Not all self storage facilities are created equally

No two businesses are the same – especially nowadays, as companies adapt to a changing marketplace & become more creative with their offerings in an attempt to “stand out from the crowd”.

With this in mind, it’s important to make sure your prospects (potential customers) understand your points of difference. After all, if they’re shopping purely on price, the more expensive facilities probably won’t even make it onto the list! If that’s you, then it’s time to give prospects a reason to choose you! Let’s take a look…

Self Storage facilities are different?
We work in the industry, so we know this – but do your prospects? If they’ve only ever seen self storage on TV (and it’s a bunch of rusting shipping containers on a block of land with a chain-link fence around it), then that’s what they’ll assume it is. If they get your quote and it’s substantially more expensive than your competition, they may not stop to ask why.

To continue reading this article please see: http://storman.com/blog/not-all-self-storage-facilities-are-created-equally/

Service Member Profile: Que Access

QueAccess Pty Ltd are a an Electronic Security & Locksmiths company servicing South East Queensland.

Specialising in self storage security with over 60 years combined experience in the security industry across our 3 members of staff.

We are an authorised sales & service agent for PTI Security Systems.

Our company and staff are fully licensed and well trained in the industry, as well as being a proud member of the master locksmiths association of Australasia.

We offer the following services: CCTV, Access Control, Intercoms, Gate Automation, Locks, Safes, & Keys.

Call us today !!
Name: QueAccess Pty Ltd (Logo attached)
Address: Unit 6, 21-23 Flinders Parade, North Lakes, QLD 4509
Email: kevin@queaccess.com.au

A Quick and Easy Checklist for Finding the Right Storage Solution

There are numerous factors to consider when renting a storage unit. Below are a few basics that you should always keep in mind:

– Consider the distance from your house. Check out nearby self storage facilities. That way your goods will only be a short trip away.

– Decide what type of storage space will suit your needs. Will a small unit in a family operated company or a large unit in a huge facility with numerous floors be better for you? Make sure you discuss your requirements with facility staff so that you get the right storage space. You don’t want to rent a much bigger unit and pay for unused space, nor a room with almost no free space which doesn’t allow for walking around and arranging your goods.

– The extras the facility offers. Find out whether the facility has a storage unit with windows/no windows, do they offer climate controlled storage, what are the access hours like, does the business provide a complimentary move-in truck or trailer?

– Note the options for accessibility. A lot of storage facilities offer drive in and elevator access so you can easily move big heavy objects. Ground floor access may be best for you if you are storing a bike for example. Also consider how the door opens – is it a roll up or hinged door?

– Questions about the facility’s security should be high on the agenda too. Does the site have CCTV footage, are the units individually alarmed, do they have electronic gates, what type of latches/handles do they use on doors, what type of lock do they sell or recommend you use?

– Another important aspect you should think about is if you are likely to require more storage space in the future (if you fill your existing unit). Does the facility have another adjacent unit available, is it more cost-effective for you to move to a larger unit rather than hire two smaller ones?

Ella Andrews is blogger and freelance writer, who is very passionate about home improvement, remodeling, interior and exterior design ideas. She’s been writing about similar topics for a long time, but is also constantly searching for new sources of inspiration. More helpful tips and advice on removals and storage can be found at: <a href="http://removalcompaniesharingey.co.uk

Member Profile: Space Base Self Storage

Space Base Self Storage in Coconut Grove Darwin has been operating since 1988, when it had only 68 storage units, and was managed by a tenant, who ran a diving business! Over the past 28 years the business has progressively been expanded to include a further 432 units and 4 office/warehouse units over 2 different sites.

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In 2013 tenants of the warehouses decided not to renew their leases. With an occupancy consistently above 90%, the decision to convert the warehouses to self storage spaces, incorporating a mezzanine level, was relatively straightforward. As part of the expansion an additional adjoining building was constructed to further increase the total no. of units.

The design (by a local firm of Architects) produced 150 new self storage units of varying sizes. Space Base also chose to use a local builder familiar with the NT Cyclone code as well as Steel Storage for the fit-out. The expansion enabled the facility to better utilize space, without the need to acquire additional land.

Space Base 6

Initially, NT Planning was reluctant to approve the additional building, and the Darwin City Council was even stronger in their opposition due to their perceived belief that there would be an increased demand for car parking in Delatour St. However, armed with the SSAA Demand Study, photos of the facility and streetscape, and the gate access data, Space Base were able to convince them to approve the development.

This was not the only challenge faced though, with the building phase commencing during the ‘wet’ season. Planning with the builder before construction commenced ensured continued access to the office and facility, which was a crucial due to the business having 450 existing customers. When drainage work was necessary, Space Base emailed or called all storers who may have been impacted, and when necessary, discussed one-on-one with them, their specific requirements.

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In addition, the business recently installed solar panels (made in South Australia) to utilize the free sunshine so readily present in the NT. This will help Space Base cover the additional electricity requirements of the new units will not cause significant increases in their electricity costs. The number of 24/7 CCTV cameras at the facility has also been increased to ensure excellent security for storers in the new building.

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To promote and enhance the new addition, Space Base have also undertaken the following:
• Upgraded website.
• Social media campaign
• TV/Radio advertisement
• Large banners and new corporate signage outside the facility
• Special paint treatment on the roof of the new extension to minimize the impact of Darwin’s heat.

Space Base Self Storage
Space Base Self Storage

Despite being a small facility by national standards, operating in a city of only 120,000 people, Space Base Self Storage is clean, well designed facility that and prides itself on helping clients find the right space to suit their needs.

