EXTENDED EARLY-BIRD RATES END FEBRUARY 16...Veritec Solutions EXTENDED EARLY-BIRD RATES END SOON FEBRUARY 16 EXTENDED EARLY-BIRD RATES END insideselfstorageworldexpo.com Countless

145+exhibitors

countless waysto grow

your business

new ideasthrough

education

your businesswith new ideas

2015APRIL 6-9PARIS HOTEL & RESORT, LAS VEGAS

EXPO HALL April 7-8

EXTENDED EARLY-BIRD RATES ENDFEBRUARY 16

ACT NOW!

insideselfstorageworldexpo.com

insideselfstorageworldexpo.comAPRIL 6-9 | PARIS HOTEL & RESORT, LAS VEGAS | EXPO HALL APRIL 7-8 16 17

#ISSEXPO

Monday, April 6 Tuesday, April 7 Wednesday, April 8

AGENDA-AT-A-GLANCE

Noon-5 p.m. REGISTRATION OPEN

1-5 p.m. DEVELOPMENT WORKSHOP Speakers TBA

1-5 p.m. SPECIAL WORKSHOP: AM I BREAKING THE LAW?

Scott Zucker, Weissmann, Zucker Euster Morochnik P.C.

7:30 a.m.-5 p.m. REGISTRATION OPEN

8-10:50 a.m. CONCURRENT EDUCATION

11 a.m.-Noon ROUNDTABLE DISCUSSIONS

Noon-3 p.m. SESSIONS IN SPANISH

Noon-5 p.m. EXPO HALL OPEN

1-2:30 p.m. BUYERS & SELLERS MEETING IN EXPO HALLSponsored by

3-3:50 p.m.VENDOR PRESENTATION: CREATING THE EFFORTLESS SELF-STORAGE EXPERIENCESponsored by

3-5 p.m.SELF-STORAGE TALK MEET-AND-GREET IN EXPO HALLSponsored by

7 a.m.-7:30 p.m. REGISTRATION OPEN

8-8:50 a.m. OPENING SESSION

9 a.m.-3:50 p.m. CONCURRENT EDUCATION

Noon-1 p.m. LUNCH & LEARN(By Invitation Only)Sponsored by

4-5:30 p.m. SELF-STORAGE Q&A

Jim Chiswell, Chiswell & Associates LLC

Mel Holsinger, Professional Self Storage Management LLC

5:30-7:30 p.m. EXPO HALL OPEN

5:30-7:30 p.m. COCKTAIL RECEPTION IN EXPO HALL Co-sponsored by

*Agenda subject to change without notice.

145+exhibitors

countless ways togrow your business

new ideas through education

your business with new ideas

Thursday, April 9


8 a.m.-Noon MANAGEMENT WORKSHOP

Mel Holsinger, Professional Self Storage Management LLC

8 a.m.-Noon OWNER/OPERATOR EXECUTIVE WORKSHOP

Bob Copper, Self Storage 101

8:30-10 a.m.VENDOR PRESENTATION: HOW SELF-STORAGE PROFESSIONALS CAN BECOME INVINCIBLE TO LAWSUITS AND SAVE THOUSANDS IN TAXESSponsored by

10-10:50 a.m. VENDOR PRESENTATION: ONLINE STORAGE AUCTIONSSponsored by

1-5 p.m. LEGAL LEARNING LIVE WORKSHOP

Jeffrey Greenberger, Katz, Greenberger & Norton LLP

1-5 p.m. PRICING WORKSHOP

Warren Lieberman, Veritec Solutions

EXTENDED EARLY-BIRD RATES END SOON

FEBRUARY 16EXTENDED EARLY-BIRD RATES END

insideselfstorageworldexpo.com

Countless Opportunities.Endless Ideas. ISS World Expo

2015

*Agenda subject to change without notice.

AGENDA-AT-A-GLANCE

APRIL 6-9 | PARIS HOTEL & RESORT, LAS VEGAS | EXPO HALL APRIL 7-8 18

Progressive Education ProgramTen education tracks offer the up-to-date, critical business information you need to be inspired.

Latest Products and ServicesMore than 145 leading companies in the business will be in the expo hall to answer questions, demonstrate products and offer insight.

Networking OpportunitiesMeet and share information with colleagues during seminars, special events and expo-hall hours.

Attendee Package Options*No matter what your budget or schedule, there’s a registration package that’s right for you.

Expo-Only Package ...........................................................$100 Includes two-day expo hall, cocktail reception, Self-Storage Q&A, roundtable discussions, Buyers & Sellers Meeting, vendor presentations and sessions in Spanish

Education Package ...........................................................$400 Includes everything in the Expo-Only Package plus all concurrent education tracks (April 7 and 8)

Premium Package .............................................................$675 Includes everything in the Education Package plus your choice of two add-on workshops

Workshop Options .............................................................$325 Development Workshop Legal Learning Live Workshop Management Workshop Owner/Operator Executive Workshop Pricing Workshop Special Workshop: Am I Breaking the Law?

REGISTRATION

(each)

Hurry, extended early-bird discounts end Feb. 16!insideselfstorageworldexpo.com

*Prices valid through Feb. 16, 2015. Supplier pricing additional.

COME SEE ENDLESS IDEAS ALL IN ONE PLACE

BEST Value!

2015APRIL 6-9EXPO HALL April 7-8


#ISSEXPO

Tuesday, April 7Registration Hours | 7 a.m.-7:30 p.m.Expo-Hall Hours | 5:30-7:30 p.m.

