showcase is a one-day seminar targeting self-storage facility owners, managers and developers.
 
Attendees will learn techniques for improving a facility’s return on investment, including sales and marketing strategies, ways to improve revenue, and tactics for succeeding in a changing self-storage environment. The sessions are taught by self-storage industry experts Anne Ballard, president of Universal Management Co., and Jim Chiswell, president of Chiswell & Associates LLC.
 
Those interested in attending can register online at www.txssa.orgor by phone at 888.259.4902. 

TSSA, established in 1986, is a non-profit trade association dedicated to enhancing the quality of the self-storage industry in Texas. The association provides opportunities for members to increase their knowledge of the business through education, research, discussion and exchange of information.

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A-1 Self Storage, an operator of self-storage facilities throughout California, has added 15 more of its locations to the GREENspot DROPoff program, which provides free e-waste recycling to the public. Thirteen A-1 facilities originally joined the program in February.

As authorized GREENspot DROPoff locations, A-1’s facilities will collect old ink and toner cartridges, cell phones, computers, monitors and other electronic waste. Participating locations are found throughout Los Angeles County, Orange County, San Diego County and the San Francisco Bay Area.
 
All proceeds from program participation will be donated to benefit the following Union School Districts in California: Glendale, Mount Diablo, San Jose, San Diego and Vista.
 
A-1 Self Storage has 17 locations in the greater San Diego County area and more than 40 locations across California. It is the self-storage division of the Caster Cos., a third-generation, family-owned company headquartered in Southern California since 1959.

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A self-storage fire in Green Bay, Wis., Monday caused an estimated $100,000 in damages.

Fire crews arrived at Lok-Safe Self Storage just after midnight to find heavy smoke and flames on the south side of the facility. Five units were heavily damaged, and seven others suffered some damage, according to Ed Jarosz, battalion chief of the Green Bay Fire Department.

Fire crews extinguished the fire in about 30 minutes. The cause is still under investigation by the Brown County Arson Task Force. It may have started in a unit where a vehicle was stored.

Source:  Green Bay Press Gazette,  $100K Fire Damage to Rental Storage Facility on Green Bay's East Side

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Early in the morning on Thursday, three burglary suspects fled from police at Pueblo Self Storage in Colorado. An officer patrolling the area at 2:24 a.m. saw three people inside the fence at the facility, but all ran when they saw the officer and were never caught. An inspection of the property revealed six units had been broken into and the suspects had attempted to break into a seventh. Police found burglary tools such as bolt-cutters, screwdrivers and a flashlight at the scene.
 
Damage was estimated at $2,000, but it was unknown if anything had been stolen from the opened units.
 
Police questioned the owners of a vehicle that was parked nearby with keys in the ignition. The owners were not in the car, and they claimed not to know how the vehicle ended up near the storage facility.
 
The investigation is ongoing.
 
Source: The Pueblo Chieftain, CRIME BEAT: Burglary suspects flee storage units

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