Edition 102 - August 2018

2018

102

August

INSIDER Cover

INTERNATIONAL MAGAZINE OF SELF STORAGE ASSOCIATION OF AUSTRALASIA

CONVENTION EDITION

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1800 622 626 | visyboxesandmore.com.au 2 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

SSAA INSIDER

In this Issue...

04

Chairman Keith Edwards final report

20

Convention Exhibitors

08

How to get the most out of the SSAA Convention 2018

23

Convention Sponsors

10

Industry News

24

Convention Program

11

Convention Speakers Profiles

33

SSAA Awards for Excellence Finalists

16

Maximising Sale Value When Selling Your Storage Business –Part 1

47

HR Members Forum- Conferences and Events – A great policies reminder

SSAA Board Members Chairman - Keith Edwards

Makala French Castelli

All Secure, New Zealand

National Storage, Queensland

Deputy Chairperson - Ivor Morgan

Shaun Bain

Jim’s Self Storage, Victoria

Keepsafe Storage, Western Australia

David Daddow

Ryan Coom

Able Self Stoage, South Australia

National Mini Storage, New Zealand

Jason Keane

Liz Davies

Sentinel Australasia,Victoria

Self Storage Australia, South Australia

Andrew Eastwood U-Store-It, South Australia

Toll Free – Aus: 1800 067 313 Toll Free – NZ: 0800 444 356 Tel: +61 3 9466 9699 Fax: +61 3 9466 8081 Address: Unit 4/2 Enterprise Drv, Bundoora Vic 3083 Email: admin@selfstorage.com.au Website: www.selfstorage.org.au Connect to our Social Media via our web site

Lifetime Members • • • • • •

Mark Bateman Frank Cooney Liz Davies John Eastwood Simone Hill Neville Kennard

• • • • •

Bob Marsh Jim Miller Jon Perrins Phil Robbie Mark Snooks

SSAA Staff • • • • • • •

Susan Phillips, CEO Jeannette Jones, Reception/Administration Michelle Stokes, Reception/Administration Simone Hill, Legal Advisor Andrea Bowman, Paralegal Melinda Wyper, Accounts Bryan Furtado, Marketing & Events

Published and Edited by: Social Ties Email: vforbes@socialties.com.au Designed by: Prodigitas Email: hello@prodigitas.com Advertising and Sub Editor: Bryan Furtado Email: marketing@selfstorage.com.au Insider is printed by Homestead Press Email: printing@homesteadpress.com.au

Insider is published bi-monthly by the Self Storage Association of Australasia registered in Australia ABN 23 050 341 725. This publication may not be reproduced or transmitted in any form in whole or in part, without the written permission of the publisher. Whilst every care has been taken in the preparation of Insider, the publisher nor any of its employees, sub-contractors or contributors assume any responsibility or liability for any loss or damage which may result from any inaccuracy or omission in the publication. The views expressed are not necessarily those of the publisher or editor. Furthermore, Insider has the right to accept or reject all editorial and advertising material. All letters addressed to the magazine will be regarded as “for publication” unless clearly marked Not for Publication. All submissions may be edited for reasons of space or clarity and opinions expressed in letters are those of the author, not of the publisher or editor.

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 3

SSAA INSIDER

Chairman’s Report M

Keith Edwards

y two-year term as Chairman is coming to an end, after a total of six continuous years on the Board.

and intelligent men and women, who are able to leave their personal hats outside the boardroom door and put the interests of SSAA, first and foremost. They all have been and continue to be, passionate about the industry.

I welcome, and strongly endorse the new Chairman, Ivor Morgan to the Chairman role and wishing him the very best for the next two years in the chair. As a secondgeneration facility owner, Ivor will bring exceptional skills and experience to the Association, together with a younger man’s point of you.

As the industry has evolved and grown, the SSAA has also been in a state of evolution. While the industry has continued to grow and expand, we have seen a large number of mergers and acquisitions that have naturally resulted in a drop in the number of members (not facility numbers) and income to the SSAA.

I’ve been privileged, during my term on the Board, to have worked alongside experienced

Malcolm Collins FAPI MPINZ

Collins & Associates undertakes valuations, demand studies, operational and benchmarking reviews and property research using over 25 years worth of in-house data covering the self storage industry nationally.

We work in all sectors of the market including regional and country centres. Our personal, direct and engaged advice to clients produces bankable results for first mortgage security lending, public prospectus, asset value and purchase or sale negotiation purposes.

Our well researched reports provide business background understanding and lending comfort to individuals and institutions utilising our experience.

Valuations | Self Storage | Property Consultancy m: +61 412 476 554 or p: +61 3 8456 5134 Suite 7, 2 Gilda Court Mulgrave Vic 3170 ABN 96 940 964 372 e: malcolm@malcolmcollins.com www.malcolmcollins.com

Our recent focus has been to obtain real data of facilities in Australasia, the introduction of the O Day for new members, progressive changes to the Executive, of which one result has been the joining of a number of existing facilities to now becoming Members of the SSAA. The Board, working with the Executive, has worked harder to achieve more favourable outcomes for the Members. I, as does the Board, believe that we are far stronger through being inclusive rather than exclusive. One of the results of this attitude has seen the Board and Executive working to obtain value-add to memberships.

We have achieved significant success with the better access, and widespread use of customer goods insurance.

The availability of the Mercedes Benz, discount purchase scheme, has seen significant savings on the purchases of new vehicles. VISY have been able to add to this with opening up the opportunity to purchase new tyres at discount rates. There are further schemes in the pipeline.

Singularly or together, these value-add packages can quickly add up to more than the cost of membership.

It becomes a bit of a no-brainer really doesn’t it?

Discussion on other possible membership drives are being considered, including the “member get member” scheme, as I have written about previously.

The direction and work on the Board is being done by those willing to put something back into your industry.

Please support them, as these positions are voluntary, and take a lot of their personal time.

I understand that this will be read while we are at the Brisbane Convention.With this in mind, I hope everyone takes at least one thing home from the Convention and resolves to implement it. The Convention would have been a success. Of course, it is also such a great opportunity to network and to see the new innovations coming to our industry.

On a personal note, I am looking forward to growing and renewing friendships that have been made during my time on the Board. Some of these would not have happened, but for this great opportunity.

4 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

SSAA INSIDER

CEO’s Report

W

elcome to the special Convention edition of the Insider magazine.

As you are reading this the SSAA Executive have migrated north for the winter, for one week at least, to host the annual SSAA Convention 2018 in Brisbane, Queensland.

There have been many changes over the last two years within the Association.We have continued to work to improve on service delivery to members via several avenues.

Facility Owner benefits

include the introduction of an annual review process of storage agreements ensuring that they comply with current consumer law. Legal Help Desk - We have employed a Paralegal (Andrea Bowman) to assist Simone Hill in the Legal Department with queries posed by members to the Legal Help Desk.

When a query from a New Zealand member is subject to NZ law then it

is redirected to Darryl King of Jackson Russell in Auckland.

HR Help Desk - An agreement was established with HR Central in 2017 to provide HR advice and assistance for Australian members as a trial.If the trial is considered to be successful it is anticipated that the service will be offered in NZ. Website - A new look, modern website was launched in 2017. The SSAA will migrate this site across to a WordPress platform in 2019. The Storage Finder Website is currently undergoing some further work to allow for improved search capabilities.

Service Member benefits

include market profiling and opportunities to engage with SSAA facility owners and potential new customers at the Open Days.

New Membership Growth-

A project to establish the size of the self storage business across Australia and New Zealand is now complete.

The results of this project will be presented at the Convention in August.

Other elements of this project included gathering member data not previously captured and the compilation of a list of businesses that are non-members, to target for SSAA membership.

SSAA Board- The AGM has been incorporated into the Annual Convention since 2016. Board director induction and training was introduced

6 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

in 2016 to ensure Directors gained a complete understanding of their legal responsibilities.

An Audit, Finance and Risk Committee was established in 2017 to provide oversight of the Association’s finances.

An external director chairs the committee.

At the 2017 AGM an updated Constitution was adopted following a review. The Board proposed that the new document complied with the SSAA’s status as a not-for-profit company limited by guarantee and was consistent with the Australian Corporations Act 2001 (Cth). The specific provisions that are unique and integral to SSAA’s structure were retained.

Convention Improvements-

In 2018 the Awards for Excellence categories were completely overhauled.

An independent panel of 5 judges have assisted with re-developing the scoring system and revise the weighting of specific categories to assist with a more balanced result. These projects and more have been a focus for the SSAA Executive and Board, but there is more to come. I look forward to sharing this information and more with all members, particularly if you are at the Convention. Do you have a topic you would like to discuss? Perhaps you have a suggestion about a research project that the SSAA could undertake in 2018/19, or a new service you would like to see introduced. Look forward to hearing from you soon.

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SSAA INSIDER

How to get the most out of SSAA Convention 2018 I meet hundreds of attendees, exhibitors, speakers and sponsors every year that attend conventions all over the world and their feedback on these shows varies widely. Many attendees invest money into attending conventions throughout the year, while others invest so much more - they invest themselves!

So, as an attendee, how can you get the most out of the SSAA Convention 2018?

Here are four sure-fire ways to get the maximum amount of value you can from this year’s convention.

1.Know WHY you’re going

This may sound obvious, but you’d be surprised by the number of people that attend a convention without having a clear goal in mind. Do you want to: • Find someone to help you with your security?

• Learn more about email marketing?

• Meet your future marketing manager?

• Get help with your legal enquiries?

Whatever the reason, make sure you think about it before-hand and I promise, you will be a lot better off than if you merely rock up and just ‘see what happens’.

2.Plan

Bryan joined the SSAA as Marketing and Events Manager in 2017 and as the organiser of the SSAA Convention 2018, he shares his tips on how to maximise your attendance.

Bryan’s background as an award-winning marketing and communications professional, with over 10 years of experience, has given him greater insight in to how Businesses can grow and develop from attending Conventions.

to meet like-minded people and make life-long connections. As the saying goes, ‘The best deals are made at the bar’.

The SSAA Convention this year is hosting, a Trade Show in the Spotlight, TransTasman Golf Championships, Industry Leader’s dinner, High Tea, and a Gala Awards Dinner, make sure you get to these events. You’ll thank me later.

4.Have a post-convention strategy

The work doesn’t end when you get back to work on Monday. It’s actually quite the opposite. Here are my tips on how to maximise your post-conference ROI: Make Space – Don’t just go back to work on Monday and jump straight into your emails. Extend your out-of-office for that

It’s not enough to know why you’re there. You also need to have an action strategy for when you get there. The SSAA Convention 2018 has its official app (Whova) where you can see the entire convention program, and you can also plan your agenda down to the session and lunchtime meeting.

Make sure you do your research and see what exhibitors/solution providers are attending, and pre-schedule meetings with the ones you think might be able to add value to your business.

3.Attend all of the Networking Events you can

It’s not enough to go to the SSAA Convention 2018 and sit down in the sessions taking notes. The majority of people that work in the Self Storage industry spend a good portion of their time sitting at a desk. The SSAA Convention is an excellent opportunity 8 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

extra day and go through your notes, business cards, and key takeaways and de-clutter your thoughts which will help you implement these lessons later.

Get Focused – Now is the time to step back from the notes and have a look at your business. Look at where the issues are; what needs improving, and what works well! This will give you an excellent idea of which areas need your attention.

Take Action! – Time to get in there and get your hands dirty. Take a deep breath and start to put into action all the great things you’ve learned from the Convention and Yes! A smart thing to do would be to purchase an early bird registration for the 2019 convention that can save you hundreds of dollars for your next convention experience.

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SSAA INSIDER

Industry News

Kennards Self Storage and KeepSafe Storage Formalise Business Relationship in Western Australia

K

ennards Self Storage Business Class clients can now enjoy self storage options in Western Australia invoiced under the Kennards banner, as they have joined forces with Western Australia’s newest member to the storage scene, KeepSafe Storage.

Winners of the Self Storage Associations “Storage Facility of The Year” KeepSafe provide similar values and exceptional customer service to Kennards. Modern, purpose built properties, ethical operations and outstanding customer service. It was the perfect opportunity to provide Kennards Business Class clients more value and greater choice in areas where they aren’t.

Through the partnership KeepSafe will match Kennards Business Class program rewards scheme providing clients a seamless storage experience.

Kennards have been growing their business along the East Coast of Australia and Western Australia has always been an area of opportunity.

KeepSafe recently opened their newest centre in Welshpool last month complimenting their other centres in Balcatta and O’Connor

FKSL Management rebrand to Self Storage Management Solutions

I

n 2016 the industry saw the merger of the operating management businesses of StoreLocal and Fort Knox Storage (Qld), creating FKSL Management. In June 2018 rapid growth has fuelled the need for a rebrand to better communicate the value the company provides to their corporate, and independent owners.

From 1 July 2018 FKSL has changed its name to Self Storage Management Solutions.

Self Storage Management Solutions CEO Hans Pearson said “we’ve just reached our milestone 50 storage facilities, representing 33% growth in area under management in less than 2 years, and a more balanced management client base of third party owners.”

“We’re working with storage owners in addition to the foundation StoreLocal and Fort Knox Storage (Qld) stores, with more independent owners now seeking to work with us to build efficiencies, gain access to our suite of management tools, and our in-house construction and training teams” Mr. Pearson continued.

The new name Self Storage Management Solutions more clearly represents what the business is focused on - providing excellence in self storage management solutions. What hasn’t changed is the team’s passion for storage and focus on bringing fresh energy and innovation to clients right across Australia.

SSAA are pleased to announce the appointment of Rachel Grant of Coastline Storage and Removals, NSW to the Board of Directors

R

achel has been involved in the Self Storage industry since 2007. Rachel is an owner operator of the independent facility, Coastline Storage and Removals. The facility is based in Woonona on the South Coast of NSW and Rachel has owned the business for a period of nine years.

Rachel works in the business on a day to day basis and plays a very active role in overseeing all sales, marketing and operations. Rachel is

dedicated to customer service excellence and is focused and passionate about the industry.

In 2014, Rachel identified that there was a demand in the market to provide additional services to her clients requiring storage. Therefore, Fox Enterprises was born, incorporating several companies that support the storage industry. These included, removals, box manufacturing, cleaning, home maintenance and styling.

Before owing a storage facility, Rachel worked in marketing, media and communications. Rachel has 20 years experience in this industry working for several national marketing and media companies including News Limited, Channel

10 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

10, Austereo, Fairfax, GrainCorp Australia, PBL Magazines and The Avillion Hotel and Resort Group. Along with a number of major brands including Nestle, McDonalds and Toyota.

Rachel is dedicated to customer service excellence, sales, strategic development, marketing and communications.

In addition to being passionate about the self storage industry, Rachel also enjoys travel, skiing and plays an active role in supporting a number of charities.

SSAA INSIDER

Convention Speakers assignments across Australasia. David is regarded as an expert in the self storage industry, having undertaken work for all major market participants including Kennards Self Storage, Abacus Property Group, Rent A Space, Safe ‘n’ SOUND, Fort Knox Storage and National Storage.

David Blackwell Director- URBIS

The Questions you want answered

Date: August 23, 2018 Time: 11:00 am – 12:00 pm

D

avid is a Director within the Real Estate Advisory team at Urbis.