7 a.m.-7:30 p.m. REGISTRATION OPEN

8-8:50 a.m. OPENING SESSION


Development & Construction

Investment & Finance

Management

Marketing

Ownership

Noon-1 p.m. LUNCH & LEARN

1-3:50 p.m. CONCURRENT EDUCATION

Development & Construction

Investment & Finance

Management

Marketing

Ownership

4-5:30 p.m. SELF-STORAGE Q&A

5:30-7:30 p.m. EXPO HALL OPEN

5:30-7:30 p.m. COCKTAIL RECEPTION IN EXPO HALL Co-sponsored by

My Schedule/Notes

DAILY ACTIVITIES

PRE-CONFERENCE WORKSHOP1-5 p.m. Development WorkshopSelf-storage development is again on the climb! If you’re interested in building, retrofitting, expanding or upgrading a self-storage project, this workshop is for you. Our experts will share insight to ground-up construction, conversion projects and facility renovation, sharing case studies to illustrate specific strategies.

Speakers: TBA Separate registration required.

PRE-CONFERENCE WORKSHOP1-5 p.m. Special Workshop: Am I Breaking the Law?The self-storage industry is governed by specific laws in each state. Does your facility comply? This lively, interactive workshop will address the issues you face at your facility every day and provide the tools you need to tackle them as they occur. Most important, it will focus on the actions necessary to maintain legal compliance.

Speaker: Scott Zucker, Partner, Weissmann Zucker Euster Morochnik P.C.

Monday, April 6

PRE-CONFERENCE WORKSHOPS

REGISTER NOW!EXTENDED EARLY-BIRD

Discounts End 2/16

Separate registration required.

16 Agenda-at-a-Glance

18 Registration Information

20 Show Hours

Daily Schedule of Education, Events and Activities

20 Monday

21 Tuesday

27 Wednesday

32 Thursday 33 Exhibitor Listing

36 Sponsor Recognition

SHOW HOURS

TABLE OF CONTENTS

Registration Hours Location: Paris Foyer

MONDAY April 6 Noon-5 p.m. TUESDAY April 7 7 a.m.-7:30 p.m. WEDNESDAY April 8 7:30 a.m.-5 p.m. THURSDAY April 9 7:30 a.m.-2 p.m.

Expo-Hall Hours TUESDAY April 7 5:30-7:30 p.m. WEDNESDAY April 8 Noon-5 p.m.

Sponsored by(By Invitation Only)


#ISSEXPO

OWNERSHIP TRACK10-10:50 a.m.Coping With the Stress of Being a Small Operator in a Big Self-Storage Market Competing against big self-storage operators can be intimidating and stressful for smaller, independent facility owners. But while larger companies possess certain operating advantages, you can still be successful and carve out healthy market share by implementing smart strategies related to marketing and money management. Our presenter will provide tips that can be applied immediately in your business.

Speaker: Kenneth Weiner, President, Income Property Investors Inc.

DEVELOPMENT & CONSTRUCTION TRACK11-11:50 a.m.Cutting-Edge Design for Contemporary Self-Storage FacilitiesWith jurisdictions becoming ever more demanding, modern design has become critical in the self-storage industry. Not only does it help alleviate the concerns of community planning boards and residents, it leads to an improved customer experience, accelerated lease-up and higher net operating income. Our presenter will address the key elements of contemporary facility design. .

Speaker: Bruce Jordan, President, Jordan Architects

INVESTMENT & FINANCE TRACK11-11:50 a.m.An Overview of the Self-Storage Investment MarketThe self-storage investment market has matured. Understanding the new reality of property valuations, embedded value, transaction processes, portfolio building, debt markets, and the pros and cons of third-party management are imperative to your success as a property owner or investor. Our presenter will provide you with a helpful overview of the investment market.

Speaker: Ben Vestal, President, Argus Self Storage Sales Network

INVESTMENT & FINANCE TRACK10-10:50 a.m.Buying and Selling Self-Storage: Tips for Investors and OwnersThis presentation will teach new investors and potential owners how to find self-storage properties available for purchase and win deals that are sought after by multiple buyers. It’ll provide insight on how to identify properties that have upside potential for improved returns and avoid the common pitfalls within the purchase process.

Speaker: Michael Mele, Senior Vice President of Investments, Marcus & Millichap

MANAGEMENT TRACK10-10:50 a.m.10 Ways to Boost Your Customer-Conversion Rate in Self-StorageThis session outlines strategies to help you convert more prospective customers to self-storage tenants—on the phone and in person. Our presenters will share tips for handling phone calls and walk-in customers, as well as ways to generate more phone leads. They’ll discuss the creation of dynamic marketing campaigns, how to “pre-sell” customers and more.

MARKETING TRACK10-10:50 a.m.Outreach Marketing for Self-Storage: Why You Need It and How to Use ItSelf-storage marketing is an expense that’s continually increasing. Today’s economic environment requires you to analyze expenses and determine which marketing sources are the most cost-effective. Our presenters will teach you about outreach marketing and how it can help you increase traffic, control expenses and increase revenue.

Speakers: Monica Cunningham, Training Manager, Sterling Management; Seth Giersdorf, Regional Vice President, Sterling Management

Speakers: James Ross, Vice President, Cutting Edge Self Storage Management; Matthew Van Horn, Vice President, Cutting Edge Self Storage Management


EDUCATION, EVENTS & ACTIVITIES

To Build or Not to Build: Decision-Making Factors for Self-Storage

Haviland Storage Services

Liberty Cap Properties LLC

21st Century Storage

9-9:50 a.m.

9-9:50 a.m.MARKETING TRACK9-9:50 a.m.Essential Marketing for the Self-Storage ManagerGet step-by-step insight on how to better market your self-storage facility. Our presenter will discuss why marketing is crucial and how it can help you maximize business growth. She’ll share insight on where to begin, the difference between marketing and sales, community outreach, social media, available website and mobile platforms, and more.

