A former department-store warehouse in Buffalo, N.Y., converted into a self-storage facility is slated to open in September.

Storage Central, 290 Ellicott St., is one of several downtown buildings that have been converted into new developments by J. Roger Trettel of 1876 Buehl Block LLC.

Made from steel and concrete construction, the three-story building includes 225 climate-controlled units in a range of sizes. In addition, the warehouses fur storage vault has been converted into several large climate-controlled records-storage units.

Trettel acquired the former Hengerers Department Store in 2010. The plan for the building originally involved creating a mixed-use development with 20 residential units on the upper floors, commercial space an indoor enclosed parking. However, the development changed after a financial analysis showed adding residential would be cost-prohibitive and wouldnt qualify for historic-preservation tax credits.

Trettel and his team, whove rehabbed three other downtown buildings, determined self-storage would be a good fit for the market.

In 2008, Trettel tackled a $1 million-plus renovation of the Buehl Block Building, a circa-1875 structure on the corner of Broadway and Ellicott Street. The four-story building was converted into loft apartments with ground-floor retail and office space.

Edinburgh-based self-storage and warehousing business Len Lothian Ltd. has appointed Alasdair Muir to its board as executive chairman. Muir has a background in sales and marketing. In 2004, he created the Horsetiger Ltd., a consultancy firm specializing in the business development of small and medium enterprises.

Formed in 1964 by Leonard Lothian, the family-owned company is managed by brothers Douglas and Alistair Lothian.

Ive been working with Len Lothian on various projects now for several years and have been really impressed by their ambitious yet well balanced plans for the future, Muir told STV Edinburgh. Were operating in tough economic times, and the Lothian brothers have been very good at adapting to these conditions. However, we believe that the market will turn for the better and that its a great time to expand.

The brothers said they have aggressive plans for Len Lothian, involving organic and strategic acquisition growth.

Len Lothian was an early adopter of self-storage, bringing it to the Edinburgh market in 1992. It expanded into Glasgow in 2000. The company, with offices in Granton and Sighthill, boasts 400,000 square feet of storage space spread across five warehouses.

The Florida Self Storage Association (FSSA) has completed its elections for 2012, appointing three new members and two new alternates to its board of trustees. The new board members are:

• Howard Pryor of Westport Properties and U.S. Storage Centers. Pryor operates self-storage facilities in Connecticut, Florida, Maryland, New Jersey and Tennessee. His priorities are to assist the FSSA in amending the states self-storage lien law and provide resources that help operators save money and get educational value from FSSA membership.
• Rick Yonis, president of Sentry Self Storage. Yonis served on the FSSA board from 2007 to 2010, most recently as president.
• Travis Lawhorne, partner and president of Accountable Management & Realty Inc., a firm specializing in self-storage management, consultation and training. Since 2009, he has been an active FSSA board member and participated in several committees, including those focused on education, charity work and legislative action. This year he went to Tallahassee, Fla., to support proposed lien-law changes at the state Senate.

The board alternates are:

• Danielle Toms, vice president of business development for Mindful Management of Lake Worth, Fla. Toms assisted the FSSA in planning its 2011 Educational Conference and Expo. She also contributes to FSSAs InPrint magazine and is a part of the associations Membership Committee.
• Dennis Hofmann of Wells Fargo Insurance. For the last three years, Hofmann has been a speaker and exhibitor at FSSA conventions. His co-worker, Gene Bonina, is an FSSA board member.

The FSSA is a non-profit organization of businesspeople involved in the self-storage industry in Florida. Its members include facility owners, operators, vendors, developers, investors, property managers and suppliers.

By John Gelm

Youve heard time and again how curb appeal and the inside look and feel of a self-storage facility are subtleties that make customers feel safer and more secure about their choice of where to rent. For better or worse, flooring is a dominant feature of any room. Old or poorly maintained flooring makes an office feel drab, dated or dirty. New or revitalized floors drastically improve the character of a room.

This article discusses the topic of flooring for a self-storage facilitys office and manager residence. In particular, it will familiarize you with a new option that fits the needs of the typical storage site.