David joined Urbis from Blackwell Consulting in 2012 and has over 35 years’ experience in the real estate industry concentrated in property valuation and specialised consultancy. Over his 20-year association with the self storage industry, David has assisted with a range of valuation, transaction management and consulting

Alita HarveyRodriguez

Founder-Milk It Academy

Women in Business High Tea Date: August 23, 2018 Time: 3:40 pm – 5:00 pm

A

lita Harvey-Rodriguez is known as one of Australia’s leading Digital Marketing Futurist and the brains behind Milk it Academy. A research based training firm to advance marketers skills into new school digital leaders and company innovators. For over a decade Alita has worked with global brands including SAP, Experian, SEMRush, TS14+, Estee Lauder, Myer, Power Retail, & Online Retailer.

Alita is a regular contributor to Women’s Agenda, SEMRush, internetretailer.com.au, Power Retail, Net Registry, 2017 ORIA Judge (Online Retailer Industry Awards) and the leading lecturer at the Digital Marketing Institute for Marketing Automation.

The Science of Innovation Sustaining vs. Disrupting Date: August 23, 2018 Time: 12:00 pm – 01:00 pm

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Convention Speaker Profiles

David Bartlett Premier of Tasmania 2008-2011

The Expectation Economy Date: August 23, 2018 Time: 8:30 am – 9:30 am

D

avid Bartlett has built an extensive career leading people through change in innovation, science and technology - having driven people and technology strategy in both the private and public sector at the highest levels.

David was the 43rd Premier of Tasmania and the first Gen X Premier in Australian history implementing wide ranging policy reform in innovation, high speed telecommunications, education, water, agribusiness and renewable energy.

He entered politics following an extensive career in IT and innovation in the private and public sector. During his time in politics he also held the positions of Minister for Innovation, Science & Technology and Minister for Education & Skills.

and enlightening, a business event featuring Bernard is sure to be a hit.

Bernard writes two weekly columns for The Australian newspaper that deal with social, generational and demographic matters, and has authored six books, the most recent was published in 2014 titled More Decent Obsessions: The small things that tell the big picture. His other books include, The Big Shift: Welcome to the Third Australian Culture, The Big Picture, Man Drought: Why are there so many single women in their 30’s?, What is it with Generation Y? and lastly, Decent Obsessions: Why it’s okay to sweat the small stuff. He routinely appears as a commentator on a variety of television shows in Australia, including Business Sunday, A Current Affair, 60 Minutes, Today Tonight, Today Show, and Nightline.

Bernard’s unique skill is to take the latest data and then transfer this into a highly entertaining, very informative and above all else extremely relevant presentation on what the future environment will be for both businesses and individuals.

Damien Gooden CEO, HR Central

All You Need to Know About HR and Why Date: August 23, 2018 Time: 12:00 pm – 1:00 pm

With over 20 years of experience in small businesses, Damien oversees a team of IT Developers and HR Specialists to provide Cloud-based software and HR advice all around Australia. He works closely with Franchise Groups to learn and understand the business and provide a unified HR solution. He holds qualifications in Human Resources and Information Technology (Business Systems).

Jim Stewart

CEO- Stewart Media Expand Your Brand in the Search for Storage Date: August 24, 2018 Time: 11:00 am – 12:00 pm

Bernard Salt

Author and Business Advisor Self-storage and the new Australasian lifestyle Date: August 24, 2018 Time: 2:00 pm – 3:00 pm

B

ernard Salt, a former partner at KPMG, is one of the most well-known writers, media personalities, and business advisors in Australia. Used to large crowds and the cameras, Bernard has the uncanny ability to explain even the most complex ideas in a way that everyone in the room can understand. Well-spoken, engaging,

J

im Stewart is the founder and CEO of StewArt Media, a leading Australian digital marketing company and a Google Premium Partner. For almost two decades, Jim has achieved outstanding success for local and international clients across a diverse range of industries with a continual focus on adding value. Jim is considered a pioneer in Australian digital brand marketing and an expert in all strategies including SEO, conversion rate optimisation, paid advertising, content management, migrations, and site audits.

He has produced a weekly video for thirteen years that offers invaluable advice and industry updates to thousands of subscribers and has won Smart Company Best Business Blogs. He is also the SEO subject matter expert for ProBlogger and a prolific speaker on both the local and international stage.

12 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

Kaisa Qvist

Strategic Partner Manager- Google Ok Google, how do I set up my business for success in the digital world?

Date: August 23, 2018 Time: 2:40 pm – 3:40 pm

K

aisa is a technology and digital marketing professional with vast experience in helping business partners and clients grow their businesses.

As a Strategic Partner Manager at Google, she helps small businesses in Australia and New Zealand grow and prosper through digital marketing with the help of Google Premier Partners.

Convention Speaker Profiles

Dallas Dogger

Founder- Centreforce Technology Group My marketing can’t compete with big sites; how can I compete with them?

Date: August 24, 2018 Time: 12:00 pm – 1:00 pm

D

allas Dogger is the founder of the Centreforce Technology Group. From the late 80’s he has been involved in the development and sales of Self Storage software and has been instrumental in the development of software and web marketing used by many sites worldwide, pioneering many features in software used today.

Richard Cooper

Business Advisor-KPMG What, who, how and when Date: August 23, 2018 Time: 3:40 pm – 4:40 pm

R

ichard gets a buzz from observing a family working together to create an environment for both family members and the family enterprise to thrive to achieve personal and business goals.

Richard’s role is to bring first hand insights and a proven approach to bring out the best in family business. Richard has 15 years of commercial advisory experience and is an accredited Family Business Advisor, assisting mid to large multi-generation families to capitalise on their unique strengths and opportunities.

Andy Pudmenzky

Digital Campaign SpecialistGlobal Payments Simple Website Strategies For Storage Success Date: August 22, 2018 Time: 9:00 am – 10:15 am

Having designed his first hand-coded website at the age of 13 (back in the days of 28.8kbit/s modems, mind you), Andy developed a keen interest in web & audio / visual technologies since he was old enough to reach the keyboard.

Since 2006, Andy has held the position of Marketing Manager at a Brisbane-based software company, where he sets budgets & formulates campaigns, designs print / web / video content, writes content for eBooks & inbound marketing collateral, and designs & maintains a number of company websites.

Andy has over two decades of proven working experience and holds certifications in a number of video, marketing, technical, audio visual and UX areas

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W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 13

Convention Speaker Profiles

when operating a Self Storage business, and is also a regular contributor to the Inside magazine. Simone often presents at SSAA conventions and Summits and as a lawyer who speaks plain English you can understand, she is always highly regarded.

Tim Creighton

Andrea Bowman

What we know now.

Navigating the MAP (Manual of Advice & Procedures- Daily Business Operations)

Associate Director-URBIS

Paralegal- SSAA

Date: August 23, 2018 Time: 3:40 pm – 4:40 pm

T

im is a Associate Director within the Real Estate Advisory team at Urbis. Tim has over five years’ experience as a specialist self storage valuer and consultant with extensive experience in the valuation and analysis of both operational and proposed self storage facilities throughout Australia and New Zealand. Tim has developed a reputation as an emerging leader in the self storage industry and regular engages with numerous self storage stakeholders including financiers, analysts, owners and managers. Tim recently published the first edition of the Supply Tracker which monitors the development status of proposed and future self storage facilities across Australasia.

Simone Hill Legal Advisor It’s Private

Date: August 22, 2018 Time: 10:45 am – 12:00 pm

Legal Slam

August 23, 2018 Time: 12:00 pm – 1:00 pm

S

imone Hill is Australasia’s pre-eminent legal expert in contractual matters concerning self storage. A valuable member of the SSAA team Simone has been involved in the Self Storage industry for over 20 years. She has helped literally hundreds of SSAA members in dealing with interesting legal predicaments that arise

Darryl King

Partner- Jackson Russell Cartel laws – what every self storage facility needs to know Date: August 22, 2018 Time: 10:45 am – 12:00 pm

Date: August 22, 2018 Time: 9:00 am – 10:15 am

A

ndrea Bowman is the inhouse paralegal to the SSAA. She has over 22 years’ administrative experience in various roles, including Paralegal and legal assistance roles both in Melbourne and Canada (approx. 15 years in legal).

Legal Slam

August 23, 2018 Time: 12:00 pm – 1:00 pm

D

arryl is a partner in Jackson Russell’s Business Law team. His areas of legal speciality are mergers and acquisitions, franchising, securities, and general corporate and commercial law.

Darryl has over 20 years’ experience of advising on, structuring and negotiating commercial transactions across a range of industry sectors. He specialises in contract negotiations, franchising, mergers and acquisitions, derivatives and securities, and general corporate and commercial law. Darryl is focused on providing effective commercial solutions in a New Zealand and international business environment.

Darryl works with companies across a range of sectors, including food and beverage, retail, manufacturing, derivatives, business services and import/export sectors. His clients range from privatelyheld and family-owned business and investors through to subsidiaries of NZX listed companies, private equity owned companies and subsidiaries of multinational companies. His international experience includes working in the London office of leading global law firm Allen & Overy. Darryl is an active member of the Franchise Association of New Zealand and is a member of the Association’s Legislation and Government Liaison committees.

14 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

Grant McNamee CEO- IBidon Storage

It’s Storage Wars Online Date: August 23, 2018 Time: 9:30 am – 10:30 am

G

rant McNamee founded iBidOnStorage as a response to the perennial problem of all self-storage businesses — dealing with delinquent customers and storage units tied up with their goods.

With two decades of industry experience working for the likes of Millers Self Storage and Storage King, Grant considers himself a true “student of the industry”, learning the ropes as a Storage Consultant and working his way through the ranks to a General Management position for one of the industry’s largest companies, overseeing the operations of over 140 locations across Australia and New Zealand. Grant’s vision is for iBidOnStorage to be the foremost online auction platform for the storage

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 15

SSAA INSIDER

Maximising Sale Value When Selling Your Storage Business – Part 1

By Nick Miller, Principal - Hunt & Hunt, Melbourne

C

ongratulations on what you’ve done to build up your storage business! A tough gig: all that stress, hard work, lost family time, and in many cases, loneliness.

Have you already decided what you will eventually do with your business? Maybe you’ll sell it, one day? Maybe you’ll hand it on to family or sell to an employee?

Maybe you’ll merge with something bigger?

In this first of a two article series, we consider the various issues that can impact on how successful the sale of your business will be, as well as discussing the main drivers of value. The second article will highlight common legal issues that reduce value, and how to fix these issues.

Issues that can impact on sale success

Many private business owners end up selling their business after receiving an unexpected offer (one they haven’t planned for), from a sophisticated, welladvised buyer that’s already in your industry.

Unless there are other potential buyers, there is no competitive tension. Despite their best intentions, many sellers get deal fever. After signing up to some form of heads of agreement which describes the deal at a high level and has a very nice price, a seller may then continue well down the path to signing formal sale documents and consummating a sale, even though the price keeps dropping during negotiations. This is because they have already emotionally committed to sell.

The problem is they aren’t prepared for a sale – the business (whilst successful and profitable) is held together by the force of their personality, their involvement and their relationships. Unfortunately, buyers won’t pay good money if that’s all there is. They will only pay if the business has a force of its own.

Buyers want to lock in revenue and margin through advantageous customer and supplier arrangements. They want to know they will own the intellectual property (brand, any specially developed systems, etc) that makes the business work and they want to lock in the systems that have made the business successful.

Buyers want to avoid taking on risk – the risk of losing good employees, of claims by employees, the tax office or dissatisfied customers. They want to know that from day one, they will be able to occupy the business premises under a secure tenancy. Buyers also want to avoid the risk of uncertain liabilities.

Unfortunately, sellers who fail to prepare their business for sale usually see a significant loss of value during the negotiations part of the sale process:

Nick Miller, Principal - Hunt & Hunt, Melbourne

10%, 20%, 30% or more disappears either upfront or as a result of concessions given by the seller during the negotiations.

The main drivers of value

If you want to sell your business for the best price, we need to look at the key factors in valuing a business.

Firstly, the sale multiple – as the name suggests, it multiplies a business’s earnings to calculate a sale price, so increasing the multiple does a lot more to your sale price than increasing earnings. For example, if your business delivers earnings before interest, tax, depreciation and amortisation or EBITDA

Employment and Workplace Relations services

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Corporate and M&A services

of $1 million and the multiple is 4, the “enterprise value” is $4 million, but with a multiple of 5, it’s $5 million - $1 million more without any extra earnings!

A multiple reflects risk, as it’s the required rate of return a buyer will pay. The less risk, the higher the multiple. Multiples will vary depending on the type of business being sold and will depend on factors such as: • competitive position in the market, including barriers to entry; • margins (a higher margin means a higher multiple); • scale (larger scale means a higher multiple); • quality of earnings (that is, consistent upward trend over several years and looking to be sustainable going forward, not overly reliant on a small number of customers); • strong management team and management systems; • whether the business is in a growth industry; • quality of financial and other information (so audited accounts for several years add real value); and • the particular buyer (a strategic buyer will pay a higher multiple – perhaps an overseas buyer setting up in Australia).

Overall, the more organised your business is, the better your risk management – the

higher your multiple will be.

Another valuation driver is reduced reliance on you as the owner. If you are integral to your business, it will be worth less to a buyer than it would be if, instead, you had systems in place so you didn’t need to be involved in every decision. If, rather than leveraging your relationships every time something goes wrong with a key customer or an employee, you have signed customer contracts, written employee procedures and agreements – your business will sell for more. In other words, the less your business needs your face or name to succeed, the more it will be worth to someone else.

Finally, separating yourself financially from the business will help increase its value – for example, we recommend

that you remove from the business all private expenses, company owned cars that aren’t used in the business and any family employees who might be seen as ghost workers.

If you’re serious about preparing to maximise value, one of the best steps to take is to obtain a rigorous valuation. This will ensure you have realistic expectations.

Like opening up the back of an old watch, you will see what financial parameters drive value, enabling you to focus on these to increase sale proceeds.

For more information head to www.hunthunt.com.au

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Don’t let computer failures paralyse your facility. With Sentinel’s da Vinci’s you’ll experience freedom from the fear that your facility will never be inconvenienced.

The latest da Vinci model keypads are designed to retain all valid storer codes and operate without a PC.

YOU’LL NEVER NEED TO WORRY ABOUT PC FAILURES AGAIN!

Access Control & Individual Unit Alarms ● Sentinel Access Control interfaces with all major management software programs ● Supports multiple communication chains ● The communications with the hardware runs as a service, so no login to the pc is required ● If a communications chain fails, the system can be set to auto restart ● You can email and/or SMS (text Messages) events to Platinum users ● Can be used with remote alarms or remote access control using the internet or local network ● Easy to install and use over a network ● Has web access features. The program can be accessed from a web browser ● Supports access only users (with passcode only keypads)

PH: 1300 852 117 PH: 0800 002 587 AUSTRALIA

NEW ZEALAND

info@storagesecurity.com.au www.storagesecurity.com.au

Sentinel Australasia distributes to all of Australia, NewAL Zealand, and Asia.

Installers 18 // SELF STOR AGE ASSOCIATION OF AUSTR ASIA / Indonesia W W W.SELFSTOR AGE.ORG. AUand technicians in every state of Australia, NZ and throughout Asia.