MANAGEMENT TRACK9-9:50 a.m.Self-Storage Buying Behavior: What Your Customers Really WantWhat drives your self-storage customers to rent from you? A strong understanding of buying behavior is critical in knowing what’s important to customers and the factors that influence their decision-making. This session will provide you with tools to reach customers, improve sales, meet or exceed customer expectations, and structure effective marketing programs.

Speaker: Susan Haviland, Owner, Haviland Storage Services

Speaker: Marlene Corpus, Marketing Director, 21st Century Storage

OWNERSHIP TRACK9-9:50 a.m.Buying and Operating Your First Self-Storage Property: Year-One SuccessThe learning curve for new self-storage owners can be steep, from the stress and confusion that can accompany your first acquisition to wrapping your arms around the ins and outs of operating the facility. Our presenter will help ease the burden of new ownership by offering key steps to first-year success.

DEVELOPMENT & CONSTRUCTION TRACK10-10:50 a.m.Building-Code Updates and How They Affect Your Self-Storage ProjectYou’ve chosen a location for your new self-storage project. Now you have to create a site plan, which must be approved by several government bodies. There are many factors that affect the outcome, including building codes and features. Our presenter will discuss the various requirements that impact your project, including energy codes, lighting restrictions and more.

Speaker: Georgia Ragsdale, Owner/Operator, Liberty Cap Properties LLC

Speaker: Jamie Lindau, National Sales Manager, Trachte Building Systems

DEVELOPMENT & CONSTRUCTION TRACK9-9:50 a.m.To Build or Not to Build: Decision-Making Factors for Self-StorageIn today’s healthy self-storage market, there’s a great deal of interest in developing new facilities from potential and existing owners and developers. What they want to know is: Should they do it? If you’re on the fence about building a facility, our presenter will share insight to help you make the right decision for your location, budget and business goals.

Speaker: Caesar Wright, President, Mako Steel Inc.

INVESTMENT & FINANCE TRACK9-9:50 a.m.What You Need to Know About Self-Storage Feasibility and Due DiligenceWhether you’re building a self-storage project from the ground up, converting an empty building or buying an existing facility, the most important question is: Can you make money? A thorough feasibility study will help determine the answer. Our presenter will discuss important market factors, costly mistakes to avoid, resources to help you make sound business decisions and more.

OPENING SESSION8-8:50 a.m.

Speaker: Jim Chiswell, President, Chiswell & Associates LLC


#ISSEXPO



MANAGEMENT TRACK2-2:50 p.m.Goal-Setting and Career Development for Self-Storage ManagersAs the self-storage industry has evolved, so has the role of the facility manager. To get hired for a position at a great facility, earn the highest wages and advance your own career, you must learn how to set professional goals, obtain qualifications, communicate effectively and write a killer resume. Our presenter will provide tips to set you on the right path.

Speaker: Pamela Alton, Owner, Mini-Management Services

MARKETING TRACK2-2:50 p.m.Managing Your Storage Facility’s Online Listings and ReviewsOnline business listings present a variety of challenges, with as many as 40 percent containing inaccurate information. Consumers compare self-storage facilities using this data, so inaccuracies or bad reviews can cost you potential customers. Our presenter will teach you how this listing information is populated and how you can police your facility profiles for accuracy, content and reviews.

Speaker: Jason Barrett, CEO, Go Local Interactive

OWNERSHIP TRACK2-2:50 p.m.Tactics to Reduce Your Self-Storage Property TaxesYour county appraiser may unknowingly be over-taxing your self-storage property based on appraisal methods used for other types of commercial real estate that don’t apply to our business. Find out why storage facilities should be taxed differently and how you can lower your taxes through an appeals process with your local assessor.

Speaker: Barry Sharpe, Managing Member and Principal, Property Tax Appeal Group LLC

DEVELOPMENT & CONSTRUCTION TRACK3-3:50 p.m.Self-Storage Development and Construction: Avoid These MistakesIf you’re planning to build a self-storage facility, learn how to get it right the first time. Mistakes made during the development and construction phases can cost you in immediate expenses and long-term revenue loss. Our presenter will show you how to save money during construction but, more important, how to build a facility that ultimately generates more profit.

Speaker: Marc Goodin, President, Storage Authority LLC

MANAGEMENT TRACK1-1:50 p.m.Avoiding the Cost and Hassle of Self-Storage AuctionsSelf-storage lien sales can be a major headache and expensive proposition, so it makes good business sense to try to avoid them. Rather than get bogged down in legal specifics, this session will provide strategies on how to reduce your number of auctioned units while still making money and turning problem units into new inventory to sell.

Speaker: TBA

OWNERSHIP TRACK1-1:50 p.m.Studying Your Self-Storage Competitors and Leveraging the DataSelf-storage owners can learn a lot about their operation by closely observing their competition. This session will provide instructions on gathering specific types of information that can be leveraged for business gain. Take advantage of touring and promoting referrals with competitors as well as tools that can be used to showcase and market your points of differentiation.

Speaker: Anne Ballard, President of Training, Marketing and Developmental Services, Universal Storage Group

DEVELOPMENT & CONSTRUCTION TRACK2-2:50 p.m.The Self-Storage Conversion Process: Success Through Existing BuildingsNot every empty building is ripe for self-storage conversion. Learn how to evaluate potential sites, avoid common pitfalls and overcome challenges during the process. Our presenter will discuss pros and cons of conversion projects and provide a checklist of important considerations. He’ll show you what others have done to be successful and provide tips for creating mixed-use space.

