Happy New Year – the new season has begun! Again, congratulations on a great 2020, and now it’s time to FOCUS 100 percent on 2021.
We have received a lot of positive feedback on our 2021 Virtual Principals Meeting, which was held on January 22nd. It was not ideal to meet virtually versus in person, but it was important to continue our engagement and share our strategies for 2021. Based on the survey results, we will be planning a follow-up meeting by mid-year to update you on our progress and share other relevant and timely information.
Despite the challenges facing all businesses this year, the Spacesaver Group is positioned well to again succeed. Please use any and all resources available to you from my team to help you drive and close business.
I sincerely thank you and appreciate all you do,
Mark Haubenschild | President/CEO
Good teams win games. Great teams win championships!
Spacesaver Scorecard
The final results are in and 2020 is officially in the books! We had 13 PARs exceed their quota for incoming orders and 12 PARs reach goal for shipments. As a group, we finished over 90 percent for shipments and more than 85 percent for incoming orders. Considering all the obstacles we faced, it was a very successful year!
For incoming orders, HBI Office Plus smashed their quota (772%) but the gold medal belongs to MOTUS Space Solutions – booking nearly $5 million which was 293 percent of goal. Spacesaver Specialists had another great year, submitting more than $2 million (186%) and the team at Spacesaver Systems (MD) did it again (for the 6th straight year), entering over $3.7 million (130%). For the full list of over-achievers, please see the 2020 standings linked below.
While HBI Office Plus led the highest percentage of quota for shipments as well, it was Systems & Space that won the 2020 Spacesaver World Championship for highest PAR sales – invoicing more than $7 million (200%). Spacesaver Systems (MD) put up a great fight for the title, closing out the year with nearly $6.5 million shipped (224%). STORAGELogic ($2.52 million, 252%), Spacesaver Specialists ($2.53 million, 230%), and MOTUS Space Solutions ($3.66 million, 222%) rounded out the list of “million dollar plus” and over 200 percent of quota.
After one month into 2021, we are slightly trailing last year, with only nine PARs for orders and 11 PARs for shipments hitting their monthly quota. The Spacesaver Group as a whole sits at 78.4 percent for shipments and 61.4 percent for orders. It’s not the start we wanted for January, but February has already had some impact orders so we’re aiming to catch up quickly.
Congratulations again to the Challenge of Champions Qualifiers and we look forward to adding to the list in 2021!
The Team has FOCUS: SYNERGY
When our team created the 2020 FOCUS rally cry, we never could have imagined how relevant it was going to be. So relevant that we stayed course and are maintaining our FOCUS into 2021…but with a twist. Our team has Continued FOCUS and much of what we have planned for this year is based off the success of last.
When you read the six words wrapping around our 2021 logo, each speaks to how laser beam focused this team is. In the upcoming months, you will hear more about these words, how they relate to our efforts, and examples of how we’re truly putting them to practice.
SYNERGY: the cooperation of two or more organizations to produce a combined effect greater than the sum of their separate effects.
For the Spacesaver Group, synergy is working together towards a common goal. Sharing innovative product solution ideas with each other. Executing combined marketing campaigns. Collaborating on ‘must win’ projects. Finding the perfect solution and pricing strategy for your customers. It’s only the beginning of February but we’ve seen all of these things already.
A recent example of synergy was our first Virtual Product School. You asked, we listened. We changed course and adjusted in this virtual environment. And we created an environment for more than 70 people to learn more about Spacesaver, our team, and our full product portfolio. These 70+ people are now better equipped to take the Spacesaver brand and our solutions to their customers!
Vertical Market Updates
Library and Education
Day Use Lockers have a lot of potential in many different settings, and they’re an especially good fit for athletic programs. We’re gearing up for an outreach campaign to push Day Use Lockers in athletic facilities, so be on the lookout for a new Info Sheet, social media posts, advertisements, emails, and so much more that you can customize and share. We’re also conducting a call campaign this month and we’ll be sure to pass opportunities your way. Gear up for a fun campaign that is sure to take home a win!
As you work with clients, keep in mind that Day Use Lockers and many of our other products are available via pre-approved purchasing agreements (also called “contracts”) like Sourcewell and Equalis. These agreements are a quick, legal way to simplify the procurement process, save your clients money, and, in many cases, shut out the competition. Did you miss our recent announcement and webinar announcing our new partnership with Equalis? Make sure to check out the recording or visit our Contracts page.
Monthly Library and Education Market Calls
Next call: February 26th (last Friday of every month)
As always, you can contact Zak Hermans anytime with questions, comments, or insights.