Convention Speaker Profiles

Susan Phillips CEO- SSAA

Meet & Greet First Time Attendees

acknowledged as an expert regarding the valuation of self storage properties and portfolios, including ‘greenfield’ developments. Malcolm is the Director of Collins and Associates, where he provides Director-only advice, market commentary and valuation reports – mortgage and asset valuations, market value and prospectus reporting and financial reporting to a range of styles and sizes of self storage facility operators located across Australasia.

Malcom is a Service Member of the SSAA and has continued his membership for about 20 years.

Date: August 22, 2018 Time: 12:45 pm – 1:15 pm

How to get the best from the 2018 agenda Date: August 22, 2018 Time: 8:20 am – 8:30 am

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usan Phillips is the Chief Executive Officer of the Self Storage Association of Australasia based in Melbourne with her entry to self storage commencing back in 2005 in Charters Towers, North Queensland where Susan built her first self storage facility. Her interest in giving back to her community led to several roles within the Chamber of Commerce, the Townsville Hospital and Health Service Board, the Queensland Government Business Advisory Group and a board position with the Self Storage Association.

Kaustubh Deshmukh CEO- Prodigitas

Is your self storage business digital ready yet?

Date: August 23, 2018 Time: 9:30 am – 10:30 am

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austubh is the co-founder of Prodigitas and helps businesses generate ROI from their website and digital marketing efforts. He comes with an extensive experience of working with businesses in Australia & New Zealand for their digital marketing. As a HubSpot partner, he is also passionate about helping businesses adopt the right marketing technology.

Malcolm Collins

CEO- Collins and Associates Valuations Basics and Disruption Date: August 23, 2018 Time: 9:30 am – 10:30 am

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alcolm Collins is a highly respected valuer with a broad range of experience built up over 40 years, including the last 20 undertaking self storage industry specific valuation and consulting assignments. He is

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arah Keenan has been with Bishop Collins since 2001, and has diligently earnt her role as Associate Director of the Business Services team at Bishop Collins. Sarah is extensively qualified in Business Services Accounting. Graduating from University in 1998 with a Bachelor of Commerce and later going on to complete her Diploma in Financial Planning. Sarah has also achieved the prestigious title as a “Fellow of CAANZ”, due to 10 years of membership and her ongoing, voluntary contributions back to the profession and the community. Currently Sarah is the Regional Chairperson of CAANZ. More recently Sarah has specialised in Cloud Accounting Conversions. Motivated by her passion to provide expert assistance to her clients to simplify their financial workloads, and helping them towards making informed decisions in their business. Ultimately leading them to the success they had envisioned in their business.

Sarah Keenan Associate DirectorBishop & Collins

The Benefits of Cloud Accounting, Benchmarking and KPI’s Date: August 22, 2018 Time: 9:00 am – 10:15 am

Glenn Harris

Director- Bishop & Collins Do you own your Self Storage premises in the most tax effective structure?

Date: August 22, 2018 Time: 10:45 am – 12:00 pm

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lenn is one of the Bishop Collins Directors, who brings a fun and professional dynamic to the team. As a child Glenn chose to be an Accountant over a vet as he discovered, through work experience, that he loved using numbers and being part of a team.

Glenn loves being a problem solver. His passion for Accounting is continually being fuelled through helping clients when they feel they have a problem too big. Glenn loves giving clients hope for the future and reassuring them “everything will be ok”.

Glenn started his Accounting career as a cadet in 1990 alongside doing his degree.

By 1995 Glenn was a qualified Chartered Accountant. Glenn has a broad knowledge of the Accounting spectrum. Having owned his own practice “Harris and Associates” for 7 years, Glenn now loves to focus on business restructuring, property transactions and being a “sounding board” to businesses needing financial advice.

When asked to describe himself in 3 words Glenn is very modest in his reply of: “funny, handsome and intelligent”.

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Exhibitors iNC Digital - Booth 1

iNC Digital Media is the essential digital media partner for traditional advertisers in Australia. They are a team of like-minded marketing professionals specifically available to create high performing digital marketing campaigns for their clients.

Homestead press – Booth 2

Since 1984 Joe Barbaro and Homestead Press have helped businesses, government and private customers with their printing needs and forged a reputation for service, quality, prompt turnarounds and competitive prices.

and service, Lifts, Goods Hoists, Goods Lifts, Freight Hoists, Freight Lifts, Goods Personnel Lifts, Goods Personnel Hoists, Car Lifts, Car Hoists (ride on and nonride on versions) Truck Lifts, Scissor Lifts, Elevating Work Platforms and Airport Ground Support Equipment

Regis Built – Booth 11

For over 20 years, RegisBuilt has positioned itself in both the Self-Storage building and warehouse construction industries, as a trusted leader that pride ourselves in building quality projects with competitive pricing. RegisBuilt has supported many small to large business owners on a variety of self storage and warehouse construction projects.

RegisBuilt understands the demands and complexity of design and construction, and as a result we deliver seamless projects that are delivered on time. We pride ourselves on setting realistic and transparent expectations during the project lifecycle, where unexpected events are minimised.

BORDER WATCH 1800 06 1800 Help protect Australia’s border

Border Watch - Booth 3

Border Watch is our single collection point for community and industry information about suspicious or illegal immigration, customs or border-related activities.

So if you see something suspicious—or something that just doesn’t feel right—flag it anonymously with Border Watch and help the Australian Border Force keep our community safe.

Even the smallest piece of information could be useful.

You don’t have to give your name.

Sentinel Australasia - Booth 6

They provide outstanding and competitively priced, market leading self storage access control software and hardware. Sentinel can be packaged with their management software or can interface with several other management software programs available to the industry such as StorMan and SiteLink.

Self Storage Association of Australasia – Booth 12

The Self Storage Association of Australasia (SSAA) was founded in 1990 by a small group of facility operators and industry suppliers. It has evolved into a trusted and professional industry advisory body, representing approximately 1500 self storage facilities across Australia and New Zealand.

Havener – Booth 13

Havener - PSB has been in the self-storage business for over 20 years. Running nearly 1,000 units in our warehouse complex, we are proud to be a true manufacturing company that can support you and your storage needs. Offering more than those other companies that are just resellers, PSB is happy to show you the success portable storage can bring you.

Steel Storage Group – Booth 14 BOS Containers - Booth 7 and 8

BOS (Build On Site) Quick Build portable storage containers can be delivered flat pack to your site and assembled in minutes. Made in Germany from 20 gauge galvanized steel they are strong and sturdy, completely weatherproof, theft proof and secure. BOS Quick Build Containers are a versatile solution for storage and warehousing. They can be joined, stacked and dismantled as needed and can be used both indoors and outdoors.

Lock Distributors – Booth 9

For more than 25 years, Lock Distributors has offered high-quality specialist security products and accessories for a number of industries including vending and coin-op, gambling and entertainment, and self storage.

Our range features a variety of innovative security products and a wide variety of plug and cam locks, and hasps and bars. We also offer the millennium round lock—the only lock of its kind with the patented slipring in a variety of configurations for very high security application.

Our cylinder lock system is designed for self storage.

With no shackle or slide bolt, it’s a flush-mounted lock with the mechanism buried in the door.

Steel Storage is the most established value creator for self storage operators and investors. A driving force in the development and growth of the self storage industry in Asia, Australasia and Europe we are the partner of choice for the leading self storage brands in these regions.

Urbis - Booth 15

At Urbis, their dedicated self storage team combine over 35 years of specialist knowledge and experience to create value in the self storage industry.

Their team can assist you with: • Valuation • Feasibility analysis • Transaction advice • Specialised research Portfolio analysis and performance management • •

USC – Booth 16

Universal Storage Containers LLC (USC) is the original pioneer of using foldable innovative technology in the design of portable containers, which provides dramatic cost savings to customers.

Storman – Booth 18 and 23

Storman Software is a SSAA Principal Partner. Storman’s range of self storage management software allows self storage operators, from a single site through to the largest multi-site organisation, to effortlessly manage sites by: Offering you a suite of tools - which have been refined by working with the largest industry players for over 20 years - designed to automate the day-to-day tasks.

Maximising your chance to rent units through our intuitive sales follow-up tools.Providing timely and relevant automated reporting to management and administration staff based upon permissions.Only paying for what you need, with easy add-on modules to support your business as it grows.

Storco – Booth 19

STORCO Storage Systems is a leading self storage construction company in Australia with over 30 years’ experience in building self storage facilities. We are a 100% Australian owned company with full in-house manufacturing facilities producing quality products designed exclusively for self storage. We can assist you with your self storage construction project from start to finish, from site plans and council approval through to construction and handover.

Self Storage Management Solutions – Booth 20

Self Storage Management Solutions is a self storage management company that has 43 stores under management nationally and expanding.

Whether you’re new to the industry or looking to outsource the management of your storage facility or simply looking for an alternative, think local and call Self Storage Management Solutions. We offer lower fees and flexible terms and have over 60+ years of self storage experience.

Sitelink – Booth 21

SiteLink Web Edition has been voted as the best Self Storage Management Software in the prestigious “Best of Awards”. Held annually by “Inside Self Storage” – the leading business Journal for the Self Storage industry globally - six years running. Judged by users – not judges! SiteLink wins awards time and time again because it’s feature rich, easy-to-use and delivers true accuracy through PCI- DSS certifications and SOC 1 certifications. SiteLink Web Edition is used by over 14,000 operators worldwide and is installed on 45,000 computers handling millions of transactions monthly.

iBidOnStorage – Booth 22

Don’t allow your next storage unit auction to go unnoticed, lost amongst vehicles, electrical goods, wine, fine art and collectibles. TV shows like Storage Wars and Auction Hunters have long been feeding a growing army of Treasure Hunters looking to turn a profit from storage unit auctions, but where do they go to find these auctions? iBidOnStorage is Australia’s only online auction platform dedicated to the storage industry, specialising in storage unit auction.

Bishop Collins – Booth 24

Bishop Collins are a dynamic professional services firm with a long and proud history of delivering financial and business solutions to its clients.

They take the time to develop meaningful business relationships and understand the needs of their clients.

This vital process of understanding your business allows them to match their services with your needs, providing you with financial clarity and freedom.

Visy Boxes & More – Booth 17 Southwell Lifts & Hoists - Booth 10

The first choice for Lifts and Hoists in the Self Storage industry - design, manufacture, installation and servicing in all States and NZ. Southwell Lifts & Hoists design, manufacture, install

Visy Boxes & More is an Australian company that has been operating for over 40 years (previously as Homewrap). With beginnings in the removals industry Visy Boxes & More has learnt the value of right packaging for the right product. Our range of products has been developed to provide boxes and protective packaging for just about any item, whether big or small, bulky or fragile.

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Prodigitas – Booth 25

Prodigitas provides modern marketing technology and services for self storage businesses. A proud member of the SSAA, we can help SSAA Members with website development, digital marketing (SEO & PPC) and

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Inbound Marketing. Over the years, we have helped more than 2000 businesses in Australia achieve their digital marketing goals. They are HubSpot partners and certified on Google Analytics & Google Adwords.

and professionalism. In 2017, they were crowned as the Gold Coasts’ Best Emerging Business presented by the prestigious Gold Coast Business Excellence Awards.

With over 500 years collective industry experience, Orbitz Elevators has the proven capacity to provide knowledgeable and experienced personnel for their complete range of products and services.

HR Central – Booth 26

HR Central is an Australian owned company, specialising in Human Resource Management for Small and Medium Business, the Franchise Sector and Membership-based Organisations. Working in partnership with our clients, we provide HR Software and Services to ensure that your business is compliant in its HR obligations. We are practical and affordable with our advice and guidance and work hard to give you the confidence so that you are in control of your HR. Think of us as an extension of your own business.

Storage Commander Australia – Booth 27

Storage Commander has been an industry leader in self-storage software since 1998, and by continuously redefining how technology has been used in the industry has been the key staple in their development.

Both managers and owners using Storage Commander Cloud can benefit from the exciting new features of both lightning fast, web-based self-storage software and their locally run on-site platform to seamlessly manage their facilities.

PTI Security Systems – Booth 32

PTI is the world’s leading brand, the only access control security system designed and built for self-storage.

With over 25,000 systems installed worldwide in over 30 different countries with the ability of seamless interfacing with leading self-storage management software (StorMan, Sitelink and many more) PTI is clearly the world standard for self-storage.

Serving the Australasian industry for over 20 years PTI Australasia can provide you with in house advice, designs, repairs, top level 24hrs support and access to our approved installer network throughout Australia, Asia and New Zealand.

Platinum Signs – Booth 33 - 34

Provide high visibility signage to give businesses a competitive edge. Services include: fleet branding, Banners and Stickers - Car, Truck and Trailer wrapping 3D Lettering - Modules covers - Traffic Signs - Branding design, printing services, banners, window detailing and others.

Signage can be on display 24/7, reaching potential customers even out of business hours. It can help develop your brand recognition and identity while using up previously unprofitable blank space.

Sweepers Australia – Booth 28

100% Australian owned company, dedicated to providing an unparalleled service and exceptionally competitive prices to its customers of sweeping and scrubbing equipment throughout Australia.

The sole importers of the RCM range of sweepers and scrubbers in Australia, with national distribution facilities.

Sales are backed up by our comprehensive service and spares operation, with experienced technical staff and fully equipped service vehicles for on-site repairs and service, minimising down time and enhancing productivity. Servicing all brands. Choose from outright purchase or maintained hire to suit your budget.

AON – Booth 35

AON is Australia’s leading provider of broking and consulting services for risk management, insurance transactions, reinsurance, human capital consulting and financial planning.

AON is a global leader in the design and provision of risk services and products. Aon offers you: quality cover; secure insurers; experienced, qualified brokers; in-depth industry knowledge; competitive premiums and a medium to long-term outlook.

Safetech - Booth 29

Australia’s premier dock products and lifting solutions company. They design and manufacture materials handling equipment, dock equipment, scissor lifts, vehicle lifts, hoists, cranes & lifting devices and palletising solutions for a diverse range of industries including retail, manufacturing, distribution centres, self-storage, food & beverage, mining and construction.

Midland Insurance Brokers – Booth 30

Midland Insurance Brokers are Self Storage insurance specialists. With over 20 years of experience in Self Storage insurance, Midland Insurance Brokers have extensive expertise providing peace of mind through stability, strength and security. Our long term relationship with the Self Storage Association Australasia dates back to 1996 and the strength of this partnership is attributable to a consistent and proven approach for your business needs.

Orbitz Elevators – Booth 31

Orbitz Elevators proudly offer high quality European engineered elevators for the Self Storage industry across Australia. Orbitz Elevators have installed numerous lifts for many industry giants and they are rapidly building their reputation for having fast and reliable elevators. They are preferred suppliers for many Self Storage facility designers, operators and owners and they continue to provide leading vertical transportation solutions for the Self Storage industry.

In recent years, Orbitz have built a strong reputation for delivering superior customer service with flexibility

Taurean Door Systems – Booth 36

Taurean Door Systems is a business unit of Stramit Corporation Pty Ltd and form part of Fletcher Building Group. Specialising in the manufacture of roller & sectional doors and roller shutters to Australian commercial and residential customers nationally.