Speaker: Jim Ponti, Regional Sales Manager, Janus International Group

INVESTMENT & FINANCE TRACK2-2:50 p.m.A Proactive Approach to Self-Storage FinancingLenders have become aggressive in the self-storage sector, but to get the financing you need, you still have to be prepared. This session will provide a comprehensive overview of best practices when approaching the capital markets for financing. Our presenter will discuss market trends, loan factors, preparing the loan package, working with lenders and more.

Speaker: Neal Gussis, Principal, CCM Commercial Mortgage LLC

DEVELOPMENT & CONSTRUCTION TRACK1-1:50 p.m.Where There’s a Will … Overcoming Self-Storage Development ObstaclesMost every self-storage development project experiences a few hindrances. Some are easier to conquer than others. This seminar will address many of the common obstacles faced by new and even seasoned facility developers and provide guidance to help you clear hurdles. Topics will include site selection, zoning and more.

Speaker: Ben Burkhart, Owner, BKB Properties

INVESTMENT & FINANCE TRACK1-1:50 p.m.Self-Storage and the Capital Markets: A Panel DiscussionThis panel will discuss the latest lending products available for the self-storage market, including rates, terms and costs. Our presenters will provide real-life case studies of successful transactions. You’ll even hear from an actual borrower who will share his experience with various debt products and the costs and benefits he encountered.

Moderator: Shawn Hill, Principal, The BSC GroupPanelists: Devin Huber, Principal, The BSC Group; Others TBA

Self-storage lien sales can be a major headache and expensive proposition, so it makes good business sense to try to avoid them. Rather than get bogged down in legal specifics, this session will provide strategies on how to reduce your number of auctioned units while still making money and turning problem units into new inventory to sell.

Speaker: TBA

MANAGEMENT TRACK11-11:50 a.m.Serving Self-Storage Customers: Do’s, Don’ts and the Path to Success

MARKETING TRACK11-11:50 a.m.5 Must-Have Features for Your Self-Storage Website In a noisy digital world, how do you stand out online? Learn how to optimize your website to serve existing self-storage customers, convert leads and save time with these five must-have website features. Our presenter will discuss responsive websites and the key metrics you should be tracking, plus how to turn your website into your best salesperson.

Speaker: Holly Ritchie, Director of Marketing, The Storage Group

OWNERSHIP TRACK11-11:50 a.m..The 5 Mistakes We Made in Self-Storage (And How We Fixed Them)With millions of dollars at stake, self-storage operators must effectively manage employees and provide a safe and secure environment. Unfortunately, mistakes inevitably occur. Our presenters will share some valuable lessons learned while owning, managing and selling storage facilities. They’ll provide examples of actual missteps and demonstrate how they corrected them.

Speakers: Jason Allen, Owner/Agent, Performance Self Storage Group Inc.; Carl Touhey, Owner/Broker, Performance Self Storage Group Inc.

MANAGEMENT TRACK1-1:50 p.m.Avoiding the Cost and Hassle of Self-Storage Auctions

MARKETING TRACK1-1:50 p.m.Online-Marketing Strategies for State-of-the-Art Storage Operations It’s a new age of marketing. Are you up to date? This session will offer an in-depth look at the online strategies you should be deploying on your self-storage website to better compete in today’s crowded online environment. Get the scoop on the hot marketing topics you’ve been hearing about: on- and off-page search engine optimization, paid search, organic search, and more.

Speaker: Stephen Sandecki, Internet Marketing Specialist, LifeStorage

Sponsored by

(By Invitation Only)

LUNCH & LEARNNoon-1 p.m.

MANAGEMENT TRACK11-11:50 a.m.Serving Self-Storage Customers: Do’s, Don’ts and the Path to SuccessExcellent service is critical to the success of a self-storage operation. Our presenter will help you identify when the customer experience actually begins and share strategies you can follow to exceed customer expectations and increase occupancy and income. He’ll present service do’s and don’ts and outline a path to enhance your operation.

Speaker: William Gray, Regional Manager, Iron Guard Storage

DEVELOPMENT & CONSTRUCTION TRACK1-1:50 p.m.Where There’s a Will... Overcoming Self-Storage Development Obstacles


#ISSEXPO



My Schedule/Notes

145+exhibitors

countless ways togrow your business

new ideas through education



Add-O nters

International

Risk Management

Sales

g

11 a.m.-Noon ROUNDTABLE DISCUSSIONS

Noon-5 p.m. EXPO HALL OPEN

Noon-3 p.m. SESSIONS IN SPANISH

1-2:30 p.m

BUYERS & SELLERS MEETING IN EXPO HALL

3-3:50 p.m.

VENDOR PRESENTATION

3-5 p.m.

Sponsored by

Sponsored by

Sponsored by

Wednesday, April 8Registration Hours | 7:30 a.m.-5 p.m.Expo-Hall Hours | Noon-5 p.m.


OWNERSHIP3-3:50 p.m.Creating Your Self-Storage Security Program: Tools and PracticesSecurity, surveillance and access-control features not only give customers confidence in a self-storage property, they can provide authorities with important forensic information if a crime occurs. Our presenter will discuss best practices and cost-effective technologies that can add sophistication to your site security and new benefits to your business.

Speaker: Michael Gutmann, Developer/Owner, Reed Market Storage

NETWORKING4-5:30 p.m.Self-Storage Q&AGet your questions answered, network with fellow storage managers and win great prizes, too. This event is your opportunity to speak openly about the issues you face in the operation of your business. You could win one of several giveaways. Everyone is welcome to participate in this open, interactive event!

Moderators: Jim Chiswell, President, Chiswell & Associates LLC; Mel Holsinger, President, Professional Self Storage Management LLCIncluded with all registration packages.

EXHIBITS5:30-7:30 p.m.Expo Hall OpenIncluded with all registration packages.

