Self-Storage Valuation: Trends and Risks
In this seminar, you’ll see, market by market, where rents are increasing and occupancies are still strong. You’ll learn which markets are demonstrating softness by studying the trend in rent collected per occupied square foot. You’ll see the impact rental concessions are having on the bottom line, who’s offering discounts, and what these are costing facility owners. You’ll also learn the most recent trends in sales prices and cap rates. Don’t miss this opportunity to learn about the state of the industry from actual operating performance!
Speaker: Ray Wilson, Charles R. Wilson & Associates Inc.
Marketing 101: The New Basics
Get back to the basics with your facility marketing and learn to build
a plan that gets results! This seminar will teach you how to identify
your target markets and create messages that will call them to action;
which groups spell success for referrals and leads; and which products
and services you should emphasize. You’ll also learn about using the
Internet to save marketing money and time.
10 Legal Things You Must Know About the Self-Storage Business
Learn the top 10 things a prospective self-storage owner/operator should hear from his lawyer before he breaks into the business. You’ll find out about choosing a business entity (LLC, corporation, etc.), what can go wrong in operating a facility, how to proceed if a tenant fails to pay rent, and more. This seminar is a perfect intro to self-storage legal issues for anyone new to the industry; it’s also a great refresher for experienced operators want to confirm their knowledge and ensure there’s nothing they’ve missed.
Self-Storage and the Florida Real Estate Market: Local and National Trends
This seminar addresses the state of the self-storage real estate market in Florida, including occupancies, cap-rate trends, product supply and operational trends. Our speaker will compare self-storage statistics for Florida to those nationwide. The presentation will also provide a cap-rate comparison between self-storage other major commercial product types in the state.
Speaker:Mike Mele, The Mele Group (Marcus & Millichap)
Sponsored by
Florida Self Storage Association
11-11:50 am
Getting the Cash You
Need for Self-Storage Construction and Remodeling For those interested in expanding, renovating or building a new self-storage facility, this session will provide a comprehensive introduction to the finance market and how it affects construction loans. Attendees can expect to learn about beginning the loan process, gathering the proper documentation, and selecting the best loan structure and type. You’ll also learn what banks are really looking for when evaluating a loan request, how to determine your loan-to-value and more.
Providing Manager Training and Education This session addresses the importance of keeping self-storage
managers trained in new products, current laws, management techniques
and operational methods. It will also discuss the various sources of
education managers need to be successful. Staff training has never
been more important, not only for maintaining your market position in
this highly competitive environment, but to becoming the storage
leader in your community.
Speaker: Mel Holsinger,
Professional Self Storage Management LLC
Advanced Legal Issues: What Can You Do to Avoid Liability?
Join our speaker as he reviews the latest in self-storage legal issues: pending cases and lawsuits as well as changes in industry-related laws. You’ll learn what you need to do in today’s litigious environment to avoid getting sued and, if you do get sued, to avoid the next $3 million dollar verdict. Owners, operators and managers should not miss this presentation.
Florida’s Unique Building Codes and How They Affect Self-Storage Development
Due to high hurricane activity and the major growth experienced over the last five years, the State of Florida has established a variety of new development and building codes that greatly affect existing self-storage properties and future developments. Learn how these codes may impinge on your business and the design of prospective properties.
Speaker: Mike Parham, The Parham Group
Sponsored by
Florida Self Storage Association
1-1:50 pm
Self-Storage Feasibility: A Road Map to Success
Drawing on 23 years of industry experience, our speaker will share his insights into conducting a self-storage feasibility study, providing you with a road map to project success. If you’re trying to get from the starting line to the finish line of a project, knowing the proper route is critical. This fast-paced seminar will cover the topics of site selection, market awareness and demographics, how to asses the competition, understanding unit mix, and financial forecasting. Get the information you need avoid financial mistakes along your journey and help you realize your financial goals.
Sure-Fire Facility Marketing
Learn sure-fire methods for marketing your facility in a challenging
economy. Should you ramp up spending or cut back your advertising
dollars? What can you do to stand apart from competition? Get some
pointers for effective facility marketing and making the most of your
promotional efforts.
Self-Storage Collections: Some of the Most Important Calls You’ll Ever Make
This seminar addresses the critical steps necessary to mitigate payment delinquencies in self-storage. You’ll learn about the impact of collections on revenue, the sales process as part of collections, steps to making effective collections calls, and how to deal with angry tenants. Join our speakers as they share personal experiences in this challenging area and provide insight to successful collections strategies.