Operating out of two purpose built facilities in Melbourne and Brisbane, Taurean Door Systems distributes doors and openers across Australia every day via our Stramit Branch network in metropolitan and regional centres. We manufacture locally and we utilise local product including Colourbond steel in our door manufacturing. Supplying a large volume of roller doors to the storage market and are continuing investment in their plant and processes to deliver the best and most efficient product to the market.

InXpress – Booth 37

First class service, World class ship p in g - InXp ress have partnerships with world-class carriers that handle the pick-ups and deliveries on behalf of their customers. Your local InXpress

shipping specialist will work with you to determine the right carrier and service option for your requirements at great prices.

QueAccess - Booth 38

QueAccess Pty Ltd specialise in self storage security offering, Self Storage specific Access Control with fully alarmed units, CCTV, Gate Automation, Intercoms, Locks, Keys, Safes. With 50 years combined service in the security industry who pride themselves on quality workmanship and customer satisfaction.

Centurion Garage Doors – Booth 39

The Garage Door Experts Centurion Garage Doors have been the industry innovators since 1976. After all this time, they are still family owned and operated.

Providing high-quality garage doors, automation and accessories to the Australian market. Using Australianmade BlueScope Steel. Their range of roller doors are suitable for Mini Warehouse applications through to larger doors for the shed market.

R6 Digital – Lounge Area

R6 digital offers self storage websites for small, medium, large and multi-site groups. With over 25 years of Self Storage operational experience, they can create a website and digital marketing campaign for your storage facility. Guided by their staff and clients, driven by technology and innovation, and motivated by success and results, R6 digital sets out to get measured results. They are specialists in the field of Self Storage Marketing, Motorsport Promotions and Online Digital Marketing & Web Development.

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WE’RE TAKING SECURITY TO NEW HEIGHTS IN 2018.

GEAR UP FOR CLOUD-BASED SECURITY SOFTWARE.

Rise above the competition.

When you partner with PTI, the future is always here. We’ve been securing self-storage facilities for 38 years, and in 2018 we’re taking innovation to new heights. Stay tuned for our newest development and always count on PTI for: • New technology – designed to created a seamless customer experience • Security expertise – with over 35,000 installations • Facility automation tools – when only the best security will do, turn to PTI For technology that meets your needs now and for years to come, rely on PTI – from A.I. to IoT we’re always thinking ahead.

To learn more, please visit: www.ptisecurity.com/2018 or call +61 7 3216 5524.

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Convention Sponsors Major Sponsor

Principal Partners

Gold Sponsors

Awards Sponsors

Lanyards Sponsor

Event Partner

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Convention Program Wednesday 22 August 2018 8:00 AM

STREAM 1

Registration and Arrival Tea and Coffee 9:00 AM

The Benefits of Cloud Accounting, Benchmarking & KPI’s Cloud Accounting is the way of the future. We are heading into a world of single touch payroll where eventually everyone will need to be in the cloud.

Cloud Accounting allows you to have access to your financials anywhere at any time on any device. The benefits of this to your day to day business running are huge. We will also advise you on the benefits of Benchmarking in your business and how to effectively use KPI’s to grow your business and keep it on a steep incline to success.

Sarah Keenan, Associate Director, Bishop Collins

10:15 AM

STREAM 1

Morning Tea & Network Break 10:45 AM

Do you Own your Self Storage Premises in the Most Tax Effective Structure? (Australian Content Only) We are looking forward to bringing you vital, actionable information on how you can restructure your business assets to help you not only grow your wealth but also how to properly set up your self storage business investment to protect it against possible risks in the future. With a focus on Self-Managed Super Funds, we can show you the advantages and disadvantages of different business structures. Our focus is to help you in maximising your investment wealth.

Glenn Harris, Director, Bishop Collins

12:00 PM Venue - P1

Lunch & Networking Break 12:45 PM

First Time Attendees Session If this is your first SSAA Convention come along and meet the CEO and SSAA Team.

Susan Phillips, CEO, SSAA

1:15 PM SSAA Facility Tours - A unique opportunity to explore the inner workings of a successful storage facility undertaking best business practices.

Bus Waiting Area - Glenelg St

6:00 PM STREAM 2

STREAM 2

9:00 AM

Simple Website Strategies For Storage Success It will cover the following: • Using simple data to drive better decisions • The freemium economy / DONT’s, dos and do it now • Video Strategies for success - how video can drive improvement in your organisation Andy Pudmenzky, Digital Campaign Specialist, Global Payments Mitch Bain, Global Payments

STREAM 3

9:00 AM

New Hires - Recruitment, Induction & Performance No matter how brilliant your service, products or strategy may be, your team will be the driving factor in achieving success. Join us for this informative seminar where we explore how simple it can be to invest in your people early on and learn why this is more important than you may think!

Leisa Rennie, HR Specialist, HR Central

10:45 AM

Digital Marketing Workshop Bring your website, AdWords and Facebook accounts and be prepared to completely overhaul them in the hands-on workshop that shows you how the best storage facilities do their digital marketing.

Michael Dogger, General Manager, R6 Digital Chris Vanek, Head of Digital, R6 Digital

Trade Show In The Spotlight - enjoy drinks & canapes in the Trade Exhibition.

Thursday 23 August 2018 7:30 AM Registration and Arrival Tea and Coffee

8:15 AM Main Plenary Welcome to the SSAA Convention 2018 MC- A Focus On People

STREAM 3

10:45 AM

Cartel Laws- what every self storage facility needs to know - New Zealand Following recent changes to the Commerce Act 1986, it is now unlawful for a business agreement or arrangement between competitors to include a “cartel” clause unless an exemption applies. This applies to all businesses (not just drug smugglers and large corporates!). The seminar will be a practical session to get you up to date with the recent changes and what you and your managers need to do to comply.

It will cover the following: Basics of cartel laws Implications for you and your self storage business How to assess if the cartel laws apply to proposed business arrangements Risk areas for facilities to watch out for What you need to be aware of as part of an industry association to ensure you comply with competition law Darryl King, Partner, Jackson Russell Lawyers, New Zealand

Welcome from the Self Storage Association of Australasia Susan Phillips, CEO, SSAA

8:30 AM Main Plenary The Expectation Economy Consumers, led by their smartphones and other connected devices are expecting the extraordinary.

How can businesses respond to these rapid and growing expectations? David tells stories and unpacks strategies from some of the most innovative companies around the world to help audiences understand the expectation economy and its components of two-way transparency, motivational currencies, new channels and the immediacy principle.

David Bartlett, Premier of Tasmania 2008 - 2011

STREAM 1 STREAM 4

STREAM 4

9:00 AM

Navigating the MAP (Manual of Advice & Procedures- Daily Business Operations) Jump aboard the SSAA Legal Ship with Paralegal, Andrea Bowman as we navigate through the vast ocean of the Self Storage Industry learning how to deal with strong currents, storms, tides, icebergs and avoid being lost at sea!!!

Andrea Bowman, Paralegal, SSAA

10:45 AM

It’s Private! - Australia What information is covered by privacy laws?

How must you ensure the protection of private information? What are your responsibilities if you breach privacy laws?

In this session, Simone Hill will review recent changes to Australian Privacy Legislation and remind members of their obligations when collecting, storing and disclosing private information. Where are your agreements stored?

Who has access to those agreements? Where is your CCTV footage stored? Who can you release it to? Who can pay for a storer’s account? Who can be provided with a receipt? What happens when a Storer moves out - what happens to their agreement? How do you record credit card numbers? What do you do with all those old agreements? These questions and more will be answered.

Simone Hill, Legal Advisor, SSAA Australia

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9:30 AM

Valuation Basics & Disruption Every day we hear about new industries affected by disruption. No one, it seems, is or will be immune.

Are you a disruptor? In an age that increasingly relies upon and demands data to reach clients, reduce risk and improve value, how connected, transparent and saleable is your business. What might this mean to you and your bottom line?

Malcolm Collins, CEO, Collins & Associates

STREAM 2

9:30 AM

Industry Insight - Big Data and How It is Shaping The Future Of Self Storage “Big Data” we have all heard of it, but what is it? how are large self storage companies using analytics to shape their businesses. Get set to see information like you have never seen it before.

Michael Dogger, General Manager, R6

SSAA INSIDER

STREAM 3

9:30 AM

Is Your Self Storage Business Digital ready Yet? With the online market playing a critical role now more than ever in the storage industry in Australasia, it is crucial for owners and stakeholders of storage businesses to know where they stand and how to leverage the digital market to drive more business for themselves. It is even more important for you to understand how local searches play a significant role in digital marketing, especially in the storage industry. Is your storage business online-marketing-ready?

Kaustubh Deshmukh, CEO, Prodigitas

STREAM 4

9:30 AM

It’s Storage Wars Online Like it or hate it, if you’re in self storage, you’re going to have to deal with debt management and auctions at some point. You’ll have two choices – turn a blind eye and hope for the best, or attack things head on. Storage Wars are here, so is technology. Embrace IT. Grant McNamee, CEO, IBidonStorage Simone Hill, Legal Advisor, SSAA

10:30 AM - Trade Show Area Morning Tea & Network Break

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Fire, Flood & Earthquake - Then What?

Join panel members: Guy Wilson, Fort Knox Self Storage; Darren Marshall, Kennards Self Storage and Hamish Edwards, All Secure Self Storage, as they recount the difficulties they overcame when hit by disaster. How did they manage the situation, the fallout, and the clean-up? What lessons were learnt?

Guy Wilson, Fort Knox Self Storage Darren Marshall, Kennards Self Storage Hamish Edwards, All Secure Self Storage

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11:00 AM Main Plenary

David Blackwell, Director, URBIS

12:00 PM

The Science Of Innovation Sustaining vs Disrupting Every organisation can innovate and everyone talks about innovation … But what is it really? In this session, you’ll discover how every business can innovate, just by adopting the right mindset and asking the right questions. Business innovation means making changes that add value, in terms of either revenue growth or increased operational efficiency. Innovation value can be new products, operational processes or business models. The ultimate goal is to safeguard the competitiveness and long-term survival of the organisation. What you’ll learn: • • •

The Questions You Want Answered How does the Australasian self storage market compare to international self storage markets? How has the self storage industry historically performed against mainstream asset classes? What and how prevalent are concessions? Will aggregators impact the industry? This presentation will tackle some of the most frequently asked questions, providing members with a concise snapshot of the state of the self storage industry.

12:00 PM

How ideas are born How innovation can help you solve your toughest business challenges Innovation principles to inspire innovation culture in your organisation

Alita Harvey Rodriguez, Founder, Milk It Academy

STREAM 1

STREAM 4

Grant Shaw, Border Watch Coordinator, QLD John Houghton, Coast Watch, NZ

2:30 PM Main Plenary A Word From The Major Sponsor Joel Shulkin, Strategic Marketing Manager, Visy Boxes & More

2:40 PM OK Google, How Do I Set Up My Business In The Digital World?

This presentation will take a look at recent trends in consumer behaviour and how your business can leverage those trends to maximise business results.

Learn how to set your business up for success online with some great practical tips. Learn Google from Google Kaisa Qvist, Strategic Partner Manager, Google

STREAM 1

3:40 PM

Quality Results.....Speak For Themselves Even in this day of modern technology, did you know that the majority of customers still prefer to pick up the telephone? Skills can be easily trained.....but attitude is the key...Tracie Davison tackles customer service and provides the tips and tricks to improvise and always give more than people expect!

12:00 PM

Legal Slam - Open Mic You’ve heard of poetry slam, story slam and maybe even discovery slam. At the convention this year we are introducing a world first - legal slam! This will be an ‘open mic’ session where members of the audience will have the opportunity to grill the SSAA’s lawyers on all things legal.

12:00 PM

New Zealand Customs relies on the eyes and ears of everyday people to help stop illegal practices and is constantly seeking information from the public on any suspicious border activity. That’s why we have Coastwatch 0800 4 CUSTOMS. This is a nationally coordinated, 24hour hotline to Customs. You can play a vital role in helping us protect New Zealand communities from international crime, illicit drugs, terrorism, smuggling and other illegal activities. You know what looks suspicious in your area, so let Customs know when you see or hear something. All information and details are treated anonymously and in confidence.

Lunch & Networking Break

Tracie Davison, Founder and Customer Service Specialist, Quality Results

Simone Hill, Legal Advisor, SSAA Australia Darryl King, Partner, Jackson Russell Lawyers, New Zealand

Help Protect our Borders Border Watch is the single collection point for community and industry information about suspicious or illegal immigration, customs or border-related activities. So if you see something suspicious—or something that just doesn’t feel right at your self storage facility—flag it anonymously with Border Watch and help the Australian Border Force keep our community safe. Even the smallest piece of information could be useful. You don’t have to give your name.

1:00 PM

STREAM 2

3:40 PM

Succession - What, Who, How & When “We have a succession plan in place…when I have had enough I will hand it over” (the incumbent generation). “What am I working towards?...it is all in Dad’s head” (the next generation). This situation can be a recipe for family tension and declining family business . The best family businesses have a clear plan for the future and treat succession as a process…not an event.

Richard Cooper, Business Advisor, KPMG

12:00 PM Main Plenary All you need to know about HR in Australia and Why How is your HR? For example, are you employing staff under a Fair Work Act Modern Award?

Are you familiar with the NES? Do you know what an IFA is?

How do you manage underperforming staff?

Got a headache yet?

This presentation will be your paracetamol to help you remove your HR pain and get your head around the compulsory HR obligations that are pertinent to SSAA Business Owners/Managers.

Damien Gooden, CEO, HR Central

STREAM 3

3:40 PM

What The Hell Is Cloud?

Wouldn’t it be great if technology was simple and all your business tools worked together? Have you ever said to yourself, “There must be a better way” or “These systems cause more hassles than they’re worth”? Most businesses use systems that cause stress and waste time and resources, but there is a better way. In this eye-opening session, communications and system specialist James Bomford will delve into the nuts and bolts of your technology headaches, showing you many options that can streamline your life and business.

James Bomford, Communication Specialist, Author

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 25

SSAA INSIDER

STREAM 4

3:40 PM

What We Now Know As the investment profile of self storage continues to evolve, so too does the number of new and aspiring market entrants and the associated increased levels of competition. The Australasian self storage industry is currently experiencing the highest level of development activity ever observed.

This presentation will look back on the trading performance of new facilities, delving into historical demographic detail that contributed to their overall success or underperformance.

Tim Creighton, Senior Valuer, URBIS

Women In Business- High Tea (Separate registration and payment required)

9:30 AM - Trade Show Area 2018 Convention Group Photo

10:00 AM - Trade Show Area Morning Tea & Network Break

10:30 AM Main Plenary The Kennards Story David Blackwell in Conversation with Sam Kennard David Blackwell, CEO, URBIS Sam Kennard, MD, Kennards Self Storage

Alita Harvey Rodriguez, Founder, Milk It Academy

4:40 PM - Trade Show Area Refreshments & Networking

Mike Element & Sandii Element, Life Coaches, Life & Business

11:00 AM Main Plenary

1:00 PM - Trade Show Area Lunch & Networking Break

Jim Stewart, CEO, StewArt Media

STREAM 1

12:00 PM

SMK - Social Media Knowledge Social Media Trends and Uptake 18/19 David Foki, Digital Manager, iNC Digital Media

STREAM 2

12:00 PM

My Marketing can’t compete with the Big Sites How can I compete with them?