Flooring Types

Although there are many flooring types, each with its own pros and cons, natural floors such as wood plank, granite, slate, marble or other types of natural stone finishes bring a richness to any office, immediately improving the class of the operation. The cons to these types of floors are expense, difficult maintenance, a time-consuming installation process, and a high cost to repair when damaged.

Traditional commercial sheet vinyl (linoleum) or vinyl composition tile offer more durability and are easier to maintain but make an office feel sterile and generic. Carpet offers almost unlimited color and pattern options but is the least durable and the most difficult to maintain. Nothing looks worse than a stained or dirty carpet.

What you may not know is how flooring technology has advanced in recent years from these traditional options. A new generation of floor covering has taken a hold, offering the look, texture and feel of natural materials. Its easier and less disruptive to install, has longer durability, and requires less maintenance.

A New Choice

Luxury vinyl tile (LVT) is the fastest-growing floor technology. Manufacturers include Armstrong, Decoria, Mannington, Shaw and several imports. (Be careful of the imports, as some are much better than others.) Multiple design choices, colors and textures make for a look and feel that is almost indistinguishable from traditional natural materials and captures the essence of woods, stones, metals and more.

Do not confuse LVT with peel and stick or other types of do-it-yourself tiles or strip flooring found at your local mass merchant. Its a new category of commercial flooring rated for heavy commercial use, and each piece is unique. The manufacturer takes photographs of the natural materials being replicated and transfers them to the tile. It then embosses each tile to match the appropriate texture. You should see no printing pattern or duplication, and the tile should be thick, approximately one-eighth of an inch. Its also relatively stiff compared to sheet vinyl, with a noticeable knurled profile on the back, and requires a specific adhesive. It will never be pre-glued or self-adhesive.

LVT combines the best of design and technology in one product thats more durable, requires less maintenance and is easier and less expensive to install. Natural stone and ceramic-tile floors have great design, architectural and sculptural qualities but can be expensive, hard to clean, and prone to damage in commercial environments. Heres more about the benefits of LVT:

• It resists scuffs, stains, mold, scratches and wear. LVT has quickly become the choice to use in supermarkets, hospitals, hotels and other high-traffic, high-wear applications where the visual effect of a natural material is desired. Youve probably walked on it and not even realized it was not the natural material itself.
• It features different installation options. You can use it with or without grout, or choose from grout color options for a limitless number of possibilities. Intricate or designer patterns can easily be accomplished.
• Maintenance is minimal. LVT requires no sealing, polishing, chemicals or special cleaners. To clean it, use only a neutral floor cleaner and water.
• Installation is simple. There are many good contractors who can do a professional installation, but because LVT is simple to install, self-storage operators can do it themselves. If you do use a professional, be sure hes able to produce proof of insurance with a certificate of general liability and workers compensation insurance.

An attractive and cost-efficient floor is just one of many ways to keep your self-storage facility maintained with a professional look and improve customer satisfaction. When its time to replace flooring at your facility, weigh your options carefully. Consider durability, price and aesthetics before making a final decision.

John Gelm is the president of All From 1 Supply, an online retail store of building and maintenance supplies specifically for the self-storage industry. For more information, call 877.424.7181; visit www.allfrom1supply.com .

A man in Mountain Home, Ark., has been arrested in connection with several break-ins at area self-storage facilities.

During an interview with the Baxter County Sheriffs Office, Steven Michael Berkhahn, 28, confessed to being involved in more than two dozen residential and self-storage burglaries since June. Break-ins were reported at Mountain Home Mini Storage, Darrrs RV Park, Gerrys RV Storage, Coverall Boat and RV Storage, and B&H RV Storage. Items stolen include flat-screen TVs and cash.

Berkhahn has been charged with 32 counts of residential burglary, 15 counts of breaking or entering and nine counts of theft of property. An arrest warrant for another suspect has been issues but not served.

A self-storage developer in Visalia, Calif., is threatening to sue the city after his proposed development stalled because of a dispute with a resident near the parcel of land he owns.

Derrel Ridenour plans to build Derrels Mini Storage on about 10 acres of a 20-acre plot of land on the west side of Demaree Avenue. Ridenour, who owns more than 50 self-storage facilities across California, has owned the property for about a decade.

