Common Sense Revenue Management: Boosting NOI while Maintaining Tenant Relationships and Retention

As self-storage operators strive to maximize profitability in a challenging economic environment, it is crucial to strike a balance between increasing revenue and maintaining positive tenant relationships and high tenant retention rates. By implementing common-sense revenue management strategies, self-storage operators can enhance their financial performance while fostering long-term tenant satisfaction.

One of the fundamental aspects of revenue management in self-storage is setting the right pricing structure. While it may be tempting to charge the highest possible rates, it is important to consider market trends, competition and the value provided to tenants. With worries about inflation and interest rates still at the forefront, navigating price changes may become a more delicate balancing act for some operators. In this post we’ll explore some successful strategies for coming out on top.

Be a market research super sleuth

Conduct regular market research and evaluate the demand in the local area around your facility daily.  Operators that do this ensure they have competitive pricing that reflects the unique features and amenities of their facility. By offering fair and reasonable prices, operators can attract tenants and establish a positive reputation in the market.

Power up your pricing structure

Implement a tier-based pricing structure that takes into account factors such as convenience, enhanced security and other features. This allows you to price each unit according to its value. Tenants that value convenience are willing to pay more for a unit near the entry gate than they would the same-sized unit all the way at the back of your facility. Meanwhile tenants on a budget will perceive those lower priced units on the back lot as a good value.

Let occupancy be your guide

Empty units represent lost revenue opportunities. By closely monitoring occupancy rates, operators can identify patterns and adjust their marketing and pricing strategies accordingly. If your occupancy is approaching 100%, that is a sure sign you have room to push rates and increase revenue. Ideally you should shoot for an occupancy rate between 85% and 90%. If your occupancy rate falls below that, it is a sign that your pricing needs to be adjusted lower.

Implementing flexible pricing models, such as dynamic pricing, can optimize revenue by adjusting rates based on factors such as demand, seasonality, and availability. This approach not only maximizes revenue but also allows operators to offer discounted rates during off-peak periods to incentivize long-term tenant retention.

Prioritize customer service

Satisfied tenants are more likely to stay longer and refer others to the facility. To build positive relationships, operators should prioritize exceptional customer service. Clear communication, responsiveness and attentiveness to tenant needs go a long way in establishing trust and loyalty. Regularly seeking tenant feedback and implementing improvements based on their suggestions can demonstrate a commitment to their satisfaction.

Give them something extra

Offer value-added services to boost tenant retention while generating additional revenue streams. Services such as package acceptance, extended access hours and Wi-Fi access can enhance the overall tenant experience and justify slightly higher rental rates. By continuously assessing tenant preferences and market trends, operators can introduce new services that align with the needs and desires of their target demographic, further differentiating themselves from the competition.

Take the algorithm for a spin

Incorporating technology into revenue management practices is another crucial aspect of success in the modern self-storage industry. Investing in a user-friendly and efficient facility management software enables operators to streamline operations, automate rent collection, track occupancy rates and generate comprehensive reports. More than that, using a property management platform enables you to try dynamic pricing that pushes changes to your website rates based on real-time market data and unit availability.

Tap into your inner social butterfly

A proactive approach to tenant retention is essential for long-term success. Implementing customer loyalty programs, such as referral incentives or exclusive discounts for long-term tenants, can help foster a sense of belonging and encourage tenants to stay. Regularly engage with tenants through newsletters, social media, or community events to strengthen relationships and create a sense of community within the facility.

Find your balance

Common-sense revenue management in the self-storage industry requires a delicate balance between maximizing revenue and maintaining positive tenant relationships and retention. By implementing smart strategies such as competitive pricing, flexible pricing models, exceptional customer service, value-added services, technological integration and proactive tenant retention initiatives, self-storage operators can achieve financial success while creating a loyal and satisfied tenant base.