Corner shops compete with big food retailers every day. Don’t be fooled, you can compete. We will show you how you can make improvements to compete with big operators.

Dallas Dogger, Founder, Centreforce Technology Group

2:00 PM Main Plenary Self-storage and the new Australasian lifestyle Over the last decade and into the next, Australasian cities are in the process of transitioning from an emphasis on suburbia to an acceptance and even a celebration of apartmentia. As baby boomers age they will downshift and downsize and in the process, they will require off-site self-storage. The greatest competitor to self-storage isn’t other self-storage operators it is the suburban garage and empty bedrooms. Take them away in a powerful social shift and the demand for self-storage sky rockets. And that’s precisely the social shift that will mark the next decade. Five million baby boomers will not age, instead… many will up and off to new locations and in the process, will look for ways to hang on to their belongings. Self-storage is an Australasian growth industry of the future. Do not miss Bernard Salt’s compelling vision of how the storage market will grow into the future.

Bernard Salt, Author & Business Advisor

3:00 PM - Trade Show Area Afternoon Tea & Networking Break

3:30 PM Main Plenary Round Tables Do you still have some questions? The roundtables allow delegates time with our exhibitors and speakers in a relaxed environment.

5:00 PM Close Of Day 2

7:00 PM Onward - The Plaza Gallery Industry Leaders Dinner (Separate registration and payment required) Connect with like-minded industry professionals, upskill or hear from leading players in the self storage business

Friday 24 August 2018 8:00 AM

12:00 PM

Expand Your Brand In The Search For Storage With the self storage industry in a constant state of flux, it is important to know where the industry is heading in the digital age to ensure you identify opportunities and position your business to leverage maximum growth. In this session, digital marketing expert Jim Stewart will demonstrate the changing face of SEO and search in the age of brand.

3:40 PM - Plaza Gallery “Slowing Down To Speed Up We’ve reached a point in society where we operate and work in a 24/7 environment. Our phones keep us connected to everything, allowing us to work harder and faster than ever before. But is it resulting in us working smarter? Is this hyper-connectivity really leaving us connected or disconnected? Do we give ourselves enough time to stop and think about creative solutions to our most challenging problems? Or are we just pressured to come up with quick ‘band-aid’ solutions that result in us just putting out fires? The idea of slowing down to speed up goes far beyond creating mental space. In this TED-style talk, you’ll be inspired to take on a fresh perspective, gain clarity of daily tasks and responsibilities and improve the quality of what goes on at work, as well as at home.

STREAM 4

The Art Of Persuasion Persuasion can sometimes be that subtle difference a skilled customer service person can bring into the conversation that can convert that casual phone enquiry into a confirmed booking.

Using these same skills can help that customer go from just wanting the cheapest price to someone who sees the value in what your product offers and is now happy to pay more for it! In this presentation, Mike & Sandii will show you effective (and proven!) methods that will help you persuade your customers to make a decision that will make their life better.

Arrival Tea and Coffee

8:30 AM Main Plenary Annual General Meeting Self Storage Association of Australasia

STREAM 3

12:00 PM

It Takes a Person to Add the Personal Touch The world is locked in a digital arms race. We’re fixated on becoming more automated, more efficient, more unmanned. But somewhere along the way, we lost something vital. Our humanity.

The ability to look someone in the eye and feel what they feel as we communicate with them. We forgot that people like dealing with people. When it comes to truly effective communication, nothing beats face-to-face, human interaction. Combining touch screen innovation and authentic human interaction, TELEPORTIVITY allows specialists to look their customers in the eye from anywhere in the world; to assist, face-to-face and on-demand, at your physical location using the latest in digital technology.

David Borg, Co Founder - Head of Channel and Business Teleportivity

4:30 PM Main Planary Trade Exhibition Prize Draws, Close & Preview of SSAA Convention 2019 Susan Phillips, CEO, SSAA

4:45 PM MC- Keep Safe & Go Well

4:50 PM Close of Day 3

07:00 PM Onward - The Boulevard Room Gala Dinner & SSAA Awards for Excellence / After Party

26 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

Booth 14 - Steel Storage

Booth 33 - Platinum Signs

Booth 15 - URBIS

Booth 34 - Platinum Signs

Booth 16 - USC

Booth 35 - AON

Booth 17 - Visy Boxes & More

Booth 36 - Taurean Door Systems

Booth 18 - STORMAN

Booth 37 - InXpress

Booth 19 - STORCO

Booth 38 - Que Access

Booth 20 - Self Storage Management Solutions

Booth 39 - Centurion Garage Doors

Booth 21 - SiteLink

Lounge Area - R6

Floor Plan

Booth 1 - iNC Digital (Google Partner)

Booth 22 - iBidOnStorage

Booth 2 - Homestead Press

Booth 23 - STORMAN

Booth 3 - Border Watch

Booth 24 - Bishop & Collins

Booth 6 - Sentinel

Booth 25 - Prodigitas

Booth - BOSDigital Containers Booth Booth 1 - iNC 1Digital -7iNC (Google (Google Partner) Partner) Booth 8 - BOS Containers

Booth Booth 2 - Homestead 2 - Homestead Press Press Booth 9 - Lock Distributors

Booth Booth 3 - Border 3 -10 Border Watch Watch Booth - Southwell Lifts & Hoists

Booth 26 - HR Booth Booth 22Central - iBidOnStorage 22 - iBidOnStorage Booth 27 - Storage Commander Australia

Booth Booth 23 - STORMAN 23 - STORMAN

Booth 28 - Sweepers Australia

Booth Booth 24 - Bishop 24 - Bishop & Collins & Collins Booth 29 - SAFETECH

Booth - Regis Built Booth Booth 6 - Sentinel 6 -11 Sentinel

Booth 30 - Midland Insurance Booth Booth 25 - Prodigitas 25 - Prodigitas

Booth 12 - SSAA Booth Booth 7 - BOS 7 Containers - BOS Containers

Booth 31 - Orbitz Elevators

Booth Booth 8 - BOS 8 Containers - BOS Containers Booth 14 - Steel Storage

Booth 33 - Platinum Signs

Booth 13 - Havaner

Booth Booth 9 - Lock 9 -Distributors Lock Distributors Booth 15 - URBIS - USCLifts &Lifts Booth Booth 10 -Booth Southwell 1016 - Southwell Hoists & Hoists Booth 17 - Visy Boxes & More

Booth Booth 11 - Regis 11 - Built Regis Built Booth 18 - STORMAN

Booth Booth 12 -Booth SSAA 1219 - SSAA - STORCO

Booth Booth 26 - HR26Central - HR Central

Booth 32 - PTI

Booth Booth 27 - Storage 27 - Storage Commander Commander Australia Australia

Booth Booth 28 - Sweepers 28 - Sweepers Australia Australia Booth 34 - Platinum Signs

Booth 35 - AON Booth Booth 29 - SAFETECH 29 - SAFETECH Booth 36 - Taurean Door Systems

Booth Booth 30 - Midland 30 - Midland Insurance Insurance

Booth 37 - InXpress

Booth Booth 31 -Access Orbitz 31 - Orbitz Elevators Elevators Booth 38 - Que

- Self Storage Management Solutions Booth Booth 13 -Booth Havaner 1320 - Havaner

Booth 39 - Centurion Booth Booth 32 - PTI 32Garage - PTI Doors

- SiteLink Booth Booth 14 -Booth Steel 1421 -Storage Steel Storage

Lounge Area - R6

Booth Booth 33 - Platinum 33 - Platinum Signs Signs

Booth Booth 15 - URBIS 15 - URBIS

Booth Booth 34 - Platinum 34 - Platinum Signs Signs

Booth Booth 16 - USC 16 - USC

Booth Booth 35 - AON 35 - AON

Booth Booth 17 - Visy 17 Boxes - Visy Boxes & More & More

Booth Booth 36 - Taurean 36 - Taurean Door Systems Door Systems

Booth Booth 18 - STORMAN 18 - STORMAN

Booth Booth 37 - InXpress 37 - InXpress

Booth Booth 19 - STORCO 19 - STORCO

Booth Booth 38 - Que 38 Access - Que Access

Booth Booth 20 - Self 20Storage - Self Storage Management Management Solutions Solutions

Booth Booth 39 - Centurion 39 - Centurion GarageGarage Doors Doors

Booth Booth 21 - SiteLink 21 - SiteLink

Lounge Lounge Area - Area R6 - R6

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 27

SSAA INSIDER

YOUR SELF STORAGE SPECIALISTS Midland Insurance Brokers has been delivering excellence in customer service for more than 30 years.

Strong business ethics and a distinctive personal approach has attributed to our continued success.

Our market leading Self Storage policy is just one in our extensive array of insurance offerings.

If you own or operate a Self Storage facility, it is important to have a comprehensive, individually tailored insurance policy that covers your total operation. As storage requirements differ from customer to customer, we can also provide cover for your customers offering insurance on their own goods stored in your facility. Whether you have a converted warehouse or a purpose-built facility, we can help you.

For all your Self Storage needs speak to one of our specialists, Gilda Mihran or Justin Lane on 1300 306 571 or email storage@midlandinsurance.com.au

Insurance issued by CGU Insurance. Consider the policy terms and conditions.

28 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

Convention Speaker Profiles

and strategic direction of many Self Storage websites. As General Manager of the Centreforce Technology Group, he is responsible for the day to day running of the group. Michael is also the Chief Financial Officer of a US based property investment firm.

selling success. In an age where customers expect more, Mike has the knowledge and ability to help your business exceed their expectations.

Michael Dogger

General Manager- R6 Digital Industry Insight – Big Data and how it’s shaping the future of Self Storage Date: August 23, 2018 Time: 9:30 am – 10:30 am

M

ichael has been in the Self Storage industry for more than 8 years. With a background in Electrical Engineering, Finance and Telecommunications, Michael has brought varied experience to innovate the Self Storage Industry. He wrote “RapidStor” – the world’s first online integrated move in procedure for storers that uses SiteLink’s API, used by leading Self Storage companies and the AccessEzy iOS app, a world first for Self Storage access control.

Michael is responsible for the development

Sandii Element Mike Element

Life Coach- Life & Business The Art of Persuasion Date: August 24, 2018 Time: 12:00 pm – 1:00 pm

M

ike Element is an influential communicator in the fields of customer experience, selling and motivation….and is also known for his very humorous and fun presentations. His vision is based on the core belief that anybody can develop the skills and attitudes required for

Life Coach- Life & Business The Art of Persuasion Date: August 24, 2018 Time: 12:00 pm – 1:00 pm

I

n addition to building a successful training business, Sandii has a background in broadcasting, media sales and corporate training. Her passion is helping others achieve the levels of accomplishment and happiness that she has. Sandii has worked with a variety of organisations including Myer, Macquarie Radio Network, Pumpkin Patch and Nespresso.

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 29

Convention Speaker Profiles

James Bomford

Communications Specialists/ Author- What the hell is Cloud?

Originally from Auckland, New Zealand, Leisa holds a Bachelor of Communication Studies from AUT University in Auckland, New Zealand and a Graduate Certificate in HR at Swinburne University in Melbourne.

Leisa is also accredited in two Psychometric profiling tools, the McQuaig and Saville Wave. Psychometric Assessments are an exceptional tool in the Recruitment process and make a real impact on the talent and success quotient of any business.

Leisa is well known for her calm and measured approach when assisting clients reach the best possible outcomes in all areas of their Human Resource management.

What the hell is the cloud?

J

Leisa Rennie

HR Specialist- HR Central Date: August 22nd, 2018 Time: 9:00am - 10:15am

Leisa joined HR Central in April 2016, as a result of the acquisition of Melbourne based HR Consultancy, People Dynamics. Her experience, combined with sharp analytical skills has contributed greatly to the team and Leisa is a valued and respected Senior Specialist to the increasing HR Central client base.

General ManagerKennards Self Storage

Disaster Management: Flood, Fire, Earthquake…then what?

Date: August 23, 2018 Time: 12:00 pm – 1:00 pm

Date: August 23, 2018 Time: 3:40 pm – 4:40 pm

ames is a communications specialist, systems expert, and the Director of Right Click IT. James worked for notable Fortune 500 companies including Hewlett Packard, Amcor, PaperlinX and Siemens after graduating Applied Science in IT at Swinburne University. This time in large corporations allowed him to contribute to, as well as run some of the largest infrastructure changes ever implemented in those organisations.

Because of his passion and drive he’s been able to take the same processes and technology used by large organisations and adapt their use by small and medium businesses which in turn has created better business performance and increased profits.

What the F is the Cloud is his first book. This easy go-to teaches business owners to find a better way to systemise their processes, eliminate their IT woes and put trust in technology to do the work for them.

Darren Marshall

D

Sam Kennard

Managing DirectorKennards Self Storage

arren Marshall is the General Manager for Kennards Self Storage a privately owned family business. With 15 years’ experience in the self storage industry and over 30 years of Operational experience. In that time developing a strong understanding that people make all the difference in an organisation.

The Kennards Story Date: August 24, 2018 Time: 10:30 am – 11:00 am

S

am was appointed to the position of managing director in late 1994, taking over from his father Neville Kennard (who attempted retirement). Sam originally joined Kennards Self Storage in 1991, after completing a Bachelor of Business (Land Economics) at Hawkesbury Agricultural College.

He has worked in many customer-facing roles, as well as Operations, Marketing, Construction, Finance and Property Acquisitions and Development. With over two decades leading the company and growing from 12 centres in 1994 to over 80 today across Australia and New Zealand, he has accumulated extensive experience in the business, property sector and self storage industry.

As well as self storage development, his career includes large scale acquisitions and mergers of multi-site self storage groups, most notably the $220 million acquisition of Millers Self Storage in 2004. In addition, he has arranged and negotiated significant debt funding and been instrumental in educating Australian Lenders about financing the Self Storage Asset Class. He has been passionately committed to creating a business that distinguishes itself. With his Team they aim to stand-out from other companies as a place to do business with and to work at. Sam has also served on the National Committee of the Self Storage Association of Australasia, and is a member of the Australian Institute of Company Directors.

30 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

Guy Wilson

General ManagerFort Knox Self Storage Disaster Management: Flood, Fire, Earthquake…then what?

Date: August 23, 2018 Time: 12:00 pm – 1:00 pm

G

uy Wilson joined the Self-Storage industry and association in 1999. His parents, Annie & Gary Wilson, started Fort Knox 3 years earlier in 1996 and Guy and his sister Joanna joined the business in 1999 to start their expansion. Fort Knox grew rapidly and today they have over 9000 storage units across 10 locations in and around Melbourne. Over this time, the Fort Knox team has expanded and they now employ just over 50 team members.

Guy is very hands on with the day to day management of the business and has firsthand knowledge of what it takes to grow your self-storage business. Looking to the future, Fort Knox is hoping to secure more A grade facilities and continue their success.

Convention Speaker Profiles

Grant Shaw

Border Watch CoordinatorQLD Help protect Australia’s Border Date: August 23, 2018 Time: 12:00 pm – 1:00 pm

B

order Watch is the single collection point for community and industry information about suspicious or illegal immigration, customs or borderrelated activities. So if you see something suspicious—or something that just doesn’t feel right—flag it anonymously with Border Watch and help the Australian Border Force keep our community safe. Even the smallest piece of information could be useful. You don’t have to give your name.