In 2008, Ridenour asked the city to change the parcels zoning. The Visalia City Council approved the zoning change in 2009, subject to a conditional zoning agreement which required the owners of all the properties located on the west side of Demaree to widen and improve Demaree Avenue along the proposed development. Ridenour agreed to cover the $1.4 million project which includes widening the street, adding gutters and a sidewalk.

Business owners in the area call the west side of Demaree an eyesore, and are encouraging the development of the parcel. Half a dozen homes on the block are vacant, with some in disrepair. One mobile home has been reduced to a pile of debris. Only two properties along the parcel remain occupied. One homeowner has agreed to Ridenours development, but the other has not.

Property owner, Rose Ann Walker, initially agreed to allow the front of her property to be part of the street improvements, signing a conditional zoning agreement in December 2009. Walker, who rents out the home, later changed her mind.

Ridenour filed a lawsuit against Walker and requested the city to enforce the conditional zoning agreement by using eminent domain. After the city refused, Ridenour threatened to bring a lawsuit against the city as well.

The city has refused to issue permits to demolish the empty houses from the city until Ridenours lawsuit with Walker is resolved. There may also be some dispute over who now owns Walkers property. In her 80s and living in a nursing home, Walker claims shes given ownership of the property to her sons, who did not sign the conditional zoning agreement. Ridenour and his attorney said theyre prepared to take the lawsuit to the Supreme Court if need be.

Kenneth Myszka, chief operating officer of Sovran Self Storage Inc. sold 3,000 shares of company stock on Aug. 25 at an average price of $39.75 per share. When he last sold shares at the end of May1,000 at an average price of $41.84he still owned at least at least 211,907 shares, according to GuruFocus.com.

Robert Attea, Sovrans chairman of the board and CEO, also sold 10,000 shares of stock on May 31, at an average price of $41.88. Director Charles Lannon sold 2,000 shares on May 10 at the average price of $42.11.

Sovran has a market cap of $1.14 billion. Its shares were traded at around $39.75 with a price-earnings ratio of 16.2 and price-sales ratio of 5.9. The dividend yield of Sovran stocks is 4.4 percent.

Sovran is a publicly traded self-storage real estate investment trust that acquires and manages self-storage facilities. The company operates 371 facilities in 24 states under the name Uncle Bobs Self Storage.

Proguard Self Storage, with five locations in the Houston area, recently hosted a Facebook giveaway dubbed Celebrate Houston to promote the companys Facebook page, expand its client base and pay homage to the companys home town.

Fans entered a drawing to win a pair of tickets to a Houston Astros game at Minute Maid Park (mezzanine seats). Included was an all-you-can-eat pass for hot dogs, nachos, popcorn, peanuts, soda and water. To enter, Facebook fans needed only to join Proguards mailing list, which will allow the company to notify them of seasonal discounts, facility news, and storage ideas and tips. Justin Higgs, the winner of the two-week campaign, will attend his free game in late September.

True to its name, Celebrate Houston is about showing off what a great city we live in. Houston is thriving with culture, and we were thrilled to give people the opportunity to explore an aspect of that culture, said Blenda Stapleton, a manager at one of Proguards facilities. Wed love to do something like this again, and were always open to suggestions from our fans. We certainly dont know everything there is to know about this town, so if our fans can turn us on to something new and fresh, we want to hear about it.

Earlier this year, Proguard was honored by the Better Business Bureau as a Winner of Distinction for its customer service and business practices.

By John Carlisle

Even though renting space is the core of the self-storage business, operators are always looking for ways to enhance their revenue through additional product and service offerings. Because self-storage is closely tied to moving, packing and shipping, certain retail items such as boxes or packing materials are logical items to sell in a facility office. Likewise, partnering with a provider to sell tenant insurance can also net extra income for the business.

But one the best ways to brainstorm ideas for ancillary products and services is to talk it over with industry peers, which is exactly what people have been doing on Self-Storage Talk (SST), the industrys largest online community.