Speaker: Bob Vamvas, Storage Revenue Solutions, and Bob Copper, Self Storage 101
Self-Storage and Insurance in the State of Florida
An abundance of hurricane activity over the past few years has made it increasingly difficult to secure self-storage insurance in the state of Florida. But the market is changing, with more companies on the scene, making insurance more cost-effective and easier to obtain. Learn how this shifting but vital issue affects Florida self-storage businesses.
Building Automation Into Your Self-Storage Operation It’s a new era for the self-storage industry, with automated tools playing a more significant role in facility operation than ever before. Plan for these advancements from the drawing board! This session addresses various methods of site automation including self-serve kiosks, electronic locks, call centers and unit-retrieval systems. Attendees will learn about the features and benefits of these tools as well as how they can be used to increase revenue, cut costs and improve customer service.
Speaker: Chris Mulvihill, Automated Self Storage
Online and Offline
Marketing Secrets for the New Self-Storage Market
Over the past five years, the self-storage industry has become
extremely competitive and even oversaturated in some areas. For
operators to thrive, they must learn advanced online and offline
marketing strategies that produce results. This session will teach
cutting-edge tactics that have never before been discussed in this
industry. Each has been proven to work in real facilities across the
country.
Today’s Capital-Market Environment The capital market has been in turmoil for more than a year. What will the economic landscape look like going forward, and what does it mean for you? This seminar takes a close look at lending. You’ll hear about who is lending today, what their loan packages are like, and how the current environment will affect property values.
Speaker: Minh Tran, Holliday Fenoglio Fowler LP
Self-Storage Supply and Demand in Florida: Problems in Paradise?
What’s the story behind the recent decline in self-storage operating performance in Florida? Is it the economy, the housing market, or are there just too many facilities? This seminar provides an objective overview of market conditions in the state, including an in-depth look at the level of supply in each market. You’ll see historical operating trends based on the performance of hundreds of facilities. You’ll also hear about investment trends and parameters including who’s buying, who’s selling, cap rates and sales prices. If you’re thinking of investing in Florida self-storage or if you already own a facility there, you can’t afford to miss this session.
Speaker: Ray Wilson, Self Storage Data Services Inc.
Sponsored by Florida Self Storage Association
3-3:50 pm
Addressing New Challenges in Self-Storage Financing
During this session, a panel of three veteran mortgage brokers will evaluate current self-storage market conditions and offer insight on the capital sources most likely to provide financing during this challenging time. You’ll hear about the interest-rate environment, the types of lending rates you can expect, the standards imposed by capital sources on loan requests, and predictions for the future. Owners seeking construction, bridge or permanent loans will learn how to maximize their position during this market cycle and benefit from today’s lending programs.
Speakers:Neal Gussis (moderator), Devin Huber and Shawn Hill, Beacon Realty Capital, and Jeff Jacobson, MJ Partners Real Estate Services
Being the Price Leader in Your Storage Market
In today’s competitive environment, many self-storage operators are
challenged to increase the profitability of their business. To improve
the performance and real estate value of your facility, you must boost
its net operating income. In this session, you’ll learn how to use
market demographics to generate leads, improve sales and increase
rentals. You’ll also learn yield-management techniques that will help
you raise rates. Learn creative ways to improve NOI and become the
price leader in your market!
Local Law and You: Self-Storage Rights vs. City Regulations What are your rights as a self-storage operator? Local regulations can cripple a business, especially if you don’t know how to protect yourself. This session will explain constitutional rights as the owner or operator of self-storage including those pertaining to taxes, bonds, filings, police access to the facility, and other matters that relate to the affect of city policy.
Time to Build? Do the Math!
We have always said that the self-storage business is “recession-proof.” Well, that idea is obviously being put to the test. Land and construction costs have risen to a point where "the numbers" just aren't working out like they used to. So the obvious question is, “Do I build, or do I wait until 'things get better?” In this discussion, we will look at the pros and cons of building in an economic downturn. Is this a good time to build? You do the math.
Sponsored by the Florida Self Storage Association
How to Find, Evaluate and Purchase Self-Storage Facilities
During this powerful and entertaining session, you’ll learn the six steps for creating wealth through self-storage acquisition. Our speaker will share ways to find good self-storage deals and how to quickly discern the time-wasters from the money-makers. You’ll hear strategies for negotiating the sale and how to do no-money-down deals the safe way. Finally, you’ll discover how to conduct due diligence to avoid costly mistakes, and maximize income by turning Cinderella facilities into belles of the ball!
