Team, What a great time of year! Summer festivals, vacations, baseball, the start of football, the Summer Olympics, and much more! But it is also time to focus on closing out the year strong and, of course, planning for 2025.
At Spacesaver we have already started our Strategic Planning process, which will be executing year 3 of the Group’s three-year plan to “Invest. Align. Deliver.”, and so far in 2024 The Spacesaver Group continues to deliver results. Through seven months we are 110% of sales plan and right on target with order plan. We continue to invest in you and in our business. Most notably, our laser/tower and part sorter is up and running; we are finalizing the process of becoming ISO 14001 certified, which included the launch of our Environmental Product Declarations (EPDs) and Health Product Declarations (HPDs); attended over 25 trade shows YTD; added a second A&D Specialist; launched the new SpaceNet ETO feature to share collaboration on cool installs; launched digital lock options on PSL Lockers; and are nearing the end of our 5-year effort to transition Configura into CET to put us at the leading edge of customer visualization sales tool platform.
As we look ahead to 2025, we will continue to invest in capital and automation in operations and, of course, Product Innovation (we have some very cool stuff planned for 2025!). Additionally, we will focus heavily on operational excellence so as to sustain consistent quality, on time delivery, and industry best lead times.
Even though we are the established industry leader, we continue to change, adapt, and transform our business and talent to align with our growth goals, strategies, and customer expectations.
I also want to thank you for not only the business you share with us, but for your support and patience as we continue to work through some equipment and vendor issues. The good news is we are near the end of successfully resolving these issues. The strength of the Group is evident through teamwork.
More updates to follow as we continue for 2025, but for now, let us know how our teams can help you finish 2024 Spacesaver strong!
Enjoy the rest of the summer and God bless! Mark Haubenschild | President/CEO
Congratulations to our Area Contractor teams that have a Spacesaver Group anniversary!
Modern Office Systems August, 41 years
HBI Office Plus September, 16 years
Kanstor September, 16 years
The Casper Corporation September, 51 years
Spacesaver Scorecard
It’s hard to believe we are already in August. NFL training camps are open, and we are less than 2 weeks from the first NCAA Football game of the 2024 season, where the Florida State Seminoles will take on the Georgia Tech Yellow Jackets in Dublin, Ireland! If you can’t tell, I’m excited for the opening kickoff!
And I’m even more excited anticipating the tremendous second half of 2024 we’ll see from the Spacesaver Group! July was a great start to the 3rd quarter, with 15 PARs exceeding their incoming order monthly target, led by Patterson Pope Midwest ($902,108 – 161%), Diversified Storage Solutions ($667,426 – 145%), and Hi-Cube Storage Products ($613,872 – 993%). The Patterson Pope team (all PARs) booked nearly $2.3M (123%) in July alone! With the strong month, we now have 19 PARs over their YTD quota – with 8 of them over 130%:
Hi-Cube Storage Products – 254%
Spacesaver Solutions – Ottawa – 199%
Donnegan Systems VT|ME|NH – 189%
Patterson Pope Midwest – 174%
Spacesaver Specialists – 170%
Southwest Solutions Group – SE TX – 157%
Donnegan Systems E. NY – 138%
Donnegan Systems CT|RI – 133%
July was even better for shipments – with the entire Group invoicing right at the monthly quota, keeping YTD sales for the Group at 102.8% of target. Patterson Pope Midwest outdid their incoming order amount, invoicing $975,306 (175%) in July, holding them in the top overall YTD PAR (revenue) with over $7M in sales (181%)!!! We had 16 PARs exceed their July shipment quota, bringing the YTD count to 14 PARs on track to exceed performance standard for 2024, 11 of which are over 125% YTD:
HBI Office Plus – 279%
Kanstor – 246%
Patterson Pope Midwest – 181%
Donnegan Systems VT|ME|NH – 169%
Mid-America Business Systems – 155%
Spacesaver Specialists – 137%
Southwest Solutions Group S. KS|OK – 135%
Spacesaver Systems (MD) – 134%
Midwest Storage Solutions – 129%
Apex Projects – 126%
Spacesaver Intermountain – 126%
Government fiscal year-end is upon us, meaning Military spend will surely spike in August and September. So, take the time to follow up on all open opportunities and get your share of that billion-dollar purse!