Success in Schools
Congratulations to Jeff Rosaasen at Southwest Solutions Group, who continues to uncover lucrative opportunities in K-12 schools. When voters approved a $1.3 billion (yes, that’s billion with a “b”) bond for the San Antonio Independent School District in November, Jeff moved quickly to close a deal on multiple mobile systems. Jeff has sold around 300 Spacesaver projects in San Antonio area schools in the past decade, and he says schools make up around 50% of his business. This recent sale resulted in $47,834 Spacesaver net.
Museum
Many of our largest museum projects are funded, at least in part, by grants. The National Endowment for the Humanities (NEH) recently awarded $33 million in grant funding for museums throughout the U.S. and about $2 million is earmarked for projects we’re already working on. Are any of your clients on the list? Check it out here and let us know how we can support you!
We rolled out a lot of collateral supporting the Viking Preservation Cabinet 920 Series over the past couple of months, including a new product presentation! Did you miss the recent webinar about this campaign? You can watch it here. You can also see all the new and updated sales tools and collateral, including the product presentation and a video about water testing.
Monthly Museum Market Calls
Next call: February 16th (third Tuesday of every month)
Feel free to get in touch with Ben Adamitus if you have any questions about this market.
Long-term Commitment
Shout out to Dave Long at STORAGELogic, whose commitment to customer service is paying off. The Chesapeake Bay Maritime Museum is one of Dave’s long-standing clients. When the time came to start planning an addition, the museum’s staff turned to him to design cabinets and high-density shelving systems that would optimize space and enable them to reduce the new building’s footprint. Dave worked with the planning team for two years, and his drawings helped the client raise funds for the addition. Due to the long-standing relationship and Spacesaver’s comprehensive product offerings, competition was never an issue: the client placed the Spacesaver order before hiring a general contractor. The project resulted in $149,000 Spacesaver net.
Agriculture
Cannabis legalization is expanding after referenda passed in several states this past November, and we expect even more changes with the new presidential administration. Pay attention to your state and local chatter surrounding new regulations so you can get ahead of this ever-evolving market. Remember to take advantage of our product presentation, GROW collateral, and resources for architects on BIMobject.com to help land GROW sales.
Keep in touch: Want to get Greg Sayre in front of your team and tap into his expertise for ideas about how to attack this market? Greg schedules one-on-one calls with sales reps who would like to gain insights or assistance with projects. Contact Greg to learn more!
A GROWing Partnership
Kudos to Brad Lieber at Systems and Space, whose patience and commitment to teamwork have landed repeat orders with a client who installs soil-less cannabis growing systems around the world. Brad landed the initial project through a client referral, and he worked with the client and Spacesaver’s engineering team for more than two years to design a custom system that supports the client’s aeroponic components. Orders have totaled $46,000 Spacesaver net so far, and Brad credits the project’s ongoing success in large part to Spacesaver’s engineering and sales support.
Military
We’re excited to announce that Spacesaver will soon be offering a new, rugged, durable, and cost-effective storage system that eliminates the need for wooden crates and saves countless military man-hours. It’s modular, versatile, secure, and transportable to meet the needs of the modern military. Ready to learn all the details? Pencil in March 4th for a product launch webinar and watch for the invite to hit your inbox soon.
In the meantime, remember that we’re still engaged in a national emergency and the new presidential administration won’t significantly impact the defense budget for at least one cycle. That means 2021 has a lot of potential! Bases are opening up, so set up appointments and get out there—or tap into our Business Development team for help.
Monthly Military Tribe Calls
Next call: February 25th (last Thursday of every month)
As always, get on the phone with Pete Rooney to get more insights into the military market and to develop a plan of attack.
Designing a Mobile Crate for the Navy
High fives to Joe White at Spacesaver Interiors, whose commitment to fulfilling a client request has led to collaboration on a new product line. Joe was recently approached by the Armed Forces Medical Command about designing a galvanized crate on heavy-duty casters. The Navy needed a secure, mobile, lightweight, and versatile crate to transport medical equipment, and Joe worked with the Spacesaver team to come up with a solution. We think this new product has great potential, so stay tuned for more details (and see above)!
Marketing Minute
It’s hard to believe that we’re already more than a month into 2021—time flies when you’re having fun! The Spacesaver Marketing Team has continued to push timely and relevant content out via several different channels and that will continue throughout the year. Here are the marketing and outreach campaigns you will see from our team in February. Watch your inboxes for more details as they come together.
Coming Soon
Cannabis Legalization Expansion
Day Use Lockers in Athletics
Expanded Intermodal Offering for the Military
Continuation of The Power of Reliability
Want to learn more? Join our Marketing Tribe and dial in for our next call February 19th at 1:00 CST. For details on how to connect, contact Amanda Wollin.