NETWORKING 5:30-7:30 p.m.Cocktail Reception in Expo HallMingle with fellow attendees and meet with exhibitors over cocktails and hors d’oeuvres. This is always an expo favorite and is included with all registration packages.Co-sponsored by

INVESTMENT & FINANCE TRACK3-3:50 p.m.Creative Investment Strategies for Self-StorageTo be a successful self-storage investor, you need money, time and expertise. What happens if you’re missing one or more of these critical elements? Our presenter will share creative ways to break into the storage business that limit your risk and don’t require a lot of capital. He’ll also discuss how to leverage your available resources to grow and prosper.

Speaker: John Gilliland, President and CEO, Investment Real Estate LLC

MANAGEMENT TRACK3-3:50 p.m.Keeping Your Cool in Heated Situations: Communicating With Customers and Co-WorkersDon’t let that conversation you’re avoiding ruin your day! Knowing how to communicate with customers and co-workers during difficult situations is an important skill that can be used to prevent compromising relationships and improve engagement. Our presenter will provide insight and tools that will help you handle challenging interactions.

Speaker: Carol Krendl, President, SkilCheck Services Inc.

MARKETING TRACK3-3:50 p.m.Web-Marketing Straight Talk: Who’s the Real Boogeyman?Backed by objective third-party research, our presenter will dispel Web-marketing myths and expose realities of the online landscape more candidly than self-storage operators have ever heard before. You’ll leave this session armed with practical know-how for improving your online position and gaining more exposure to prospective tenants. Discover how to make the Web work in your favor.

Speaker: Chuck Gordon, Co-Founder and CEO, SpareFoot

SELF-STORAGE TALK MEET-AND-GREET IN EXPO HALL

your business with new ideas

.

.

INVESTMENT & FINANCE TRACK3-3:50 p.m.Creative Investment Strategies for Self-Storage

OWNERSHIP TRACK3-3:50 p.m.Creating Your Self-Storage Security Program: Tools and Practices


#ISSEXPO

ADD-ON PROFIT CENTERS TRACK8-8:50 a.m.Self-Storage Retail Results: Merchandising, Sales and MoreThe sale of packing and moving supplies requires more than well-stocked shelves. Facilities that generate the most revenue from retail products have artistic displays and proactive managers who recognize every customer as a sales opportunity. Learn how to get the most from this profit center through better merchandising and improved techniques.

Speaker: Rob Kaminski, Vice President, Supply Side USA

INTERNATIONAL TRACK8-8:50 a.m.Comparing Emerging Markets in the Global Self-Storage IndustrySelf-storage is evolving and expanding worldwide. How does it compare from region to region? Our speaker will discuss the global storage markets, focusing on Latin America and Southeast Asia. He’ll talk about similarities and differences between markets as well as key operators, specific projects, challenges, growth opportunities and more.

Speaker: David Blum, Owner, Better Management Systems LLC

RISK MANAGEMENT TRACK8-8:50 a.m.Understanding and Fine-Tuning Your Self-Storage Rental AgreementThis session will highlight the significant terms and conditions of a self-storage rental agreement to help owners and managers better understand the legal relationship they have with their tenants as well as the parties’ rights and obligations to each other. Areas of discussion include limitation of value, non-bailment, insurance, lien-sale rights and tenant termination.

Speaker: Scott Zucker, Partner, Weissmann Zucker Euster Morochnik P.C.

INTERNATIONAL TRACK9-9:50 a.m.Keys to Launching a Successful Self-Storage Operation in EuropeTo be successful with a self-storage operation in Europe, you must understand the unique facets of that market. The few American companies that have attempted to “conquer” it have faced many obstacles, including cultural diversity. Our presenter will look at the successes and failures of two U.S. companies and review the distinct characteristics of the European industry.

Speaker: Phillippe Peyrot, CEO, Annexx

RISK MANAGEMENT TRACK9-9:50 a.m.Risk-Management Best Practices for Self-StorageUnderstanding how to properly protect your self-storage business from financial loss is critical to long-term business health. This session will help you retain more of the money you earn through risk management. Our presenters will provide an overview of insurance policies, industry-specific endorsements, the underwriting process, limits, deductible options and the transfer of risk.

Speakers: Mark Marshall, Risk Manager, Extra Space Storage; Kathy McElwaine, Director of Risk Management, CubeSmart

SALES TRACK 9-9:50 a.m.The Anatomy of a Good Self-Storage Phone-Sales Call and ScriptThe No. 1 job of a successful self-storage manager is unit rentals, many of which begin on the phone. Our presenter will help you perfect your phone-sales script and presentation, providing detailed information and real-life audio examples that will help you increase your facility’s close rate.

Speaker: Mike Rhoads, Executive Vice President, PFG Capital LP

STAFFING TRACK9-9:50 a.m.Employment Laws and How They Apply to Self-StorageThe legal issues associated with self-storage staffing can be overwhelming, especially when you consider the increasingly litigious nature of our society and the rapidly changing employment regulations. Our presenter will increase your familiarity with today’s employment laws, discussing legal restrictions that affect you as a storage operator and common human-resources errors to avoid.

Speaker: Wendy Christie, Consultant, Human Resource Associates

ADD-ON PROFIT CENTERS TRACK10-10:50 a.m.Is Now the Time to Invest in Boat and RV Storage?Whether you’re thinking about adding boat/RV storage to a new build or have extra land at your existing storage facility that can be converted, this niche service can be a great ancillary profit center. In this session, you’ll get an overview of this storage type including trends, building types, a pro forma of a potential build-out, financing and more.

Speaker: Robert Hayworth, President, Baja Construction Co. Inc.