Thanks again for all the hard work – you are the strength of Spacesaver!
Major Projects
We Feel A Cold One Coming On: If you think some of the installations our Major Projects Team has helped facilitate have been pretty cool, just wait until October’s From the Fort. There we’ll take you to on a tour of an installation designed to store samples from the glaciated regions of the world. Undoubtedly, this will be Spacesaver’s coldest installation to date – and it’s located at the National Science Foundation Ice Core Facility!
Definitive Healthcare is a new tool that both our Business Development team and Pete Rooney will use to gather intel and make inroads within the Healthcare market. When Pete highlighted its capabilities on a recent call, Southwest Solutions Group raised their hands to explore the tool further with us. Together we developed a pilot program to nurture leads through email and direct outreach across both of our teams, with goals of setting appointments and identifying opportunities, as well as testing methodologies that can be scaled to other Area Contractors. Thank you to Randy Brant, Courtney Lippert, and Ari Arango for their willingness to test and execute plans that help DELIVER results to the entire Spacesaver Group! More to come as we test and learn from this strategy.
Vertical Market Updates
Military
Follow ups are vital right now. Make sure you’re getting on base, to touch base, and cover all your customer’s basic needs…and beyond.
The hunt is on for EOY opportunities. Keep pushing popular EOY items to your top customers.
Next Military Market Call
October 31 at 1:30 PM CDT
Updated DLA deadlines:
FY24 PV/TLS Order Receipt Deadline: Tuesday, September 3, 2024 at 11:59 p.m. EST NOTE: All orders expected to be funded with FY24 funds must be received by this deadline. Orders received after this deadline will be returned to the submitter with the opportunity to resubmit using FY25 funds.
FY24 Funding Receipt Deadline: Friday, September 13, 2024 11:59 p.m. EST NOTE: All Price Acknowledgment Spreadsheets with the appropriate funding must be sent from the FOPOC to our mailboxes by this deadline or the order and the funding will be returned to the FOPOC.
Contact Pete Rooney anytime with questions, comments, or insights.
Staying On Guard For What’s Next
The Minnesota Air National Guard is one of the first national guard uniThe Minnesota Air National Guard is one of the first national guard units to receive the SIG SAUER M7 and M250 – also known as the Army Next Gen Squad Weapon (NGSW). To facilitate this changeover while keeping an accurate count and easy access to their current arsenal throughout the process, they reached out to their local Spacesaver reps, Gil Roscoe Jr. and Matt Warner at Mid-America Business Systems, to provide customized weapons racks for these innovative arms. The two worked with the Brigade Property Book Officer (PBO), S4 NCOIC, and a Chief Warrant Officer (CW4) in the J4 to ensure the locations have what they need, ready for action before the new weapons arrive. Purchased through the ADS TLS contract, the order (NET $160K) consisted of ninety-six 45” racks and twelve of the newly-developed and commercialized 51” racks – designed specifically for the M250 machine gun. The racks will be staged at various locations throughout the state awaiting receipt of the NGSW’s. Once the new weapons arrive (expected in Mid-November) the old racks will be phased out, and new racks will be moved into the respective location’s arms rooms. Thank you, Gil and Matt, for sharing this exciting story!
Library & Higher Ed
It’s been show and sell for Diversified Storage Solutions regarding the Flexible Shelving units they have in their showroom. According to Mark Lanzi, every time he opens his email, there’s another request for these innovative solutions. Let us help you get one in your showroom and several in your customers’ locations.
Due to shifts in the way funds are allocated within their department, many athletic directors are facing staff cuts and the pressure to “do more with less” within their equipment rooms. Time to put HDMS into the game!
Please reach out to one of our Sales Managers within our Major Projects team, Hannah Bare, or Brian Grimm for support in the Education market.
K-12
It is Christmas in July for many K-12 departments who are receiving shipments of new equipment, gear, and supplies for use. Ask how you can help make their holiday more efficient on your next visit.
We’re halfway through the year and the Sales Competition is still up for grabs. Let us know how we can help you get one step closer to finding paradise in early 2025!
Please reach out to one of our Sales Managers within our Major Projects team, Hannah Bare, or Brian Grimm for support in the Education market.
