It’s hard to believe that 2020 is basically in the books. We, as the Spacesaver Group, had to adapt to many challenges and change the way we worked and interfaced with our customers. As a team, we accomplished what other competitors, companies and industries could only have hoped for; we will exceed our 2020 top line sales plan of $95 million!! On behalf of myself and all of us at “The Fort,” we can’t thank you enough for your business and partnership; it is clear our strategies are taking hold.
We start a new season on January 1, 2021 that will present new challenges and opportunities, but if we can continue our positive engagement, FOCUS and tenacity, nothing can stop us!
We have truly been blessed, and with that came much success in the Public Safety and Military markets. Our operations and engineering teams are working hard to reduce lead-times to acceptable levels, primarily in our storage cells. Unfortunately, our manufacturing group has been hit hard by COVID the past few weeks but are still performing at a very high level to service our customers. Also, to free up capacity in storage, we have invested in an additional turret to be delivered in early January and a new electric brake press that will be delivered yet this month. Our new welding robot is up and running and will also allow us to increase welding capacity in the coming months. In the meantime, we are also outsourcing some basic fabrication to help. We will communicate updated details on our lead-time improvements based on the actions noted above in early 2021.
Wishing you all a wonderful holiday season filled with family, health and safety.
Mark Haubenschild | President/CEO
Spacesaver Scorecard
As we head into the final weeks of 2020, it is apparent we have a resilient team that knows how to adapt to the unexpected…and find a way to succeed. This group has continued to stay focused and deliver wins daily, setting the stage for success again in 2021. With only a few more days before the year closes, we are encouraged by the opportunities that have been uncovered, as well as the victories already secured. This will be a year to remember for sure, and a positive reflection on the Spacesaver family!
November closed out with 13 Area Contractors exceeding their monthly incoming order quota, keeping the year-to-date total at 13 Area Contractors over quota. Spacesaver MD ($570,000) and Motus Space Solutions ($529,000) crushed their quotas, but it was the Patterson Pope team that led the way in total revenue, entering nearly $1M in new orders ($998,544)! Even with the success of several ACs, the combined YTD incoming order total dipped a little, and now sits at 87 percent for the year.
We had another good month in shipments, hitting 99 percent of our monthly goal with 14 ACs over monthly quota. A huge month from StorageLogic ($846,000) as they paved the way for the team, and thank you to the crew at Systems & Space for continuing their pace by invoicing $528,000—pushing them over $6.3M for the year! With 11 ACs exceeding their annual quota YTD and two more exceeding 90 percent, the race is on to lock in Challenge of Champions winners!
The Team has [Continued] FOCUS
As we prepare to turn the calendar pages to 2021, our FOCUS has transitioned from our rear-view mirror to the windshield. It’s been a wild and crazy ride this year, but we have truly kept our FOCUS and delivered on nearly every objective we set out to achieve in 2020. Looking towards the new year, we’re going to have CONTINUED FOCUS—and you will see that reflected in our new ‘rally cry’ for 2021. Stay tuned for more details as we officially roll out our 2021 strategic initiatives and updated theme for taking us across the finish line again next year.
Vertical Market Updates
Military
Did you know defense spending increases during a national emergency AND the following year? Did you know that it takes at least one, and sometimes two, budget cycles for a new presidential administration to impact the defense budget? That means 2021 will be another year of success for those who invest time in working with their military customers and prospects. If you haven’t done so already, dust off that Rolodex and start setting up appointments—or tap into our Business Development team for help. Don’t miss the military funding boat because of spending misconceptions due to COVID and a new administration.
Spacesaver helps the military with three big priorities: increase readiness, reduce footprint, and prevent property loss. One product that helps with all those is our powered mobile systems. Have you put our recent Power of Reliability campaign to use with your military customers? What are you waiting for—get started today!
Contact Pete Rooney for more insights and help attacking the military market in your territory.
Third Time’s the Charm
Congratulations to Ken York at Spacesaver Intermountain, who’s been working a large powered mobile opportunity at a medical repair facility warehouse for the past three years. After funding for the project fell through in past years, the third time was the charm and the funding finally came through this fall. Spacesaver’s ActivRAC added 1200 pallet locations within the same footprint, increasing storage capacity by approximately 80 percent. The project resulted in $530,000 Spacesaver net.
Library and Education
We’re always working on new ways to streamline the purchasing process for your clients and prospects, and we’re excited to announce that Spacesaver products are now available for purchase on the Equalis Group contract! We look forward to sharing all the details in January, so be on the lookout for a webinar invitation later this month.