INTERNATIONAL TRACK10-10:50 a.m.An Insider’s View of International Self-Storage: A Discussion With the ExpertsSelf-storage continues to flourish around the globe, but not without some hard learning. Our expert panel of international storage experts will provide insight to trends, strategies and lessons based on their development and operation of facilities across several continents. You’ll benefit from their experience in areas including construction, financing, marketing and more.

Moderator: RK Kliebenstein, Vice President of Acquisitions, Metro Storage LLCPanelists: Dallas Dogger, Managing Director, Centreforce IT Pty. Ltd. (Australia); Wadih Haddad, Founder and CEO, The Box (United Arab Emirates); Graham Lomax, European Director of Sales, Gilderol Self-Storage Solutions (United Kingdom); Robert Madsen, President, U-Lock Mini Storage (Canada); Guy Pinsent, CEO, Less Mess Storage (Continental Europe); Nancy Torres, Director of Latin America Business Development, Janus International Group (Latin America)

RISK MANAGEMENT TRACK10-10:50 a.m.Cyber-Liability Exposures for Self-Storage Operators: Understanding Your Online RisksWhile websites, social media, property-management software and electronic databases help streamline self-storage business efficiencies, these technologies are also subject to privacy and data breaches that could result in reputational damage, loss of sales, costly claims or other legal issues. Our presenter will help you understand your cyber-liability exposures and manage and mitigate your risks.

Speaker: Mike Schofield, President and CEO, MiniCo Insurance Agency LLC

SALES TRACK8-8:50 a.m.10 Powerful Selling Techniques to Maximize Self-Storage ProfitabilityIn this session, you’ll learn proven self-storage sales techniques that will increase your facility’s lead generation, customer visits, rental activity and economic occupancy. Our presenter will not only show you how to maximize your sales presentation, he’ll share creative ways to overcome customer objections and close each sale.

Speaker: Brad North, President, Advantage Consulting & Management

STAFFING TRACK8-8:50 a.m.Self-Storage Recruitment and Hiring: Finding Your Best ManagerThe self-storage manager is the linchpin to a facility’s success. Finding and hiring the right person to oversee your operation takes time, planning and dedication. Forget the “old school” way of recruiting staff. Our speaker will offer a fresh approach to ensure you hire the right manager the first time, avoiding unnecessary expenditures of time, money and other resources.

Speaker: Joseph Niemczyk, President, Executive Self Storage Associates Inc.

ADD-ON PROFIT CENTERS TRACK9-9:50 a.m.Generating Revenue From Self-Storage Tenant Insurance and Protection PlansWhen properly executed, a self-storage facility’s tenant-insurance or tenant-protection program can bring in thousands of dollars per year in additional revenue. There are several programs available, and a variety of suppliers, allowing you to choose the one that’s right for your business. Discover how to generate income while avoiding tenant claims.

Moderator: TBAPanelists: Ted Dobbs, Protection Sales Leader, Deans & Homer; Todd Levy, National Sales Advisor, Storsmart Insurance Co.; Mario Macaluso, Storage Business Owners Alliance Tenant Insurance; Matt Schaller, Executive Vice President, Tenant Property Protection; Joseph Torrisi, Vice President of Insurance Services, On the Move Inc.




SESSIONS IN SPANISHNoon-12:15 p.m.Introduction Included with all registration packages.

Speaker: Nancy Torres, Director of Business Development for Latin America, Janus International Group

SESSIONS IN SPANISH12:15-1 p.m.Economic Feasibility: How to Determine if Your Self-Storage Project Is ProfitableLearn how to determine the profitability of your self-storage project with valid financial data. Our presenter will teach you how to get the information you need to make business decisions with conviction.

Included with all registration packages.

Speaker: Orlando Wong, General Manager, Megastorage

NETWORKING1-2:30 p.m.Buyers & Sellers MeetingDo you have a property to sell? Are you looking to buy? If so, this is the event for you. Find properties that are available in your region and who’s looking to buy and sell. You will be able to meet with buyers, sellers and brokers in the designated area of the expo hall.


SESSIONS IN SPANISH1:15-2 p.m.Intelligent Conversions: Recycling Buildings for Self-StorageDiscover what you need to be successful with a self-storage conversion project, from site selection to due diligence to construction and more.


Speaker: Nancy Torres, Director of Business Development for Latin America, Janus International Group

SALES TRACK10-10:50 a.m.World-Class Tactics That Drive Self-Storage SalesTo get customers “off the fence” about renting with your self-storage facility, you need strong sales skills and tools. Our presenter will teach you the most effective ways to get a prospect’s attention and closing behaviors to seal the deal. He’ll talk about scripts, customer types, sales reporting and more, and provide useful handouts for your office.

Speaker: Phil Murphy, Owner, Next Door Storage/CallPotential

STAFFING TRACK10-10:50 a.m.An Open Discussion on Self-Storage Manager CompensationManager compensation is a hot topic in self-storage, so bring your questions and get insight from our presenters, who have great, outside-the-box ideas on how to reward your employees. Don’t let your staff slip away to a competitor who offers a better package! This session will change your thinking regarding your No. 1 asset—your facility managers.

Speakers: JB Sills, Operations Consultant, A+ Management Group LLC; Stephanie Tharpe, Vice President of Operations and Marketing, A+ Management Group LLC

NETWORKING11 a.m.-NoonRoundtable DiscussionsCovering a wide array of topics, roundtable discussions are a smart way to maximize your seminar experience. Get one-on-one time with speakers and get your questions answered in this intimate setting. A bell will be rung every 10 minutes to encourage table rotation.