Gobox expands with new Dandenong facility

Mobile storage provider Gobox is growing its presence in Victoria, the company has just constructed a brand new warehouse in Dandenong.

The new state warehouse can accommodate 400 of Gobox’s storage containers, making it one of the largest self storage facilities in the state. The purpose-built facility took six months to construct from steel and concrete, and includes some innovative features. A wash bay with its own canopy and silt pit filter allows storage units to be cleaned easily and quickly using recycled water that is stored in on-site tanks.

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A network of security cameras and sensors around the entire site keeps the facility secure 24/7, with continuous back-to-base monitoring.

With customers able to access their storage boxes on site, it was also important that the facility be pleasant to visit and work in, so a dedicated customer viewing and inspection point was also constructed.

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Gobox Sales Manager Renee Wainwright says:

“The new Gobox warehouse is great for our customers. When they come down to visit us, they are super impressed with the modern design and how well looked after and protected their items are.”

“The warehouse’s modern and professional design was purpose built and specifically tailored to be as functional as possible. I think it gives us a real edge on the competition and makes us stand out.”

“With Gobox continuing to grow at such rapid rate, establishing the new warehouse at our Dandenong site was a natural yet necessary progression of the business.”

Not all Self Storage Facilities are created equally

No two businesses are the same – especially nowadays, as companies adapt to a changing marketplace & become more creative with their offerings in an attempt to “stand out from the crowd”. With this in mind, it’s important to make sure your prospects (potential customers) understand your points of difference. After all, if they’re shopping purely on price, the more-expensive facilities probably won’t even make it onto the list! If that’s you, then it’s time to give prospects a reason to choose you! Let’s take a look…

Self Storage facilities are different?

We work in the industry, so we know this – but do your prospects? If they’ve only ever seen self storage on TV (and it’s a bunch of rusting shipping containers on a block of land with a chain-link fence around it), then that’s what they’ll assume it is. If they get your quote and it’s substantially more expensive than your competition, they may not stop to ask why.

Your facility may be at the opposite end of the quality scale – but if your prospects don’t know this, then you may not even get considered as an option – even if you’re genuinely worth it.

Some examples of points of difference may include:

  • Price
  • Ease of access
  • Covered driveways
  • Range of unit sizes available
  • Location
  • Size of goods lift (small lifts mean many trips – especially for removalists, who usually charge by the hour)
  • Security offerings (PINs, individually alarmed units, on-site manager, cameras, guard dogs, CCTV, etc)
  • Customer testimonials, your Google reviews or your Google star-rating

Our goal here is to make sure your prospects understand that not all self storage facilities are equal… so how do you make sure your prospects are comparing apples with apples? Easy – start with the bananas.

Discover your Points of Difference

The first step to finding out where you stand is to mystery-shop your competition. Ask a friend or colleague (someone they won’t recognise) to visit a competitors facility and find out a little more about their offering. More importantly, find out where they excel, where you excel and what tactics they’re using to sell against you.

The traditional rent increase method creates a lot of work

 

If your competition runs a facility like this, you may never be able to compete on price – but you could certainly compete on looks & security!

From this information, we can create two lists (frequent readers will know that I love lists) and begin to ascertain our businesses strengths and weaknesses.

Here’s how it works:

  1. Start by writing down everything that both you and your competition offer. This is the POP (Points of Parity) list. It’s basically a list of things that you can’t compete on, because you’re both the same in this respect. These are your apples.
  2. Secondly, write a POD (Points of Difference) list. This is a list of areas where your business excels in comparison to the competition. These are your bananas! It’s these exact reasons that you need to highlight when you’re talking to potential customers.
  3. Finally, you may wish to create a POD (Points of Difference) list for your competition too – this is made easier if you’ve visited them and seen their offering first hand. It’s this list that you’ll need to have “ammunition” ready for, because your competitors are likely using these against you.

Give customers a reason to choose you

Now that you’ve worked out your facility strengths and weaknesses, it’s time to weave these into your sales process! Highlight your PODs in your sales spiel, on your website and in your marketing materials.

The traditional rent increase method creates a lot of work

 

Find your Points of Difference and use these to stand out from the crowd.

 
Develop some strategies in dealing with your competitors PODs, too – it can be something as simple as helping a colleague come up with something to say in response, if a prospect says something like “I understand you don’t have undercover areas in all of your facility, is that right?” – to which you might reply: “That is true, but all of our access corridors lead to an undercover area where you can park your car to unload, so you & your goods will be dry while you’re putting them into storage”.

Turning negatives into positives

If analysing your competition has revealed a series of weaknesses in your business, spend some time working out how to make changes or improvements. You may also be able to turn a negative into a positive, as per some of these examples:

  • They have 24/7 access, we don’t: Turn this into a positive by selling the benefits of a daytime-only facility. “Do you really want strangers roaming around at night time when there’s no one here?” – or evaluate the storers requirements on a case-by-case basis.
  • They have a move-in truck, we don’t: “We’ve decided not to have a move-in truck, in order to keep costs down for our customers. We do, however, have a trailer that you can use for free during move-in… and if you did need a truck, we have a deal with XYZ hire company for 20% off van & truck rentals.”

Further reading…

If you come across a customer that isn’t sold on storage (in order words, they’ve called to inquire about pricing but they think storage in general is too expensive), you might like to direct them to my other blog post, “7 reasons why Self Storage is a good idea“.

Additionally, you might also like to learn a few new ways to stand out from the competition, by being appealing to your customers. Happy selling!

Regards,
Andy (Customer Experience & Marketing Manager, StorMan Software)

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