Team,
As we wind down another successful year, it is a good time to reflect, search for perspective, and look forward with anticipation to next year. As I communicated in October’s issue of “From the Fort”, we as a Group are having a record year. We are truly Invested, Aligned, and Delivering.
We at Spacesaver are very thankful and grateful for all you do and the business you share with us. Our collective success is due to our partnership, trust, and buy-in to our mutual plans and strategies. Results speak. Since 2016 we have shown significant growth. This was not an easy task with all the obstacles we faced and overcame the last several years.
Now it is time to look forward to 2024. We are in full planning mode for the Principals Meeting in January and the Sales Champions celebration in February. As we put the finishing touches on a very strategic and focused agenda for the Principals Meeting, it is clear we not only have some great plans to share with you, but we will also be carrying a great amount of momentum into 2024!
One of our core values at Spacesaver is “No one succeeds alone” and when we all work as a TEAM amazing things happen and will continue to happen. The Spacesaver Group has proven this year after year.
I and our team look forward to celebrating your success and communicating and detailing our exciting plans for 2024 with the Group in January. This plan is focused around year two of our three-year plan to grow product sales. This plan includes:
- Product Innovation, and a launch of a very exciting product at the Principals Meeting
- Marketing and Business Development details
- Distribution and Vertical Market focus / segmentation
- Training
- Sales Management
- CET
- and much more!
In the meantime, I wish all of you and your families a great Christmas holiday and a happy and healthy New Year.
God bless,
Mark Haubenschild | President/CEO
Congratulations to our Area Contractor teams that have a Spacesaver Group anniversary!
Shannon’s Storage Solutions – 6
Donnegan Systems – 14
Spacesaver Storage Solutions LLC – 17
Diversified Storage Solutions, Inc. – 25
Midwest Storage Solutions – 26
Henderson-Johnson Co., Inc. – Syracuse – 31
Hi-Cube Storage Products – 34
McMurray Stern – 43
Spacesaver Specialists, Inc. – 45
Associated Office Systems – 46
Spacesaver Systems (MD) – 46
Spacesaver Scorecard
The sprint to the finish is in full effect! After a strong November, we are pressing up against the 100% quota mark in both shipments and incoming orders – sitting at 97% YTD for shipments and 98% YTD for incoming orders. This push gives us 17 PARs over YTD quota for shipments and 6 more over 92%. Incoming orders are just as strong – 13 PARs over YTD quota and 8 more over 91%. I am confident we will see both shipments and incoming orders with more than 20 PARs exceeding 2023 quota.
November was our best month yet for incoming orders – over $11.6M in new business! Bradford Systems led the way with $2.17M (291% of monthly quota) and Spacesaver Intermountain was only a few pennies behind with $2.12M (662% of monthly quota). This phenomenal month pushes Bradford to just under $10M (113%) for the year and has Spacesaver Intermountain (183%) nipping at the heels of HBI Office Plus (200%) for the % of quota lead!
Patterson Pope invoiced nearly $2M in November, sending their annual total over the $20M (107%) threshold – led by the Midwest team with over $800K in November and now over $9M (142%) for the year! Midwest Storage Solutions (152%) still holds the lead for % of quota for shipments – on pace for yet another record year for the team from Omaha!
Only a few days left in 2023 – let’s make them count!!!
Major Projects
Packaged for Success: With many museum consultants retiring and few replacements stepping in to take over this specified field of service, we are adjusting out approach when it comes to partnering with you to attain major projects. Instead of taking a “this solution for this need” line, we are now offering a full-service and budget-focused method that encompasses a client’s entire project from ideation to installation and beyond.
By getting involved earlier than we would in a standard bid process, we can develop a more thorough idea of their situation, allowing us to address their current needs and adapt for what solutions will be needed in the future. Additionally, this approach will pair the Spacesaver Group’s collective assessment, design, and engineering experience with our industry-leading manufacturing and installation service to help clients become less reactive and more productive in their decision making – further setting us apart from the competition.
