Team,
With only one month to go in fiscal year 2022, we are now laser focused on 2023. Our budgets are set, capital spending approved, and our strategic plans are already being executed.

We anticipate a very solid finish to 2022 at approximately 102% of sales plan. And with the projections and backlog entering 2023, we will again show growth over 2022 actuals. This is a testament to the strength of The Group and our ability to adapt and execute.

As we prepare for our 2023 Principals Meeting in Chicago, what is obvious and exciting is the alignment of your feedback from the pre-Principals meeting survey and our strategic plans. This will help us not only mold an impactful agenda, but will form the basic building blocks of our collective sustained growth strategies. We are looking forward to a very collaborative and impactful meeting; more to follow in the coming weeks.

Until we are all together in January, thank you for again making 2022 a success for the entire Spacesaver Group. It is appreciated more than you know.

Wishing you and your families a safe and wonderful holiday season!

God bless,
Mark Haubenschild | President/CEO

Spacesaver Scorecard

With the holidays upon us and only a few weeks until we flip the calendar, we are poised to have an outstanding year in many ways. Several ACs are setting new record highs for incoming orders and the Group continues to grow the number of ACs over quota. November was not the strongest month for incoming orders, but we still finished over 90% of monthly quota as a team. We had 13 PARs exceed their target, with Donnegan Systems VT/NH/ME leading the way entering over $1M (1191% of monthly quota). The huge month gets them to 290.1% on the year and propels them near the top of the % of quota YTD leaderboard…putting them neck and neck with Dexion (317.2%). Patterson Pope is having an unbelievable year – entering over $21.3M in new orders…and we still have December to go! As a Group, we are over 110% of quota, with 22 PARs over their individual YTD goal, with 3 more sitting above 93%.

For shipments, we continued to gain ground as a team, sending out over 105% of our monthly goal. Patterson Pope shipped nearly $1.7M (110.6%) and Donnegan shipped just under $965K (241.7%), leading the way for the 11 PARs that invoiced more than their monthly quota. With 16 PARs over YTD shipment quota and 7 more over 90%, we are primed to fill the 2% gap to get the Group to 100% to finish 2022.

I hope everyone enjoys some time off, spends quality time with friends and family, and find a way to make a positive impact on those you come in contact with.

Have a great Christmas and see you all soon!

Sales & Support

To help you and your team better prepare for your next sales opportunity, our Sales Team will be providing tips and tricks to keep you up to speed on the latest and greatest we have to offer. This edition features the following topics with links to helpful info sheets for each:

Here we are at the end of the year. It happens every December, we turn around and wonder, “How are we at year’s end already?” Throughout 2022 we’ve planned, designed, engineered, sold, installed, produced, launched…the list goes on. So much incredible activity has come from all facets of the Spacesaver Group, and that’s only within the four walls of each respective Spacesaver business. We know there’s a lot of life that happens outside of shelving and storage, and we’re so grateful for the time and energy each of our Area Contractors invests as you align to our prioritized markets and deliver impactful results.

2022 has been a year to celebrate a legacy, and 2023 will mark the start of a new growth trajectory. Starting with our January Principals Meeting, the return of in-person Product Schools, and through a full roster of tradeshows and conferences, we are prepared and excited to keep building our collective business. Let’s make it happen together!

Vertical Market Updates

Major Projects

If at first you don’t receive, try try again: Kevin Streight from Patterson Pope had been working a mobile and shelving project for the University of North Carolina – Wilmington’s Randall Library renovation and expansion for some time. With no opportunity to negotiate or purchase via a contract, he requested support from Spacesaver in reviewing project specifications and strategy.

Knowing bidders for the project had to be preapproved, Patterson Pope submitted a bid and ended up being the only bidder for mobile section. Because of this, the GC said the bid would not be opened and it was reissued, also sharing the entire project was over budget. Patterson Pope submitted another bid, again as the only bidder for mobile. The project still came in over budget, so the GC told Patterson Pope they would be in contact.

The next correspondence from GC was that the project was out for bidding for a third time, however, they were able to secure a second bidder in the form of a Montel dealer out of Florida. Because of the new level of competition, Spacesaver and Patterson Pope agreed to partner on a joint bid submittal. Due to our competitive PRODUCT, PRICING and PARTNERING STRATEGY, our joint bid was low by just under 5%, allowing us to win the contract!

A winning team: Daryl Miller with Southwest Solutions Group submitted pricing for the new Baylor University Basketball Pavilion – Men’s & Women’s Basketball Storage, which specified Spacesaver mobile and shelving. However, when Daryl was told by the GC he did not submit the lowest bid, he expressed concern competitor was not including all specified products.

As allowing a competitor to gain an installation on campus could be an issue for future projects for Southwest – including their new Baseball Building and Football Practice Facility – Daryl was able to convince the GC to allow Spacesaver to submit a bid in attempt to reduce cost. Upon approval a competitively priced joint bid was submitted and accepted, and we have been awarded the contract!

Major project news: Did you know that we have a more than 70% win rate on competitively bid major projects? Of course, our goal is to NEVER LOSE, but if you are serious about winning and have a project you would like to work on with us, please reach out to Hannah Bare. Be on the lookout for a NEW Major Project Registration process, coming early 2023.

Marketing Minute

Spacesaver in the Sentinel
In part of the celebration of Spacesaver’s 50th year of operation, we had a business reporter and photographer from the Milwaukee Journal Sentinel swing by headquarters to speak with Mark Haubenschild and members of our Marketing Team and take a tour of Plants 1 & 2. Check out the finished product as we prepare for the next 50 years!

And The Winner Is….
Mod-Glider Pro! After taking a year off from the Chamber of Commerce’s competition, Spacesaver took home the Coolest Thing Made In Fort prize in the large business category for our innovative Mod-Glider Pro modular art rack system. Congratulations to all who made this possible! We’re looking forward to covering all the installations you secure in the coming year!

Closing the Year on a High(IQ) Note
Our final Product School for 2022 took place December 6-8. Presenting information on solutions from ActivRAC to Zero Force Sensor, our experts in storage solutions had the pleasure of disseminating information on the 35 participants who tuned in. Keep an eye out for more opportunities to learn in 2023!

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