Five Steps to Successful Phone Sales in Self-Storage
This presentation covers the proper steps of selling self-storage to
customers over the phone. Too often, the employee fielding the call
goes directly to the price of the unit without actually understanding
the needs of the customer, properly qualifying the customer, and
effectively selling the product. Learn the five necessary and simple
steps to successful phone sales!
Economic Feasibility in Self-Storage
When it comes to building a self-storage project, do you know the
answers to these important questions: How do I make money? Is the
project worth building? How much will it cost? Our speaker will take
you through all the critical issues to address when determining the
economic feasibility of your self-storage investment.
Green Building Practices for Self-Storage
“Green” design and construction practices can provide a higher return on investment over the lifespan of a facility than building strictly to local codes. This session will explore how green building techniques can lower initial investment costs and reduce long-term energy expenses.
Avoiding Common Pitfalls of Self-Storage Operation
All self-storage owners should face the hard questions: Are you making the most of your advertising dollars? How do you differentiate your facility from the competition? Are your facility managers putting your business in jeopardy? Learn about common pitfalls owners encounter in the operation of their storage sites and, more important, how to avoid them.
Show Me the Money! Finding Hidden Profit When You Sell or Refinance Too many self-storage owners leave money on the table when they sell or refinance their properties. Learn how to maximize your profit with proven operational practices from a due-diligence and audit expert. With just a few minor no-cost changes in how you manage your facility, you can uncover additional revenue you never knew you had.
Building Boat and RV Storage: Cruising Toward Success
In recent years, boat and RV storage has become the talk of the storage business. What owners want to know is if they can make it “pencil out,” or if it’s the right play for their particular site. This high-speed, informative session will address the characteristics of the product in detail, provide insight into industry trends, and analyze overall construction costs.
Car Care and Self-Storage: A Great Add-On Opportunity
This seminar provides a brief history of the car-wash business and demonstrates why it is both recession-proof and turnkey with a high return on investment. Our presenters will discuss different types of car washes and the profit potential for each, site selection for the highest possible earnings, starting capital needs, permitting, real estate, construction and demographic requirements. They’ll also address how to find strategic partners and support.
Specialty Insurance Coverage for Self-Storage
This thorough presentation addresses the future of self-storage insurance and how providers are adapting to our evolving industry. Our speaker will discuss the coverages specifically designed for self-storage, how to handle claims, risk-management techniques, tenant insurance, and a new standalone policy for pollution-liability exposures. You’ll also also learn tips on how to reduce your premium and protect your business, and enjoy Q&A time with our speaker.
Speaker: Randy Tipton, Universal Insurance Facilities Ltd.
11-11:50 am
Using Solar Panels in Boat and RV Storage
Save money and conserve energy with the use of solar building panels! This option is particularly popular in boat/RV-storage application, but can be used in conjunction with most any storage structure. Get on board with green building and explore this environmental approach to construction.
Key Indicators for Self-Storage Success
This brisk, lively presentation will cover the key indicators of
success for any self-storage operation. Some of the items to be
discussed include same-store sales growth, sales growth between
locations, recovery rates for delinquencies and auctions, box sales
per tenant lease, cost per lease, traffic numbers, conversion rates,
rate management, expenses per square foot and more.
Insurance: Protect Your Self-Storage
Investment
In this seminar, you’ll learn what’s new in self-storage insurance.
The soft stock market has impacted insurance rates, and coverage
availability for package policies has changed. Reviewing your policy
could save you money. In this session, you’ll hear about valuation
limits for goods in self-storage and documentation that could protect
you; how to legal liability exposures; tenant insurance; how safety
postings can lower your premium; how combining policies saves money
and avoids gaps in coverage; and how a well-written lease agreement
can reduce your insurance costs.
From mouthwatering Dixie dishes to Southern charm and country rock, Nashville has it all! Read about fantastic places to visit, eat, dance, listen to music and relax during your sojourn in Tennessee for the ISS Expo, Oct. 7-10, 2008. You’ll get recommendations on restaurants, nightclubs, tourist attractions and more!
Track 1:
Construction, Development & Real Estate 
Track 2:
Day-to-Day Marketing & Management 
Track 3:
Financing, Legal Issues & Insurance
Bonus Track: Florida-Specific Seminars
From mouthwatering Dixie dishes to Southern charm and country rock, Nashville has it all!