On the SST discussion threads Top-Selling Side Product, Which Add-On Product Is Most Effective at Your Facility? and Which Add-On Profit Center Generates the Most Revenue?, members have bandied around several ideas, sharing what sells and what doesnt. Respondents have also weighed in on multiple polls to give their take on the issues.

In an Inside Self-Storage online poll conducted in August, 44 percent said locks were their best-selling retail item, an unsurprising result. Thirty-two percent cited boxes and crates as their best-selling add-on, while moving kits garnered 8 percent and tape/adhesive snagged only 2 percent. In a similar SST poll, the results varied slightly (50 percent and 38 percent), but locks and boxes were still No. 1 and No. 2 respectively, with nothing else gaining notable attention. The reason locks are top of mind? Possibly because theyre the only retail item some facilities have onsite to sell.

Apart from locks, we don't sell much of anything else, writes SST member DeeStorageUK, who works at a facility in Rochdale, England, near Manchester. Apart from making a point of asking customers if they need any of the products, what else do people do to get those sales up? she asks. Its a great question. Just how can managers upsell, and what sort of items are logical suggestions?

Member and moderator Bob Taylor, also known as astro, manages a facility in Cashiers, N.C. He shared these strategies: Tell everyone you talk to on the phone and who walks in your store that you sell boxes and other packing supplies. Be absolutely sure to [tell this to] everyone who rents a space.

Have bundles of boxes and packing supplies at a discounted price on display in your office. Example: several small boxes, a few medium, a couple of large, tape, bubble wrap. Tie a ribbon around this bundle and offer it at, say, 10 percent off of retail, and promote the dickens out of it.

Do you have a reader board out front? Can you get one of those inflatable box displays to put on your lawn? Can you advertise in your local paper? If so, promote boxes and other packing supplies.

Beyond Locks and Boxes

One natural business pairing with self-storage is moving-truck rental. Self-storage tenants are often are in transition, moving from place to place, and have a temporary need for a truck. Some facilities have started to use trucks as loss leaders, throw-ins to coax new business. Yet results from an ISS online poll many show facilities are still making money off truck rental.

When asked with add-on profit center generates the most revenue for their facility, 61 percent of respondents cited rental trucks. Cell-phone towers came in at about 18 percent, while business services (faxing, copying, scanning, etc.) came in with approximately 5 percent. Other picked up nearly 13 percent, proof that many facilities have unique, niche ways of generating side cash.

A regular SST poster and long-time facility manager, Lisa T, indirectly spoke to the benefit of business services via offering shipping services. Here, our biggest profit center by far is UPS shippingnot only the UPS fees themselves, but all the boxes and packaging materials we sell to the customers so they can pack their stuff up to ship it; and best of all, it's not nearly as much work or aggravation as truck rentals. Because most run-of-the-mill consumers, including Joe Storage Tenant, arent familiar with UPS drop-off points, a self-storage facility is a logical place to do that, especially if its closer and less expensive the nearest UPS store.

SST member FHARumRunner echoes the effectiveness of locks, boxes and tape but adds mattress and furniture covers to the mix. Member JamestownStorage#8 agrees with selling covers, also pointing to wardrobe covers and a product called Damp Rid, a mineral salt that absorbs moisture and prevents mold and mildew.

Other less common revenue-boosting ideas mentioned on the forum include selling advertising space, especially on unit doors that face the street or on billboards; eBay sales; and opening self-storage combination businesses, where entities such as car washes or golf driving ranges are part of the facility. In an increasingly competitive environment, operators will turn to whatever resource to get ideas on how to diversify.

A self-storage facility in Marana, Ariz., will be sold at a public auction Nov. 3.

A Lotta Storage & Mail Etc., at 7651 N. I-10 Frontage Road along Interstate 10, fell into default with its lender. The owner, A Lotta Storage & Mail Etc-Marana LLC, is in default on a $4.99 million note. Public documents list the beneficiary as Pacific Western Bank in Irvine, Calif.   

The trustees sale will begin at 10 a.m. at the Quarles & Brady law firm, 1 S. Church Ave., Suite 1700.

The facility offers a variety of self-storage unit sizes including climate control, retail items, gated access and ground-level units. Vehicle and boat storage is also available.