At the EDspaces show in November, Spacesaver joined forces with KI on the tradeshow booth and an educational session – both fantastic ways to continue to advance our presence within the K-12 market. A team from Patterson Pope, including Randy Minter, Thomas Brafford, and Michael Garrett, joined us in the booth to interact with customers, scope out competition, and learn more about this vertical. On top of that, they invited a core team from the Charlotte-Mecklenburg Public Library to attend the show. CMPL spent an hour with P2 and Zak Hermans who learned about their upcoming project and articulated the value of creating flexible, adaptable solutions within their space. Thank you, Patterson Pope, for Going Above PAR on this collaboration!
Vertical Market Updates
Museum
When it comes to providing the absolute best solutions for your clients, don’t forget that sometimes ETO is the way to go. Let us know what you need, and we’ll help make it happen!
We collected a great deal of information at the ARCS 2023 Conference. From off-site storage to on-site lighting and protection, reach out to our team for the best and brightest in collections storage.
Next Museum Market Call
January 23 at 10:30 AM CST
Contact Ben Adamitus anytime with questions, comments, or insights.
With Great Appreciation
It’s been a great year for the Museum market, and we appreciate all you have done and continue to do to contribute to that success. Time and time again, you’ve displayed that we are truly stronger in numbers through the valuable insight you’ve provided in our calls and face-to-face meetings. We’re grateful for the opportunity to work with all of you and look forward to continuing to take our success to the next level in 2024!
Public Safety
Check out our recently released Case Study covering the Mishawaka PD, as well as our new Trailblazer displaying how the Waukesha PD utilizes USB-charging within their evidence lockers.
IACP 2023 revealed a continued trend toward new facility design and construction. Make sure to push our one-stop-shop capabilities!
The 2024 IAPE schedule for training sessions is up on their website! Go to home.iape.org and make sure you sign up with them for a great opportunity to gain warm leads from a captive audience.
Next Public Safety Market Call
December 15 at 10:30 AM CST
Contact Scott Loreaux anytime with questions, comments, or insights.
With Great Appreciation
I’m thankful to be working in a market that allows such incredible access into the innerworkings of our local public safety entities. Not only that, but also, I’m thankful for the dedicated AC representatives that help to facilitate this access so that we can develop a more well-rounded understanding of the challenges in the market and share that with partners and clients across the country.
Agriculture
Both Ohio and Minnesota are officially legal for recreational use! We are already working on one project on a tribal reservation and are working on securing more!
Make sure to continue outline the safety and accessibility benefits of our Crosswalk system with our existing GROW System users.
After being held up for most of the State of New York has settled litigation allowing the dispensary license process to move forward. Don’t overlook the dispensary for sales opportunities.
Next Agriculture Market Call
December 27 at 10:30 AM CST
Contact Scott Loreaux anytime with questions, comments, or insights.
With Great Appreciation
I am thankful for the opportunity to work with patient professionals as Coastal Cannabis in Connecticut has purchased their new GROW System from Donnegan Systems and Spacesaver. Glenn Underwood worked the project for 4 months and overcame many challenges along the way ultimately closing the deal on his terms. The project is coming in at over $300K and Glenn’s professionalism was the main reason the customer bought from him. His vigilance in staying connected with the client and answering all of the questions will result in more sales down the road for sure.
Military
In 2024, we will be concentrating on VA Medical Centers, prioritizing them by highest to lowest bed counts.
Direct Reporting MTFs report directly to the Defense Health Agency, giving them “dibs” on funding. And most support smaller Military Healthcare Activities (like clinics) in their geographical area, offering increased opportunities!
The Army has nine, count ‘em, nine new base names. Check out the link to make sure you’re up to speed.
Next Military Market Call
December 28 at 1:30 PM CST
Contact Pete Rooney anytime with questions, comments, or insights.