Schools Safe for Summer (And Beyond)
Separate from the Las Vegas Police Department, the Clark County School District Police Department was experiencing an expanding need for evidence storage each year due to increased incidences at schools that require evidence be confiscated. Ready to get rid of the poor quality one-drawer lockers which had become compromised over the years and wanting to include a variety of high-quality lockers in their space, the Department reached out to Scott Srodes at Spacesaver Intermountain to help investigate the situation. The recently installed lockers – presented in various sizes – were strategically placed in selected schools around the city so that evidence can be conveniently dropped off from other schools. Thank you, Scott, for sharing this story!
Museum
Grant season is rapidly approaching. Make sure you’re connecting with your customers to help them get the most out of each opportunity they have available!
The Art Racks are all in at Glenbow Museum, making room for the High-Density Mobile Shelving System to be installed September! Keep an eye out for more on this joint project with HBI/Allan Hansen.
A joint project with Donnegan Systems/Brian Ackley, we just finished collections inventory and design at Brown University, Haffenreffer Museum of Anthropology. With signoff from the customer and execution of our contract, this will be installing mid-2025.
Contact Emily Martin anytime with questions, comments, or insights.
Healthcare
More healthcare organizations are building ambulatory facilities, led by cancer, cardiac, pediatric and urgent care specialty centers – each with their own set of unique storage requirements.
Health systems are insisting on flexibility, adaptability, and expandability in designs and programs. Renovating existing office space or shuttered retail spaces has become a viable option to new construction, especially in the Midwest and Northeast.
Along with investing in an analytics platform, we’re looking into additional purchasing agreements to supplement our current contract vehicles and focus in on increasing opportunities in the healthcare market. These targeted vehicles include: Healthtrust Purchasing Group, Cardinal Health, McKesson Corporation, Great NY Hospital Association, Hospital Purchasing of Michigan, Intalere, Acurity, and MedAssets.
Contact Pete Rooney anytime with questions, comments, or insights.
Manufacturing
We are about 90 days out of MODEX – where the new Gesture Control™ feature created a great deal of momentum – and the leads and opportunities continue to come in. Please let us know if there is anything you need to close these opportunities.
Next Manufacturing Market Call
September 20 at 10:30 AM CDT
Don’t let the heat and humidity affect your “coolness”. Freezer and cooler storage applications are “heating” up. Keep an eye out for Life Sciences and Biomedical manufacturing companies!
Contact Jeff Peters anytime with questions, comments, or insights.
Public Safety
We are halfway through the year and still have several IAPE classes available for registration and opportunities for presentations. Make sure you register at IAPE.org. Reach out with questions or feedback. Schedule below.
Next Public Safety Market Call
August 23 at 10:30 AM CDT
2024 Two-Day Evidence Classes:
Humble, TX 8/26/2024 – 8/27/2024
Overland Park, KS 9/17/2024 – 9/18/2024
Massillon, OH 10/1/2024 – 10/2/2024
Caledonia, WI 10/21/2024 – 10/22/2024
Warner Robins, GA 10/28/2024 – 10/29/2024
Niagara Falls, ON 10/28/2024 – 10/29/2024
Coplay, PA 11/18/2024 – 11/19/2024
Joplin, MO 12/3/2024 – 12/4/2024
Nashville, TN 12/9/2024 – 12/10/2024
Contact Scott Loreaux anytime with questions, comments, or insights.
Marketing Minute
Welcome to the Team
WELCOME ABOARD! We are thrilled to announce that Karissa Rataczak has joined the Spacesaver team as our Environmental, Health, and Safety (EHS) Manager! In this position, she’ll be responsible for the implementation and administration of all environmental, health, and safety policies and processes, ultimately achieving full compliance with local, state, federal, and company regulations including but not limited to OSHA regulations, DNR, and EPA standards.
In addition, she’ll be developing Spacesaver-specific training programs in the EHS space, continuing to further our commitment to producing safe and sustainable solutions in a safe and sustainable way.
Worth A Second Look – Let’s Do Lunch
A Lunch & Learn can be an impactful way to connect with your clients and partners. The two videos linked below are less than 5 minutes each and are full of tips and tricks to ensure you are set up for success when scheduling, delivering, and following up on Lunch & Learn presentations. Please pass this along to those on your team who will benefit from having this as a resource.