Chris Vanek

Elliot Goblet

Digital Marketing Workshop

lliot Goblet is one of Australia’s most original and best loved comedians.

Over the past many years Goblet has performed all over Australia and in 7 overseas countries including America, Canada(Montreal Festival), New Zealand and the U.K. His audiences have ranged from comedy club patrons through to sophisticated corporate executives.

Head of Digital- R6 Date: August 22, 2018 Time: 10:45 am – 12:00 pm

C

hris Vanek isn’t just an AdWords, SEO and Social Media ninja; he’s also a reformed serial entrepreneur and willing to go the extra mile to achieve front-page results. Chris began his career in technology as the founder and managing director of one of the largest server hosting companies in the OCE region, transitioning to the digital marketing space soon after at the age of 19.

Currently the Head of Digital at R6, Chris works with his team to stay one step ahead of the competition in the Digital marketing space. In addition to being a ruthless lead generator for his clients, he’s an avid believer that a data-driven approach is the way to dominate the self-storage industry.

SSAA Convention 2018 MC

E

Mike Van Acker Gala Dinner MC

M

Tracie Davison

Founder- Quality Results Quality Results....Speak for Themselves

Hamish Edwards

T

Fire, Flood and Earthquake Then What?

Date: August 23, 2018 Time: 3:40 pm – 4:40 pm

racie Davison is the founder of Quality Results; leading a highly skilled team who monitor, assess and train staff to exceed in customer service and sales skills.

Having spent over 25 years working on the front line and management of over 300 staff members, Tracie utilises her extensive customer service expertise in her daily operations.

Tracie and her team assess individual’s customer service & sales skills, then provide a detailed analysis of performance highlighting areas of strength and tips for improving perceived weakness. Tracie’s passion for excellent customer service drives her to help others achieve success in their own business and personal lives.

General Manager All Secure Self Storage

Date: August 23, 2018 Time: 12:00 pm - 1:00 pm

H

amish is the General Manager of All Secure Self Storage looking after strategies, financial statistics and the growth of the business. He will be part of the panel discussing Fire, Flood and Earthquake - then what? How to overcome difficulties when hit by disaster.

ike van Acker has been a fixture of the Australian Comedy Circuit since his Stand Up debut in 1992.

In that time he has toured internationally, appeared on TV and Radio, won awards and commenced a business operation within the comedy industry. This unique blend of experience and ability has positioned Mike perfectly for what has become his specialty; Master Of Ceremonies/Facilitator at corporate events. For these reasons Mike enjoys repeat business from the vast majority of his clients.

With a list of past clients as diverse as Australian Institute of Hotel Engineers, The Sunflower Growers Assoc.’ and the Australian Taxation Office, Mike has vast experience and expertise in facilitating events, conferences and awards nights. His business background allows him the ability to maintain the appropriate ‘tone’ for an event, whilst his comedy experience allows him to inject some humour or ‘lightness’ when required.

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 31

SSAA INSIDER

15 Years of Delivering Seamless Self-Storage Projects in Australia & NZ Architectural Design

Engineering

Permits

Building Structures

Storage Unit Construction

Building Conversions

Turn Key Solutions

Warehouse Construction

PHONE 1300 388 224 EMAIL info@regisbuilt.com.au 32 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

regisbuilt.com.au

SSAA INSIDER

SSAA Awards for Excellence 2018 T

he Self Storage Association of Australasia (SSAA) hosts a special range of Excellence Awards for members to aknowledge their commitment to excellence within the Australasian Self Storgae Industry. The SSAA Awards for Excellence category winners will be announced at the Brisbane Convention Gala Dinner on August 24th 2018. We are proud to announce the submissions and finalists for each category that have shown an exceptional level of commitment to the Self Storage Industry in their various categories. Each entrant listed here has already passed the scrutiny of the independent judging panel, including (where applicable) mystery shopping, site visits and phone calls

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 33

SSAA INSIDER

Best Upgrade or Expansion Award Sponsored by Highway Frontage

This award is open to Financial SSAA members who own and operate a self-storage facility and have completed an upgrade or expansion in the last two years

Access Self Storage - New South Wales The facility in Bomaderry was originally constructed in 2000, with 3 single-storey tilt up concrete panel/steel roof buildings being built.

There were various expansions of the facility over the following years, with 5 additional buildings being constructed. The penultimate being in December 2014 when 32 large roller-door units were completed and occupied within 3 months. This exhausted the total land area available.

Occupancy then sat around 95% ongoing without the use of marketing.

This latest phase of construction has seen both an upgrade of an existing old building and the construction of an additional building.

The expanded zone is a combination of 1 x single storey building and 1 x multi storey building. The single-storey building is new and identical to the other 8 existing buildings, constructed of tilt up concrete panels and insulated steel roof.

THE KINGS OF

SELF-STORAGE Partner with the industry’s largest and most recognised storage group and enjoy the many benefits: • • • • • •

Experienced Management Team Industry Leading Marketing Support Site Acquisition or New Development support Comprehensive Staff Training Leverage group buying power Over 150 Stores and growing

THE KINGS OF STORAGE, MOVING & MORE. For more information contact Martin Richards martin@storageking.com.au or +61 2 9460 6660

STORAGEKING.COM.AU

34 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

SSAA INSIDER

Community Engagement Award Sponsored by Steel Storage

This new award category has been established to recognise SSAA member facilities that have undertaken exceptional work through their community engagement.

Initiatives may include such things as partnerships, fundraising, donations (money, material, time and storage space) or sponsorships.

All Secure Self Storage - New Zealand All Secure Self Storage’s journey with Cure Kids as an Associate Partner began in 2003.

They also support Red Nose Day and have assisted throughout the year by providing many services, and holding their own fundraising activities, as well as taking part in ALL Cure Kids-led events.

Fort Knox Self Storage - Victoria There is an old saying; “It takes a village to raise a child” and Fort Knox Self Storage endeavour to support our local villages in raising their children just as they nurture our own. For many businesses supporting a charity organisation, local sports club or school comes in the form of a monetary donation. However, at Fort Knox they believe that personal experience and participation often has a far greater and meaningful outcome than a mere donation.

The current 2017 –2018 supported charities include: Asthma Foundation Victoria, Love Your Sister, Melbourne City Mission, Kids with Cancer, Eltham Men’s Shed, Challenge, White Lion, Wye River CFA, Banksia Palliative Care, BARC, Eltham Rural Group, Rotary Club of Greensborough, Eastern Cricket Association, East Ringwood Football Club, Knox Info Link & Eltham Redbacks F.C.

Storage King, Berkeley Vale - New South Wales Storage King stores are involved at a local level in their areas by participating in sporting clubs and community groups, schools and even aid drives to name a few. An example of this is, with aid drives during times of natural disasters as operating a storage facility with space and packing materials which provided them a unique opportunity to assist directly to the communities they are involved in.

Facility of the Year Sponsored by Visy Boxes & More

This award is open to Financial SSAA members who own and operate self storage facility/ facilities that demonstrate the core values of their business and employee engagement.

KeepSafe Storage Welshpool - Western Australia The KBH Group created the KeepSafe brand from scratch with the first site opening in May 2015. They set out to create an industry leading state-of-the-art 24/7 Self Storage facility focusing on the highest levels of customer service, prime site locations, immaculate facility presentation, high brand awareness, 6 levels of security for customer peace of mind and facility designs that are functional, efficient and meet the local target market needs. KeepSafe Storage is a premium offering with competitive pricing, effectively seeking to raise the bar with product differentiation.

W W W.SELFSTOR AGE.ORG. AU / SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA // 35

SSAA INSIDER

National Mini Storage, Newmarket - New Zealand The first three floors of the building were fitted out with storage units prior to the completion of the building in November 2016. The floor 4 storage unit fitout was completed in November 2017 with the storage unit fitout of floor 5 due for completion in September 2018. Current occupancy take up rates will see storage units being erected on floor 6 during the second half of 2019.

Safe Store Limited - New Zealand This is a purpose built, state of the art self storage facility located in Westgate, Auckland.

Offering a multi storey facility that through clever design does not require lifts which people appreciate. This facility was not allowed to look like a storage facility as it was zoned as a special employment area. Therefore they needed to open office spaces for leasing out to increase the number of employed people on the site. To compliment, the look custom programmable lighting has been installed, this unique feature draws attention to the building’s frontage with constant changeable colours.

U-Store-It Mt Barker - South Australia The purpose-built facility was first opened in February 2018 and it was built in a single stage and took just over twelve months to complete. The unit fit out however has been broken into two stages as to ensure the facility contained the optimal unit mix for local market.

SSAA INSIDER

New Service Member

Centurion Garage Doors

C

enturion Garage Doors is the largest privately owned garage door manufacturer in Australia, but are a relatively new comer to the Self Storage and Prefabricated Shed Market.

With a national foot print, manufacturing on both sides of the country combined with an extensive delivery network they have set their sights on becoming a major supplier to the Self Storage and Shed market sector.

Centurion has been manufacturing doors for well over 40 years and has historically specialized in the supply and installation to home builders market. A field they have largely dominated and been at the forefront of innovation for the past two decades. Innovations such as our wind lock roller door system and the revolutionary BoxADoor roller door packaging system,

Inxpress – A New Revenue Stream For Self-Storage Businesses

B

usiness owners look at potential new avenues to increase sales numbers, either by enhancing core products or services and sometimes by introducing accessorial or complementary ones. The self-storage world is no different. Storage facilities with a front desk and store manager are able to SELL products, like padlocks, boxes and packaging materials.

When around 50% of your tenants are Commercial (B2B), you can offer an additional service and leverage your long-standing relationship to upsell other complementary services like FREIGHT. Almost 80% your Commercial Customers, who might be running their business from your location, also require Freight Services at any given time.

InXpress, an online based shipping solution has recently joined the SelfStorage Association of Australia with the goal of bringing a NEW revenue stream to your business.

Accessing Freight Services online at great rates isn’t the only benefit of working with InXpress. They are shipping specialists

“We did a lot of work in this sector to try and understand the shortcomings of other manufacturers, what could we do better. Our new innovation the BoxADoor packaging system came from working with potential and current customers covering their concerns around roller doors arriving damaged or with missing parts was a major issue” says Centurion BDM Tony Cocco.

“Our new BoxADoor delivery system fixes all that, it’s fantastic, one complete boxed delivery system for roller doors custom made to suit the door size and it allows us to deliver everything in one box, door, tracks, fitting kit, all safe, secure and damage free” says Tony If you would like to know more give Tony a call on 0404 821716.

• who provide personal service and work as your strategic business partner and revenue generation advocate to: • Add a New Revenue Stream to your business • Get Live Quotes for your client to add an average of 15% to 20% markup on the spot for:

• Domestic Pallets & Crates • Domestic Express Couriers • International Express Couriers Cash Flow positive solution: Bill your customer now, pay InXpress later.

InXpress is revolutionising the global freight industry by providing unique carrier solutions from a range of companies like NORTHLINE, HI-TRANS, TNT, TOLL, STARTRACK, DHL and UPS. InXpress will be exhibiting during SSAA Convention 2018 in Brisbane. More info: selfstorage.inxpressit.com.au

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SSAA INSIDER

SSAA Awards 2018

Innovation/Business Initiative/Sustainability Award - Sponsored by Lock Distributors This award is for an improvement to a business process or product/service delivery.

The criteria are that the entry describes innovation and its benefit to the self storage facility or wider community. Innovations available in overseas industries will be considered if they have been adapted in some way to suit Australasian self storage industry market conditions and the applicant was involved in this adaptation. This category has been expanded to encourage the sustainability of innovations and nominees are invited to comment on the steps that have been taken to ensure changes made are sustainable.

Self Storage Management Solutions - Queensland FKSL Management is a tailored third party management company that provides complete transparency for owners. They developed the first self storage portal for owners in real time data. It is ideal for those owners that want to see how their store is trading as they can access the portal anywhere and on any device to see various KPI’s, P&L’s industry news etc.

Fort Knox Self Storage - Victoria In 2014 Fort Knox Self Storage embarked on a new environmental project by installing 240 solar panels which encompass a 60kW photovoltaic (PV) system. At the time of installation this was the largest solar project in the Knox district. Solar power systems derive clean, pure energy from the sun. By installing solar at their Scoresby facility, the aim was to help combat greenhouse gas emissions and global warming and reduce the collective dependence on fossil fuel and derive 100% of daytime power from the system.

iBidOnStorage.com.au - New South Wales iBidOnStorage.com.au is an online auction platform that specialises in self-storage auctions. The site was developed to provide storage operators a safe, easy and efficient way of disposing of abandoned goods while minimising the expenses in doing so. The development of the website has allowed sellers and buyers to come together in one market place and simplified what was traditionally a difficult process.

Storman - Queensland In a digital, online and mobile world, the team at Storman have recognised that the storage market needed a solution to forms, paperwork and contracts. Storman MoveIns brings an easy to use, user-friendly and great looking paperless, storage application process.

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SSAA INSIDER

Manager of the Year Sponsored by Storman

This award is open to all Facility Managers of a financial SSAA member facility.

However, the owner must endorse nominations. The Manager must not have a significant financial interest in the ownership of the property or the business (less than 10%). The nominee must have managed the facility throughout the entire 2017/18 financial year.

Noel Hokainga, All Secure Self Storage Airport - New Zealand Noel Hokianga has had an extensive history in retail. Noel joined the All Secure team on the 8th of February 2017. He has worked exclusively at this facility in the role of Branch Manager. Noel has completed a lot of off-site projects during his tenure. As a result of this work he has helped to keep the culture positive. In his previous roles in retail he ran some large teams of people from diverse backgrounds, which he believes has set him in good stead to engage at a humanistic-encouraging level with those who surround him. The way he has shown this is as follows: • Showroom Upgrades • Involving others in the process of design • Inviting feedback from staff in the other facilities • Gaining assistance from other facility staff when dealing with suppliers

Barbra Lupisan, Fort Knox Self Storage Keysborough, Victoria Barbra Lupisan (Barb), is Area Manager to 4 FKSS sites and Manager of Fort Knox Self Storage Keysborough facility. Barb’s perseverance and commitment to the growth and success of her site’s and the wider Fort Knox group is highly admirable. Barb has dedicated 11 years of service to not only Fort Knox but as an advocate for the wider self storage industry. Barb is a true leader with a supportive management style.

Barb fosters a collaborative approach ensuring all team members share the same vision and goals to ensure they achieve their KPI’s.

STAND OUT FROM THE CROWD. GET YOUR VEHICLE PROFISSIONALY WRAPPED. CARS | TRUCKS | VANS | TRAILERS | FLEET ONE OF TWO

CAR WRAP VOUCHERS*

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SSAA INSIDER

Maria Pook, Safe Store Limited Westgate - New Zealand Maria Pook has worked more hours than is expected and treats this as her own business. In April a key staff member left for sudden personal reasons which left Maria essentially on her own. In this month there was a record 81 move-ins all while maintaining the facility on her own and overseeing the recruitment of new staff. All of the success really is attributable to Maria’s dedication to her role and the company.She has also championed the revamp of the entire merchandise offering and its presentation which is now seeing well over double the normal average of merchandise sales.

