Team,
We are in the fourth quarter of 2022 and pushing for a strong finish, but are also working to complete our strategic plans for 2023! This planning actually started in July, as it does every year, to make sure our strategies are in alignment with our largest opportunities, while taking into account our strengths, weaknesses, and threats.
As a Group, we have been able to grow and successfully navigate the challenges of COVID, supply chain issues, rising material costs, and labor shortages. As I have stated several times, we will always have challenges to deal with, but we must press forward, take away excuses, and continue to be nimble. With that said, The Group is poised for substantial growth over the next several years, and this is how our strategic plans were developed for 2023. At this point, I will share that we are going to start (yes, it will be a process and not a one-year event) with the fundamentals necessary for all of us to grow profitably. Substantial investments will continue to be made in human and operational capital, as well as product development, just to name a few.
As announced, we will again be getting together as a Group at the Principals Meeting in Chicago at the end of January. Here I will be sharing our plans with you in much greater detail.
However, one thing that is for sure, as travel is becoming less of a concern, Spacesaver will be more field facing and engaging with your teams in person, on calls, through training, sales meetings, and other events. This level of collaboration and partnership has always been the cornerstone of The Group.
Thank you for all you do and for a strong 2022!
Only by continuing to truly partner can we build a better future together.
God bless,
Mark Haubenschild | President/CEO
Congratulations Blair King
After serving as the President of Spacesaver Systems Maritime for the past 33 years, we would like to congratulate Blair King on his upcoming retirement! Thank you for all you have done to further the success of the Group!
Spacesaver Scorecard
At the end of the 3rd quarter, The Spacesaver Group continues to build on its lead for another tremendous year. Led by Spacesaver Intermountain ($1.17M | 410.4%) and Southwest Solutions Group ($1.11M | 129.4%), the Group entered over $8.1M (101.4% of quota) in September as a team. We had a total of 16 PARs exceed their monthly quota, bringing our tally to 23 PARs over quota YTD. Patterson Pope Midwest still leads the YTD race with over $9.2M in incoming orders (241.1% of quota) … but Donnegan Systems VT/ME/NH is right behind them with 205.6% of YTD Quota. We have 3 months to go … how many PARs will finish over 100%?
September was a great month as a Group for invoiced orders – shipping over $8.26M (102.9%). We had a total of 18 PARs ship more than their monthly quota – 19 if we round up for Diversified Storage Solutions (99.8%). Bradford Systems ($1.075M | 162.6%), Southwest Solutions Group ($1.04M | 122.0%), and Patterson Pope ($1.06M | 69.4%) all shipped over the million-dollar mark. We now have 10 PARs over their YTD Shipment quota – and 8 more over 90%. The Group now has a combined 95.0% of quota with 3 months remaining to close the gap.
October is already off to a great start – we are extremely confident we will finish the year over quota for both shipments and incoming orders… and we need everyone to keep their foot on the gas to get us there!
Thank you again for the focus, energy, and effort to grow our businesses together!
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:
Reignite Renew Revision
Vision – defined as the act or power of either seeing with the eyes or anticipating that which will or may come to be – is both tangible and intangible at the same time, yet both are distinctly focused on what’s in front of us. While we’ve spent much of 2022 celebrating our past 50 years and honoring how the Spacesaver Group has gotten here, as we close out this year it’s time to truly focus on the foundation of our legacy for another 50 years. One tool we use to build on this legacy is our quarterly Product School sessions, the most recent of which is now available for viewing on SpaceNET 3.0.
From the way vertical markets are shifting to how product solutions align, from business development initiatives to market research, production efficiencies, and so much more, our teams are searching for new ways, better ways, reimagined ways to propel our business today, tomorrow, and into the future. Sure, it’s hard to comprehend what 2072 could look like, but it sure is fun to think about the journey ahead of us.
What’s your vision?
Vertical Market Updates
K12
We’re still (and will continue) asking for you to send us pictures/info on your K-12 installs so we can best provide you with the invaluable marketing collateral you’ve been looking for! Let’s show off what we can do together!
Looking to see what ESSER funds are remaining for schools in your area? Check out this helpful tracker (https://edunomicslab.org/esser-spending/) and let us know how we can help you and your teams secure more business!
Bi-monthly Library & Education Market Calls
Next call: October 21 (last Friday of every month)
Contact Zak Hermans anytime with questions, comments, or insights.