EXHIBITSNoon-5 p.m.Expo Hall Open



Sponsored by

SESSIONS IN SPANISH2:15-3 p.m.How to Use Technology in Self-Storage: Software, Security and AutomationLearn about administrative software, security systems and automation that can increase the value of your self-storage property and attract customers. Our presenter will address these topics in non-technical terms, sharing ways to integrate these tools into your business.


Speaker: Ernesto Arzac, President, Bodegas Usted Guarda

VENDOR PRESENTATION3-3:50 p.m.Creating the Effortless Self-Storage ExperienceThe mission of self-storage technology provider OpenTech Alliance Inc. is to make self-storage easier to use so more consumers will use it. In this presentation, you’ll learn how the company is executing on its vision of being a self-storage owner’s most valuable partner. Our presenter will provide an overview of OpenTech’s products and services including kiosks, a call center, online rentals, collections tools, chat tools and more. He’ll show you the company’s three-year road map and answer audience questions.


Speaker: Robert Chiti, President and CEO, OpenTech Alliance Inc.

Sponsored by

NETWORKING3-5 p.m.Self-Storage Talk Meet-and-Greet in Expo HallCome mingle with members of Self-Storage Talk, the industry’s largest online community. New and existing members welcome! Membership is free, so come on down and join!

Sponsored by

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VENDOR PRESENTATION10-10:50 a.m.Online Storage AuctionsThis presentation addresses the emerging trend toward using online auctions instead of live auctioneers for self-storage lien sales. Our presenter will cover all the essentials. He’ll discuss the benefits of online auctions, how they work, and how to ensure you comply with state lien laws. He’ll also address issues of communication, customer service and technical support. Finally, he’ll teach you how to create a successful auction listing and attract bidders. Included in all registration packages.

Speaker: Leonard Pecker, Director of Customer Service, iBid4Storage.com

POST-CONFERENCE WORKSHOP1-5 p.m.Legal Learning Live WorkshopThe popular Legal Learning Live Workshop returns in 2015 with a new focus: the big mistakes. Every day, self-storage operators make common and often expensive blunders in the operation of their facilities. Our presenter contends it’s because they complicate what should be a very simple business model, creating unintended consequences.


Speaker: Jeffrey Greenberger, Partner, Katz Greenberger & Norton LLP

POST-CONFERENCE WORKSHOP1-5 p.m.Pricing WorkshopTraditional self-storage pricing approaches, such as “everyday low pricing,” can be relatively easy to implement but typically result in less revenue—and far less profit—than more systematic and dynamic strategies. In this workshop, you’ll learn how to take greater control over your facility’s start rates, move-in promotions and rate modifications for existing customers.


Speaker: Warren Lieberman, President, Veritec Solutions

POST-CONFERENCE WORKSHOP8 a.m.-NoonManagement WorkshopThis workshop is designed to give the novice facility manager an overview of what he needs to be a productive, profitable and successful employee. It can also serve as continuing education for the manager who wants to update his skill set and refresh his knowledge base.


Speaker: Mel Holsinger, President, Professional Self Storage Management LLC

POST-CONFERENCE WORKSHOP8 a.m.-NoonOwner/Operator Executive WorkshopThere’s power in information. If you’re a self-storage owner or regional manager—someone who makes decisions about the direction of your business—there’s no better investment you can make than the comprehensive, relevant information you’ll get in this workshop.


Speaker: Bob Copper, Owner, Self Storage 101

VENDOR PRESENTATION8:30-10 a.m.How Self-Storage Professionals Can Become Invincible to Lawsuits and Save Thousands in TaxesLearn the strategies and tools the nation’s top law firms use to save clients millions of dollars each year. This session will provide solutions to lawsuits, taxes and probate. Our presenter will discuss how to structure your business for lawsuit protection and prevention, ways to reduce your liability-insurance costs, ways to minimize taxes, and how to create a successful estate and business-succession plan. You’ll learn how to make yourself unattractive to a plaintiff attorney so he won’t pursue a lawsuit against you, five tax-reduction strategies often missed by professionals and their advisors, and tools you can use to pass assets to your heirs tax-free.

Speaker: G. Kent Mangelson, Senior Advisor, American Society for Asset Protection

Sponsored by

Thursday, April 9Registration Hours | 7 a.m.-2 p.m.


EXHIBITOR LISTING

180 Self-Storage LLCwww.180selfstorage.com

AA Portable Storage Delivery Systemwww.aaportablestorage.com

A-Lert Building Systems (A Division of Centurion Industries Inc.)www.alertbuildingsystems.com