The need for high-bay storage isn’t going away, and you can benefit from Spacesaver’s leadership in this lucrative niche. If there’s a college or university, a museum, or a sheriff or police department in your territory, there’s a good chance they’d appreciate learning about high-bay storage options. Book a high-bay product presentation, get a $25 Amazon gift card, and sit back and relax while our in-house experts give the presentation and answer questions from participants.
As always, you can contact Zak Hermans or Hannah Bare anytime with questions, comments, or insights.
Client Rivalry Pays Off
High fives to Karl Warner at Spacesaver Systems Maryland, who recently landed a sale to the University of Maryland’s football program. The new Cole Field House will feature a regulation-size indoor practice field, a sports medicine clinic, and equipment storage by Spacesaver. The clients were familiar with Spacesaver’s work for the University of Oregon’s football program and they wanted their equipment room to be even more impressive. The project resulted in $250,700 Spacesaver net and it will be installed in the spring.
Museum
This month we’re excited to roll out new sales tools for Spacesaver’s Viking Preservation Cabinet 920 Series, including a product presentation, BIM (Building Information Modeling) objects, and a water evaluation video. Want to learn all about it? Join our webinar on Thursday, December 17 at 10:00 CST! You can join here with ID 999 1801 4178 or look for the invitation that was sent earlier this month. If you haven’t already checked them out, view and download our new and updated 920 Series sales and marketing tools.
Contact Ben Adamitus to share your ideas or insights.
Supporting a New Sales Rep
Kudos to Joe Smith, who recently joined the team at HBI Office Plus and landed a museum cabinet sale right out of the gate. A local museum client had purchased a single entomology cabinet in 2017 and wanted to acquire more. Joe tapped into Spacesaver’s in-house expertise to answer client questions about color options and other details, and he ended up selling 16 cabinets for a total of $22,600 Spacesaver net. Well done, Joe!
Agriculture
Even if your state hasn’t legalized cannabis yet, we anticipate that the new presidential administration will be friendly to expanded legalization efforts. So what can you do now to position yourself as the go-to cannabis space consultant in your territory? Check out our new product presentation and GROW collateral. You can also take advantage of another new resource for your toolbox: GROW Mobile Systems are now offered on BIMobject.com to make them easier for architects to specify. Check them out on the BIMobject website.
Unfortunately, two of the biggest and best cannabis industry tradeshows had to be held virtually this year, but we made the most of them. Both Cannabis Business Summit and MJBizCon took place in the last month and our team did our best to continue to push the Spacesaver brand to cultivators in attendance. We garnered several leads and those are being worked by our Business Development team—and will be shared with your reps as they are converted to opportunities.
Contact Greg Sayre if you want more info or help breaking into this market!
It All Adds Up
It’s easy to celebrate the big sales, but small incremental orders also help us contribute to incoming totals and build credibility in this emerging market. Congratulations to reps at Donnegan, Southwest Solutions, and Systems & Space, who all entered GROW orders in November totaling $63,000 Spacesaver net. Great job, team!
Marketing Minute
COVID CARES Act public safety campaign: The CARES Act provides funding for public safety departments to respond to the pandemic, and funds must be allocated by December 30. We targeted our public safety customers and prospects with a series of emails, executed a targeted outbound call blitz, and invested in organic and paid social media campaigns.
Pharma/cold storage campaign: As COVID vaccines start shipping, we want third-party warehouses to know we’re uniquely positioned to help them increase capacity in the space they have. We’re investing in email lists and pushing social media messages to convey our expertise in highly regulated healthcare environments, and you can also check out our recent blog post, “Cold Storage for Vaccines and Test Kits.”
Best of 2020: We’re wrapping up our 2020 email campaigns by highlighting the topics that earned the most engagement in 2020. These emails will give our target audiences in public safety, education, military, museums, cannabis, and other markets another opportunity to interact with our most popular projects.
If you’re interested in using any of this information we’ve created for an end-of-year push in your territory, reach out to Carla Chase.
Save the Date
December 17
Webinar
Introduction to Spacesaver’s Viking Preservation Cabinet 920 Series Product Presentation
December 18
Conference Call
Library and Education Market Call
January 12-14
Webinar
VIRTUAL PRODUCT SCHOOL! We’re hosting our first virtual product school in January. If you’re interested in attending, please contact Brenna Schilt.