With Great Appreciation
Energy flows where attention goes. Similarly, where energy flows, sales numbers grow! I am thankful for all the ACs who take the time to better understand the opportunity and customers in their Military territories, as well as the AC and Spacesaver engagement that comes along with it. Whether it is the proactive planning and effort in the field, or members of the AC Group being “at the ready” when customers call, I appreciate what the entire Team does to crush their Military numbers every year. We are all lucky to serve the best customers in the world while striving for professional success.
Library and Higher Ed
Have a cool example of a “Library of Things” installation in your area to share? Please send us pictures to help generate ideas for others.
Among the number of architects, designers, dealers, and educators we spoke to at EDspaces, it was clear that flexibility and multipurpose space continue to be top of mind. Additionally, supporting technology and eGaming were also quite prevalent throughout the convention hall.
Give yourself a hand! Working together, we won a record number of major market projects this year.
Next Library/Education Market Call
January 26 at 2:00 PM CST
Contact Zak Hermans anytime with questions, comments, or insights.
With Great Appreciation
We’re thankful for the amazing teamwork and support of the Spacesaver Group, which has led us to 3 consecutive years above market quota! No doubt a contributing factor to this success, is the incredible help we receive from Area Contractors at all of the tradeshows – both national and regional.
K-12
It was standing room only for “Unlocking Your Library’s Full Potential with Flexible Design” – our joint presentation with KI at EDspaces Conference in Charlotte, NC that focuses on the K12 market.
If you have K-12 DUL and non-athletic install photos and stories, we’re looking to showcase them. Reach out and we’ll share your work with the masses.
Next Library/Education Market Call
January 26 at 2:00 PM CST
Contact Zak Hermans anytime with questions, comments, or insights.
With Great Appreciation
Special thanks to Patterson Pope for their support at EDspaces! Additionally, the feedback and sales we received from the Group helped to make Flexible Shelving a successful product launch in 2023. Thank you for all you did this year. We look forward to continued success together in 2024!
Marketing Minute
Thanks to you and your teams, we’ve had an amazing here in the Marketing Department. Carrying out our theme of Invest. Align. Deliver., we’ve added some valuable team members this year, that have and will continue to make an impact for everyone within the Spacesaver Group.
However, none of this is possible without your contributions – both in the valuable content you provide through the projects you secure, and the invaluable insight you share from the experience you’ve gained working closely with your clients. We look forward to furthering our partnership and our collective impact together with you in 2024!
Save the Date
December
| December 15 | Conference Call | Public Safety Market Call, 10:30 AM CST |
| December 15-19 | Tradeshow | NADC | Orlando, FL |
| December 18-21 | Tradeshow | DOD Maintenance Symposium | San Diego, CA |
| December 19 | Webinar | New Product Launch: Narrow Gap B Anti-Tip Rail |
| December 25-26 | SPACESAVER CLOSED | Christmas Holiday |
| December 27 | Conference Call | Agriculture Market Call, 10:30 AM CST |
| December 28 | Conference Call | Military Market Call, 1:30 PM CST |
January
| January 1 | SPACESAVER CLOSED | New Year’s Day Holiday |
| January 7-10 | Tradeshow | AFCA | Nashville, TN |
| January 16-17 | Principals Meeting | Principals Meeting | Chicago, IL |
| January 19 | Conference Call | Public Safety Market Call, 10:30 AM CST |
| January 19-22 | Tradeshow | LibLearnX | Baltimore, MD |
| January 23 | Conference Call | Museum Market Call, 10:00 AM CST |
| January 25 | Conference Call | Military Market Call, 1:30 PM CST |
| January 26 | Conference Call | Library/Higher Ed/K-12 Market Call, 2:00 PM CST |
February
| February 16 | Conference Call | Public Safety Market Call, 10:30 AM CSTT |
| February 23 | Conference Call | Library/Higher Ed/K-12 Market Call, 2:00 PM CST |
| February 29 | Conference Call | Military Market Call, 1:30 PM CST |