Keeping Humble on the Gridiron
The saying that football is a game of inches doesn’t only apply on the field. For high schools in districts without the resources to provide a brand-new facility, this adage extends into the limited footprint of equipment rooms within their often-outdated facilities. Such was the case for Humble High School in Humble, Texas. After utilizing bonds that allowed them to revamp their image and improve safety through new jerseys, pads, and helmets, administrators reached out to their trusted partner at Southwest Solutions Group to provide storage systems to help protect their players and preserve their profile for years to come. Thanks to Kyle Sorge for coordinating this installation and bringing it to our attention!
Museum
It’s grant season! Hopefully, you are seeing an increase in quote activity. Accepting we function in a world of volatile material, labor, and transportation costs, it is important to understand that grant awardees may not receive funds immediately and should be prepared for delays up to a year. Make sure to contemplate an escalation factor or buffer and consider value engineering options available if pricing increases or total funds are not received. We’re certainly happy to talk through scenarios and strategies should you need assistance.
Monthly Museum Market Calls
Next call: October 18 (third Tuesday of every month)
Contract pricing options and end user quotes are now available on Configura for the Mod-Glider Pro™! Make use of this valuable resource when working with your clients to incorporate this innovative hanging art storage solution!
Contact Ben Adamitus anytime with questions, comments, or insights.
Virginia is for Museums!
Two museums nestled in the state of Virginia, were looking for space to boost the visibility and capacity of their respective collections. Thanks to the trusted reputation of Spacesaver Group, they need to look no further than their local Spacesaver consultant – Lura Bishton of Spacesaver Storage Solutions. In the first – scheduled for installation by year’s end – Lura helped Hampton University Museum in optimizing its additional space with storage systems designed to house Presidential Archives. For the second, Lura supported the Chrysler Museum with the unique (to curators) challenge of renovating their storage space to create a “showpiece” that increases access to collections for museum visitors. Utilizing an Omnia contract for this project, which made the sales process very easy, she was able to provide systems – set for installation in 2023 – that maximized security and visibility for museum and its visitors.
Agriculture
It’s no secret that indoor growing operations were revolutionized with the advent of vertical growing, as it allowed them to drastically increase their yield and productivity. However, with the benefit of growing higher, came the challenge of safely and efficiently accessing those higher tiers. You’ve all seen the improvised solutions utilized to date and can agree there is a strong need for a better solution.
We’ve heard your and your clients’ requests and while this is a bit of a secret (at least until MJBiz), we will be delivering a solution to safely help them reach new heights in their operations. Keep an eye out for information and an exclusive invite from our team regarding this next-level product offering.
Monthly Agriculture Market Calls
Next call: October 21 (first Thursday of every month)
Did you know there are approximately 7600 dispensaries nationwide? And, with a rising public demand and an increased number of states providing legalization, existing and future locations will continue to drive a need to maximize the space they have.
Contact Scott Loreaux anytime with questions, comments, or insights.
Military
Happy New [Fiscal] Year! With the advent of Sig Sauer’s XM5 and XM250 on the horizon, now is the time to get out for a visit to ensure your clients are ready to bring on this revolutionary new ordnance. Pete will dissect the National Defense Strategy and discuss other customers to target on the next military call.
Let’s start this year strong, in meeting attendance! We have had 40-50% participation on calls this yearto date, and, with how behind everyone is we need it closer to 80%. While you’re waiting to attend, go back and watch our last call where we shared information on how to uncover guaranteed money strategies.
Monthly Military Market Calls
Next call: October 27 (last Thursday of every month)
Contact Pete Rooney anytime with questions, comments, or insights.
Looking Back and Forging Ahead
2022: The year of anomaly. Customers had money, were interested in buying Spacesaver products, but then didn’t. All-in-all, the DOD budget performed at a low-level of execution – not from the standpoint of spending all their money, but how and when it was spent, and what it was spent on.
2023: Positivity ahead! As military spending for storage products is cyclical, a down year in 2022 should lead to excellent growth year over year. Let’s work together to make this fiscal year the best one yet!
Library and Education
Seeing that our presentation at AEMA in June included more than 80 attendees and we’ve had several inquiries for information on it from both those in attendance and within the market, we will be providing a recorded version for your use. Keep an eye out mid-October for a rollout email with more details!
Not surprising, funding is one of the greatest challenges public libraries face. The increase of and demand for technology in libraries by patrons has led administrators to search out additional funding avenues to pursue. What sets our Group apart, are the purchasing vehicles we have available for our partners. Let’s make sure clients are aware of the variety of contracts, partnerships, and teaming agreements that give us a variety of choices in procuring storage systems to fill their needs.