Keiran Milladonis, Storage King Frankston -Victoria Keiran Milladonis – A quote from Keiran; “In storage we work in a close, small and isolating environment, so it is important for me to understand my staff on a personal level. I find this allows me to get the best out of my staff and from this we have gained each other’s respect. Staff deserve recognition for their achievements and from day 1 of being a manager I’ve always felt that I’m only as good as the staff under me and by rewarding and praising them is essential to our teams success”.

Keiran started the year on a strong occupancy for 2017 at 98.7%, increasing the 16/17 year by 10.2% overall. The 17/18 year has been more about driving yield whilst maintaining occupancy and he has done this very successfully.

Geoff Puttock, StoreLocal Northcote - Victoria Geoff Puttock has been working in the self storage industry for 13 years. Geoff is extremely knowledgeable about self storage, the Northcote demographic and of his StoreLocal Northcote site. Geoff is a highly valued Store Manager within the StoreLocal group. He is passionate about the self storage industry, has great pride in his work and has a competitive attitude that drives him to surpass monthly KPIs. Geoff’s knowledge of the area, the market and competitors, has ensured that the pricing and added value keep StoreLocal’s growth on track. His clients warm to him and appreciate the effort he has taken to improve the presentation of the site. Geoff has become such an identity, which when he is not onsite, clients often ask his whereabouts.

Regional Facility of the Year Sponsored by Midland Insurance

This award is open to Financial SSAA members who own and operate a self storage facility. The facility must operate in a city or district with a population of less than 100,000 people.

All Secure Self Storage Napier - New Zealand

All Secure Self Storage is New Zealand owned and operated with great Kiwi service. They pride themselves on being the cleanest storage facility in the local area with individual, purpose built secure units. The facility has onsite Managers with seven day pin gate access, offsite A-Grade security monitoring and recorded (HDD) digital CCTV system.

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SSAA INSIDER

Stor-Mate Storage Solutions - New South Wales Stor-Mate offers highly secure and well-kept storage units to Tamworth’s residential and commercial sector. Providing people moving out with temporary storage space, and giving people who need more space, additional room for their items. They are moving towards greener alternatives across the facility and now encourage our customer to take up a paperless signup where everything is electronic and copies sent via email.

Service Member of the Year Sponsored by SSAA

This award is open to all financial SSAA service providers. The nominated business must have provided a product or service to the self industry in Australasia for at least 12 months.

Centreforce Technology Group - Queensland The Centreforce Technology Group has one of the largest commitments to sustainable service to Self Storage Association members. Characterised by unwavering technical support, empowerment of everyday staff in Self Storage sites with development of the first software certification programme for Self Storage staff.

IBidOnStorage - New South Wales One of the major goals in launching iBidOnStorage was to try to help the industry consolidate an extremely important process; the sale of delinquent storage units (i.e. the contents of). Since launching the iBidOnStorage website in August 2016 (with no registered buyers or sellers), iBidOnStorage has grown its user base to well over 6,500 and this number is growing daily.

Orbitz Elevators - Queensland Orbitz Elevators has been delivering industry leading vertical transportation solutions for the Self Storage industry since 2014 from when they first opened their doors. A large percentage of the customer base and project portfolio is derived from the Self Storage industry. Working with several facility owners, designers and builders across the nation to provide state of the art products and services helping move the Self Storage industry forward.

Safetech - Victoria Safetech has supplied goods and personnel hoists to the Self Storage industry for 10 years. Throughout this period they have led the way in innovative upgrades of hoists.

New features include low profile design that eliminates the need for a concrete pit, intuitive retail style controls, access for personnel and disabled, quieter, smoother travel as well as new high speed doors that provide continuous duty. Safetech routinely modifies hoist design to fit specific customer requirements. This includes being able to split the hoist into smaller modules where building access is difficult.

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SSAA INSIDER

Urbis - New South Wales

Urbis (former Blackwell Consulting) have serviced the self storage industry over a 20-year period to date. Urbis has assisted self storage members on an array of projects, including valuations, feasibility analyses, transaction management, specialised research and general consulting.

Visy Boxes & More - Victoria

Sonja Becke is a dedicated employee of Visy Boxes & More. Sonja has the ability to adapt products to suit customers needs: including branding boxes, developing new boxes, sourcing the right size and type of bubble wrap is key to customer service success.

Small Operator of the Year Sponsored by Southwell Lifts and Hoists

This award is for Financial SSAA members who own and operate up to a maximum of four self storage facilities.

KeepSafe Storage Welshpool - Western Australia

The KBH Group created the KeepSafe Brand from scratch with the first site opening in May 2015. The aim was to create an industry leading state-of-the-art 24/7 Self Storage Facility focusing on the highest levels of customer service, prime site locations, immaculate facility presentation, high brand awareness, 6 levels of security for customer peace of mind and facility designs that are functional, efficient and meet the local target market needs.

Public Storage Whangarei - New Zealand

Public Storage Whangarei is situated 2 hours north of Auckland and is one of New Zealands original storage facilities Since 2016 the facility has had a major make over with hardware, software and equipment updated, new signage, a new manager, updated procedures and policies and an overall new outlook and focus on the business.

Safe Store Limited – New Zealand

Only stage 1 has opened so far at Westgate, Auckland.

Stage 2 will open in September 2018 in a great location in a growing, newly developed area. Offering a multi storey facility that through clever design does not require lifts which people appreciate. It is also the only facility in the catchment area that is a fully custom built for self storage.

Storex – Victoria

Stage 1 commenced January 2016 and was occupied

by May 2016. Stage 2/3 commenced November 2016 and finished February 2017. Storex can handle anything from a 40ft shipping container down to a pallet of stock. Storex loyal staff are the underlying factor of their success, as they treat the business as their own.

VTF Storage Solutions - Victoria VTF

STORAGE SOLUTIONS

Custom designed shipping containers for use as storage units. There are various sizes available to suit the customers’ needs and budget. Some containers have been converted into customised motorbike units each with a gas strut ramp, shelving and hooks for helmets, jacket and other gear and clothing. Numerous sizes available, allowing for customers to hire a space that meets their need.

SSAA INSIDER

Trade directory Design & Construction Services & Suppliers SOUTHWELL LIFTS AND HOISTS David Head T: 02 4655 7007 E: sales@southwell.com.au W: www.southwell.com.au UNIVERSAL STORAGE CONTAINERS (USC) Shay Mcquade T: 0438 256 541 E: shay.mcquade@ universalstoragecontainers.com W: www.universalstoragecontainers.com STORCO STORAGE SYSTEMS Jacob Layton T: 02 6391 2800 E: sales@storco.com.au W: www.storco.com.au B & D Australia James Tyson T: 07 3883 0248 M: 0417 792 636 E: james.tyson@bnd.com.au W: www.bnd.com.au BOS Containers Australia Elise Kelsey T: +61 3 9720 4455 E: ekelsey@aimhire.com.au W: www.aimhire.com.au Bridgmond Projects Pty Ltd Mark Venz T: 0438 072659 E: info@bridgmond.com.au W: www.bridgmond.com.au Centurion Garage Doors Pty Ltd Tony Cocco Business Development Manager T: +61 7 3441 4999 E: tcocco@cgdoors.com.au W: www.cgdoors.com.au Corporate Construction Group Matthew Moulsdale T: +61 2 9231 3691 E: admin@corporateconstruction.com.au W: www.corporateconstruction.com.au G&M Stor-More Michael Watson T: 02 4733 5048 E: michael@gmstormore.com.au W: www.gmstormore.com.au Gliderol Garage Doors Tom Ainscough T: 08 8360 0000 E: tainscough@gliderol.com.au W: www.gliderol.com.au Havener Enterprises Alan White T: 815 935 8383 E: alan@havenerent.com W: www.portablestoragebox.com Kiwimark Construction Ltd T: 07 576 5494 F: 07 576 5491 E: travis@kiwimark.net.nz

Trusted suppliers to the Self-Storage Industry

W: www.kiwimark.net.nz Orbitz Elevators Pty Ltd Jonathan Dwayre T: 1300 851 554 E: info@orbitzelevators.com.au W: www.orbitzelevators.com.au RegisBuilt Group Anthony Regis M: +61 423 083 321 T: 1300 388 224 E: anthony.regis@regisbuilt.com.au W: www.regisbuilt.com.au Safetech Lifts & Hoists Tony Krlevski T: +61 3 5127 4566 E: sales@safetech.com.au W: www.safetech.com.au

AON Risk Services NZ Jeffery Nathan T: +64 9 362 9535 E: jeffery.nathan@aon.com W: www.aon.co.nz Bishop Collins Pty Ltd Phillip Keenan T: +61 2 4353 2333 E: mail@bishopcollins.com.au W: www.bishopcollins.com.au Box Commercial Estate Agents Robert Stanley-Turner T: +61 3 9410 0388 M: 0418 98 2000 E: rob@boxcom.com.au W: www.boxcom.com.au

Steel Storage Group T: +61 7 3865 1600 E: sales@steelstorage.com.au W: www.steelstorage.com.au

Collins & Associates Malcolm Collins T: 03 8456 5134 E: malcolm@malcolmcollins.com W: www.malcolmcollins.com

Taurean Door Systems Adrian Valente National Sales Manager T: +61 3 9721 8366 E: Adrian.valente@taureands.com.au W: www.taureands.com.au

Colliers International Holdings (Aust) Ltd Dylan Adams T: 02 9257 0222 E: dylan.adams@colliers.com W: www.colliers.com.au

Total Construction Pty Ltd Steven Taylor Director T: +61 2 9746 9555 E: stevet@totalconstruction.com.au W: www.totalconstruction.com.au

Management Services Self Storage Management Solutions Mark Greig Director of Operations M: +61 499 110 599 T: (07) 3240 8400 E: markg@fksl.com.au W: www.fortknoxstorage.com.au W: www.storelocal.com.au Sitelink Michael Dogger General Manager T: +61 7 3889 9822 E: support@sitelinksoftware.com.au W: sitelinksoftware.com.au Storage King Management Services Australia Martin Richards T: +61 2 9460 6660 E: martin@storageking.com.au W: www.storageking.com.au Storage King New Zealand Martin Richards T: +61 2 9460 6660 E: martin@storageking.com.au

Valuations, Finance & Assorted Professional Consultants AON Risk Services Darren Clauscen E: darren.clauscen@aon.com T: 02 9253 8350 W: www.aon.com.au/storage

GSA Insurance Brokers Carlo Gentili T: +61 2 8274 8130 E: carlog@gsaib.com.au Highway Frontage Specialist Estate Agents Matt Walsh T: 1300 661 950 +61 3 9944 9350 E: matt@highwayfrontage.com.au W: www.selfstoragerealestate.com.au Landmark White Pty Ltd Paul Robbins T: 07 3226 0000 E: paul.robbins@lmw.com.au M3 Property Strategists Jeremy Hoffman T: 07 3620 7912 E: jeremy.hoffman@m3property.com.au Ross Perkins T: 07 3620 7901 E: ross.perkins@m3property.com.au Midland Insurance Brokers Gilda Mihran T: 1300 306 571 E: storage@midlandinsurance.com.au W: www.midlandinsurance.com.au Robertson & Robertson Sarah Magann T: +61 2 4351 2200 E: sarah@randr.com.au W: www.randr.com.au Urbis David Blackwell M: 0409 771 310 E: dblackwell@urbis.com.au Tim Creighton M: 0424 150 9943 E: tcreighton@urbis.com.au Wallace McLean Limited Simon Keenan T: +64 9-358 7233 E: simon@wallacemclean.co.nz W: www.wallacemclean.co.nz

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SSAA INSIDER

Ancillary Services VISY BOXES & MORE T: 03 9554 5600 E: vbm_vic@visy.com.au W: visyboxesandmore.com.au Branches across Australia and New Zealand.

BOS NZ Limited Phil Tindle Palm Beach, Papamoa, 3151, New Zealand T: +64 0800 226 769 E: info@bosnz.co.nz Homestead Press Joe Barbaro T: 02 6299 4500 E: printing@homesteadpress.com.au HR Central Cath Grawe T: +61 1300 717 721 E: cath.grawe@hrcentral.com.au W: www.hrcentral.com.au Hunt and Hunt Victoria Graeme Armstead T: +61 3 8602 9200 E: garmstead@huntvic.com.au W: www.hunthunt.com.au iBidOnStorage iBidOnStorage T: +61 2 4302 0605 E: info@ibidon.com.au InXpress Luis Rene Ramirez International Freight Consultant T: 1300 730 969 E: luis.ramirez@inxpress.com W: www.inxpressit.com.au Jetta Excess Baggage Pty Ltd Lyle Honess T: +61 1300 300 688 E: sales@jetta.com.au W: www.jettaexcessbaggage.com.au Lock Distributors Australia Martin Coote T: 1800 28 77 24 E: service@lockdistributors.com.au W: www.lockdistributors.com.au

MiniMovers T: 1300 366 000 E: sales@minimovers.com.au W: www.minimovers.com.au National Energy Solutions Andy Tran T: +61 3 8609 9276 E: tran@nationalenergysolutions.com.au W: www.nationalenergysolutions.com.au Platinum Signs Pty Ltd Marcio Wilges T: +61 438 477 578 E: info@platinumsigns.com.au W: www.platinumsigns.com.au

AD-TECH Security Adrian Rostirolla T: 1300 30 60 90 E: sales@ad-tech.com.au W: www.ad-tech.com.au AlarmQuip Security Systems Evan Richardson T: 07 5492 3242 E: evan@alarmquip.com.au W: www.alarmquip.com.au

Royal Wolf Trading Craig Baker T: 02 9482 3466 E: removals@royalwolf.com.au W: www.royalwolf.com.au

Centreforce Technology Group Pty Ltd Dallas Dogger T: 07 3889 9822 E: sales@centreforceit.com.au SiteLink Software: www.sitelinksoftware.com.au R6 Web Sites: www.r6digital.com.au District Manager revenue enhancement software: www.qstrom.com

Sweepers Australia Michelle Maxwell & Vaughan Rose T: 03 9562 7533 E: michelle@sweepersaustralia.com.au W: www.sweepersaustralia.com.au

Prodigitas IT Services Kaustubh Deshmukh T: +91 9764 009 848 E: kaustubh.deshmukh@prodigitas.com W: www.prodigitas.com

Transcorp Removals John Christoforidis T: 1300 466 838 (Toll Free) E: enquiries@transcorpaustralia.com.au W: www.transcorpremovalsandstorage. com.au

PTI Australasia Pty Ltd Ben Parsad T: 07 3216 5524 E: sales@ptiaustralasia.com W: www.pti.com.au

Web ID Systems Ian Bland Unit 6, 9 Mirra Court, Bundoora, VIC, 3083 T: +61 3 9470 8420

Software & Security EZIDEBIT T: 07 3124 5500 E: sales@ezidebit.com.au W: www.ezidebit.com STORMAN AUSTRALIA Andy Pudmenzky T: 07 3319 1522 E: sales@storman.com W: www.storman.com STORMAN NEW ZEALAND Andy Pudmenzky T: 09 280 3393 E: sales@storman.com W: www.storman.com

Queaccess Pty Ltd Kevin Hannagan T: +61 488 279 918 E: kevin@queaccess.com.au W: www.queaccessw.com.au Sentinel Australasia Jason Keane T: +61 99882035 / 1300 852 117 E: jason@storagesecurity.com.au W: www.storagesecurity.com.au Storage Commander Australia Leann Power T: (03) 9028 6858 E: leann@storagecommander.com W: www.storagecommander.com Zapala Go Andreia Gomes T: 1300 927 252 E: sales@zapalago.com W: www.zapalago.com

Would you like to be listed on this page?