ABR (Accent Building Restoration Inc.)www.abrusa.com

Advance Storage Lenders LLCwww.advancestoragelendingllc.com

All From 1 Supplywww.allfrom1supply.com

Ameristar Fence Productswww.ameristarfence.com

Argus Self Storage Sales Networkwww.argus-selfstorage.com

Assured Revenue Corp. (DoorSwap)www.doorswap.com

AutoGate Inc.www.autogate.com

Automatit Inc.www.automatit.net

Bader Co.www.baderco.com

Baja Construction Co.www.bajacarports.com

Bellhopswww.getbellhops.com

BETCO Inc.www.betcoinc.com

BOS Container USAwww.boscontainer.com

BSC Group, Thewww.thebscgroup.com

California Self Storage Associationwww.californiaselfstorage.org

CallPotentialwww.callpotential.com

Cannon Storage Systems Inc.www.cannonstorage.com

Capco Steel Inc.www.capcosteel.com

CCM Commercial Mortgagewww.ccmcommercialmortgage.com

CDS Moving Equipment Inc.www.cds-usa.com

Celtic Financial Group LLCwww.celticfinancial.com

Centershift Inc.www.centershift.com

Chateau Products Inc.www.chateauproducts.com

CrucialClicks.comwww.crucialclicks.com

CubeSmartwww.cubesmart.com

DAI General Contractingwww.daigc.com

DBCIwww.dbci.com

Deans & Homerwww.deanshomer.com

District Managerwww.district-manager.com

DOMICOwww.domico.com

DoorKing Inc.www.doorking.com

East Bay Constructionwww.eastbayconstruction-usa.com

Empower Software (Storage Commander)www.storagecommander.com

Everbrite Inc.www.renewstorage.com

Express Building Systemswww.expbldgsys.com

Extra Space Storage Inc.www.extraspace.com

Find Local Storagewww.findlocalstorage.com

Forge Building Co. LLCwww.forgebuildings.com

G5http://getg5.com

Global Roofing Companywww.globalroofingcompany.com

Go Local Interactivewww.golocalinteractive.com

Great American Tenant Insurance Programwww.citysecuritiesinsurance.com

Green Country Lights LLCwww.greencountrylights.com

Havener Enterprises Inc.www.miniseaboxes.com

Home Savings Bankwww.home-savings-bank.com

Horizontal Lift Co.www.horizontallift.com

I.C.E. Signswww.icesigns.com

iBid4Storage.comwww.ibid4storage.com

Inside Self-Storagewww.insideselfstorage.com

Inside Self-Storage Storewww.insideselfstoragestore.com

Investment Real Estate LLCwww.irellc.com

Janus Internationalwww.janusintl.com

Jordan Architects Inc.www.jordanarchitects.com

Karnak Corp.www.karnakcorp.com

Kiwi II Construction Inc.www.kiwiconstruction.com

Linkmedia 360www.linkmedia360.com

Lockerfoxwww.lockerfox.com

Sponsored by


Logis-Tech Inc.www.logis-tech.com

Mako Steel Inc.www.makosteel.com

Marcus & Millichap Real Estate Investment Serviceswww.marcusmillichap.com

Michaels Wilderwww.michaelswilder.com

MiniCo Insurance Agency LLCwww.minico.com

Nevada Self Storage Associationwww.nvssa.org

On The Move Inc.www.onthemovetrucks.com

OpenEdgewww.openedgepay.com

OpenTech Alliance Inc.www.opentechalliance.com

Pacific Southwest Realty Serviceswww.psrs.com

Paramount Metal Systemswww.paramountmetalsystems.com

Pascal Steel Corp.www.pascalsteel.com

PhoneSmartwww.phone-smart.net

Pilot Door Systems Inc.www.pilotdoorsystems.com

Platinum Roofing Inc.www.platinumroofinginc.com

PMC Commerical Trustwww.pmctrust.com

Ponderosa Insurance Agency LLC (Safestor)www.ponderosainsurance.com

Post Guard/1-800-Bollardswww.postguard.com

PTI Security Systemswww.ptisecurity.com

Quest Climate Control Equipment (A Division of Therma-Stor)www.questprotect.com

QuikStor Security & Softwarewww.quikstor.com

RAB Lightingwww.rabweb.com

Rabco Corp., Thewww.rabco.com

Rental Payment Solutionswww.rentalpaymentsolutions.com

SBS Construction (Select Building Systems Inc.)www.sbsworld.net

SEA CON LLCwww.seaconllc.com

Self Storage Associationwww.selfstorage.org

Self Storage Manager (E-SoftSys)www.selfstoragemanager.com

Self-Storage Talkwww.selfstoragetalk.com

Sentinel Systems Corp.www.sentinelsystems.com

Simkarwww.simkar.com

SiteLink Merchant Serviceswww.sitelink.com/payments/

SiteLinkwww.sitelink.com

Space Control Systems Inc.www.spacecontrol.com

SpareFootwww.sparefoot.com

Stealth Monitoring Inc.www.stealthmonitoring.com

Storage Business Owners Alliancewww.thesboa.com

Storage Group, Thewww.storageinternetmarketing.com

Storage Insurance Brokerswww.storageinsurancebrokers.com

Storage Rentals 24-7www.storagerentals247.com

Storage Structureswww.storagestructuresinc.com

Storage Treasures Inc.www.storagetreasures.com

Storage.comwww.storage.com

StorageAheadwww.storageahead.com

StorageRentPaymentwww.storagerentpayment.com

StorageTreasures.com/StorageBattles.comwww.storagebattles.com

StoreLocalwww.storelocal.com

Storitz Inc.www.storitz.com

Storsmart Insurance Co.www.storsmartinsurance.com

StorTrackwww.stortrack.com

Supply Side USAwww.supplysideusa.com

Syrasoft Self Storage Softwarewww.syrasoft.com

Tenant Property Protectionwww.tenantpropertyprotection.com

Texas Self Storage Associationwww.txssa.org

Trac-Rite Doorwww.tracrite.com

Trachte Building Systemswww.trachte.com

U-Haul Self-Storage Affiliate Network (WebSelfStorage)www.webselfstorage.com

Uncle Bob’s Management LLCwww.unclebobsmanagement.com

Universal Storage Containerswww.universalstoragecontainers.com

Universal Storage Groupwww.universalstoragegroup.com

Waikato Enterprises Inc.www.waikatoinc.com

William Warren Group, Thewww.williamwarren.com

XPS Solutionswww.xpsusa.com

Yodlewww.yodle.com

EXHIBITOR LISTING

APRIL 6-9 | PARIS HOTEL & RESORT, LAS VEGAS | EXPO HALL APRIL 7-8 36 36

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Documents

EXTENDED EARLY-BIRD RATES END FEBRUARY 16...Veritec Solutions EXTENDED EARLY-BIRD RATES END SOON FEBRUARY 16 EXTENDED EARLY-BIRD RATES END insideselfstorageworldexpo.com Countless