Bi-monthly Library & Education Market Calls
Next call: October 21 (last Friday of every month)
Contact Zak Hermans anytime with questions, comments, or insights.
Making Storage Matter at Their Alma Mater
Years ago, two roommates at the University of Virginia (UVA) developed the skills that, unbeknownst to them, would provide immense value to future classes. Fast forward to today, where those two roommates – Denny Hammack and Kirk Martin of Patterson Pope – are in the last phase of implementing a six-year storage project within the library system at the university.
Comprising mobile and static storage systems for a myriad of resources and supplies the university’s libraries use to support their students and staff, the project – purchased through the Vizient ordering mechanism its university hospital utilizes – afforded these two the opportunity to give back to UVA and provide access to successful teams of roommates to come.
Major Projects
At the Height of Art Storage: The culmination of a 5-year collaboration with StorageLOGIC, members of our Major Projects team wrapped up a unique project at Johns Hopkins University in August that incorporates a custom art rack design with our High-Bay shelving. Facing a limited footprint in the university’s building, Steve Pyne and our internal Spacesaver engineers went through several iterations of planning with numerous modular art racks to provide this pull-out solution. The end result is an innovative system designed to store and protect art within a climate-controlled storage room. Reach out to our team to learn more!
Marketing Minute
Meet Julie
WELCOME ABOARD! We are proud to announce the addition of Julie Leslie to Spacesaver’s Marketing Team! Julie joined the team on August 29, taking on the role of Marketing Specialist. In this position, she will be responsible for developing messaging and artwork for our advertising efforts, tracking campaign success, and managing related budgets. Julie is excited for the opportunity to get to know and collaborate with the Marketing Team and the Spacesaver Team as a whole. She’s looking forward to immersing herself in Spacesaver’s culture while learning and implementing the Marketing tactics that will help bring the Spacesaver Group the most success possible. Keep your eye out for Julie’s advertising and design expertise, and make sure to say hello when you see her in the office!
Carter’s Conversion Complete
After serving as a Product Manager for Spacesaver since March of 2021, Jake Carter fully transitioned into his new role as Marketing Manager on October 10. Jake brings a strategic mindset to the Marketing Team and will help to further develop our capabilities and enhance our effectiveness into 2023 and beyond!
Transforming Libraries CEU October 19 at 2 PM CST
Spacesaver will be hosting a live webinar on October 19 at 2 PM CST featuring our Transforming Libraries Presentation. This presentation will show how libraries have responded to the changing needs of the communities they serve, all while seeking to create more flexible, open, and technology rich spaces. In this course, architects and designers will learn how to combat these challenges by using furniture, fixtures, and equipment to reduce the footprint being used for book storage and increase available space. Please share this offering with your AEC partners that focus on the libraries market to see if this would be of interest. Contact Megan Skinkis for help with continuing education course scheduling or presenting.
Save the Date
October
| October 13-15 | Tradeshow | ALA Core Forum |
| October 15-17 | Tradeshow | IACP |
| October 16 | Conference Call | Agriculture Market Call, 11:30 AM CST |
| October 18 | Conference Call | Museum Market Call, 10:00 AM CST |
| October 19 | Webinar | Live AIA Presetation: Transforming Libraries, 2:00 PM CST |
| October 21 | Conference Call | Library/Higher Ed/K-12 Market Call, 2:00 PM CST |
| October 26-27 | Tradeshow | Association of Tribal Archives, Libraries, and Museums (ATALM) |
| October 27 | Conference Call | Military Market Call, 1:30 PM CST |
November
| November 2-4 | Tradeshow | New England Museums Association (NEMA) |
| November 2-4 | Tradeshow | EDSpaces |
| November 15 | Conference Call | Agriclture Market Call, 11:30 AM CST |
| November 15 | Conference Call | Museum Market Call, 10:00 AM CST | November 17 | Product Launch | More Info to Come! |
| November 15-18 | Tradeshow | MJBizCon |
| November 24-25 | Closed | Spacesaver closed for Thanksgiving Holiday |
December
| December 8 | Conference Call | Military Market Call, 1:30 PM CST |
| December 8 | Product Launch | More Info to Come! |
| December 16 | Conference Call | Library/Higher Ed/K-12 Market Call, 2:00 PM CST |
| December 20 | Conference Call | Agriculture Market Call, 12:30 PM CST |
| December 20 | Conference Call | Museum Market Call, 10:00 AM CST |
| December 23-26 | Closed | Spacever closed for Christmas Holiday |