Then become a SSAA Service Member.

The Self Storage Association of Australasia has been looking after the interests of the self-storage industry in Australia and New Zealand since 1990. It is the peak industry body and provides guidance to its members in both day-to-day operational procedures and the promotion of their business and the industry as a whole. A key factor in the success of the SSAA has been the relationship with its members. As a Service Member of the SSAA you could have the opportunity to build relationships within the industry through the various mediums and networking opportunities that the SSAA has available. You also have a unique opportunity to market your products and services directly to the industry through a number of opportunities that we have exclusively for our Service Members. In addition, you will receive all the information, publications, invitations and other correspondence that all members of the association receive, which will help you keep abreast of industry issues and ensure you have the most up-to-date information when dealing with the self-storage industry. As a service member you also have board representation. This ensures that you also have a say in the strategic direction of the association and the industry, you have the right to vote, nominate or become this important industry representative. For further information on how we can help make your service membership work for you, please call +61 3 9466 9699 to obtain an application form or email membership@selfstorage.com.au

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SSAA INSIDER

New Members Provisional Members

Facility Members

Advanced Property Strategies PO Box 797, Lutwyche QLD 4030 Ph: +61 433 140 858 Email: nhan@advancedpropertystrategies. com

ABC Self Storage Tasmania 124-130 Mersey Main Road Spreyton TAS 7310 Ph: +61 3 6427 2622 Email: admin@ abcstoragetas.com.au

Component Industries 8 Horne Street, Thomastown VIC 3074 Ph: +61 3 9460 6222 Email: pmcc@componentindustries.com.au Sector Property Group PO Box 454, Malvern VIC 3144 Ph: +61 3 8672 5972 Email: accounts@cubedprojects.com The Storage Place Pty Ltd 28 Evans Street, Woodside SA 5244 Ph: +61 418 816 874 Email: andrew@adcock.com.au Westwood Self Storage Westwood Avenue ,Blenheim Marlborough 7201, New Zealand Ph: +64 3 578 0931 Email: phil@robinsons.co.nz

Service Members Centurion Garage Doors Pty Ltd 145 Quinns Hill Road East Staplyton QLD 4207 Ph: +61 7 3441 4999 Email: mcampbell@cgdoors.com.au InXpress Level 1, 50 Yeo Street Neutral Bay NSW 2089 Ph: 1300 730 969 Email: luis.ramirez@inxpress.com Storage Commander 41695 Date Street, Suite A Murrieta CA 92562 USA Ph: +1 951 672 6257 Email: leann@storagecommander.com Taurean Door Systems Factory 3,1464 Ferntree Gully Road Knoxfield VIC 3180 Ph: +61 409 489 881 Email: Adrian.valente@taureands.com.au Total Construction Pty Ltd Level 2, 3 George Street North Strathfield NSW 2137 Ph: +61 2 9746 9555 Email: stevet@totalconstruction.com.au Zapala Go Level 13, 8/327 Pitt Street Sydney NSW 2000 Ph: 1300 927 252 Email: sales@zapalago.com

Ballarat RV and Self Storage 17 Douglas Street Delacombe VIC 3356 Ph: +61 458 227 767 Email: brentm@apco. com.au Brendale Storage Pty Ltd 205 Leitchs Road Brendale QLD 4500 Ph: +61 418 729 640 Email: brendalestorage@ gmail.com Childs Road Self Storage Factory 2, 8-10 Childs Road Epping VIC 3076 Ph: +61 3 9437 8966 Email: agcasey@bigpond. com Hunt Removals & Storage 3 Tom Thumb Avenue South Nowra NSW 2541 Ph: +61 2 4422 7742 Email: enquiries@ huntremovals.com.au Jervis Bay Storage 25 Erina Road Woollamia NSW 2540 Ph: +61 418 425 764 Email: tlcornellbuild@ gmail.com Kalgoorlie Self Storage 19 Coath Road Kalgoorlie WA 6430 Ph: +61 8 9021 6324 Email: graeme@lances. com.au MacLean Secure Storage 12 Think Road Townsend NSW 2463 Ph: +61 466 594 016 Email: macleansecurestorage@ gmail.com Monster Storage 4 Munro Loop Davenport WA 6230 Ph: +61 407 384 896 Email: info@ monsterstorage.com.au Rosewood Farm Storage 20 Research Road Lara VIC 3212 Ph: +61 3 5275 2939 Email: storage@ rosewoodfarm.com.au

Additional Facilities

Self Storage R Us 12 Hay Street Euroa VIC 3666 Ph: +61 412 599 566 Email: tonyquattro68@ hotmail.com Sovereign Trade Park Pty Ltd 549 Otway Street Canadian VIC 3350 Ph: +61 3 5331 8584 Email: chris@austraco.com Store Here 14 Weaver Street Edwardstown SA 5039 Ph: +61 8 8277 5600 Email: josh@winklegroup. com.au Storage 4 4 Spring Creek Road Young NSW 2594 Ph: +61 408 822 428 Email: enquiries@ gmaclocating.com.au Storage Care Pty Ltd 15 Diamond Court Greenfields SA 5107 Ph: +61 8 8209 6100 Email: info@palumbo. com.au Storage King Dubbo 9 Fletcher Crescent Dubbo NSW 2830 Ph: +61 2 6884 0788 Email: pasquali@sharpdsl. com Store Safe Hikurangi 14 King Street Hikurangi 0144 New Zealand Ph: +64 2 2191 5709 Email: storesafehikurangi@ gmail.com The Yard Storage Co 12 Fabio Court Campbellfield VIC 3061 Ph: +61 409 499 986 Email: peterthomas1984@ gmail.com Trentham Self Storage 15/A Station Street Trentham Vic 3458 Ph: +61 3 5424 1721 Email: colleenl1968@ bigpond.com Wells Storage 28 Wells Road Seaford Vic 3198 Ph: +61 411 603 618 Email: itam@tmcpl.com.au

Fort Knox Self Storage Coburg 1011 Sydney Road Coburg North VIC 3058 Ph: +61 3 8990 5666 Email: coburg@fkss. com.au Guardian Secure Storage Hamilton City 115-129 Kent Street Frankton Hamilton 3204 New Zealand Ph: +64 7 444 4253 Email: hamiltoncity@ guardianstorage.co.nz Guardian Secure Storage Rotorua 416 Ngongataha Road Fairy Springs Rotorua 3010 New Zealand Ph: +64 7 357 4070 Email: rotorua@ guardianstorage.co.nz Keepsafe Storage Welshpool 46 Railway Parade Welshpool WA 6105 Ph: +61 8 9200 4242 Email: welshpool@ keepsafestorage.com.au Kingborough Lock Up Huntingfield 50 Patriarch Drive Huntingfield TAS 7055 Ph: +61 417 788 722 Email: jody@ floorcoveringwarehouse. com.au National Storage Bohle 4-8 Catalyst Court Mount St John QLD 4818 Ph: +61 7 4774 6700 Email: bohle@ nationalstorage.com.au National Storage Currajong 161-169 Bayswater Road Currajong QLD 4812 Ph: +61 7 4728 8400 Email: currajong@ nationalstorage.com.au

National Storage Hyde Park 8-10 Ingham Road West End QLD 4810 Ph: +61 7 4721 5761 Email: hydepark@ nationalstorage. com.au National Storage Kirwin 1 Regiment Court Thuringowa Central QLD 4817 Ph: +61 7 3218 8100 Email: info@ nationalstorage.com.au National Storage Mornington 65 Yuilles Road Mornington VIC 3931 Ph: +61 3 5975 3393 Email: mornington@ natiionalstorage.com.au National Storage Ngauranga 5-7 Lower Tyers Road Ngauranga Gorge Wellington New Zealand Ph: +64 4 4734830 Email: ngauranga@ nationalstorage.nz Premium Self Storage 78 Sydney Road Goulburn NSW 2580 Ph: +61 2 4821 9088 Email: courtnie.alaia@ goulburn.rh.com.au Storage City Caboolture 1-5 Hagars Street Caboolture QLD 4510 Ph: +61 7 5428 1015 Email: caboolture@ storagecity.com.au Storage King Truganina 477 Doherty Road Truganina VIC 3209 Ph: +61 3 9993 7156 Email: truganina@ storageking.com.au

National Storage Fairfield 5 D’Arcy Drive Idalia QLD 4811 Ph: +61 7 4729 0333 Email: fairfield@ nationalstorage. com.au

Yandina Self Storage 17 Bowder Road Yandina QLD 4061 Ph: +61 408 277 884 Email: matthew.moore@bfx. com.au

Code of Ethics 1.

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Members must promote th e good image of the industry through ethical and honest advertising and business practices.

Members must maintain industry best practice standards as set by the Association .

Members must ensure that their business practices deter the conduct of criminal activities on site.

Members must comply with all relevant laws and regulations in regards to developing and operating a self-storage business.

Members must use a properly executed SSAA storage agreement or equivalent

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legal binding agreement with all Storers.

Members will avoid using practices that do not support environmental sustainability where practical alternatives exist.

Members will ensure that their work place provides the maximum practical level of safety for employees, customers and other visitors to the site.

Members should ensure that staff are competent in their duties and complete appropriate training in best practice standards.

Members should treat all customers with respect.

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SSAA INSIDER

Storage Facility hires move in trailer / vehicle to storer / non storer

Which one is right for your business?

Storage Facility accepts deliveries for customer

Storage Facility transports unit

Storage Facility keeps keys

Storage Facility locks unit

Customer keeps keys

Customer locks unit

Customer packs unit

Self Storage Agreements

SSSA MSA Mobile Trailer & Vehicle Delivery Room (SSSA) Standard Self Storage Agreement (Aus) Standard Self Storage Licence Agreement (NZ)

(AUST - Agreement updated June 2018 – available now) (NZ – Agreement updated in 2017 & reviewed in May 2018) Used when the customer stores their own goods, locks their unit and keeps the key.

(MSA) Managed Storage Agreement (Aus) Managed Storage Licence Agreement (NZ)

(AUSTRALIA - Agreement under review – to be released later in 2018) (NEW ZEALAND – Agreement updated in 2017 & reviewed in 2018) Used when the customer engages the storage facility to accept delivery of their goods and store them into the customers’ storage unit. The storage facility has possession of a key to the storage unit.

If your storage facility stores vehicles/ boats/caravans that you hold keys for then you should use the managed agreement.

Mobile Storage Agreement – (Aus) **

(Agreement released in March 2017 – available for sale $550, incl GST) This agreement is used when your storage facility offers a mobile service to customers. e.g. a mobile storage unit is delivered to a customers’ premises and the customer stores their own goods, locks the unit and keeps the key. The unit can remain at the customers premises or arrangements can be made for the mobile storage unit to be stored at your storage facility.

The customer can elect to have the storage unit moved between your storage facility and their premises as they choose throughout the life of the Agreement by way of appointment.

Under the agreement whilst the customer has control of the location of the Storage Unit, the Storage Facility retains proprietary title to the Storage Unit. The customer is unable to affix the Storage Unit to their own premises.

In the event of default this Agreement enables the Facility Owner to enter upon or onto the Storer’s Premises by trespass where the Storage Unit is being stored and may break open any gate, door or fastening and detach or dismantle the Storage Unit from any part of the Premises to which the Storage Unit has been affixed and retake the Storage Unit, then enter the Storage Unit by force or otherwise and take possession of any Goods inside the Storage Unit. **This Agreement is available in Australia on a fee for use basis due to the costs associated with its production.

Mobile Storage Licence Agreement – (NZ)

This agreement is to be used when your facility delivers a mobile unit to a storer to be packed on their property and then returned to your storage facility for storage within 24 hours.

Trailer/Vehicle Hire Agreement

(AUSTRALIA - Agreement updated March 2018 – available now) (NEW ZEALAND – Agreement under review – to be released later in 2018)

46 // SELF STOR AGE ASSOCIATION OF AUSTR AL ASIA / W W W.SELFSTOR AGE.ORG. AU

This agreement is used when your storage facility provides a move-in vehicle or a trailer to a storer or non storer free of charge or for a fee. Additionally, under the agreement your storage facility can elect to hire the vehicle or trailer to a nonstorer.

Delivery Room Agreement

(AUSTRALIA - Agreement under review – due for release later in 2018) This agreement is used in conjunction with the Standard Storage Agreement and enables the Storage Facility to accept deliveries and retain goods for collection on behalf of Storage Customers.

The Delivery Room cannot be accessed by Storers or delivery and collection agents.

This agreement offers an alternative for Storage Facilities who keep keys to Storage Customer’s Units to facilitate deliveries. It is a lower risk option than keeping keys, as the Storage Facility controls the Delivery Room, knows exactly what is in the room and can regulate the deliveries and pickups.

Your Storage Facility is liable for the goods in the Storage Room and has a duty to exercise due care, skill and diligence for the safety of the goods.

A fee for this service generates income where previously the keeping of keys for accepting deliveries generated no extra income.

For more information about the SSAA storage agreements please contact us by phone or by email. admin@selfstorage.com.au +61 3 9466 9699

SSAA INSIDER

HR Members Forum

Conferences and Events – A great policies reminder

A

staff conference or event hosted by a client can be a great experience.

Teams can bond, client relationships can strengthen and they can be opportunities for growth, learning and development.

They can also be a time when everyone can “loosen up” a bit, enjoy a drink and have some much deserved fun. However, sometimes when there is temptation, some people can have too much fun!

Drinking can become excessive resulting in people acting irresponsibly. Pent up frustrations between co-workers can implode and all of a sudden you can end up with a harassment claim on your hands or irreversible damage to either staff relationships or reputations.

This is one of those times when having policies in place can be of extreme value in ensuring you are protected as much as possible from the above occurring.

Codes of conduct policies, drug and alcohol policies, dress code policies and

appropriate social media use policies are all very relevant and applicable for staff and client work/social occasions.

If you already have such policies in place, a situation such as this is a perfect time and reason to remind your staff to reread them so that there is no excuse for bad behaviour! Just make sure they are current and updated to include all possibilities.

Send out an email requesting staff to re-read them at least two weeks out from the occasion. Print the policies out and post them in your tea room or break areas. And, if you have an Human Resources Information System, send a reminder email/notification for staff to review the policies that they have already agreed to, just so they are fresh in everyone’s mind.

And finally, to ensure that everything is crystal clear, the good old fashioned communication channel of talking to

staff should also be a key consideration.

Encouraging staff to have fun, learn and enjoy themselves whilst indicating what is NOT expected and supporting your communication with examples of what NOT to do will help to get the message through as to what your business expectations are.

HR Central can help you with policies for your business, to help minimise your risk and keep you compliant.

If you are attending the upcoming SSAA Convention, look out for CEO Damien Gooden and the HR Central team and come and say hello!

And remember, all Australian SSAA members are able to call the HR Helpdesk with any HR questions and concerns.

This is a free and confidential service to members and is run by experienced HR Specialists.

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Contact STORCO today! +61 2 6391 2800 Email sales@storco.com.au 6,12 Strathgrove Way, Orange NSW 2800